Ask LBS | Local Broadcast Sales

Q&A with a Former Car Dealer – Part 12

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

John Tkac answers LIVE broadcaster questions! In this segment:

Do you focus on just one vehicle in a :30 radio spot?
What one-liner do you use to get in to a dealer who refuses to see you?
How do you combat mandated dealer spend?

Q&A with a Former Car Dealer – Part 11

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

John Tkac answers LIVE broadcaster questions! In this segment:

How do I get a local dealer to think more of my station’s value when he says he has to be in Auto Trader to compete?
How do you determine a used auto dealer’s ad budget?
Is there a reason to be concerned about Subaru’s recent quality issues?

Q&A on Closing Your Most Difficult Sales – Part 5

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 do I have clients who spend lots of money with me every month, but won’t return a call?
Sometimes our station has what I call a “fire sale” which is a limited number of highly discounted spots. How do different clients respond to this tactic?
My manager wants 2-4 updates on my sales activities every day. How can I get him what he needs without spending so much time on generating reports?

Q&A on Closing Your Most Difficult Sales – Part 4

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:

I have a client who agrees to a schedule only to change her mind a week later. She has done this more than once. Am I doing something wrong?
How important is it to understand others? What should managers know about their reps? Are these closing skills useful in staff development?
Does your pattern impact how you approach pricing?

Q&A with a Customer Service Expert – Part 5

Ask LBS, Best Practices, Gary Moore Q&A, Prospecting, Selling

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

How can I improve my customer service skills if my station doesn’t offer digital products?
Is it better to call ahead or just drop in on prospects?

Q&A with An Experienced Broadcast Psychologist – Part 4

Ask LBS, Best Practices, Kelly Orchard Q&A, Prospecting, Selling

Kelly Orchard takes live broadcaster questions! In this session:

How do you turn a meeting around when the client is determined to be negative?
How do you work with younger reps in helping them overcome their fear of rejection in sales?

Q&A with a Customer Service Expert – Part 4

Ask LBS, Best Practices, Gary Moore Q&A, Prospecting, Selling

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

What do you do to motivate yourself on down days?
How would you steal clients from your competitors?

Q&A with An Experienced Broadcast Psychologist – Part 3

Ask LBS, Best Practices, Kelly Orchard Q&A, Prospecting, Selling

Kelly Orchard takes live broadcaster questions! In this session:

How do you keep a positive mindset when everything is crashing around you?
Hearing “no” when cold calling is tough, how do you stay upbeat when it seems that all you hear is “no”?
How do I avoid or impact negative coworkers?
How important are the people I spend time with when it comes to keeping a positive attitude?

Q&A with a Creative and Marketing Expert – Part 4

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

Tim Burt takes LIVE broadcaster questions! In this segment:

Instead of rotating ads, you suggest we find a message and drive it; but wouldn’t that irritate the consumer?
Do you suggest adding the slogan of a business to their spot?
Any tips for writing sales letters to non-profits?
How often would you change creative on a 52 week contract?

Q&A with a Customer Service Expert – Part 3

Ask LBS, Best Practices, Gary Moore Q&A, Prospecting, Selling

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

What are “soft skills” and why are they important?
Besides “underpromising and overdelivering”, how do you keep your client’s budget with your station?
How do I compete with larger stations in my market when it comes to customer service?