Best Practices | Local Broadcast Sales

Q&A With a Digital Expert – Part 1

Ask LBS, Best Practices, Prospecting, Selling, Steve Weaver Q&A

LBS Digital Expert, Steve Weaver answers LIVE broadcaster questions! In this segment, he covers:

Our manager prefers that we sell the entire budget into broadcast and only sell digital if they won’t consider a 100% broadcast buy. What are the dangers of this type of strategy?
How do we counter-sell a client’s digital campaign?
What are the best ways to explain retargeting, display, and mobile delivery to potential clients?
How do I critique an advertiser’s or prospect’s website without hurting their feelings?

Q & A With A Branding Expert – Part 2

Best Practices, Mark Levy Q&A, Selling

Mark Levy answers live questions from broadcasters! In this segment, he deals with the following questions:

Is it important or smart that I brand myself to match my station’s brand?
As a sales person, what are the top three things I should be known for in the marketplace?
As a brand new radio sales person, what are some things I can do to make myself known in an area dominated by veteran sales people?
How do I establish my brand quickly when I take over an account that has been poorly served by a previous rep from our station?

Skillfully Building and Improving Relationships – Part 2

Best Practices, Skillfully Building and Improving Relationships

Gary Moore discusses the importance of enhancing your professional relationships with prospects and clients through building trust.

Q&A with a Former Car Dealer – Part 3

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

John Tkac answers LIVE broadcaster questions! In this segment:

How do you deal with large franchises like Lithia?
Why encourage people to visit the dealer website through our creative if the close ratio through the website is lower than bringing them to the showroom?
Is the service department in dealerships part of the “other” category?
How do you get all of this through to an agency?

Q & A With A Branding Expert – Part 1

Best Practices, Mark Levy Q&A, Selling

Mark Levy answers live questions from broadcasters! In this segment, he deals with the following questions:

How long does it take to create a brand in a market?
As a sales manager, what are the three things I should be known for in the marketplace?
As a sales manager, what are the three things I should be known for by my sales team?

Skillfully Building and Improving Relationships – Part 1

Best Practices, Selling, Skillfully Building and Improving Relationships

Gary Moore presents an overview of skill sets to DIE FOR and how they relate to the principle of building and improving relationships with your clients and...

Q&A with a Former Car Dealer – Part 2

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

John Tkac answers LIVE broadcaster questions! In this segment:

What have you found to be most effective, endorsements or regular radio ads? And what about radio jock endorsements?
Why do some dealers keep pulling their broadcast advertising to conduct direct mail selling?

Using a Calendar to Write More Long Term Business

Best Practices

Mark Levy discusses the usefulness of long-term planners and how they can be a helpful tool to you as you work to drive long-term business! Click here to download the...

Q&A with a Former Car Dealer – Part 1

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

John Tkac answers LIVE broadcaster questions! In this segment:

How do I address a dealer who says that “radio doesn’t work anymore, I use FaceBook, get results, and it’s free”?
Is it possible to get coop through independent, used car dealers?
Does dealer cash come from the dealer or is it factory incentive for the dealers?
We see the used car market as very strong, but many franchise dealers don’t advertise Used that much. Is this a productive sales approach and how do you recommend that we approach it?

Why Constant Professional Growth is Essential Today – Part 4

Best Practices, Why Constant Professional Growth is Essential

Gary Moore discusses the connection between professional development and revenue generation and tools you can use to accomplish both!