June 29, 2010 2:57 PM PDT
How can the smallest station cluster in a struggling market turn things around and begin out pacing last year and see close to 30 percent growth? By taking the focus of of the numbers and placing it back on the people.
My DOS and I started with a new philosophy at the beginning of the year. we took everyones billing down off the wall and focused on how many new clients we added each month.
We began a new belief system that if you go after the clients and their best interest...the numbers will come.
Last month we added 27 new accounts and this month we have added 31. That is explosive growth.
We are continuing to develop this new culture and are see great growth and will even be hiring a new person this month.
June 29, 2010 8:08 PM PDT
Congratulations, Bob! That is a really neat success story . . . thank you so much for sharing.
Bob...Congratulations on the outstanding thinking, execution, and results! Sales people don't produce revenue, that comes from the clients. If you can put client needs first, you will always win. Sometimes we have to be in a tough situation to allow ourselves to change a belief system but it sounds like you and your DOS made the hard call and are sticking with it. Keep up the Faith!
Rick
Thanks Bob,
I'm a two station cluster competing against to giant cluster one with 5 stations and one with 4. I've taken over two family owned stations that had just not evolved and we're in my humble opinion poorly run. I was the new guy in town besides that so I immediatley had to go to work on our image as well as the programming and overall operations. No one thought we could turn it around as we were the stations of last resort. We we're not very involved in the community plus the other stations had all the clout and money. They also had all of the big events such as the 6thy largest rodeo in the US and all of the local and surrounding local events. I rolled up my sleeves and just focused on bulding building relationships. I told them what I was going to do to improve these stations from that day forward. I could not change the past but I could change what we're currently doing and would do in the future. I got personally involved as the GM and didn't just delegate this task and responsibility to others. I led by example and that made a big difference. We foucused on the image, value and integrity of the stations rather than the price or the billing. We had 40% growth last year and are pacing at 100% over last year. We're now the Voice of the Midaway for the 6th largest rodeo in the US plus we host 90% of the major events in our community. We now have the integrity, value, professionalism and RESPECT we've worked so hard for. I praise your efforts and wish you all the best and I know from living it your going to be success with that attitude.
Hey, Bob - thanks for sharing a great story. The flip side of the coin, of course, is keeping those new clients happy so that they continue to do business with you and, in turn, help spread the word about your care and concern to others. Given what you said about having their best interest at heart, I don't doubt that you will continue to grow.
Not every campaign or commercial will prove to be the success we hope it will be, but that's where trust and perseverance kick in as we attempt to test and refine our messages until we uncover the one that resonates with listeners and brings results to the client.
Best wishes on your continued success, Bob - and thanks again for sharing your story with us!
-Rod
October 7, 2010 6:39 AM PDT
Very nice and encouraging. Wish some guys in Kenya would get exposed to this!
