We have a reputation among media reps for being hard to work with. It’s not an unfair statement. Here are a few things any sales person should know before calling us, or frankly, any other agency:
de Novo doesn’t work on commission. Our client’s best interests are our best interests. If our clients succeed, so do we. Quotas mean nothing.
Traditional media is not our first route to market. If you are selling traditional media you’d better approach us with value and stats. Real stats.
Not b.s. your sales team made up. A niche publication. A digital deliverable with historical performance statistics.
Be strategic. Our favorite media reps (you know who you are) are great because they don’t try to sell things to us or our clients because they’ve been told to sell it. They look at the client, their market and their goals and see how their products fit. They don’t try to make things fit that don’t. They have built a career out of honesty and intelligence.
Don’t. Ever. Lie. Period. We don’t lie to you and expect the same in return.
Be our strategic partner. When we say “give us a proposal” don’t come back over the budget we gave you. That will NEVER work. Come back to us with your best creative thinking on how to make it work with the budget our clients have.
Don’t assume that history will provide the same results in the future. We measure everything.
If you approach us with a smarmy sales pitch, we probably won’t return your call. There are a lot of other advertising opportunities. You are not the only game in town.
Did we mention we don’t care for liars?
Does this seem harsh? It’s based on the experiences we’ve had with probably 85% of the ad reps who call us. We typically get a call or a voicemail that is clearly a cold call, often not knowing our client’s name or ours. Without fail, we hear the same schtick, full of cliches and lacking any real research. We get proposals full of fake jargon designed to try to confuse and (in the words of Click and Clack) obfuscate the truth. Sometimes the reps use words they don’t even understand. When pressed for an explanation, the answer is hollow.
We’re not buying it. As a result, neither are our clients.