Here's how you can establish rapport with media sales prospects.

Offer insights, data, or industry trends that could benefit the prospect's business. Position yourself as a trusted advisor rather than just a salesperson. This helps establish credibility and build rapport.

Always understand personal and professional goals. Ask questions and look for the answer beneath the answer. Find the fears and create solutions to alleviate those. People rarely tell the entire truth and you have to be crafty and find out what is really going on. Example: I sold security systems for years. We had a CEO who would not cooperate. Until we did something wrong. Then I got an audience with him. I asked a series of questions and he screamed at me for over forty minutes. Angr I finally go to the bottom of what it was. "I don't want to be the f'ing idiot on the news who had a baby stolen from his hospital." I had him right there! I designed the right system to solve that and I was his exclusive consultant for years. Eve

It’s so important to understand the needs of your prospect, but here’s a little secret, they don’t always know! If your prospects new their problems and how to solve them, they wouldn’t be your prospects - they would be clients already. Not only do you need to understand your prospects needs and problems, you need to help them understand the needs and problems. If they don’t understand the problem, they won’t understand how it’s impacting them or the business.

Para establecer una conexion genuina con los prospectos de venta, es critico el saber escuchar, para de esta manera poder entender de que manera tus servicios de adaptan a la necesidad del cliente, para que de manera consultiva, tu historia cuente una narrativa en la cual el cliente y sus necesidades sean el centro y tu puedas crear un entorno en el cual tus productos encajen perfectamente a sus problematicas y necesidades.

Como lo dije anteriormente, la narrativa del contacto que tengamos con los prospectos, deben de contar una historia en la que ellos resuelvan sus problematicas al incluir alguno de nuestros productos en sus procesos, y esto se puede lograr unicamente al escuchar el detalle de lo que el cliente nos comparte. Ademas, es necesario saber leer al cliente, buscar la manera de contacto que mejor se adecue a su ritmo y no sobrepasar los limites que se establecen desde un inicio.

Adapt to their preferences. Whether it’s detailed emails or quick calls, matching their style enhances their experience and strengthens your relationship.

El enfoque debe ser siempre a manera consultiva, para poder hacerle ver al prospecto que nuestros productos van a generar un impacto de valor positivo en sus procesos.

Offer insights and resources that matter to them. This positions you as a knowledgeable ally dedicated to their success, distinguishing you from the competition.

No one likes a pushy salesperson. No one cares that much about there weather or where you are from. Be real with people and more importantly, don’t sound like every other salesperson. If you sound scripted, the prospects walls will go up and they won’t let you peel back those layers of the onion that you need to uncover in order to learn what you need to help the prospect. Lack of authenticity = sales resistance!

In my experience it never works when our first conversation includes a sales pitch. I want to build a relationship so you can understand what my company’s needs are.

Es importante entender que no somos los únicos buscando una conversación comercial, si yo entiendo que me hace diferente (cómo persona y cómo empresa) es probable que encuentre una estrategia que me diferencie para iniciar la conversación. A mi me sirve "humanizar" el proceso, soy una persona buscando conectar con otra persona.

Genuine interactions are irreplaceable. Show your passion and sincere interest in their success. Authenticity builds lasting connections.

Authentic communication is a gem to be mined. However, too many salespeople succumb to the pressures of the bottom line and lose site of this. You have to be willing to risk the canned call and response and meet the customer where they are vs. assuming it. Assumptions are the biggest potholes on the road to a solid sale. My advice slow down. Engage on a deeper level by being direct about your purpose for contacting without ever selling anything other than your willingness to uncover their problem and solve it if you can. Not all prospects are in need of what you are selling but all prospects have a need. You won’t find it in your script. You will find it in a solid conversation that is structured but far from canned. Be agile and pivot!

Consistent, personalized follow-ups show your dedication and keep you top of mind. It’s the key to turning initial rapport into enduring partnerships.

Personalizar a abordagem para cada cliente potencial é uma estratégia eficaz nas vendas de mídia. Ao observar e registrar as preferências individuais, estilos de trabalho e hábitos de comunicação, você demonstra atenção aos detalhes e respeito pelas necessidades específicas de cada cliente. Adaptar suas interações, como preferir e-mails detalhados em vez de telefonemas, não apenas torna a experiência mais agradável para o cliente, mas também fortalece a associação positiva com você e suas ofertas. Essa personalização é essencial para construir relacionamentos sólidos e confiáveis, aumentando as chances de sucesso nas vendas.

In my experience being flexible means you can offer a solution not just the usual option and shows you’ve really listened and understood their end goal which means they will trust you with more of their budget

First things first, you need to become known to your prospects. More than them just breezing through some content. They need to know you personally through 1-1 communication. If they don’t know you, why would they ever want to by from you. Secondly, it’s definitely going to help if they like you. No, they aren’t just going to get from you if they like you, but no one likes a pushy sales person. Lastly, they need to trust that you are going to get them the results that they want. It’s imperative to build an emotional gap from where they are no to where they want to be. You need to be that person that trust to get them into that future state.