Editors Note

In this edition, we’ll be providing valuable insights to help you navigate the mobile digital billboard (MDB) startup process.

Back in Issue #2, we introduced the four cornerstones required to grow and scale a profitable MDB business. Today, we’re continuing with the third cornerstone: the sales system.

Many startups make the mistake of buying a truck and then "winging it" when it comes to securing business. Unfortunately, this approach often leads to failure. Having an effective sales system in place can mean the difference between running a business that struggles and one that generates six- or even seven-figure revenues. It’s crucial to take this cornerstone seriously.

Let’s dive into this important topic so you can grow your business with intention and a solid plan.

M.D.B. Startup Focus

The Third Cornerstone of Mobile Digital Billboard Success: Building a Sales Model

We are on part three of our series on the Four Cornerstones of Mobile Digital Billboard Success. This week, we’re diving into what I believe is one of the most critical components of your business: the sales model. If you’re serious about long-term success, you need a sales system that’s consistent, scalable, and predictable. Without one, it’s impossible to achieve sustained growth or get reliable results over time. Today, I’m going to walk you through the key steps to building a sales model that will set your business on a solid foundation.

Step 1: Establish Your Service Offerings

Before you even think about selling, you need to clearly define what it is you’re offering. This might sound basic, but many operators struggle with this step. Are you offering an exclusive model where clients rent your truck for a day or a week at a time, or are you pursuing a shared route model where multiple clients share advertising space? Are you targeting local businesses or national brands? Once you define your service offerings, you can better communicate their value to potential clients. The clearer your offerings, the easier it will be to sell them.

It’s also important to remember that your service offerings will evolve over time. Keep them flexible, but always have a clear, core package or set of packages that you’re confident in. The last thing you want is to fumble when a potential client asks, “What exactly do you offer?”

Step 2: Create a Customer Avatar

Next, you need to know who you’re selling to. This is where creating a customer avatar comes in. Your avatar is a detailed profile of your ideal client. What kind of business are they in? What challenges are they facing? What are their goals, and how can your services help them reach those goals?

For example, if you’re targeting local businesses, your customer avatar might be a small to medium-sized business owner who wants more local visibility but struggles with traditional advertising costs. They may be in industries like real estate, retail, or hospitality, where foot traffic and local awareness are critical. Creating a detailed customer avatar helps you tailor your sales approach and messaging, making your pitches more relevant and compelling.

Step 3: Build Your Dream 100 List

Once you’ve defined your service offerings and created your customer avatar, it’s time to make a Dream 100 list. This is a tried-and-true method that involves identifying the top 100 businesses or organizations that would be ideal clients for your mobile digital billboard services. These are the businesses that could transform your revenue stream if they became clients.

Your Dream 100 list is your roadmap—it gives you a clear direction of who to pursue and allows you to focus your efforts. Rather than trying to market to everyone, you can narrow your focus to those companies that are most likely to benefit from your services and have the budget to afford them. Whether it’s local businesses or national brands, your Dream 100 should be companies that align with your customer avatar.

Step 4: Set Up a CRM

With your Dream 100 list in hand, you need a system to track your sales efforts, and this is where a Customer Relationship Management (CRM) tool comes in. A good CRM allows you to keep track of all your interactions with potential clients, follow up consistently, and measure progress.

A CRM is essential for staying organized. It’s easy to lose track of conversations or forget to follow up with a potential client, especially when you’re juggling multiple prospects. With a CRM, you can set reminders, log important details from calls, and monitor the entire sales pipeline. This keeps you on track and ensures no opportunity falls through the cracks. If you want my personal recommendation for a CRM tool, check out the bonus video in our free Facebook group (link below).

Step 5: Invest in B2B Sales Training

Finally, no sales model is complete without continuous improvement. One of the best investments you can make is in ongoing B2B sales training. This is particularly important in the mobile digital billboard business because you’re often selling a service that many clients have never experienced before. They need to be educated on the benefits, and that takes skill.

A regular commitment to sales training will help you refine your skills, adapt to market changes, and consistently improve your close rate. In the bonus video, I’ll share my personal recommendation for B2B sales training, which has been invaluable to me (link below).

The Bottom Line: Systematize Your Sales Process

To build a scalable and profitable mobile digital billboard business, you need a structured, repeatable sales model. Start by clearly defining your service offerings, create a customer avatar, build your Dream 100 list, and track everything in a CRM. From there, continually improve your skills with regular B2B sales training.

By following these steps, you’ll develop a system that not only helps you stay organized but delivers predictable results over time. Sales is about consistency, and with the right system in place, you’ll be able to scale your business and reach new heights.

Cool LED Technology

Five Sided LED Cube

This week, I’m excited to introduce a unique and flexible display option: the 5-sided LED Cube. These cubes are a fantastic way to grab attention from multiple angles, whether you hang them from the ceiling or place them on a stand. The most common ones I’ve sold have been 2’x2’x2’, but they come in larger sizes—3’, 4’, 5’, and even 6’. With a P1.9 pitch, these cubes offer great clarity, so your content looks sharp no matter where viewers are standing.

What makes the 5-sided LED Cube really stand out is its flexibility. The smaller 2’ cubes are perfect for tighter spaces or as part of a larger display setup, while the larger sizes make a big impact when you really want to catch eyes. You can display different content on each side, creating a dynamic, immersive experience for your audience, whether you’re using it in a retail environment, an event, or even a lobby.

If you’re looking for a display that’s both creative and practical, the 5-sided LED Cube is a great option. It’s compact enough to fit just about anywhere but powerful enough to deliver a memorable experience. If you’re interested in learning more or seeing how the LED Cube can work for your space, click the link below and let’s talk about how we can bring your vision to life.

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

Promoting the Google Pixel with T-Mobile

This week’s trip down memory lane takes us back to October 2017, when T-Mobile hired us to promote the launch of Google’s brand-new Pixel smartphone in San Francisco. This wasn’t just any phone release—it was Google’s big entrance into the smartphone market, so the stakes were high. To mark the occasion, T-Mobile pulled out all the stops, and we were right in the middle of it.

Our mobile digital billboard truck was stationed in front of their flagship store, showcasing the Pixel release to the crowds passing by. The event even caught the attention of T-Mobile CEO John Legere, who was on-site for the launch. He snapped a picture of our truck in front of the store and tweeted it out to his millions of followers, giving our work some incredible visibility.

This campaign is just one more example of how mobile digital billboard trucks can make an impact and why they should be a part of every company’s marketing strategy.

Bonus Content

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Equipment For Sale

2018 Spark 815 P3.9 - MOTIVATED SELLER