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

• I’ve heard different broadcasters and trainers give different responses for how many accounts I need to aim to have on-air each month to be successful. How many accounts do you recommend and why do you think that’s the right amount?
• If you were working with a person who has been selling advertising for 6 months, what would you tell them are the 3 most important things to do and remember while building their book of business?
• With phone scams so pervasive, I’m finding that the window before I get blown off is getting shorter and shorter. Do you have any tips on opening lines I can use to not sound rushed but still get to the point quickly enough to NOT be hung up on?
• I’m doing my best to be smart with my time management. How much time per week should I spend making cold calls? And how much time calling on current clients?

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

• What are some questions that you prefer to use when you are trying to find business problems to solve for advertisers?
• I have been selling radio for almost a year and have nowhere near the amount of clients I hoped I’d have by now. It is affecting my confidence. It’s hard to keep walking into businesses without getting an appointment. How can I keep my head high after hearing “no, thank you” so often?
• How do I get the larger accounts you are talking about if I’m at a small station?

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

• Can you speak on those who prefer to sell from a positive approach and not talk about “problems”?
• Can you explain why it’s critical to establish a clear next step or follow-up meeting at the end of every sales call?
• What if a salesperson is comfortable with only calling on minnows and doesn’t know how to change their approach to go after the whales?
• Should we as salespeople stay true to ourselves regardless if we are hunting a whale or a minnow?

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?