Best Practices | Local Broadcast Sales

Q&A with a Customer Service Expert – Part 1

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

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

What is your personal process in a cold call, first contact situation?
My market is very competitive with almost 30 broadcast options. Do you have a list of customer tips that can make a difference?
What is your advice to someone starting in radio sales with no prior sales experience?

Interview with a General Sales Manager – Part 5

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

How can I increase my ability to be creative and innovative for my clients?
My manager is not good on sales calls with my clients, but I have to bring her on six calls per month. What can I do to improve the awkwardness this creates?
There are several car dealers in my market that air on only one station because that’s what their competitors do. How do I break this mentality?
How can I get in on home builder/developer “Grand Opening” activities?

Interview with a General Sales Manager – Part 4

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What are the three most important things for me to do as I manage my active account list?
I’m new to broadcast, but have a marketing background. How can I get comfortable making cold calls?
What is the best thing for me to do in the first 30 minutes of a typical selling day?
How do I work around an agency that doesn’t seem to pass my ideas on to the client?
What do I say to an account that says all their advertising must go through their agency?

Q&A with a Creative and Marketing Expert – Part 3

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

Tim Burt takes LIVE broadcaster questions! In this segment:

Can I copyright creative spots? It’s frustrating to provide ideas to clients and see them appear on other stations and not ours.
What do you think of prices in automotive spots that require lengthy disclaimers?
I’m not very creative, but I can sell. How do I develop my creative skills even though it’s not natural for me?
How do you compete in an oversaturated radio market?

Q&A on Closing Your Most Difficult Sales – Part 3

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 an Amiable client who won’t make a decision without checking with others in her organization. Any suggestion on how I can close this kind of client more often?
I work with a team of advertising sales people at a university. What kinds of suggestions do you have for teaching them to become responsible sales people for clients, especially as it relates to rapport?
How do you handle a client who has someone else talk to you after a meeting? Maybe a Dominant at first, but now an Amiable.

Q&A with a Former Car Dealer – Part 10

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

John Tkac answers LIVE broadcaster questions! In this segment:

What type of Internet products will compete with AutoTrader, Cars.com, etc.?
I have a Ford dealer who only advertises his used cars on air. How can I get him to consider including his new cars?
Do dealers do much with geofencing and geotargeting?
How do dealers get their email lists?

Interview with a General Sales Manager – Part 3

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

When does it makes sense for a rep to bring their manager in during the selling process?
When should a rep definitely NOT bring their manager in during the selling process?
What should a manager do when they are on a sales call with a rep?
What should a manager NOT do when they are on a sales call with a rep?
What can managers do on a more regular basis to make it easier for their reps to deliver results?

Q&A with a Creative and Marketing Expert – Part 2

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

Tim Burt takes LIVE broadcaster questions! In this segment:

Should our creative theme be consistent between our broadcast and digital messages?
How do you handle the client website that has unusual spelling where their name isn’t spelled the way it sounds?
Why does it seem like so many award-winning ads don’t produce great results?
How do I provide my ad agency clients with creative for an advertiser without the agency thinking that I’m doing their job?
When a client is using a variety of advertising media, can you recommend anything that shows the impact that radio specifically has?

Q&A with a Creative and Marketing Expert – Part 1

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

Tim Burt takes LIVE broadcaster questions! In this segment:

How can we use clutter to our advantage when a client says “there are too many ads out there”?
What’s the best way to send people to a client’s Facebook page? Should they just look them up on FaceBook?
What do you do with a client who thinks they should be in every spot, but they really aren’t that good at it?
How many ideas should I provide to a client at one time? Can too many options get in the way of a sale?
What do you suggest when a client wants to write their own spot but they don’t take suggestions for change very well?

Q&A with a Former Car Dealer – Part 9

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

John Tkac answers LIVE broadcaster questions! In this segment:

How can I get a dealer’s attention and how can I get a meeting with them?
What are your thoughts on using a radio DJ for an endorsement?
When it comes to creative in selling used cars, is it effective to feature a vehicle or two and list the price?