Issue #5: Part 3 - The Four Cornerstones of Mobile Digital Billboard Success

The Third Cornerstone of Mobile Digital Billboard Success: Building a Sales Model

We are on part three of our series on the Four Cornerstones of Mobile Digital Billboard Success. This week, we’re diving into what I believe is one of the most critical components of your business: the sales model. If you’re serious about long-term success, you need a sales system that’s consistent, scalable, and predictable. Without one, it’s impossible to achieve sustained growth or get reliable results over time. Today, I’m going to walk you through the key steps to building a sales model that will set your business on a solid foundation.

Step 1: Establish Your Service Offerings

Before you even think about selling, you need to clearly define what it is you’re offering. This might sound basic, but many operators struggle with this step. Are you offering an exclusive model where clients rent your truck for a day or a week at a time, or are you pursuing a shared route model where multiple clients share advertising space? Are you targeting local businesses or national brands? Once you define your service offerings, you can better communicate their value to potential clients. The clearer your offerings, the easier it will be to sell them.

It’s also important to remember that your service offerings will evolve over time. Keep them flexible, but always have a clear, core package or set of packages that you’re confident in. The last thing you want is to fumble when a potential client asks, “What exactly do you offer?”

Step 2: Create a Customer Avatar

Next, you need to know who you’re selling to. This is where creating a customer avatar comes in. Your avatar is a detailed profile of your ideal client. What kind of business are they in? What challenges are they facing? What are their goals, and how can your services help them reach those goals?

For example, if you’re targeting local businesses, your customer avatar might be a small to medium-sized business owner who wants more local visibility but struggles with traditional advertising costs. They may be in industries like real estate, retail, or hospitality, where foot traffic and local awareness are critical. Creating a detailed customer avatar helps you tailor your sales approach and messaging, making your pitches more relevant and compelling.

Step 3: Build Your Dream 100 List

Once you’ve defined your service offerings and created your customer avatar, it’s time to make a Dream 100 list. This is a tried-and-true method that involves identifying the top 100 businesses or organizations that would be ideal clients for your mobile digital billboard services. These are the businesses that could transform your revenue stream if they became clients.

Your Dream 100 list is your roadmap—it gives you a clear direction of who to pursue and allows you to focus your efforts. Rather than trying to market to everyone, you can narrow your focus to those companies that are most likely to benefit from your services and have the budget to afford them. Whether it’s local businesses or national brands, your Dream 100 should be companies that align with your customer avatar.

Step 4: Set Up a CRM

With your Dream 100 list in hand, you need a system to track your sales efforts, and this is where a Customer Relationship Management (CRM) tool comes in. A good CRM allows you to keep track of all your interactions with potential clients, follow up consistently, and measure progress.

A CRM is essential for staying organized. It’s easy to lose track of conversations or forget to follow up with a potential client, especially when you’re juggling multiple prospects. With a CRM, you can set reminders, log important details from calls, and monitor the entire sales pipeline. This keeps you on track and ensures no opportunity falls through the cracks. If you want my personal recommendation for a CRM tool, check out the bonus video in our free Facebook group (link below).

Step 5: Invest in B2B Sales Training

Finally, no sales model is complete without continuous improvement. One of the best investments you can make is in ongoing B2B sales training. This is particularly important in the mobile digital billboard business because you’re often selling a service that many clients have never experienced before. They need to be educated on the benefits, and that takes skill.

A regular commitment to sales training will help you refine your skills, adapt to market changes, and consistently improve your close rate. In the Bonus Video, I’ll share my personal recommendation for B2B sales training, which has been invaluable to me (link below).

The Bottom Line: Systematize Your Sales Process

To build a scalable and profitable mobile digital billboard business, you need a structured, repeatable sales model. Start by clearly defining your service offerings, create a customer avatar, build your Dream 100 list, and track everything in a CRM. From there, continually improve your skills with regular B2B sales training.

By following these steps, you’ll develop a system that not only helps you stay organized but delivers predictable results over time. Sales is about consistency, and with the right system in place, you’ll be able to scale your business and reach new heights.

Bonus Video