Remind yourself of the specific value of your opportunities on a daily basis. 

By Elaina Hundley

It can be really easy to slip into the same old song and dance when you’re pitching an advertiser, but keeping your pitch fresh is key to growing your sales.

Marketing managers and media buyers are regularly speaking to people just like you who are telling them why their exhibit or advertising opportunities are the best fit for their brand or company. While this can feel intimidating, it’s also a worthy challenge to figure out new ways to update your pitch and stay up on exactly why your opportunities are more valuable than those of your competition.

Do you reach a niche market? Are your members highly engaged? Does your customer service goes above and beyond? Are your prices more fair? Have your readership or meeting attendance numbers been growing? Why would you personally consider buying what you are selling? If you can’t come up with an answer to that last one, it’s a good time to re-evaluate your offerings and determine how you might make the opportunities more appealing and practical.

Every day when you start making calls, reflect on your pitch and make sure that it feels fresh. If you’re bored with it, the person on the other end of the line will be too. Remember what it is that differentiates your opportunities from any other ones in the same market—and continually look for a new angle from which to present this information.

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