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You're struggling to connect with clients in media sales. How can you build stronger relationships?

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In media sales, building strong relationships with clients is paramount to success. Yet, it's not uncommon to hit roadblocks when trying to connect. The key is to understand that each client is unique, and fostering a genuine connection requires a personalized approach. By honing your communication skills, demonstrating your industry knowledge, and being proactive in understanding their needs, you can create a rapport that goes beyond transactions and is built on mutual respect and trust. This article will guide you through practical strategies to enhance your client relationships in media sales.

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Jenny Silva

Director of Growth at Code3

1 Listen First

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Jenny Silva

Director of Growth at Code3
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To get on the same page and best understand your clients needs, it is crucial to listen first. Let your client open up about what goals they are looking to achieve, struggles or issues they have encountered in the past either internally or with outside partners, how they gauge success within the services you are offering, etc. When you let your client open up first and actively listen, you can get a better understanding of the client you are working with & their business as a whole. This helps with setting the right expectations with your client. If they have certain goals that are unachievable whether it is in the timeframe they are looking for or just something that is unrealistic, be up front & honest with them, this helps to gain trust.

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John Mendoza

Principal Owner , blueprint Property Research
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What can be helpful if feasible is being in front of , available to , visit with, making warm calls for, send follow up emails with.... your media clients. My previous role with the business bank has taught me one thing being available to talk with clients boosts the relationships I'm cultivating. Some may think nothing new , common sense. There is no catchy , trendy way to build sales without trust and putting in the work.

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2 Tailor Solutions

Once you've listened to your clients and understood their unique needs, it's time to tailor your solutions accordingly. Avoid a one-size-fits-all approach; instead, demonstrate how your media offerings can be customized to align with their specific objectives. This personalization shows that you're not just interested in closing a deal but are invested in their success. When clients see that you've put thought into how your services can benefit them uniquely, they're more likely to trust your recommendations and view you as a partner rather than just a vendor.

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Jenny Silva

Director of Growth at Code3
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There is never a one size fits all approach when working with clients in the media space. With point one in actively listening, you can understand the business, their revenue goals, and additional metrics to help create a custom tailored approach. Customization is key, the more insight and knowledge you have about the clients needs, the better you can create specific recommendations, different approaches, new ideas to bring to them, to overall help them to achieve success. If you have worked with clients in their space or vertical before, you can use your experience of what works and doesn’t work and provide that advice, while also still being open to try those tactics for the client and test, as they could see better results.

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3 Share Insights

To strengthen your relationships with clients, share valuable insights that can help them make informed decisions. Your expertise in media sales should be a resource they can rely on. Keep them updated on industry trends, new opportunities, and potential challenges. By proactively providing this information, you position yourself as a knowledgeable ally in their corner. This strategy not only reinforces your value but also encourages ongoing dialogue, keeping you top of mind when clients are ready to make their next move.

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4 Be Consistent

Consistency in communication and service delivery is vital for maintaining strong client relationships in media sales. Ensure that you're regularly checking in with your clients, not just when you want to sell something. Regular contact shows that you're attentive and reliable. Moreover, consistently delivering on your promises builds trust over time. If clients know they can count on you to meet deadlines and provide high-quality service, they'll be more likely to remain loyal and turn to you for future media solutions.

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5 Foster Trust

Building trust is perhaps the most crucial element in any client relationship. In media sales, this means being transparent about costs, potential risks, and realistic outcomes. Don't oversell or make promises you can't keep. Instead, be honest about what you can deliver and always act with integrity. When clients trust you, they're more likely to share more information, which can help you serve them better. A trusted advisor is invaluable in the media industry, where clients need to navigate a rapidly changing landscape.

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6 Nurture Networks

Finally, don't underestimate the power of networking in building client relationships. Attend industry events, join relevant groups, and engage in online forums where your clients are likely to be present. By being active in the same circles as your clients, you increase the chances of connecting on a more personal level. Networking also allows you to introduce clients to other professionals who may help them achieve their goals, further solidifying your role as a resourceful partner in their business endeavors.

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You're struggling to connect with clients in media sales. How can you build stronger relationships?

1

2

3

4

5

6

1 Listen First

2 Tailor Solutions

3 Share Insights

4 Be Consistent

5 Foster Trust

6 Nurture Networks

Media Sales

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You're struggling to connect with clients in media sales. How can you build stronger relationships?

1

2

3

4

5

6

1 Listen First

2 Tailor Solutions

3 Share Insights

4 Be Consistent

5 Foster Trust

6 Nurture Networks

Media Sales

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