Establishing Customer Engagement as Your Competitive Selling Advantage – Part 8 – Q&A

LBS President, Gary Moore, takes LIVE broadcaster questions!  In this session:

  • Is it ever a good idea to show up at a client’s business (in addition to standard internet client research) to check it out prior to making first contact or should we always start by contacting them on the phone?
  • I am having the very real challenge of establishing relationships with prospects since the pandemic. It’s a challenge to get the decision maker on the phone – or catch them at their place of business to even get a meeting to start the relationship process. What’s your solution to getting in front of people to even start the relationship process?

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Establishing Customer Engagement as Your Competitive Selling Advantage – Part 7 – Q&A

LBS President, Gary Moore, takes LIVE broadcaster questions!  In this session:

  • What are your thoughts about reps calling on local businesses outside of regular business hours? I’m a manager who’s been around for a while and I am tired of hearing my newer reps complain about working later than 4:15pm or earlier than 9:45am.
  • You had said to ask about getting results and frequency with small budgets. What’s your advice for that?

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Establishing Customer Engagement as Your Competitive Selling Advantage – Part 9 – Q&A

LBS President, Gary Moore, takes LIVE broadcaster questions!  In this session:

  • How do you convince a client with a small budget and who only advertises one or two months a year, to commit to an annual schedule?
  • When you go in to a prospect and ask how business is going, at what stage do you bring up pain points and do you research those ahead of time?  Where do you take the conversation from “How’s business going?”

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The Thriving Podcast Landscape for Broadcasters – Part 9 – Q&A

Andy Waits, Owner of Podcast Axis, and Gary Moore, LBS President, take LIVE broadcaster questions!  In this session:

  • When you have a new podcast with no metrics to share with a client, what is a fair CPM to charge for a 30-second ad?
  • What are some of the podcast ad networks that don’t require 10,000 downloads per episode?
  • Is there a market for a podcast that features a mix of genres in a given week? Or should I pick one and stick to it?

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The Thriving Podcast Landscape for Broadcasters – Part 8 – Q&A

Andy Waits, Owner of Podcast Axis, and Gary Moore, LBS President, take LIVE broadcaster questions!  In this session:

  • Can local podcasts really stand out against a nationally-distributed podcast? If so, how?
  • How can you tell if it is worth it to advertise on a particular podcast?
  • Is it OK to simply upload on-air recordings (like a replay if you missed today’s live show) or is it necessary to edit content to fit the style of podcasting?

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The Thriving Podcast Landscape for Broadcasters – Part 7 – Q&A

Andy Waits, Owner of Podcast Axis, and gary Moore, LBS President, take LIVE broadcaster questions!  In this session:

  • I work in noncommercial community radio. Certainly, public radio, community radio, and other noncommercial broadcasters can and do have traditional ad-supported podcasts. Do you have any statistics specifically for the listening percentage for radio supported by underwriting or was it included in the total of ad-supported radio? Also, does anything you’ve said about podcasts in your presentation change in the context of noncommercial radio?
  • How can I convince the higher-ups at my station that we need to be in the podcast business?
  • I compete in a major market against a national chain with four local stations. They offer hundreds of podcast options. How can a single, locally-owned station like us compete against that?

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WARNING: Yesterday’s Sales Success Puts You In Danger Today! – Part 8 – Q&A

Gary Moore, LBS President, answers LIVE Broadcaster questions! In this session:

  • How do I sell against another station that is underselling the value of broadcast and selling cheap spots because all they care about is getting today’s sale?
  • I have a client that thinks she is really creative, but she is not and she is insistent that I use her ideas. I’m not creative, but we have some really good people at our station who are and they are willing to help me. How do I deal with this customer and tell her to let me handle her creative? I’m positive that I can get her much better results.
  • I completely agree with your statement that I should “underpromise and overdeliver”. It seems like the digital reps in my market, one that I keep running into in particular, is making promises that can’t be legit. Next to these kids of promises, my presentations are comparatively uninteresting and flat. Do I address that? What can I do to look better without exaggerating the truth?

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