NRS Media RadioDays Presentation Europe 2012

Preview:

DESCRIPTION

Rod Power and Laura Lees along with our experienced team of professionals are pleased to share with you our global learning's, case studies, important trends and tactics to achieving your true revenue potential. Our Presentation "Your fastest route to new business is the customer you already have", was presented at RadioDays Europe, in Barcelona on Thursday 15th March 2012. For more information go to www.nrsmedia.com With over 20 years' experience, NRS Media provides powerful and proven sales solutions and strategic plans that have been successfully implemented in 31 countries for over 400 media organisations worldwide.

Citation preview

Your fastest route to new business is the customer you already have! Rod Power & Laura Lees, NRS Media

What if we could predict the likelihood

of advertising in a given medium?

Developed by global survey of local direct

advertisers

NRS Media Profiler®

Saves time in qualifying

Short-cut to a CPA

Advertising predictor and proposal generator

Improves attendance and closing ratios

NRS Media Profiler®

10 20 30 40 50 60 70 80 90 100Source Profiler™ research NRS Media 2011 – 5 countries surveyed

62%

Want better understanding

10 20 30 40 50 60 70 80 90 100Source Profiler™ research NRS Media 2011 – 5 countries surveyed

68%

Perception that their sales person does not understand

their advertising

Perception of results is what matters

What is your servicing strategy?

Customer service is the biggest driver

Step 1: What losing clients is costing you

a) Your local direct advertising budget €2,000,000

b) Your current local direct attrition rate as a % 30%

c) Multiply (a) x (b) to give minimum new business target €600,000

What Customer Service is worth

Step 2: How much you could save

d) Divide attrition figure (b) in half 15%

e) Multiply by your local direct budget (a) €300,000

Step 3: How much you could add with better up-sell

f) Multiply (c) by 15% €90,000

Step 4: Total Revenue you can add

d) Add (e) and (f) together €390,000

NRS Media’s Client Services

Laura Lees, Client Services Director

FINDING #1: The skills required to win are completely different to those needed to keep and grow.

FINDING #2: There is no structure to the client service process.

• Framing up service call • Documentation or guides

FINDING #3: Lack of sophisticated questioning techniques

• How’s Business? • How is everything going? • Are you happy?

FINDING #4: No one understands the client’s expectations Challenges:

• Keeping them • Managing unrealistic

expectations

FINDING #5: No emphasis is placed on Up-sell

You can only manage what you measure

FACT #6: There’s a willingness to learn

• Training to up-skill

• Client Service material

• Dual Calling – on going support

• Tracking/monitoring/evaluating systems

• Up-Sell strategies

Recommendations

Client Service:

It won’t fix itself

Questions?

For more information

• Visit us today at our stand

• Visit our website www.nrsmedia.com

• Give us your business card

Thank You

Recommended