Here's how you can foster strong relationships with clients and stakeholders in media sales.

In my experience, the cornerstone of strong client and stakeholder relationships in media sales is a profound comprehension of their specific goals and challenges. Delve into their business strategies, audience demographics, and market dynamics to offer tailored solutions that truly address their needs. Demonstrating genuine interest in their success and customizing your approach accordingly elevates you from a mere service provider to a trusted advisor. This deep understanding and personalized engagement build trust and create a solid foundation for long-term, collaborative partnerships.

Many moons ago when I was learning to sell companies still took you off into a classroom and banged in the rules… we had acronyms to support the process we took clients through … who remembers DIPADA and SPIN?!To this day, I still follow those fundamentals…. One golden rule… “don not start selling until you’ve got 5 real needs from the client” and to this day I won’t so much as mention a solution without knowing 5 needs or more. How can you possibly sell if you don’t know what someone needs? What makes the difference is actually BEING interested. Genuinely inquisitive and curious. Not just about who they want to reach (yawn) … why, how, and what do they want to say? Care about them and they’ll feel it… that’s what makes sales happen.

Back in the days of B2B print ads, results were not visible and we dreaded the clients who put reference numbers for responses. Today we enjoy total transparency and live campaign metrics. In fact, many of our clients are given access to their own campaign dashboards. Embrace this advantage by proactively managing client accounts. Don't let your partners decipher metrics alone, bring insights directly to them, communicate findings clearly and promptly and service their accounts with care. This approach not only allows you to adjust strategies in real-time but also differentiates you from others who avoid performance metrics helping to win trust and referrals. Transparency builds relationships and drives success.

Being up to date on the latest company and competitor news is a great way to: 1. Open the conversation around a topic you know will pique the interest of the customer. 2. Demonstrate an understanding of the environment with which you are selling your solution. 3. Potentially provide some value to the prospect that they will use in their role. Literally 5-10 minutes reading the trade press, or scanning your google news alerts can make all the difference to prospecting and relationship development.

Start by maintaining regular communication through personalized follow-ups, ensuring clients feel valued and heard. Utilize a CRM system to track interactions and schedule timely follow-ups, demonstrating reliability and commitment. Address any concerns promptly and provide relevant updates to keep clients informed and engaged. Show appreciation through personalized gestures, such as thank-you notes or exclusive offers, to strengthen bonds. Continuously seek feedback to understand their needs and improve your services. By being consistent, responsive, and attentive, you build trust and deepen relationships with clients and stakeholders.