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

• In your opinion, how much of my time each week should be spent in front of prospects and clients in person, how much on the phone/email, how much time prospecting, and how much should I be spending on all the other tasks I am supposed to do?
• How can I build a business relationship with a gatekeeper without seeming insincere? It always feels like everyone involved knows that I’m only being nice to that person because they can get me in front of the person I actually want to see.
• My fairly new product does not have strong brand awareness in the market. How would you suggest that I get meetings as I work to establish new business?

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

• I had a mentor Sales Manager years ago who had a saying, “I don’t sell radio advertising, I make it available to buy radio.” What are your thoughts on this philosophy?
• I do so much stuff just because it’s how I’ve always done it. How do I get better not just at thinking outside the box, but at identifying original thoughts that will actually work?
• How do I get a prospect’s attention if they won’t return calls or respond to emails? Is dropping in on them frowned upon these days where we seem to schedule every call?

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

• Do you have any suggestions on how broadcasters can get more testimonials?
• How can sales people feel more comfortable asking for leads from their current customers?
• How many options should we offer?
• How do we make sure we come across as confident and not arrogant?
• How does a sales team experience a 25% growth rate and then do it again the next year?

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”.