John Arnold is the owner of Arnold Outdoor and a co-founder of the Independent Billboard Operators.  He’s able to pack lots of wisdom into a few words. See Arnold’s Four Rules for Outdoor Operators.  Today John gives tips on out of home sales.

On making the next call right after a closing.

A sales person is most effective after they have made a sale.  Generally what happens is they go into the celebration mode.  I made a sale so let’s go shopping or have a drink at the bar.  When you get ink on a contract that’s the time to go make another sales call because they clients can sense your swagger.  People want to hang around other successful people.  They can feel those positive vibes coming off you.  So it’s time to see not only 1 but two more people…Any time I close a deal I immediately start running through my brain – who can I go see…

On purpose-driven vacations

When we go on vacation if it is an 8 hour drive my wife plans for 11 hours because she knows that I’m going to go out of my way to look at a billboard, to take a picture of a billboard, to call on businesses and leave a card and say, hey, I’m the billboard guy.  A line that I like to use is “I will help make you famous.”  When I put you on a billboard it gives you instant credibility.

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