“I don’t want to commit to a long-term contract.”
In the media, and lots of products that have a life cycle, this is a common concern that clients have.
When I first landed in the US in the mid-to-late 90s, selling long-term advertising solutions for radio stations in South Carolina, they had never heard of an offer that would span over any more than 13 weeks.
Here was this Kiwi with a weird accent called Mike (Everyone called me Mark)
selling the concept of a 12-month advertising contract.
Our first gig was in a small town called Greenville, South Carolina. The station was called 93FM Country.
They had changed the format mid-term of our planning and threw us a dog basically.
The Chairman of Ideas and I had convinced the owners of this station, which had about 3% market share, to sell advertising offers using seminars. They thought we were mad.
After a few weeks of planning, we launched and sold $300k in a week. Yip smashed it.
They could not believe it. We went on to run a successful business in the US for many years. Thanks to a couple of smart guys who knew the market.
So, what happens when you get this sort of question?
“I don’t want to commit to a long-term contract.”
Get into a conversation:
Try this:
“That’s completely fair. Would you be open to hearing if there is a flexible option that might work better?”
Turn Objections into Conversations.
Have a good week selling your stuff.
Check out my Trust Deck here:
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Dedicated to your sales Success.
Mike
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