Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• You mentioned something about avoiding clients that are built for the past. There are some clients that view radio and TV that way. We all are trying to do digital as well. Do you have a strategy to combat that objection?
• How do you get an initial meeting with a prospect? What are the steps that you follow?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• Are phone cold calls viable? Right now I’m recovering from surgery and am not “out & about” for visible cold calls. Should I instead focus on businesses I’ve already made connections with and work on helping them while I’m recovering?
• Do you recommend any books that touch on exceeding goals and closing sales?
• How do you handle the objection that your potential client can’t afford it right now? Marketing dollars are always the first to get pulled when business slows down.

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• I have a client on radio who wanted to add digital. We did a short term run and generated a decent amount of clicks. However, their website is not set up for commerce, it’s all informational. Should we suspend digital with this client until something changes on their website?
• How do you deal with a prospect who says they are too busy with the work that they have?
• What do you consider to be prime selling hours?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• How do you know what problems a prospect is facing ahead of time without having asked them anything? And what do you do when they seem annoyed that you’re there? It’s hard to keep asking questions in that situation.
• Do you prefer to phone or drop in for cold calls? What are your favorite ways to make these calls?
• I find that healthcare and veterinarians don’t even want to advertise. How do you deal with that?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• What would you say to a seller that says, “My sales goals are set too high”?
• What would you say to a manager who says, “My sellers spend too much time complaining about what their goal is each month instead of going out and make a difference”?
• What does a customer look like who is treading water?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• Can you repeat the gross margin formula and how to present that to a client?
• How do you deal with an agency who is only interested in low price? What can we say to move from price to value?
• How do you respond if an agency says that creative is the agency’s place, you just focus on the best price?
• How do I take a client from living in the MOM category to a higher level when they are only comfortable with limited spending?
• Can you repeat name of the book and author you mentioned in your presentation?
• What is your best advice for dealing with objections due to uncertainty during recessions?
• How would you handle a situation where a client says that “I have increased my marketing –  billboards, tv etc., and I do not want to increase my radio budget”.

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• Do you have any information on ROI calculations? What are your thoughts on having this conversation with a client?
• Can you go over the failure triangle again?
• When you had multiple radio stations, did you hold sales people accountable for selling all radio stations evenly or did you let them chose the radio stations they sold?
• What categories are the best ad targets?