Prospecting for Promotions
Training Tip on Using Your Scarborough Data: Exercise #13
Looking for effective promotional ideas to present to your clients and prospects? Scarborough provides many useful categories you can use to profile an advertisers's customers, as well as your audience, so you can present promotional ideas, including Events/Places Attended, Leisure Activities, Travel, Sports, etc.
Instructions for the Leader
Ask each salesperson to select a current client and run two Profile Reports in QUALITAP: one report on the advertiser's customers and the other on their audience. Next, have them select several different categories for promotional ideas.
Have each salesperson create a promotional idea based on the Profile Reports they created. They should summarize the promotion in one compelling paragraph while using the Scarborough data.
Additional Instructional Materials
Profile step-by-step guide
Sales Tip Archive
More sales tips are coming your way. We'll keep each tip on file for you at www.arbitron.com.