LBS Admin | Local Broadcast Sales

Q&A with a Creative and Marketing Expert – Part 1

Ask LBS, Best Practices, Selling, Tim Burt Q&A

Tim Burt takes LIVE broadcaster questions! In this segment:

How can we use clutter to our advantage when a client says “there are too many ads out there”?
What’s the best way to send people to a client’s Facebook page? Should they just look them up on FaceBook?
What do you do with a client who thinks they should be in every spot, but they really aren’t that good at it?
How many ideas should I provide to a client at one time? Can too many options get in the way of a sale?
What do you suggest when a client wants to write their own spot but they don’t take suggestions for change very well?

Q&A with a Former Car Dealer – Part 9

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

John Tkac answers LIVE broadcaster questions! In this segment:

How can I get a dealer’s attention and how can I get a meeting with them?
What are your thoughts on using a radio DJ for an endorsement?
When it comes to creative in selling used cars, is it effective to feature a vehicle or two and list the price?

Q&A on Closing Your Most Difficult Sales – Part 2

Ask LBS, Best Practices, Closing, Digital Webinars, Mike Cheney Q&A, Prospecting, Radio Webinars, Selling, Television Webinars

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

How can I do a better job of knowing my customer’s personality style and then adjusting my behavior to comfortably close sales?
Is there a certain time frame when talking with a prospective client that you should stay away from? In other words, how long is too long?
At our station we constantly repeat the phrase, “always be closing”. Does that philosophy work with all four personality styles?
How do you stay on track with the Expressives that want to talk about everything in their life?
I am now second-guessing my philosophy of “selling to others the way I like to be sold to”. You are saying something a bit different, aren’t you?

Creative and Innovation: Your Unique Competitive Advantage

Best Practices, LBS Webinars - 2018, Radio Webinars, Sales Ideas Webinars, Selling, Television Webinars

Stuck writing ads for your clients? During this webinar, peek inside Tim Burt’s powerful “Ad Secrets” tool kit to get info your corporate execs can’t give you. Tim Burt’s is...

Interview with a Retirement Planner – Part 4

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 makes your business better than your competitors’?
How many locations do you operate and do you plan to expand your business in the near future?
How far away do most of your customers live or work?
What are one or two things that your customers should know about you but don’t seem to?
What should media reps know about your business when they first contact you?
What is the best time for a media rep to speak with you about making an advertising investment?

Do You Know Where YOUR Dollars Are? Q&A – Part 1

Ask LBS, Best Practices, Leadership Webinars, Mark Levy Q&A, Prospecting, Radio Webinars, Television Webinars

Mark Levy answers LIVE broadcaster questions! In this segment:

What are some tools I can use to figure out how much a client will spend the first time they advertise?
How do I get a client to use a campaign that does not include them personally in the spots?
How do I communicate the value of change to my stellar staff that doesn’t see the value of it in the context of moving from selling sponsorships to long-term selling?

Q&A on Closing Your Most Difficult Sales – Part 1

Ask LBS, Best Practices, Closing, Digital Webinars, Mike Cheney Q&A, Prospecting, Radio Webinars, Selling, Television Webinars

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

Why is it so hard for me to get a few minutes with my Dominant auto dealers?
My manager doesn’t like me to stop and see a client without a purpose, but you say that Expressive clients like you to stop in to say “hi”. Why is that?”
How do you recover if you identify a client’s communication pattern incorrectly?
Is it a good idea to categorize my clients based on their communication pattern?
I find it hard to deal with Analytical prospects. Do they REALLY need all the information they ask for?

Interview with a General Sales Manager – Part 2

Best Practices, Sally Kohn Q&A, Selling

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

What are three things a rep can do to stand out from other media in the market?
How should a rep’s typical day be divided up?
What are some good, but lesser-used sources for leads and potential prospects?
As a manager, when do you tell a rep that they’ve put enough time into chasing a prospect and tell them to focus elsewhere?
How often should a rep be in contact with each client?

Strategies For Closing Your Most Difficult Sales

Best Practices, Closing, LBS Webinars - 2018, Prospecting, Selling

To close sales, many reps will resort to tactics based on cutting rate or getting a deal and we all know what that does to our bottom line. The skills discussed in this...

Interview with a Retirement Planner – Part 3

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 every day?
Does driving more traffic to your website mean that you will sell more products and services?
Discuss the importance of both new and repeat customers to your long-term success.
How many hours do you work per week and what do you do during that time?
What are one or two things that get in your way of being more successful?