July 24, 2014Thursday, July 24, 2014
I was recently on some National sales calls in New York and the following became crystal clear:
* National buyers are overworked and rarely have time to hear individual stations
"stories" or pitches when reviewing avails.
* They take aggregated submissions from National rep firms and plug and play.
So, what does that mean:
* It's more important than ever that you try maintain a "relationship" with national buyers, ever-changing as they may be.
* Ratings play more of a factor than ever in getting share, or on, national buys.
*Make d*#n sure you have local relationships who can speak on your behalf when buys are coming down.
July 23, 2014Wednesday, July 23, 2014
We've all heard of cause-related marketing and more and more companies are looking to "kill two birds" by not only marketing their company, but demonstrating a community commitment. American consumers of all ages are increasingly motivated to buy products that have a ...
July 22, 2014Tuesday, July 22, 2014
I love this sales tip from Colleen Francis of Engage Selling Solutions, but really, it applies to anyone in any situation.... Let's be honest -- do you really listen to what your customers have to say, or are you just catching your breath between questions? If that ...
July 21, 2014Monday, July 21, 2014
Stopped into your local big box department store or office supply store in the last week? Back-To-School is in full swing. If you don't have your packages on the street, you need to do it THIS WEEK! This is a huge sales opportunity for you with your local retailers ...
July 18, 2014Friday, July 18, 2014
It may not be Presidential year, nonetheless, we're just about there ... political season. For many stations, it's feast or famine. If you want to pursue it, here are a couple of key points: You can easily obtain a list of local candidates in your area through ...
July 17, 2014Thursday, July 17, 2014
We have mentioned in this column that studies show 70% of most sales are closed between 7a-1p. So I encourage you to set a new schedule for your sellers. It starts with being organized. Their day, in fact, most of their week should be planned out well in advance. If ...
July 16, 2014Wednesday, July 16, 2014
In a previous Radio Sales Today from the RAB, veteran radio consultant Jeffrey Hedquist, founder and president of Hedquist Productions Inc. asks, "Where is the camera in your radio commercials?" The following is a re-print from that Daily Sales Tip and reminds us how ...
July 15, 2014Tuesday, July 15, 2014
Need a quick Automotive idea? Deal of the Day! Invite the GM of a local car dealership to select a focal vehicle each day of the month. Have him come in and cut the inside of a donut for the dealership's Deal of the Day. Slot it into a fixed position in morning and ...
July 14, 2014Monday, July 14, 2014
Got a new a sales rep who's struggling a bit? We all get pretty good business from the big shopping centers, malls, etc. but there are hundreds of small shopping centers all over your area with businesses that would probably love to advertise on your station ... but ...
July 11, 2014Friday, July 11, 2014
Got a new a sales rep who's struggling a bit? We all get pretty good business from the big shopping centers, malls, etc., but there are hundreds of small shopping centers all over your area with businesses that would probably love to advertise on your station but ...