Best Practice No. 10: Arm Your Reps with Research

Best Practice No. 10: Arm Your Reps with Research

Have your local champion do the research for your sales reps up front for targeted accounts. If the prospect is Bob’s Hardware Store, the local champion (or a corporate level co-op subject matter expert) will go to the store’s site and investigate what brands they carry, and research which offer co-op, what the current promotions are and so on. Then the rep can at least take that into the sales call and say, “I see these five companies you were with are offering co-op plans today and I have the details of those plans etc.” This research boost for reps elevates the conversation they have with the prospect to something more than just, “Hey I know you have co-op available.”

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Organizations that rely on reps to take the initiative to do this research will have inconsistent results. Supporting all reps with co-op prep will produce more consistent and better conversations about co-op on sales calls.

iconThis article was written by Charles Laughlin of the Local Search Association in Breaking Through the Co-op Clutter: Best Practices for Improved Co-op Advertising Sales. For more information on how Recas can help expand your brand advertising potential, please visit www.recas.com.

#TipTuesdays: Flourishes

When creating advertisements, you don’t always want a photo or graphic of something in particular; maybe just a small design element to give the promotion some life to it. Creative Outlet has the perfect solution to this problem:

greenleavesflourishc1411_x_th_c#29 Flourishes

Flourishes can work well as an accent: when you want your words to be the focus while still including some sort of graphic to make your promotional materials eye-catching.

There are lots of different kinds that can fit any advertisement: musical, nature, patriotic, travel, graduation, and much more. Of course, there are others that could also be used in a wide variety of contexts.

To find these adornments, head over to CreativeOutlet.com and click on “Packages” > “Ad-Builder.” Then find the “Flourishes” category under “Additional Content from Ad-Builder.”

If you have any questions, how to use them, or the Creative Outlet website, feel free to contact a sales representative at support@creativeoutlet.com for help.Title

Best Practice No. 9: Contests and Promotions

Best Practice No. 9: Contests and Promotions

awardribbonc1408_x_th_cContests can work to drive short-term boosts in co-op sales. However, they are by their nature not sustainable, so they should be seen as a supplement to more fundamental, long-term changes like integrating co-op into the sales process. Simple things like a party for the local office or media property that generates the most intake forms or inquiries can amp up short term performance.

iconThis article was written by Charles Laughlin of the Local Search Association in Breaking Through the Co-op Clutter: Best Practices for Improved Co-op Advertising Sales. For more information on how Recas can help expand your brand advertising potential, please visit www.recas.com.

 

Ideas to increase local advertising!