Not Closing the Sale? There are times that you are not going to be able to do it. Let it be a teachable moment
I have several competitors who bombard my clients when I post any ad on my site http://www.radiofacts.com. It kind of irritates me because I work so hard to foster those relationships and think it’s unfair to my clients especially when the competitors try to sell their sites by putting mines down (and it gets back to me and that tactic is tacky and rarely works). There is one site, in particular, that is often very successful at manipulating my clients into supporting them too… hey if it works then so be it. The problem is when I call many of their clients from different formats outside of Urban radio I almost always get rejected.
It’s one thing to reject a proposal but it’s insulting to make a person jump through hoops to get to no. Clients KNOW up front if there is a possibility that they will support you but they also KNOW when they are NOT going to support you. Don’t be politically correct, just be HONEST (lol). It would save us both time and money. In all honestly.. I’d rather have a potential client tell me to “Fuck off and don’t ever call me again” than to have me waste my time sending in proposals, making endless calls and sending emails to follow up. Be careful of what you wish for because I have actually HAD potential clients tell me never call back again (lol) but for the most part… my clients have been great to me. Here are some tips to help you know that you are wasting your time.
Potential Client asks for proposal (RFP)
This is not a sign that you are wasting your time but I have done great RFPs and I have been rejected and my ideas were stolen and given to my competition (I’m talking non-minority competitors). At one time this practice literally made me sick to my stomach when I realized that there are many marketing companies that don’t have a CLUE how to market to minorities and they use anything they can to learn… including the unscrupulous practice of stealing information from proposals. NEVER and I mean NEVER include too much info in your RFP. Be vague about particular places, names, and events but focus more on how you can deliver and numbers. I have a saying, “if you give away the recipe the restaurant will close” that applies here. Realize your information could be stolen and manipulated so keep your sources and major information private. There is a 50/50 chance that your RFP will be accepted or rejected. This is not an easy task but if it works out, it can be lucrative and if the marketing company is not biased (which is VERY rare) it may open a door for a long relationship.