7 simple habits of a highly effective media sales professional – Vishnu Kanth Gokul
With 13 years of rich media sales experience, Vishnu Kanth Gokul currently heads sales for west region at www.cricbuzz.com. These tips are basically learnings he derived from his career while struggling to always be ahead of curve. His zeal to mentor and help the industry has earned him respect for himself. In his own words, here are simple habits if followed by heart, will turn a media sales professional into an effective one. Read on,
Positive attitude
Positive and can do attitude is critical for any media person. Think like a winner to be one. Enthusiasm and excitement attract and engages clients. Be a digital consultant and not a salesperson. Give your clients solutions, ideas – sales will automatically happen. Take rejection in stride; stay positive, determined and resilient.
Be on time
Timeliness and timing is everything in sales. Be early to be on time and to get ahead. Punctuality suggests greater reliability, dependability, and trustworthiness. Improve your market intelligence, be on time before the campaign breaks in the market.
Be prepared
Preparation is a half battle won. Plan ahead and leave no room for error. Before your meeting do a small research about the person whom you are meeting and about the client. How active they are in digital, their social media pages etc. Think through and be prepared for every possible situation. Equip yourself with all possible solutions with your sales pitch.
Know your territory correctly
Know your area inside and out. Talk to everyone to improve your odds. You should have regular meetings with Client servicing, Ad operations, Finance team too along with Media planning team. This will help you understand your client/agency fully. Never prejudge any agency or client: Believe in the law of averages: 1 out of 10 results in success.
Work your hours correctly
Working your hours correctly gives you the timely outcome. Our industry is time-bound and spontaneous. Have an effective turn around time for your proposals and feedback/ reports to your clients/ agencies. Laid back attitude gives a very wrong impression of you and your organization.
Know why you are here and what you are doing
Understand your opportunity. Know your purpose for being here; it drives what you do, and how and why you do it. Follow your purpose to find- and seize- the best opportunities for success. To be a leader you do not need a title. Always lead by example.
Take Control
Take control of the situation and the client. Take control of the opportunity and outcome. Take control of your future.
