A chart in the same document that will help you prepare for your sales meeting with Skylyn Richards from Barneby’s Auctions.
Sample Solution
Sales Pitch to Skylyn Richards, Barneby’s Auctions:
"Good morning, Skylyn. I understand Barneby’s Auctions prides itself on connecting discerning buyers with unique treasures. Our newspaper, with its established print readership and rapidly growing online platform, is the perfect vehicle to amplify your reach.
Imagine your auction catalogs, filled with exquisite items, landing directly in the hands of our affluent, local readership via our print edition. Simultaneously, your online ads will capture a broader audience, including collectors and enthusiasts beyond our immediate area. This dual approach ensures maximum visibility, driving increased attendance and higher bids at your auctions.
Full Answer Section
Our targeted advertising options allow you to showcase specific collections or upcoming events with compelling visuals and detailed descriptions. We’ll work with you to create eye-catching ads that resonate with your target demographic, ensuring your message is seen by the right people at the right time. Our proven track record of driving results for businesses in the luxury market makes us confident we can deliver exceptional value for Barneby’s Auctions."
Objections and Responses Chart:
| Objection | Type of Objection | Potential Reason for Objection | Potential Response to Objection |
|---|---|---|---|
| "Print advertising is outdated." | Time/Stall | Belief that digital is the only effective channel. | "While digital is vital, our print edition reaches a specific, high-value demographic who engage with physical media. Combined, we offer the best of both worlds, expanding your reach." |
| "Our budget is limited." | Money | Concern about the cost of dual advertising. | "We offer flexible packages tailored to your budget, and the increased visibility will drive higher auction attendance, leading to a strong return on investment." |
| "We've had poor results with newspaper ads in the past." | Product/Service | Previous negative experiences with newspaper advertising. | "Our approach is different. We focus on targeted placement and visually compelling ads, designed to capture the attention of high-end clientele. We also have data showing our current success with other auction houses." |
| "We're already using online advertising." | Source | Satisfaction with current online advertising efforts. | "That's excellent! Our online platform complements your existing efforts, reaching a local audience that might miss your other digital ads. We can also retarget people who have read the print ads online." |
| "I need to discuss this with my team." | Need | Desire for team consensus or further evaluation. | "Absolutely. I can provide a detailed proposal and data showcasing our success. When would be a good time to schedule a follow-up meeting after your team has had a chance to review it? I can also attend that meeting to answer any questions." |