Cold-calling


Not Cold Calls, Smart Calls 1

Your opening lines, whether your prospect answers the phone or you leave a phone message, must be smartly specific to that prospect and that business. When you can cite a specific data point about that business, the prospects ears immediately perk up. It’s a data-driven version of a warm call.


Voice Mail, Wherefore Art Though Voice Mail?

Getting ad-sales appointments for in-person or virtual meetings on the phone and/or online is the key first step. Without voice mail we’ll need new tactics.


How to “Show Up” to Make More Advertising Sales

Woody Allen said 80% of success is showing up. When it comes to successful media selling that is a good place to start. And it’s harder than ever to “show up.” Prospects don’t call back, or say they don’t need to see you. Client-side contacts say to see the agency who you already know hasn’t called back for weeks. How can you “show up” in our fiercely competitive world of media sales?


The Most Difficult Objection: “I don’t need to see you.”

All this is a preamble to this simple point: You better have a really good message when you ask for an appointment. If it works, you’ll win more appointments and ultimately win more business. If your message is so-so, you and your property will stay in the mental “circular file.”


Cold-Calling is an Investment: Do it Right

Your cold-calling is adding extra targeted, customized, frequency to the rest of your ad-sales-marketing plan that helps you win new business. Your calls are targeted to the prospects with the greatest need or potential for business volume. Think of your cold-calling plan as a personal brand-building process.


Overcoming Call Resistance: How to Get More Ad-Sales Appointments

Did it really take research at Stanford to prove Calvin Coolidge right? “Nothing in the world can take the place of Persistence.  Talent will not; nothing is more common than unsuccessful men with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full […]


Welcome to the new ambro.com 1

Today is the soft launch of a new and more aggressive ambro.com. We’ll soon be providing a new service: On-demand sales training for the way you live, the way you manage and the way you compete. Subscribers to our email newsletter, The Advertising Sales Imperative, will be offered a free trial to the subscription-based on-demand video training service when it launches. So be sure you are signed up for The Advertising Sales Imperative e-newsletter today.