CHAPTER
17 
Selling Against Other Media
One of the easiest ways to prospect for new clients is by going after accounts already advertising with somebody else. Why not? Someone else has already done most of the work by convincing the client to advertise to begin with. Now all you have to do is contact that client and educate him on the benefits of using your station as well. Unfortunately, that prospecting strategy works both ways. While you’re prospecting other media, it is logical to assume that other media are also prospecting you. To be more ...
Get Successful Local Broadcast Sales now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
