This is a common complaint among many agency principals.  Especially those in smaller agencies. The complaint goes like this:  “I love to sell. I love being outside calling on prospects and making howdy calls to good clients.  And I am good at it.  Trouble is, when I come into the office every morning I invariably get tied up with administrative busy-work.” 

Answer: Don’t come in!  Our associate, agency development coach Frank Herberg, says pick a day (maybe the same day every week), and tell the staff this is your Sales Day! 

Use postcards to get customers to call you 

“Call Me” postcards prompt customers to get in touch with you.  Send messages to round out or upgrade personal or commercial accounts. Or to update your customer records. Customers are encouraged to call at their convenience.  Use a standard-size postcard with your name, address, phone number--- signed by a service representative. Our PRO Program offers 17 ready-to-use “Call Me” card messages.  Customer generated inquiries work.  You provide a service. Customers respond. You generate new income!   

Advertise with small-space ads 

 If you have a modest budget for local newspaper advertising, use small-space ads and place them with high frequency---like every week or every other week if the newspaper is a weekly. It’s a more effective strategy than a spotty schedule of large-space ads. Tip: Boost readership by featuring your photo or a producer’s photo in these ads!