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Setting Appointments Successfully / Knowing Your Client’s Margins! – Part 12 – Q&A

Setting Appointments Successfully / Knowing Your Client’s Margins! – Part 12 – Q&A

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

  • How do you get chain banks to advertise in a small market?
  • Once you come up with the margin or average sale, then what? How do you use that information to come up with a budget?
  • What would you say to a business that responds with, "We don't need to advertise! We're backed up as it is."
  • What's your main discussion point if you are not leaving behind station info - besides “who is the decision maker?”

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Leadership and Sales Philosophies for Today – Part 5 – Q&A

Leadership and Sales Philosophies for Today – Part 5 – Q&A

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

  • I am looking for ideas to go after the PR / Outreach budgets for local corporate-type banks. I am running into brick walls with traditional campaigns. Once I have made a presentation to the local branch, they send it to the corporate marketing department and it goes nowhere. I need a new angle and I think a good PR event or campaign may be the answer.
  • You bring up an excellent point about my younger sellers. It's not unusual that I have to convince my sellers on the value of radio. How would you recommend that we "sell" our sales teams on the value of radio listening audiences?
  • What do you hear from sellers when it comes to things they wish their station management would do for them?

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