Editors Note

Welcome back to Digital Display Insider! We’re now in Part 4 of our 5-part Startup Series, where I’m showing you how to use ChatGPT to build every major part of your Mobile Digital Billboard business—from branding and legal setup to route strategy and now… revenue.

Last week, we talked about building your online presence with a clean media kit, Google Business Profile, and a website that actually works.
This week, we’re tackling what most new operators avoid (and what really moves the needle): sales.

Whether you’ve got a truck on order or it’s already in your garage, nothing happens until you land your first advertiser. In this issue, I’m walking you through how to use ChatGPT to help you build your Dream 100 prospect list, create a smart pricing structure tied to a correctly designed route, and write an outcome-based pitch that actually gets people to say yes.

It’s a lot easier than you think—especially when you have the right tools, strategy, and prompts.

Let’s help you start generating real revenue.

M.D.B. Startup Focus

If you've followed along since Issue 1, you already know that success in this business depends on more than just having a great truck. In our Four Cornerstones of Mobile Digital Billboard Success, two of the most overlooked—but absolutely critical—cornerstones are:

1. A sales system

2. A person who can actually sell media

You can have a rock-solid vehicle, flawless screens, and killer creative—but if you can’t sell, none of it matters. Getting your first advertisers isn’t just a milestone—it’s the real proof that you’re running a business and not just owning a truck.

The good news? You don’t have to be a “natural closer” or hire an expensive salesperson to get started. What you need are three things:

1. A Dream 100 list of ideal clients in your city

2. A smart, tiered pricing strategy tied to a well-designed route

3. A confident, outcome-driven pitch that’s rooted in how people make buying decisions

In this issue, I’ll show you how to use ChatGPT to help you build all three—so you can start generating revenue before your screens ever light up.

Step 1: Build Your Local “Dream 100” Prospect List

Back in Issue #18, we talked about building your Dream 100—a curated list of businesses in your market that would benefit the most from being seen consistently, repeatedly, and locally.

That’s where you start—not by blasting every business with a billboard pitch, but by intentionally targeting the industries where mobile visibility moves the needle.

Focus on:

• Businesses with local or regional customer bases

• Industries that rely on foot traffic, brand familiarity, or community presence

• Specific verticals like retail, restaurants, service providers (plumbers, HVAC, realtors), and higher education institutions trying to recruit students or drive event attendance

Let ChatGPT help you build and expand your Dream 100 list:

💬 GPT Prompt: Build Your Dream 100 Prospect List

💬 Bonus Prompt: Add Real Examples

This gives you a hyper-relevant list of actual local companies. You can sort it by zone, route, or even organize them based on their visibility spend (many have billboards, mailers, radio ads, etc.—which tells you they already believe in advertising).

Step 2: Price and Structure Your Route the Right Way

Here’s where most new operators follow bad advice:
They charge $125–$150 per hour across the board—for everything.
Whether it’s advertising, running in a parade, or acting as a video wall at an event—it all gets the same rate. No strategy, no positioning, no tiering.

I coach my clients to do things differently.

Start by asking:

• What service am I actually offering?
  Is this a daily advertising model? A special event activation? A branded exclusive?

• What value is the client getting?
  Is this helping them drive walk-ins? Boost event turnout? Launch a new location?

• What do comparable services cost?

  • What does it cost to rent a video wall trailer?

  • What would it take to build a parade float?

  • What would a digital takeover at a festival cost?

Once you understand the value of the service, you can build a pricing model that’s based on perceived outcome—not just time.

Then build in tiered pricing based on quantity:

• A 2-hour booking should cost more per hour than a multi-day campaign

• A client who books all three days of a weekend event should get a lower hourly rate than someone popping in for just one

Use ChatGPT to help you create your first set of tiered options:

💬 GPT Prompt: Shared Route Pricing

💬 Bonus Prompt: Tiered Exclusive/Event Pricing

Now, Let’s Talk Route Strategy

This is where most new operators spin their wheels.
They try to launch multiple routes at once, build custom routes for every inquiry, and say yes to every opportunity that shows up.

Don’t do that.

In the Total360 Model, everything starts with one core route that:

• Covers 25–35 square miles

• Runs 40 hours per week (ideally 5 days x 8 hours)

• Focuses on multiple retail shopping zones and known high-traffic corridors

• Is designed to be repeatable and scalable

You commit to prioritizing the sale of this route and nothing else until it’s at least 60% full.
No secondary zones. No distractions with “special” one-off routes. Just one focused campaign that you can scale with consistency.

Here’s why it matters:

• At 25% capacity, the hard costs of running the route—driver pay and fuel—are covered.

• At 75–80% capacity, it’s time to begin planning your second route.

• This model ensures you don’t just grow—you scale in a way that’s predictable, profitable, and duplicable.

The Total360 route strategy isn’t just about operations—it’s designed to help you sell with clarity and confidence.

When you can show a business exactly where their ad will be, how often it’ll run, and what kind of exposure they’ll get in familiar zones—they say yes faster.

Step 3: Write a Pitch That Works (Psychology Over Features)

Most pitches fall flat because they focus on “what the truck does,” not “what the truck delivers.”
Business owners don’t care about pixel pitch—they care about outcomes.

This is where sales psychology comes in. A strong pitch:

• Identifies the prospect’s current frustration (low foot traffic, expensive advertising, poor visibility)

• Paints a future where their business is more visible, more respected, and more top-of-mind

• Positions your truck as the bridge that gets them there

ChatGPT can help you write a pitch that leads with outcomes instead of specs.

💬 GPT Prompt: Outcome-Based Cold Outreach (Email or DM)

💬 GPT Prompt: Psychology-Based In-Person Pitch

If you want to go deeper into sales psychology, I recommend checking out The New Model of Selling by Jeremy Miner. It’s one of the best breakdowns of how to lead with problems, not pressure.

Final Thoughts: You Can Do This

This isn’t just about tactics. It’s about mindset.

If you’ve been stuck wondering when it’s time to start selling—this is your green light.

You don’t need a polished portfolio. You don’t need to be a sales expert.
You just need three things:

1. A Dream 100 list of the right local businesses

2. A smart pricing model tied to a well-planned route

3. A confident, outcome-focused pitch that makes business owners say, “This is exactly what I need.”

ChatGPT can give you the structure.
 You just have to take the first step.

Next Week:
In the final part of this Startup Series, we’ll bring it all together with a 30-Day Launch Plan—how to take everything you've built and turn it into your first campaign with momentum, clarity, and revenue.

Let’s keep building.

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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!

Bonus Content

Most mobile digital billboard operators are pricing their services all wrong. Whether you're running ads on a shared route, covering a parade, or offering exclusive event packages, one-size-fits-all pricing won't cut it.

In this video, Jerry Teeter shares his Tiered Value Pricing Framework—a smarter approach to pricing your Mobile Billboard services based on value, service type, and client outcomes.

Equipment For Sale

Legion LED Trucks currently has EIGHT used LED trucks on our lot that are ready for a new home. We are the nations ONLY licensed used LED truck dealer with an inventory of new and used LED trucks. Go to www.LEDtrucks.com to see the current inventory.