Paul Weyland | Local Broadcast Sales

Weyland Wednesdays – How to Easily Create Powerful Proposals That Your Clients Will Love! – Part 3

Best Practices, LBS Webinars - 2021, Selling, Weyland Wednesdays

Paul Weyland’s SOS summary proposal template is bullet proof and field-tested by broadcasters and advertisers. The SOS steps to conduct meetings with your clients are...

Weyland Wednesdays – How to Easily Create Powerful Proposals That Your Clients Will Love! – Part 2

Best Practices, LBS Webinars - 2021, Selling, Weyland Wednesdays

Paul Weyland’s SOS summary proposal template is bullet proof and field-tested by broadcasters and advertisers. The SOS steps to conduct meetings with your clients are...

Weyland Wednesdays – How to Easily Create Powerful Proposals That Your Clients Will Love! – Part 1

Best Practices, LBS Webinars - 2021, Selling, Weyland Wednesdays

Paul Weyland’s SOS summary proposal template is bullet proof and field-tested by broadcasters and advertisers. The SOS steps to conduct meetings with your clients are logical and insightful. Be confident on every call and add long-term...

Weyland Wednesdays – Q&A – Part 9

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

How do you feel about jingles?
How do we keep a decision maker from taking our ideas to another station in the market? Especially if they have an existing relationship with a competitor.
Should we still give phone numbers out over the radio?
I’m with a small station with only an AM and FM signal. What if I doubt that a client will actually receive a positive ROI from a long-term schedule?

Weyland Wednesdays – Q&A – Part 8

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

How would you get through the gatekeeper at a lawyer’s office?
As we come out of COVID, I believe this is the best time EVER to use local radio or TV which have been providing information to the community since the pandemic started. Do you agree?
What are some ideas you would take to a financial advisor?

Weyland Wednesdays – Q&A – Part 7

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

How would you answer a client that tells you, "I just don't know how much longer I can hold on?"
How should we react to a gatekeeper who tells us (in person!) that we need to have a meeting with the owner to see him and they'll pass our message on?
How do you recommend that sales reps deal with the added pressure of competing digital advertising platforms – including your own company’s solutions?
If you know that your competitors don't really connect with their advertisers and give them generic schedules and/or ads, would you stress in your introductory email/voicemail how you take the time to learn about their business? Or do you think that's more about us than it is about them?

Weyland Wednesdays – Q&A – Part 6

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

If I want to construct my own headline, what are the best tips for not sounding like a know it all or a stereotypical "salesman"?
How do you respond to people who say "radio is dead" or "radio isn’t what it used to be"? I've heard that response twice TODAY!
We have been taught to tell the client’s story in their ads. How do you feel about that?
Do you ever prospect by sending out station information in the US mail?

Weyland Wednesdays – Q&A – Part 5

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

I like the idea of reaching out and befriending gatekeepers. But often times in my small market gatekeepers are pretty clueless. Would you recommend trying to get directly to the decision maker instead?
How do I answer the constant questions about how many listeners my station has?
Can you talk about how to get a retailer to funnel co-op dollars to an ad campaign?
How do you recommend we get through the decision makers that say "I don't need to advertise because I have enough work."?

Weyland Wednesdays – Q&A – Part 4

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

How do you tell a prospect or client that their $500 Facebook boosted posts aren't doing anything without insulting them?
What would you include in a five year plan besides the spend?
How would you ask a funeral home for an appointment?

Weyland Wednesdays – Q&A – Part 3

LBS Webinars - 2021, Paul Weyland Q&A, Weyland Wednesdays

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

Do headlines also work for face to face cold calling?
I really like the headlines you mentioned today, but they sound risky. What is an example of your response if a client calls you back and asked "What is the hole in my competitor's marketing"?
Do you have any advice for tourism-related businesses when the owners say tourists don't listen to local radio.
Any suggestions on getting attorneys on the air?

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