Best Practices | Local Broadcast Sales

Creative and Innovation: Your Unique Competitive Advantage

Best Practices, LBS Webinars - 2018, Radio Webinars, Sales Ideas Webinars, Selling, Television Webinars

Stuck writing ads for your clients? During this webinar, peek inside Tim Burt’s powerful “Ad Secrets” tool kit to get info your corporate execs can’t give you. Tim Burt’s is...

Do You Know Where YOUR Dollars Are? Q&A – Part 1

Ask LBS, Best Practices, Leadership Webinars, Mark Levy Q&A, Prospecting, Radio Webinars, Television Webinars

Mark Levy answers LIVE broadcaster questions! In this segment:

What are some tools I can use to figure out how much a client will spend the first time they advertise?
How do I get a client to use a campaign that does not include them personally in the spots?
How do I communicate the value of change to my stellar staff that doesn’t see the value of it in the context of moving from selling sponsorships to long-term selling?

Q&A on Closing Your Most Difficult Sales – Part 1

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 is it so hard for me to get a few minutes with my Dominant auto dealers?
My manager doesn’t like me to stop and see a client without a purpose, but you say that Expressive clients like you to stop in to say “hi”. Why is that?”
How do you recover if you identify a client’s communication pattern incorrectly?
Is it a good idea to categorize my clients based on their communication pattern?
I find it hard to deal with Analytical prospects. Do they REALLY need all the information they ask for?

Interview with a General Sales Manager – Part 2

Best Practices, Sally Kohn Q&A, Selling

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

What are three things a rep can do to stand out from other media in the market?
How should a rep’s typical day be divided up?
What are some good, but lesser-used sources for leads and potential prospects?
As a manager, when do you tell a rep that they’ve put enough time into chasing a prospect and tell them to focus elsewhere?
How often should a rep be in contact with each client?

Strategies For Closing Your Most Difficult Sales

Best Practices, Closing, LBS Webinars - 2018, Prospecting, Selling

To close sales, many reps will resort to tactics based on cutting rate or getting a deal and we all know what that does to our bottom line. The skills discussed in this session will help your closing strategies to go far beyond price and instead...

Q&A with An Experienced Broadcast Psychologist – Part 1

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

Kelly Orchard takes live broadcaster questions! In this session:

How can I address the fear that some advertisers have in switching from another media to our station?
Is there value in giving myself a pep talk before I meet with a client or prospect? What does that pep talk look like?
What are different coaching techniques for those on straight commission vs. hourly/salary compensation?
As a sales manager, how do I help keep the sales team thinking positively?

Relationship Selling Q&A – Part 3

Ask LBS, Best Practices, Paul Weyland Q&A, Prospecting, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

If a potential client is loyal to another station, but that station isn’t working out for them, what can I do to convert them to mine?
How do you talk to a person who is on another station and they won’t add my station because the other one is getting them results?
How do you get a client to close who has been putting it off for months?
Our station’s ratings are not very good. How do I position myself as a marketing expert to my customers despite our low numbers?

Digital Ad Opportunities Q&A – Part 3

Ask LBS, Best Practices, Digital Sales Ideas, Digital Webinars, Jeff Knauss Q&A, Radio Webinars, Sales Ideas Webinars, Television Webinars

Jeff Knauss answers LIVE broadcaster questions! In this segment:

What steps should a broadcast group take to expand its digital offerings beyond static banner ads and is there a danger in only offering that type of online ad?
What is the best method to use to measure cross-platform campaign effectiveness?
What is an average management fee or commission on digital solutions in a competitive digital market?
Are there third-party companies you would recommend to run digital on behalf of broadcasters or do you believe this is better done in-house?

Q&A with a Former Car Dealer – Part 8

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

John Tkac answers LIVE broadcaster questions! In this segment:

What’s the answer for an auto dealer who says he is dropping radio altogether and putting his budget into digital?
Do you have any suggestions for trying to break through large auto groups?
What’s the national average dollar amount for cost per vehicle retail?

Do You Know Where YOUR Ad Dollars Are?

Best Practices, LBS Webinars - 2018, Radio Webinars, Sales Ideas Webinars, Selling, Television Webinars

Half the year is OVER! Hopefully you are running ahead of budget to date, but what about the rest of the year? Where will that money come from? Mark Levy reviews some places...