Editors Note

Welcome to this issue of Digital Display Insider. In this issue, we will be giving you valuable information as you navigate the mobile digital billboard (M.D.B.) startup process.

One of the biggest challenges for new entrepreneurs is understanding the difference between marketing and sales—and how to make these two functions work together. Many assume they’re the same thing, or worse, that doing a little of each is enough to succeed. The truth is, marketing and sales are two distinct but equally critical pillars that drive the growth of your business. Without a solid understanding of how they align and complement one another, it’s easy to waste time, money, and energy without getting results.

This week, we’re kicking off a multi-part series that dives into the core differences between marketing and sales, how each one plays a unique role in your MDB business, and why mastering both is essential. Whether you’re building brand awareness, nurturing relationships, or closing deals, knowing when and how to use marketing or sales is the key to attracting clients and driving revenue.

Let’s explore how to unlock the full potential of marketing and sales to build a thriving MDB business. If you’re ready to take control of your growth strategy, this issue is for you!

M.D.B. Startup Focus

The Importance of Understanding Marketing and Sales

As entrepreneurs, we wear many hats. Often, we find ourselves juggling tasks and trying to master multiple aspects of our business. For many of us, marketing and sales tend to blur together into one vague activity. But here’s the reality: marketing and sales are not the same thing. Each has a distinct purpose and role in driving your business forward, and understanding the difference is crucial to your success.

A friend of mine and fellow MDB operator, Rod Collins, owner of Bulldog Billboards, put it perfectly: “A lot of us learning how to be an entrepreneur think it is the same activity and actually not much happens in either department when we don’t have a plan. But we like to pat ourselves on the back when we do a little bit of either.” Rod’s observation is spot on. Without a clear plan for both marketing and sales, we often end up spinning our wheels, feeling productive without actually moving the needle.

So, what’s the difference between marketing and sales? And how do they work together to grow your business?

Marketing: The Foundation for Opportunity

Marketing is all about creating awareness and building trust with your target audience. It’s the process of positioning your MDB business as the solution to their advertising needs. For entrepreneurs just starting out, the key is to focus on low-cost, high-impact strategies that lay the groundwork for long-term success.

Here are actionable steps you can take from day one:

• Develop a Strong Social Media Presence: Create profiles on platforms like Facebook, Instagram, and LinkedIn to establish your authority. Focus your content around advertising solutions in your market, showcasing your truck’s potential, and highlighting creative ways it can solve your audience’s pain points.

• Understand Your Audience: Take the time to figure out who your ideal clients are, what their advertising needs are, and what pain points they face. Build your messaging around showing how your MDB truck can help them achieve their goals.

• Find Your Audience and Become a Thought Leader: Identify where your target market spends time online—whether it’s LinkedIn groups, local Facebook communities, or other industry-specific forums—and position yourself as an expert by contributing valuable insights and content.

• Utilize LinkedIn Effectively: LinkedIn is an incredibly powerful tool for connecting with decision-makers. Post regularly, share success stories, and demonstrate how your MDB truck can deliver measurable results.

• Consider Paid and Free Options: While organic growth is important, don’t overlook the power of paid ads. Running geo-targeted ads on social media or Google can help you reach local businesses. Additionally, starting a local community newsletter is a great way to engage potential clients while building relationships.

By focusing on these foundational strategies, you’ll build credibility, attract attention, and establish yourself as a trusted resource for businesses in your area—all without breaking the bank. Marketing isn’t just about visibility; it’s about creating meaningful connections that pave the way for sales.

Sales: Turning Interest into Action

If marketing is about generating interest, sales is about converting that interest into commitment. It’s the process of directly engaging with potential clients, understanding their needs, and guiding them toward a solution. Sales is where you build trust, demonstrate value, and create lasting partnerships—but it’s critical to approach it in the right way.

For decades, traditional sales techniques relied on being persuasive, focusing on features and benefits, and pushing for the close. While this approach worked in the past, today’s buyers are more informed, skeptical, and resistant to high-pressure tactics. To succeed in modern sales, it’s essential to shift your focus from “selling” to “problem-solving.”

Here’s how to create more effective, human-centered sales conversations:

• Ask Thoughtful, Open-Ended Questions: Instead of talking at your prospects, ask questions that get them to open up about their challenges, goals, and frustrations. The key is to listen actively and let the prospect reveal their pain points. Questions like, “What’s been your biggest challenge in getting your message in front of the right audience?” create opportunities for meaningful conversations.

