How to Quadruple Your Local Direct Sales – Part 9 – Q&A

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

  • What steps do you take to come up with good headlines?
  • I want to get a fairly large local BBQ restaurant on my radio station. Any ideas?
  • Instead of asking for budget, is it better to present what you think is best for the client and ask for their thoughts afterwards?
  • Can you give an example or two for improving a voicemail message?

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How to Quadruple Your Local Direct Sales – Part 7 – Q&A

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

  • Our station doesn't offer any digital services - how would you reply to a client that is switching to all digital?
  • How would you sell to restaurants with multiple locations?
  • A lot of my clients and prospects are busy and say that they don’t have time to talk with me about their advertising plans. Any thoughts on how I can overcome their indifference?
  • Potential clients are asking me for demographics. When a station does not have a lot of that kind of data, where do you start?
  • You mentioned getting fired by a client. When and how should I decide to fire a client?

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How to Quadruple Your Local Direct Sales – Part 5 – Q&A

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

  • What steps do you take to come up with good headlines?
  • I want to get a fairly large local BBQ restaurant on my radio station. Any ideas?
  • Instead of asking for budget, is it better to present what you think is best for the client and ask for their thoughts afterwards?
  • Can you give an example or two for improving a voicemail message?

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How To Write A Creative Spot in Minutes – Part 5 – Q&A

LBS Creative Expert, Tim Burt, takes LIVE broadcaster questions!  In this session:

  • Can you give an example for a dentist using the subway system?
  • How might a formula like this work for things like bars/restaurants/beer/liquor where the pain point isn't quite so dramatic as the examples shared.
  • What do you recommend if a client does NOT meet the three requirements? For example, they are just looking to increase awareness, wanting something more creative/humorous, recruitment, etc.
  • What is something you feel broadcasters need to focus on creatively that may not be focused on enough?
  • I have heard some say to never start a spot with a question. Clearly, you have been successful with it though. When is it ok to start with a question versus when you shouldn't?

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How To Write A Creative Spot in Minutes – Part 4 – Q&A

LBS Creative Expert, Tim Burt, takes LIVE broadcaster questions!  In this session:

  • How can this method of creative work through the FCC restrictions that public TV has to stay within?
  • Can you give a quick two-minute review of each of the steps?
  • If we continually use this method, wouldn't the ads on the station sound redundant and become easier to tune out?
  • Can we get suggestions for restaurants and suggestions for bars/nightclubs?

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Are Long-Term Advertising Contracts Possible in Today’s World? – Part 6 – Q&A

LBS Broadcast Selling Expert, Paul Weyland, answers LIVE broadcaster questions!  In this session:

  • Our manager is beginning to put more pressure on us to sell our digital products. Do you think this is a good idea while we still have plenty of station inventory to sell?
  • How can I sell local retail stores when online and Facebook kept them going last year for free?
  • I'm trying to get a new brewery in town to advertise with us but they keep saying they don't have the money for it right now. I can't seem to convince them to advertise with us even though I know they would get more business if more people knew they were there. How can I convince them to work marketing into their budget plan?
  • Many of our local restaurants today seem to think month-to-month, not year-to-year. How do I deal with that mentality?

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