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Pending Business: Not So Fast

| November 2, 2020

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla. — Do you send the wrong message to the right people?

This week I encountered four different managers in top 20 markets who all started an email with, ”Sorry about…”

We are all human, we all make mistakes, and sometimes we all want to dial back the send button. But when the managers start getting sloppy, what’s next?

I’m finding more and more mistakes slowing down the sales flow, sending the wrong message to the right people. Proposals, emails, price points, and schedules sent out with errors telegraph an unintentional “we don’t check our work” message. Blame the working-from-home adjustment.

Current sponsors, prospects or past advertisers could care less where you originate your work. You may begin at home, continue at Starbucks and send from a parking lot. Nothing matters except what happens when your pitch is opened. Pre-pandemic, almost every pitch that left our teams from San Francisco to South Florida was proofed and reconciled. The rush jobs often came with embarrassing mistakes, but an apology and humble thank you saved face for another day. It just wasn’t so common. Newsflash! walking down the hall to ask for fresh eyes on your work may be a thing of the past.

When you work from home, who checks your work before it goes to a client? How about your numbers? Anyone verifying?

Last week I wrote about setting a standard. Maybe it all starts with you: the seller. Can YOU set a personal standard, improving your best pitch? Will you beat your own best numbers?

As you adjust to WFH, here are some real world tips:

  • Give yourself as much lead-time as possible. Don’t set deadlines so tight you leave no time to review and reconcile your proposal.
  • Find a trusted teammate to review your work. Maybe your manager or even a seasoned assistant — someone trustworthy who will review, reconcile and return your work promptly.
  • Plan your time for writing and compiling. My workday has always begun before the sun comes up. It’s quiet, no distractions and I can compose, leave and come back for final edits with plenty of time to review before I hit send.

Talk to a mentor. Brainstorming time is becoming more and more rare. Reach out to someone who can help stretch your thinking beyond the same old-same old.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL.  Lapcom is a media sales, marketing, and development consultancy.  Contact Steve Lapa via email at: 

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Category: Sales