Wednesday, March 17, 2010

Wednesday Morning Meeting for March 17, 2010


The following story is true. Only the names have been changed to protect the idiots.  About six months ago, a client (before he was a client), contacted a radio station to gather some rates.  The rep allocated a deep frequency discounts and put together a great proposal.  Flash forward to this week.  The client (who is now a client), is interested in finally buying the radio station and asked the agency to set it up.  When I called the rep, she extended a great rate to me and got ready to put the buy together.  Then, surprise!  The client forwards me the e-mail from six months ago that had a more aggressive rate.  

Bad move on the sales rep.  She almost made the agency look terrible in front of a client.  It's one thing to increase your rate over time, but make sure your reps are providing full disclosure. The agency still has to manage the client relationship.


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