• Help Prospects Discover the Gap: Effective sales isn’t about convincing someone to buy—it’s about helping them realize the gap between where they are now and where they want to be. Guide your prospects to identify the barriers holding them back and position your MDB service as the bridge that gets them there.

• Focus on Emotional Drivers, Not Just Logic: People make buying decisions based on emotion and justify them with logic. Instead of listing features and benefits, connect emotionally by showing how your service can make their life easier, less stressful, or more successful. For example, don’t just say, “Our trucks display your ad to thousands of people.” Instead, show them how your truck can help them grow their business, hit their revenue goals, or stand out in their market.

• Position Yourself as a Trusted Advisor: Instead of trying to “sell,” take on the role of a guide. Build trust by asking insightful questions, addressing concerns, and showing genuine interest in solving their problem. Clients are far more likely to buy from someone they perceive as a helpful partner rather than a salesperson trying to close a deal.

The benefits of this approach are clear. By focusing on understanding your prospects’ needs and creating a collaborative relationship, you not only close more deals but also build stronger, long-term partnerships. Modern sales is less about the hard sell and more about helping your clients see how working with you will make their business—and their life—better.

Bringing It All Together

One of the biggest mistakes many entrepreneurs make is dabbling in marketing and sales without a clear, consistent plan. They’ll post on social media here and there or have a couple of sales conversations, then pat themselves on the back for “doing the work.” But without consistency and strategy, those efforts rarely lead to long-term success.

As Craig Groeschel says, “Successful people do consistently what other people do occasionally.” In other words, success doesn’t come from a single marketing campaign or sales call—it comes from showing up and doing the right things repeatedly over time. For MDB operators, this means creating a system for both marketing and sales and sticking to it, even when progress feels slow.

Over the next several issues, we’ll break down practical, step-by-step strategies specifically tailored to the MDB business, covering both marketing and sales. Here’s what you can expect:

• Marketing That Builds Awareness: We’ll dive into creating a strong online presence, understanding your audience’s needs, and becoming a trusted resource in your local market. You’ll learn how to position your MDB truck as a high-value tool and attract the right clients through consistent efforts.

• Sales That Drive Results: You’ll discover how to have meaningful conversations that focus on solving problems and guiding clients to solutions. We’ll share techniques for building trust, handling objections, and closing deals without feeling pushy or transactional.

• Measuring Success: Tracking progress is key. We’ll explore tools and systems you can use to measure the effectiveness of your efforts and make adjustments to improve your results over time.

This series is designed to provide you with a roadmap for marketing and sales success. We’re playing the long game here, so don’t expect immediate results. By the end of this series, you’ll not only have the knowledge to grow your MDB business, but you’ll also have a system in place to ensure consistency—and ultimately, success.

My purpose is to equip you with the tools, knowledge, and confidence you need to rise strong, hustle hard, and leave a lasting legacy. The road to success isn’t easy, but with consistency and a clear plan, it’s absolutely achievable. Let’s get started.

LED Truck Financing Options

Financing Options: Lease Your LED Truck with Currency

I’m excited to announce that Legion LED Trucks has partnered with Currency to offer flexible financing and lease options for both new and used LED trucks! Whether you’re looking to start or grow your MDB business, these leasing plans provide an affordable way to get on the road with minimal upfront investment.

Leasing is an excellent option for operators who want to keep cash flow steady while upgrading their equipment regularly. With 36-, 48-, and 60-month turnback leases available, you can keep your fleet up to date without the commitment of long-term ownership. For example:

• Lease a $150,000 truck for $4,665/month on a 36-month term or $3,626/month on a 48-month term.

• A $200,000 truck can be leased for $6,221/month on a 36-month term, $4,835/month on a 48-month term, or $4,007/month on a 60-month term.

• Payments can be customized based on your needs, with turnback options at the end of the lease.

To qualify, applicants need a minimum 670+ credit score and three months of bank statements. Additional requirements may apply. Financing is subject to credit approval, and terms may vary based on creditworthiness and truck selection.

This partnership is designed to make it easier than ever to grow your business without tying up capital. For more information or to explore your leasing options, contact us today!

From The Vault: Past M.D.B. Campaigns

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