3. Introduction ßThe SunMedia System has a great track record of generating increased sales commissions for sellers! ßOur system has a great track record of helping sellers grow accounts dramatically over time! ßOur system fits easily into what your daily job is: finding clients who have the ability to pay for advertising on your station, presenting to them a set of reasons why they should buy you, and then asking for their business! ßWe Are Very Glad To Be Working With YOU! Let’s Get Started!

4. ßMore New Customers? ßYour Current Customers Buy From You More Often? ßYour Current Customers To Spend More Per Order? ßGuess What… As A Seller, Do You Want: Your Prospects And Customers Do Too!

5. They Also Want… Results! Value!

6. You Are Offering Just That With Your Station’s CROSS PLATFORM MARKETING PLANS! (A Favorably Priced Combination Of 2 Media To Better Enhance A Client’s Ability To Achieve Results At A Great Value!)

7. “What Do You Need To Be Successful With The SunMedia System?” ßUnderstanding Of The Sales Manual…Scripts And All! ßReach The Decision Maker (Coaches Don’t Count!) ßUnderstanding Of The Sales Process (Kickoff and One On One!)

8. Lead To Sales Ratios: 100 Leads ß20 will say they are interested but can’t make it that day… “Come See Me!” ß20 will say they will be there…10 will not show…you will call on them later. ß10 will show that day, and you will have an opportunity to close them! ßYou now are working with 40 legitimate prospects and 60 suspects. Closing 30% of your legitimate prospects at a minimum of $3000…$36,000 in sales! ßClose 5% of your suspects and add another $9000 to your billing! ßWhat will this initial $45,000 in billing be worth to you 6 months, a year, 2 years from now?

9. The Sales Period After The Kickoff ßCall on accounts that didn’t show first…you know who they are! ßGet 2 or 3 referrals from every piece of business you close! ßPromote The Sales Aspect On-Air! ßIn Every Presentation You Do, Remember This: ßDrama ßResults ßValue ßAsk For The Order!

10. The Individual Sales Call ßBring the sales presentation, a sample mailer and a pen! ßTell clients why you are doing piece (just like your clients, your station(s) want more (audience, time spent viewing/listening, watching more often etc)! ßYou are investing heavily to get it! You could do a large direct mail campaign only for yourself…but you are going to let your audience building promotion / contest be your client’s sales presentation! ßShow the piece- point out the size (Big, Very Big!), the full- color, the quality of the paper, the design of the ads. ßGo through the presentation…Show and Tell! ßAsk for the order with a choice close! ßCall the office and celebrate! ßIf asked to call again, get a definite time. Fight stalls! Try to write conditional upon client calling you to cancel by certain time. Leave your sales presentation if you have to…if you leave the mailer it will probably get thrown out, so try not to.

11. Production Mechanics: Don’t Let Them Scare You! ßSunMedia Handles It For You! You team collect client artwork, using our custom art templates, and all fully explained in our “Guidebook For Success.” Then, you send it to SunMedia. We do the layouts and take back to get client approval… YOU DON’T HAVE TO WORRY ABOUT IT…UPSELL OPPORTUNITY WHEN YOU TAKE PROOFS IN!

12. Recap Of Your Market’s Key Dates: Pieces Mailed: Kickoff: Sales Period Ends: Rough Art Deadline: Proofs To Station: TBA Proofs Back To Us: Generally no more than 3 days after station receives them. In-Home Week (Mailers Will Be Delivered This Week): Week of