October 24, 2014Friday, October 24, 2014
Public file. What? Public file? Where is it? Oh, man. If you don't know where it is, or worse yet, neither does your receptionist, people who cover the front, or anyone on the front line ... you are in trouble, my man.
Ever been through a surprise FCC inspection? Not fun. Ever been through an FCC inspection where your public file is a wreck? Worse yet.
Get the guidelines from your station attorney and get that puppy in shape. It's not that hard, but it is busy work. You'll be glad you did.
Tru$t me. (Hey editors, the $ is in there for a reason...)
October 23, 2014Thursday, October 23, 2014
The 30/30! Every client wants to own something and the 30/30 concept is one that works time and again for a variety of categories. It works for the client because they are providing a solid information segment combined with a call-to-action commercial. I know it takes ...
October 22, 2014Wednesday, October 22, 2014
Does your PD really understand his/her role? It would be easy to just say to the PD, "You go get ratings" and to your sales manager, "You go get revenue." Then your hands are clean. It's their fault. I hear it now. I make very clear to my entire staff that we are all ...
October 21, 2014Tuesday, October 21, 2014
Here's another good point from John Potter at the RAB. The RAB once conducted a webinar called "Coffee is for Closers: New Prospecting Tools to Close." (You may remember the movie Glengarry Glen Ross, in which Alec Baldwin told the sales staff that the free office ...
October 20, 2014Monday, October 20, 2014
Is your team giving up early? I read a piece a few years ago that it takes at least five calls to close a deal, yet most people give up after two, or maybe three. I decided to analyze that over time with some new business on our stations and once closed, I asked AEs ...
October 17, 2014Friday, October 17, 2014
As we wind down the year and head into the holidays, you should also be thinking about First Quarter 2015. Below, are some points I made a month or so ago in this column that I thought should be a good reminder to get things together for 2015. Are you doing a special Q1 ...
October 16, 2014Thursday, October 16, 2014
Here's an oldie,but a goodie: This list was published by Mitch Meyerson and Jay Conrad Levinson, called 100 Guerilla Marketing Weapons, from their site www.gmarketingcoach.com. Here's a few: Outrageously good service Follow-up Fusion marketing 30-second marketing ...
October 15, 2014Wednesday, October 15, 2014
So, you want to finish strong? Then break it down. Do this exercise. Take every revenue category in your book of business; National, Local Agency, Local Direct, NTR, Digital ... you know the drill. Break out exactly what you need from each. Then compare that to ...
October 14, 2014Tuesday, October 14, 2014
Do your own "Upfront!" You've heard about these put on by television networks where they host elaborate presentations at places like Carnegie Hall and Radio City Music Hall to preview the new year and lay in their base business with large advertisers. They invite all ...
October 13, 2014Monday, October 13, 2014
Do you think you should be doing better in one specific category? Consider making that your sales team's focus for a couple of weeks and do a "Category Blitz." Strategize on a special package or offer to take to prospects in this category. Each morning of the blitz, take ...