How to find a Media Sales Representative
The mass and social medias are avenues to reach out to prospects. The Push strategy has been very effective. This strategy simply means the pushing out of advertisements to the attention of your target audience. Though this medium has faced a lot of problems in recent times as the viewership numbers for the mass media has dropped considerably.
The introduction of ad blockers have not helped the issue also. In the fourth quarter of 2019, about 750 million people used ad blockers on both desktop and mobile devices. Yet, companies have to sell.
Media companies are on the hunt for customers to advertise on their platforms and are offering good deals and consolidation options.
Who is a Media Sales Representative?
A media sales rep is also an advertising sales rep. A media sales rep sells advertising space in the media to prospect companies and agencies who are looking at reaching a wider audience.
What does a Media Sales Rep Do?
Normally, media agencies set quotas for advertising sales reps to meet on monthly basis. To meet these quotas, ad sales reps have to:
- Hunt for potential advertising clients and offer deals
- Pitch to clients how they can get the most out of advertising
- Provide estimates to clients
- Ensure that all paperwork and correspondence are well taken care of
- Ensure that existing customers are made repeat customers
An advertising or media sales rep is hardly an inside sales rep; the job requires meeting prospects physically and pitching to them. Yeah, prospects are communicated to via phones, but meetings are set up mostly to discuss ad strategies and business.
Just like a normal sales pitch, the job requires the media sales rep to do some research about the prospect organization. This is to know their needs and how best to solve their problem. The sales rep then meets with the prospect to explain how specific types of advertising can project the prospect’s business to the target audience.
For consolidation, the advertising sales rep can offer both print and digital ad spaces in the same package.
The average salary for an advertising sales rep is $54,000. As with many other sales rep, commissions, benefits, and some other packages make up the compensation.
What do you need to become an advertising sales rep?
Get Some Field Experience
This line of sales can be very stressful and demanding. Media sales reps are reported to work up to 40 hours a week and some even work weekend and holidays. Clients may reach decision to run certain ads at inconvenient moments and you’ve got to flexible enough to make that possible. A field experience in sales will prepare you for this.
Acquire Core Sales Skills
There are certain skills you need to have as a sales rep. These skills will help you pitch to clients better and get more sales done. Some of these are:
- Excellent communication skills
- Rapport building skills
- Relationship building skills
- Active listening skills and empathy
- Persistence and tenacity
- Ability to handle rejection
- Demonstration and presentation skills
You don’t need a college degree for this job, but you need to be better than a college graduate when it comes to research. You must understand prospects and know how you can sell to them better.
Every business is looking for the target audience. Prove how you can get them.