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Media Sales Accelerator™ Program
25% or more increase in advertising sales revenue
Over the past 16 years, Jen DeTracey has received cold calls from literally hundreds of media representatives. Ninety-eight per cent of the time, their approach is ineffective. Rarely is there an incentive to meet with them in person, particularly in the digital age when all media kits can be sent electronically.
To meet this challenge, we at Lift Strategies developed the LIFFT™ Process, a 5-step Strategic Marketing Process which is invaluable to advertising sales professionals and their small-business clients.
Since Jen DeTracey launched her strategic marketing consulting practice in 2000, she has worked with and spoken to hundreds of small-business owners. She understands how they think and operate. Most small-business owners cannot accurately tell you why their marketing initiatives are succeeding or failing.
What Lift Strategies does is train advertising sales professionals to walk small-business owners through the LIFFT™ Process using our customized tools. As a result of this process, the sales professionals become marketing experts, gaining more new clients and generating more business from existing clients in the process. Ultimately, sales professionals will increase their monthly ad revenues by at least 25% within 90 to 120 days.
The LIFFT™ Process helps sales professionals understand and then teach small-business owners the importance of the following concepts:
- Having only a few marketing initiatives is a high-risk proposition
- Focusing on ideal customers is a maker, not a breaker
- Understanding that frequency is quintessential to success
- When new customers start showing up, this is only the beginning of the relationship
- Tracking ensures proof of the success level of each marketing initiative (i.e. the truth is in the tracking)
The LIFFT™ Process and LIFFT™ Tools have been successfully applied to small businesses with great success for the past eight years. The LIFFT™ Tools can also be customized and licensed to individual media outlets for their sales team.
Getting started
It depends on how many sales professionals require training and what approach would be best for your team.
Sales professionals can be introduced to the LIFFT™ Process initially through a 45 – 60 minute keynote, titled “The 5 Marketing Essentials To Getting 25% More LIFFT™”. This can be offered as part of a conference or a full or half day training session with small groups of up to 20 sales professionals.
What’s Next?
The LIFFT™ Tools are customized to the media outlet’s brand and sent electronically to each sales professional for their personal use. Once the initial training is complete, individual implementation coaching by phone is recommended. These sessions last up to 30 minutes and are available to sales professionals up to twice a month. As new sales professionals are hired, additional training sessions can take place. For existing sales professionals who want more support or require a refresher, they may choose to attend these sessions.
Competitive Clause Guarantee
When a media outlet commits to investing in the Media Sales Accelerator™ Program and licensing the LIFFT™ Tools, LIFT Strategies guarantees that it will not train sales professionals who work for a directly competing media product in the same city or region. For instance, LIFT Strategies will not work with weekly business newspapers from publisher A and a similar product from publisher B if both are located in Vancouver and are in direct competition with one another.