The Measure of Success

As a salesperson, as the only sales person at the Community Paper, it is my job to show the newspaper the money: show the owner, the editor, the creative director who designs the ads, the printer, the graphic designer who does the lay out: all need money.

I have worked now for a month on commission.

First, I spent time thanking advertisers, speaking with them, asking them what they want to see in the future,.

Then I talked to a lot of strangers, walking into businesses and introducing myself, showing them the paper and if they were interested leaving a rate sheet.

My approach is friendly, conversational, informational.

I spend hours calling and leaving messages.

I send follow up emails.

I pitch ideas for regular full page sponsorship to banks and real estate groups and lawyers.

I do everything I can think of to sell ads for the Community Newspaper.

By and large, most of the sales came from previous advertisers renewing their ads.

From my bosses perspective, I have failed.

It’s discouraging. I feel defeated.

Sales is about building relationships: To get to know, like and trust someone takes time.

You have to nurture relationships by consistent interaction.

The connection cannot be just transactional: You have to care and offer help before and regardless of whether you make a sale.

Sales are about building long term relationships.

Even if you become someone that people know, like and trust, they won’t buy from you unless they believe, you can deliver the goods.

Read this post and more on my Typeshare Social Blog