I was in radio sales for almost 15 years and we then started a company called Warner Concept System to offer what we thought was tremendous sales training to station reps and their clients simultaneously. The problem was our system was too cumbersome and too expensive to take off. We moved away from sales training and went to working with clients. We are considering getting back into working with radio stations (radio is our passion) but want to know if your idea makes sense or if there simply is not a need.
If you are an owner, manager or sales rep...I'd love your input. In a nut shell, here is what we are thinking we'd do:
1. A month out we Skype with the sales team to meet them and set the table.
2. 3 weeks out we personally invite, over the phone, the clients that the reps and us have agreed best meet the criteria to the presentation (good clients with budget to grow or very good prospects that just have not become consistent on radio). Only about 15 are invited to the presentation.
3. We come to the town, do our "Turning Consumers Into Customers" presentation (very good) and then I present the opportunity from the station (not cut rates but added value based on size of new annual) as well as letting them know my company will also do our exclusive Value Story process with them ($2500 value) at no extra charge.
4. The day after the presentation I'm back on the phone thanking all those that attended and helping to wrap up those that did not yet commit.
Does a station need a way to create revenue now and long term?
Does a station need a way to create clients who are firm believers in the power of radio?
Are clients willing to take the time to learn how to be better at attracting customers?
Are sales reps OK letting someone from the outside communicate with their clients?
This is just a brief overview. I'd really like any feedback you can offer. If you want more specifics before you can offer more feedback, I'm happy to call and share more details. We just want to make sure that there is a need before we offer a solution. Thanks so much.
