What do you do if your remote media sales clients are difficult to reach?

1 Assess Timing

When clients are hard to reach, consider the timing of your attempts. It's possible that your messages are getting lost amidst a flood of other communications. Try reaching out at different times of the day or week. For example, early mornings or late afternoons might be less hectic for your clients. Also, take into account time zones and potentially busy periods such as end-of-quarter or holiday seasons. By being mindful of when you make contact, you increase the likelihood of your message standing out.

2 Optimize Channels

Diversify your communication channels. Relying solely on email can be ineffective if your clients are inundated with a deluge of messages daily. Explore alternative options like LinkedIn messages, which may be more personal, or even a direct message via Twitter if they are active on that platform. Remember to keep your communication professional and tailored to the channel you're using. This multi-channel approach can often lead to better engagement rates and open up lines of communication that were previously dormant.

3 Follow-Up Strategy

Develop a structured follow-up strategy. If initial contact goes unanswered, don't give up. Implement a sequence of follow-ups, spacing them out over days or weeks. This not only shows persistence but also respect for your client's time. Be sure to vary the content of your follow-ups to provide additional value each time. For instance, share an industry insight or a piece of relevant content that might pique their interest. This method demonstrates your commitment and can often prompt a response.

4 Personalize Outreach

Personalization is key in your outreach efforts. Generic messages are easily ignored. Take time to craft communications that resonate with your clients on a personal level. Reference previous interactions, demonstrate understanding of their business challenges, and offer solutions that cater specifically to their needs. By making your clients feel valued and understood, you're more likely to grab their attention and receive a timely response.

5 Leverage Technology

Embrace technology to streamline your outreach. Customer Relationship Management (CRM) tools can help you keep track of client interactions and schedule follow-ups efficiently. Additionally, using scheduling tools for calls or video meetings can simplify the process for both parties. These technologies not only help you stay organized but also show clients that you respect their time by making it easy for them to engage with you.

6 Review Approach

Finally, take a step back and review your approach if you're still not getting through. Reflect on your communication style, the value proposition you're offering, and whether you're addressing the client's needs effectively. Sometimes, adjusting your strategy or even seeking feedback from other successful sales colleagues can provide fresh insights into how to better connect with hard-to-reach clients. Continual learning and adaptation are essential in the dynamic field of media sales.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?