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Transform Your Sales Journey: Being Your Own Sales Coach – Part 6 – Q&A

Transform Your Sales Journey: Being Your Own Sales Coach – Part 6 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions! In this session:

  • It seems like pursuing the level of excellence that you described will have a negative impact on work/life balance. How do you make sure to keep all of this in a proper perspective?
  • How will I know if I’m in the top 10% of all sellers in my market and how do you measure that? By revenue? By customer count? By something else?
  • I’m a radio station leader in a large market. How can I help my current sellers want to coach themselves? And more importantly, what should I look for if I want to hire new sellers who value this?
  • How early do you get up before you have to get to the office? Also, I’m a mom with kids in school, what can I do before my day to get motivated? – Miranda What are your suggestions for prospecting via text message?
  • Retirement is still a few years away for me. How do I maintain a work/life balance as the Mom, the Wife, and the Main Bread Winner? I get comments from my family if I'm at work an extra 30-45 minutes. By 10:00 at night, I'm falling asleep in the chair.
  • Do you have suggestions on how to use AI to drive radio sales? – Terry

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The Year of Sales Excellence: Why YOU Matter! – Part 8 – Q&A

The Year of Sales Excellence: Why YOU Matter! – Part 8 – Q&A

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Melody Spann Cooper, CEO and Chairman of Midway Broadcasting Corporation, takes LIVE broadcaster questions! In this session:

  • How important is it that we are part of local boards and chambers of commerce?
  • What is the difference between a sales entrepreneur and a sales person in your opinion?
  • Could you reiterate that the ad dollars we see in digital and social media is really our money?
  • What do you see as the biggest challenge for broadcasters in motivating new young sellers and how would you address it?
  • Can you please re-explain what a 330 focus is?
  • We are a radio station in a smaller market located between two large markets. Three large, long-time bank clients have just greatly reduced their ad budgets with no explanation, even when we ask for their reasoning. Do you have any ideas on what my team and I can try to get answers and get some of those dollars back? These are direct clients, not working through an agency.
  • What are the best practices for a sales entrepreneur to take to improve their sales strategy?
  • What do you say to a potential client that says they do not need advertising because they are already busy and are not able to take on any more clients?
  • Our 100,000 watt FM station reaches many surrounding counties and communities. We've made great connections in our own city, but what would be some of your recommendations to make connections in other towns? We likely won't be able to sit on their decision-making boards, but would like to find other ways to make connections and seem less like "an outsider."
  • I’m an AE approaching retirement time. Any thoughts on how someone in my situation can keep the zeal and the passion going?
  • What should I say to a client who is "old-school" and doesn't want to focus on digital advertising anymore, but their current advertising campaign is performing well. How can I convince them to make the shift or should I even bother doing that?
  • How do you stop the client analysis paralysis on numbers from last year? We are now in a new year and cutting into the 1st quarter while we wait for decisions. Do you have any suggestions?
  • What are some specific things that have helped you to improve relationships with clients?

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Mastering Long-Term Local Sales Strategies – Part 8 – Q&A

Mastering Long-Term Local Sales Strategies – Part 8 – Q&A

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

  • What is the gross profit margin for a retirement community? What are some ideas for a campaign for this type of business?
  • I’m working in a new market in GA but doing it remotely from Waco, TX. What are some strategies for getting a zoom/phone meeting? I'm coming to them with ideas in my headline, but have no possibility of face to face.
  • I have a client that doesn’t want to use our writers and production direction with the spot and only want to use what they thought should be in the commercial. This info is not effective and includes BBB rating, review, family owned, on the station for a decade plus, etc. vs actually giving the listener good information about how they can help their problem. How do you handle this type of client?

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Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 5 – Q&A

Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 5 – Q&A

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

  • What are some good talking points for a tire shop?
  • When it comes to the labor/inventory issue, what's the best way to approach clients that have never been on radio before?
  • Where can I get the most recent gross profit margin rates for all categories?
  • I’m kind of new at selling TV. Are retirement homes a good target? They always seem to say the same thing – “we are too full, so we don’t need to advertise”.

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Are Long-Term Advertising Contracts Possible in Today’s World? – Part 4 – Q&A

Are Long-Term Advertising Contracts Possible in Today’s World? – Part 4 – Q&A

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

  • Can you give me some ideas I can take into casinos?
  • Our area is pretty much opened back up. How long of a contract should I be asking from a medium-sized local furniture store?
  • How do I help a bankruptcy attorney stand out from all the other ones that advertise in my market?
  • I want to call on a fairly large local financial advisor and retirement planner. Do you know what the average profit margin is for this category? Do you have an idea or two as we talk to them about a long-term relationship with our station?

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