How to Make It in Media Sales: NYI VP's Top 10 Tips

Many young professionals overrely on their mobile phones to interact with associates and friends amp8212 they chat over Whatsapp Insta their meals and socialize on Snapchat These modes of communication are convenient and certainly have a place however it39s also important to remember that the sales business is all about building personal relationships In a world of endless options close client relationships matter now more than everAs the vice president of regional sales for New York Interconnect NYI amp8212 a joint venture of Altice Charter and Comcast amp8212 I39m often busy executing media strategies and working hard to meet clients39 sales goals But first and foremost I build relationships with my clients Our interactions are founded on conversations eye contact handshakes and realtime connections in addition to the latest technology There is no substitute for actual face timeSo if you39re a young sales executive who wants to learn the keys to building longterm client relationships here are 10 tips I39ve learned along my journey and yes I realize how old this makes me sound1 Listen People love to talk amp8212 especially about themselves amp8212 so let them Ask them questions hear what they39re really saying and learn about their interests Look around their office and take mental notes about what39s important to them Do they have pictures of their travels Their family Their alma mater Prioritize listening over talking2 Know your audience Do they have a spouse or young children Are they single Learn to relate to them and pivot the conversation for each situation Remember the fun facts too Whether they39re hooked on Starbucks macchiatos their child39s laser tag birthday party is on Saturday or their spouse is running in next week39s marathon those are details worth remembering It will personalize the relationship I often add these fun facts to a client39s contact card so I remember the next time I see them3 Find a connection Know what motivates them and what they are trying to accomplish both professionally and personally Do they want that corner office To climb Mount Everest Go golfing at Pebble Beach This gives you greater insight into the person as an individual Plus who knows where it will lead I found myself hitting a Phish concert with a client just last week4 Find a role If you can39t golf with them then drive the cart Not up for hiking the Earth39s highest mountain That39s OK Instead tell them where they can find cheap flights to get there If there39s not an obvious role for you create it Also everyone should learn how to golf5 Be wise when you socialize When inviting clients out always let them take the lead Don39t order first Drink what they drink at least until you know them better When appropriate invite their spouse if they like you then you39re in Don39t overdo it either Remember this is your client not an acquaintance or a friend you need to put in the time to earn that status6 Show up in person Be there for your clients There39s still no connection quite like facetoface amp8212 and clients are less likely to say quotnoquot when you39re standing there in front of them While you39re at it bring them iced coffee in the summer hot chocolate in the winter and cupcakes all year 39round unless they39re lactose intolerant see Tip 2 Don39t forget the support staff too They39re the gatekeepers and often the best avenue to your client Plus learn to read the room Whether making a presentation to the entire company or having a quiet oneonone lunch there39s a time and a place for a sales pitch a good joke or polite niceties Know the differences7 Deliver bad news in person If a deal falls through or ROI falls short the conversation needs to be in person Facetime is not equivalent and don39t do it over email or by phone It39s your job to lighten stressful days for your client You want them to want to be around you in times of trouble They need to feel your confidence8 Keep politics and religion out of it You39re both diehard liberals who celebrate Chanukah so it39s OK to talk about it right Wrong You will find something you disagree on so do yourself a favor and don39t bother finding out what it is9 Establish trust Your client must trust you One foolish mistake can ruin a great relationship that takes years to build Always always do the right thing If you do make a mistake own up to it Don39t hide behind doubletalk which will only worsen the situation Be honest Trust is essential and everyone can appreciate a good person making a bad mistake10 Your reputation is everything At the end of the day all you have is your reputation Make sure it39s a good one Those you meet in your industry today will be the people you continue to cross paths with throughout your career Make sure your stellar reputation precedes you People often talk about building their brand In the sales industry your reputation is your brand Make sure it39s one that instills trust and confidence in both clients and colleaguesTechnology is always evolving and new forms of communication will continue to emerge However regardless of the everchanging landscape these 10 insights remain timeless The triedandtrue ways of building personal relationships with clients are still and will always be the keys to success in salesRemember dedicate yourself to your clients and they39ll dedicate their business to you which will pave the way for a long and successful career in the sales industryClick the social buttons to share this story with your friends and colleaguesThe opinions and points of view expressed in this content are exclusively the views of the author andor subjects and do not necessarily represent the views of MediaVillagecomMyersBizNet Inc management or associated writers

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How to Make It in Media Sales: NYI VP's Top 10 Tips

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Adam Shapiro

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