Rebecca Hunt said:
"I want results NOW!"
by Pat Bryson
I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed me to say that she had been experiencing a rash of cancellations in the past few weeks.... moreRebecca Hunt said:
"I want results NOW!"
by Pat Bryson
I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed me to say that she had been experiencing a rash of cancellations in the past few weeks. After a strong 2022, a "rash" of cancellations seemed out of place. What was going wrong? This was the topic of our zoom call.
I asked her to give me one example so that we could do a forensic analysis of the process. This particular business was a garage door company. Although they had agreed to a long-term schedule, they wanted to cancel after 3 weeks. My first question was, "How long do people think about buying a garage door before they do?" (Unless their current door malfunctions and their car is stuck in the garage.) The answer is several months. Why, then, would it make sense to expect phone lines to light up in three weeks? It doesn't but our clients don't understand that. In their heart of hearts, they expect to air a commercial today and... less
Happy Friday! For this month's poll question, we'd like to know:
What fun summer promotions or contests is your station planning this year?
We can't wait to hear what you're doing!
"I want results NOW!"
by Pat Bryson
I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed me to say that she had been experiencing a rash of cancellations in the past few weeks. After a strong 2022, a "rash" of... more"I want results NOW!"
by Pat Bryson
I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed me to say that she had been experiencing a rash of cancellations in the past few weeks. After a strong 2022, a "rash" of cancellations seemed out of place. What was going wrong? This was the topic of our zoom call.
I asked her to give me one example so that we could do a forensic analysis of the process. This particular business was a garage door company. Although they had agreed to a long-term schedule, they wanted to cancel after 3 weeks. My first question was, "How long do people think about buying a garage door before they do?" (Unless their current door malfunctions and their car is stuck in the garage.) The answer is several months. Why, then, would it make sense to expect phone lines to light up in three weeks? It doesn't but our clients don't understand that. In their heart of hearts, they expect to air a commercial today and have the teeming masses show up... less
Patience Pays
by Rick Fink
When selling a new prospect advertising on your station, how long should it take to make the sale?
The correct answer is... as long as it takes, to do it right! Too fast or too slow can both have adverse effects. But... morePatience Pays
by Rick Fink
When selling a new prospect advertising on your station, how long should it take to make the sale?
The correct answer is... as long as it takes, to do it right! Too fast or too slow can both have adverse effects. But in most cases, moving too fast can have greater long-term adverse effects than moving too slow. Patience, more often than not, is a virtue!
Keep in mind that media sales are different from automotive, furniture, or insurance sales. Advertising sales are business-to-business sales; if we lose the sale to a competitor or don’t make the sale today, there will nearly always be another opportunity in the near future. The automotive, furniture, insurance, and other like categories are business-to-consumer sales and the urgency is much greater. They understand that if they don’t get the sale today, the prospect may well be out of the market tomorrow. However, even with that said, the best salespeople, regardless of what they are selling, nearly... less
Storm Lake Radio is seeking an experienced self-motivated sales professional to develop and sell advertising and marketing campaigns to new and existing clients. With an emphasis on new business development and digital sales, the Account Executive will... moreStorm Lake Radio is seeking an experienced self-motivated sales professional to develop and sell advertising and marketing campaigns to new and existing clients. With an emphasis on new business development and digital sales, the Account Executive will use a wide variety of Storm Lake Radio and CFDigital products in their portfolio to solicit businesses for advertising in their on-air, non-traditional, and digital platforms.
The ideal candidate must possess a hunter mentality with cold calling/prospecting experience, a proven ability to negotiate and close with a high level of success, and must easily build relationships as if it’s an art form. Consistently driving game-changing results, this individual knows how to identify, develop, and present customized solutions to clients using non-traditional and digital concepts. With excellent written and oral communication skills, this individual easily commands the room during presentations. Able to multi-task with a high degree of time management... less
Rebecca HuntThe 2023 Radio Mercury Awards finalists have been announced!
AMEN! I am thrilled someone is as passionate about this as I am.
As a producer I do my best to educate SALES what to tell their clients to include and not include (The Customer Is NOT Always Right!). Google is the new Yellow Page! The... moreAMEN! I am thrilled someone is as passionate about this as I am.
As a producer I do my best to educate SALES what to tell their clients to include and not include (The Customer Is NOT Always Right!). Google is the new Yellow Page! The NAME of the advertiser is much more important than the telephone number.
The same goes for the address. I challenge salespeople to check their client's front door to see if their address is even POSTED! The advertiser's signage is what their customers look for - it's more recognizable.
Bottom line: We need to educate advertisers to think more like their customers than as business owners. When that happens, commercials become much more effective. less
Are you a creative thinker? Have a marketing background? Are you a goal setter? We’re the team for you. Community First Broadcasting and Sioux County Radio located in Sioux Center Iowa, are accepting applications for a Marketing... moreAre you a creative thinker? Have a marketing background? Are you a goal setter? We’re the team for you. Community First Broadcasting and Sioux County Radio located in Sioux Center Iowa, are accepting applications for a Marketing Specialist/Account Executive as a member of our sales force at our stations. You’ll design exciting advertising campaigns, develop strategies for business success, and work with top technology. This is a full list of active customers with an above average income. Digital sales experience is preferred by not necessary, because you’ll be trained by the best in the business. Explore the exciting world of radio and digital media, and work with us Sioux County Radio offers competitive salary, health insurance, 401K, vacation and more! For more information or to apply, send your resume and references to piet@siouxcountyradio.com. Community First Broadcasting is an equal opportunity employer. less
We are using it everyday in writing proposals and commercials It is a powerful thought starter. We find a spot in wikicopy.com , copy it and enter it into Chat and within seconds it produces a very usable spot.
Dakota Broadcasting has an opening for a full time Office Manager. Duties include but are not limited to managing a variety of general office activities and ensure that daily office responsibilities are performed in a timely, professional, and... moreDakota Broadcasting has an opening for a full time Office Manager. Duties include but are not limited to managing a variety of general office activities and ensure that daily office responsibilities are performed in a timely, professional, and accurate manner. Provide support to General Manager, department heads, personnel, and customers.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Include the following. Other duties may be assigned.
Greeting clients and listeners and answering phones
Be able to deal with frequent interruptions
Organize and perform office operations and procedures such as bookkeeping, A/P, A/R, collections, trade, payroll, personnel administration, filing systems, requisition of supplies, and other clerical services
Month End reports and mailing invoices/statements in a timely manner
Building daily radio logs and reconciling logs
Enter billing orders and co-op into computer
Coordinate activities of workers within departments
Open mail / enter payments /... less
Doing sales, you wonder what you are facing when you walk through every door. Most are nice. Most listen and respect the fact you put in some work. A very few see absolutely no value in you.
Eager to get started at my new station, before the business... moreDoing sales, you wonder what you are facing when you walk through every door. Most are nice. Most listen and respect the fact you put in some work. A very few see absolutely no value in you.
Eager to get started at my new station, before the business cards had arrived, I was off meeting business owners. I noted a pharmacy two blocks from my house and thought this will be my new pharmacy. I walk in and ask for the person handling the advertising. The place is empty and the person is doing nothing. I say I'm Bill Turner with KGAF Radio. The lady says we'll call you if we're interested. Ah, the ultimate blow-off. I tell her I don't have my business cards yet but I'll drop one off when I get them. Rather sternly she repeats she'll call if she's interested.
I walk out and think I'll watch her close her doors. All she had to do is be nice and she had a new customer. She lost that. And she ticked me off. I decided I was calling on pharmacies that afternoon. I was taking what I bring to the table to... less
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