September 18, 2014Thursday, September 18, 2014
The highest cost of sale is NO SALE. Think about that. I know you get pounded on that in your budget meetings or P&L reviews each month. I do, too.
There are many tools out there to help you drive business, Yaman Coskun's "Cash By Creative," Media Monitors, R.A.B. and when all added into the sales line, it effectively drives up the cost of sale. Heck, even doing a temporary-enhanced commission or sales contest does that, too.
But really, break it down. If your return is 5:1 to 10:1, I would argue it's worth it. This is money you might not have seen without the benefits motivated by tools that slightly increase the cost of sale.
I don't know about you but I will spend a buck to make five any day of the week.
September 17, 2014Wednesday, September 17, 2014
Sadly, they still exist … The rift between programming and sales, that is. No? Not in YOUR house? Do your Sales Manager and Program Director meet or even speak much without you setting a meeting? When was the last time your Program Director genuinely created a ...
September 16, 2014Tuesday, September 16, 2014
Do you know your partners that well? By partners, let's define them as those that may not be spending money with your station, but do help your operations. They could run events that they allow you to sell into. They could be key record company representatives who play ...
September 15, 2014Monday, September 15, 2014
So, how's January looking? What? I know, I know. It's tough to look that far down the road but this week becomes Q4 and January is only three months away. And boy, does it come fast. Start thinking now about your Q1 plans. Are you doing a special Q1 package? How ...
September 12, 2014Friday, September 12, 2014
There is an old quote from the mid-20th century attributed to science fiction writer Isaac Asimov that plays well today: "It is change, continuing change, inevitable change, that is the dominant factor in society today. No sensible decision can be made any longer without ...
September 11, 2014Thursday, September 11, 2014
They say "Time heals all wounds," but that was uttered well before what happened in New York City on this day in 2001. While dumping traditional programming to remember this tragedy throughout the broadcast day maybe over the top, certainly you should have something ...
September 10, 2014Wednesday, September 10, 2014
At the risk of sounding like a commercial for the RAB, I think it's worth it. Below is a re-print of a Daily Sales Tip from John Potter of the RAB that I think is a good idea. Create a "Stimulus Package" for your advertisers. Blast your advertiser and prospect database ...
September 9, 2014Tuesday, September 9, 2014
I know many of you are new managers or will be new managers in the future. I'd like to share a story that could help when you get that big job/promotion. I had been a successful program director and VP/Programming for several years and was very fortunate to be given my ...
September 8, 2014Monday, September 8, 2014
I've written often about getting out in front of an avail. As we turned another calendar page into a new month, we set our sites for a strong finish to 2013. Now is the time to look over the following and get out in front of the avail for Q4 business and create new ...
September 5, 2014Friday, September 5, 2014
With 9/11 coming up in less than a week, I keep finding myself gravitating to doing various 9/11 retrospectives, memorials and other programming. I'm also reminded about the emotional connection that is at the core of our attraction to our listeners. I hope your ...