Media Reps Need More Training - Part 1

By Craig Arthur 

Well trained, educated media reps can help business owners make more money. A by-product of this education and help?... media reps also make more money. Which means happier reps, less staff turnover, more loyal customers, and more money for the Media Networks. Everyone is happy, everyone wins.

Let's look at one media rep I deal with... 

David Beacham is the personification of what a media rep should be. He is professional, trustworthy, intelligent, helpful, accurate, friendly and polite. He listens. He delivers.

When I ask for a schedule for $x dollars, David presents a schedule for $x dollars, no more no less. Most media reps like to add 20% or more to the proposal. When I ask for client weekly ad times, he delivers, consistently. Most media reps you need to chase, constantly. David understands my clients invest in long-term 52-week schedules. So he doesn't call at the end of each month trying to sell a... "I need to make budget package." Most media reps do. David understands that his stations are not always the best option for my clients. He doesn't become upset if I don't buy from him. Some reps get angry, and abusive. David is about building long-term relationships. Most reps are about signing short-term deals.  

This training series is for those of you like David. The media reps who wish to help clients rather than simply take their money and move on... Media professionals with commitment and integrity... Media professionals with a thirst for knowledge. Newbie or seasoned professional, this series will help you all.

Enjoy the first session in the series... Radio’s Four Advertisers