I’ve had the opportunity to intern at PHL17 this semester in the Media Sales Department. As a local television station PHL17 relies on the Media Sales Department to produce most of its revenue. One of the great things about my internship is that I get to go on sales calls with the account executives. These sales calls have given me a chance to watch account executives negotiate deals and interact with clients.
One of the most valuable lessons I’ve learned came on a sales call I tagged along for. We went to meet the client for quite an informal meeting at a local fast food restaurant. As soon as they interacted I could tell that they had a great relationship with each other. They easily transitioned from talking about the Phillie’s upcoming baseball season to rating points and dollar signs. I was really impressed with how comfortable the sales executive made the client and situation. After they finished talking numbers and pricing for the ad space they turned their focus to me and started to give me some advice. One of their pieces of advice was that you should always look out for one another and have the others best interest in mind. This business is a small one where people know and remember who and what kind of person you are. If you have a good friendly relationship with the client and you try to spend their money wisely, they will continue to bring their business to you. The client even went as far to say that he only works with that specific account executive at PHL17 because he knows he will take care of both of their needs. At the end of the day, people become loyal to those that go above and beyond to help out. If you make a point to develop a great relationship with clients it could go a long way.