Balancing upselling and long-term partnerships in media sales: How can you strike the perfect balance?

- Approach upselling as a service, not just a sales pitch. - Understand your client's business goals and challenges. - Tailor your upselling strategy to align with their objectives. - Offer solutions that create value, rather than pushing products for higher sales. - Demonstrate how an upgraded service or additional advertising space benefits their campaign's performance. - Help clients see the upsell as an investment in their success. - Foster trust and strengthen the partnership through value-driven upselling. - Use case studies or data to illustrate the potential positive impact of the upsell.

I never look at this as “UPSELLING “. I always look at this as understanding your clients needs and concerns and making sure that you present an upgrade opportunity as satisfying those concerns and needs in the present as well as the future. Once you explain to the client this concept it makes it easier for them to understand and that’s what your role should be.

In order to best serve your clients needs and concerns you must first get to know your client, understand what they are trying to accomplish now and in the future. You must build a relationship and bounce ideas off of each other. Offer input and accept feedback. The only target you should have is satisfying your client

LET'S GET REAL. In business, it's more crucial that your clients trust you than the other way around. Be honest with yourself – if you leave the job today, you won't be calling them for a heart-to-heart chat. And guess what? THEY KNOW IT TOO! The key to any interaction is to come across as genuine and authentic. These qualities are the MONSTERS behind trust. When companies FEEL that you actually care about the job you're doing, they’ll trust that your work is SINCERE. This means they’ll FOLLOW your lead without hesitation. Unfortunately, a lot of COOL people in business don't care to make the effort to build trust. NEWS FLASH: If you're not making the effort to build trust in business, you need to be fired. You can be Cool & Broke!

- Trust is the bedrock of any long-term partnership. - Regularly check in with your clients, not just for upselling. - Show genuine interest in their business and offer support where possible. - Demonstrate investment in their success through consistent engagement. - Clients are more likely to consider your recommendations for additional services when they trust you. - Every interaction is an opportunity to reinforce trust. - Highlight your commitment to their business in all communications. - Provide value and insights even outside of sales discussions to build stronger relationships.

I have found that trust is the only way you can help your client. Without trust you cannot have a relationship and without a relationship you will not have a client. You must be patient as everyone has their own pace that they are willing to move at in building trust. I have found one of the best ways is to help someone in an area that will help your client but is not something that you get compensated for.

- Focus on creating a long-term strategy for your clients. - Include milestones for when upsells might be most beneficial. - Show that you're thinking ahead for their business, not just seeking a quick sale. - Set the stage for ongoing dialogue about their evolving needs. - Highlight how your media solutions can support their growth over time. - Use the strategy to align upselling opportunities with their business goals. - Maintain regular check-ins to adjust the strategy as needed. - Reinforce your role as a strategic partner dedicated to their long-term success.

- Treat the partnership with the same diligence as personal relationships. - Celebrate successes together to build a positive rapport. - Be transparent about challenges to foster trust and honesty. - Always be ready to listen to client concerns and feedback. - Show clients they are cared for and respected. - Clients who feel valued are more open to exploring new opportunities with you. - This approach leads to upsells, advocacy, and loyalty. - Advocacy and loyalty are priceless in media sales, enhancing your reputation and business growth.

One thing that I have found most helpful in building a client base is to always make sure that you make it very clear that it is always about them and not you. I actually tell the people that I sit with at the very first meeting that I am here for you and you will always have the final say. “This is all about you and not me”. “ I will always make a suggestion for your individual needs “. I believe that this sets the tone and helps to build a strong relationship.