Happy Friday, everyone!
Sales trainers Phil Bernstein and Mike Brooks both discuss how to handle call-in leads, emphasizing the importance of not missing key steps in the sales process because the customer has called you first. Click below to read their articles:
Converting Call-ins: Don't Miss the Lay-up - by Phil Bernstein
The Proper Way to Handle a Call-in Lead - by Mike Brooks
So for this week's question, we'd like to know:
How often does your station get call-ins from businesses interested in radio advertising? How does your team handle these calls?
Looking forward to reading your answers!
at April 20, 2018 1:42 AM PDT
Every couple of weeks we'll get some here and there. I get a couple qualifying question and info out of the way and I pass them to the appropriate sales person.
We get them on a regular basis, at least weekly is my guess, since I am not the manager who screens them. Our station has been around over 90 years and has a good reputation.
Our GSM then decides who on his staff is best qualified to handle the lead. He also knows that not all call ins (or emails) are qualified, so he's looking to see who will really flesh it out.
He also "rewards those that help themselves". Meaning sales people who are creating their own leads and signing new clients.
From Mj Hart: We probably get at least 1 a week. It used to be our salespeople took turns getting them. Now the station owner takes all of them and does not give them to our salespeople.
at April 20, 2018 6:36 PM PDT
