The Three Key Components of Becoming an Ad Manager (Part Two)

Yesterday, we explored how to attract clients, but what’s the second essential piece of the puzzle?

It’s your sales process.

When you’re just starting out, selling can feel intimidating. But let’s face it—no business can thrive without revenue. As an ad manager, your job is to guide clients through the entire sales journey: from seeing your ad to reaching out, having the phone call, and ultimately making the sale. This is often referred to as the Two-Call Closure.

Here's the thing: very few people will sign on after just one phone call. That’s why I recommend structuring your sales process around two calls.

Take a deep breath and remember: the first call isn’t the be-all and end-all. It’s simply an introduction.

Does that make you feel a bit better? I hope so!

This method—Two-Call Closure—is a strategy I’ve used successfully at my agency for years. It’s an easy-to-learn, low-pressure approach that even beginners can implement with confidence.

Here’s how it works: During the first call, focus on asking insightful questions. You want to get a clear picture of your prospect's business—what they do, who they sell to, and what goals they’re trying to achieve.

If you think there’s potential for a good fit, set up a second call. This is when the real conversation begins. It’s your opportunity to dive deeper and outline the scope of work. You’ll also discuss the proposal, and talk about how you could collaborate moving forward.

By adopting this two-call process, you ensure that you’re only working with clients who are a great match, which makes for a more successful partnership on both sides.

Stay tuned for Part Three tomorrow!

Cheers,
Sarah xoxo

If you’d like to learn more about what it’s like to be an ads manager and how to start an ads management business, check out our free training: 

watch.sarahmaeives.com/workshop

If you'd like to view the first part to this post, you can do so here!