LBS Admin | Local Broadcast Sales

Self-Branding: Getting Credit for the Expertise that You Have – Part 5

Mark Levy finishes discussing the importance of reminding your customers about the expertise that you offer them and branding yourself as the go-to media guru in your...

Q&A with a Former Car Dealer – Part 7

Ask LBS, Automotive Sales Ideas, Best Practices, John Tkac Q&A

John Tkac answers LIVE broadcaster questions! In this segment:

Are dealers forced by the manufacturer to use a certain percentage of their co-op dollars on digital marketing?
A local dealer says that co-op money is not the same as it used to be, is that true?
Some manufacturers are demanding that 50% of their co-op be used on digital. How do I get around that? What is the best way for radio to get thier share of digital money?
Lithia is the owner of our Mercedes and Audi dealerships and getting around their gatekeepers to the dealers has become very challenging. We always get steered to the agency. Do you have any suggestions?

Relationship Selling Q&A – Part 1

Ask LBS, Best Practices, Entertainment Sales Ideas, Paul Weyland Q&A, Promotions, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

How do I deal with a client that doesn’t like radio or TV?
How do I position complimentary concert tickets so the client doesn’t just see me as a free pass to events?
How do I build relationships with people who are just difficult?

Interview with a General Sales Manager – Part 1

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What should I always have with me on a sales call?
What should I be doing in between sales calls?
What times during the day tend to be dead times that I can use to my advantage instead?
How should I prepare to take rates and packages to my manager for approval?
What can I do to persuade my manager to approve a package for a specific customer?

Powerful Relationship Selling

Best Practices, Digital Webinars, LBS Webinars - 2018, Radio Webinars, Selling, Television Webinars

It’s time to put the “show” back into show business! In this session, Paul Weyland discusses Relationship Selling, How to Turn a Prospect into a Life-Long Customer and...

Interview with a Retirement Planner – Part 2

Advertiser Interviews, Financial Sales Ideas

Ever wonder what you should know before calling on a local retirement planner? Wonder no more! In this session:

What products or services are most profitable to you?
How many paying customers do you need coming through your doors each day?
Does driving more traffic to your website mean that you will sell more?
Describe the importance of both new and repeat customers to your long term success.
How many hours do per week you personally work and what do you do in that time?

Q&A with a Former Car Dealer – Part 6

Ask LBS, Automotive Sales Ideas, Best Practices, John Tkac Q&A

John Tkac answers LIVE broadcaster questions! In this segment:

Dealers in our market have gone to just digital and direct mail. How can I get those dollars back?
The dealers I’m calling on have ad agencies and they only do TV and mailers. How do I get past that?
Last year at this time, 2017 was projected to be up. Why was that and will dealers be conservative in 2018 because of this?

Attitudes are Contagious – How’s Yours? Why It Matters to Your Bottom Line!

Best Practices, LBS Webinars - 2018, Radio Webinars, Television Webinars

We all know that selling requires a disciplined mind set and it requires us to be at the top of our game on each and every call. We don’t have the luxury of having a bad day...

Online Grocery Shopping

Niche Verticals

Eric Moore discusses some little-known and even counter intuitive facts about online shopping that you need to help your LOCAL grocers communicate to your station’s...

Q&A with a Former Car Dealer – Part 5

Ask LBS, Automotive Sales Ideas, Best Practices, John Tkac Q&A

John Tkac answers LIVE broadcaster questions! In this segment:

We are seeing more and more automotive budgets being cut. Historically, TV did not feel those cuts as much as we do now. It seems budgets are down and even more fragmented. How do we approach this with dealers?
Is there anything I can do with an ad agency that keeps adjusting budget and schedule because of lack of planning?
What are your thoughts on Kia and breaking through as a secondary market for them?
A lot of dealers like to see themselves on TV. Do you have any creative ideas for getting them involved in radio besides just using their voice?