Vicki McLean, General Manager – NRS Media International

Finding the right customers for your business is an ever-present challenge. We’ve put together some top tips we’ve gleaned from working with clients over the past 20 years or so. Keep these tips top of mind and your prospecting polished.

1. Qualify every single prospect – this way you’ll only approach those prospects that you know fit with your product or service – it will save you time in the long run and focus your efforts on finding valuable long term partners

2. Build relationships – building rapport with prospects increases your chances of a sale significantly, and sets you up for the long-term

3. Think past this month’s budget – are you looking at the total potential for the relationship with this client or just scrambling month to month?

4. Make sure you get their details 100% correct – don’t make them think twice – nothing annoys people more when you’re asking them for a commitment than getting their details wrong

5. Broaden your search – have you really exhausted all search opportunities and left no stone unturned? What search tools have you used?

6. Do your research – find out what their business does, who makes the decisions, what their advertising budget is, Why they should buy or use your services – arm yourself with as much information as possible

7. Take a long hard look at yourself! – Where have your lapsed clients gone? Are you keeping them warm or are they buying elsewhere?

Vicki McLean is the General Manager of NRS Media International and has been with NRS Media for five years in various roles including as Director of Sales. She is experienced in a diverse range of media services including radio, newspaper, out of home and television, has managed various radio stations, and has an outstanding track record for revenue and profit performance. Vicki’s roles have extended from Direct Sales, Agency Sales and Marketing, through to Operations and General Management.