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Sales

Every market is different, presenting unique challenges and opportunities. A focused, coordinated sales effort is essential to producing a successful directory and our experienced team of sales professionals follows a specific, proven canvass management structure. Internally, we continually evaluate our methods to find ways to meet – and exceed – the expectations of our Independent Telephone Company partners.

Our sales structure:

• A “Canvass Manager” is assigned to each market with the responsibility to review the directory on a weekly basis and confirm all contracts are assigned and managed properly.
• There is a targeted focus on “Specialty Items” throughout the canvass, with the intent of confirming and closing renewal of these items at least 3 weeks prior to Sales Close.
• Manager/Rep meetings are held weekly to discuss the status of each assigned revenue contract with special emphasis on accounts with revenue in excess of $600.
• A minimum of 8 hours per week is dedicated to prospecting for new customers by all Telephone Units.
• Premise Reps, where warranted, are required to complete one hour of calling, per day, on new business and report results to the District Manager.
• Weekly meetings are held with each Representative to monitor and track individual performance, based on revenue and new money expectations.
• Telephone Reps partner with Premise Reps for assistance with customers requesting a face-to-face meeting (for customers who fall under the $300 per month minimum).
• Telephone Sales Representatives are required to close $125 in new money each week.
• The Premise Team is required to close $250 in new money each week.

In addition to the above, we also offer the following services to our Independent Telephone Company partners:

• FLEX Plan Pricing – A powerful negotiating tool, this flexible incentive program – where available – offers an initial discount to advertisers with a 5% annual rollout.
• Bi-Weekly Interim Sales Reports – Progress reports are sent on a bi-weekly basis to update our directory partners on the most current results of a sales canvass. Conference calls are held when warranted.
• WinBack Program – Advertisers stating their desire to cancel are contacted by a WinBack Representative prior to the close of canvass. The rep uses this opportunity to reaffirm the general benefits of Yellow Page advertising and further promotes the advantages of our book, citing documented independent research. Price adjustments are available and offered on a case-by-case basis.
• Value Tracking – Through the use of an independent contractor, LIYP can assign a specific telephone number to an ad, which tracks and analyzes incoming calls. Sales can offer this powerful tool for measuring usage as a way of effectively proving the value of advertising in our directories.
• Multi-book Opportunities – Where applicable, sales representatives will cross-sell non-competing books in neighboring markets. Directories in close proximity to one another have the potential to receive added revenue from customers who might not have otherwise thought to advertise outside their local area.