Radio Sales Café

Of the many things that burn me the 2 worst things that potential clients can say to me are:
"Quite frankly..."
and
"...not at this time."
The first means they are going to lie and the second is meaniless because there really is no other time. Don't believe me?
Aske them if a month from now will be better.
"No," they will say,"not at this time."

I'll get back to you on that.

Personal Fav: "Please fax or e-mail me a rate card. No, don't come and see me - just send a rate card."

Why? So you can use my rates to try and beat up some other guy's proposal? So you can fax over an order for three spots? Pass.

Well Joe Lyons,

I dont' let my advertiser get away with this. Not at this time.......Why not?? You know the rest......get back to me in a month??? Well.......Mr. advertiser.......every day when you unlock you door you need to ask people to do business with you.......

Joe, if you have the strong connection that you need with your advertiser, they won't lie.....emphasize with them....convince them.....tell them, and then ask them the right questions and then listen to what they have to say.....

Could be......you need to go on to another business....their competitor......

I try to remember that no means, no today and keep trying. Persistance pays off in sales for me. Build that relationship. Send cards, follow up calls, emails, research, niche marketing opportunities, and usually, if you are sincere they will know you are working for their benefit and give you a try. But after several attempts, 10 is my number, MOVE ON!!!!