Does Price Matter to Your Clients and Station? – Q&A – Part 7

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

  • How do I convince my client that they are better off with me as a rep than they are with someone else at another station?
  • Would you say that having a complete needs assessment is a must, digging to get the need and the need behind the need, in order to come up with a comprehensive solution?
  • I’ve been in this business for a little more than a year. In my limited experience, the advertisers who are most price sensitive seem to be the most difficult to work with as you keep going with them. Is that just here or do you find that to be true in other places too? Any thoughts on that?

Read More

Does Price Matter to Your Clients and Station? – Q&A – Part 6

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

  • There is a time and place for discounting price, isn’t there?  How do you know when to decide to do it and when not to?
  • What audience factors do you use to base your pricing on?  Do you use Cume, Average Persons, Turnover, or do you use something else?
  • How do I sell against another station that always cuts their price to get the sale?

Read More

The Broadcast Seller’s 10 Commandments for Modern Leadership and Success – Part 6 – Q&A

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

  • What if I have a negative reputation already? How can I fix that?
  • Do you consider sharing the pros about advertising on radio as a part of the only 5% of a presentation that we should give to discussing our station and audience?
  • Local broadcast is one of the few industries where you cannot buy something, such as a spot in a sports program, the day of air. Everything should be booked well in advance. With flexibility being important in business these days, how can salespeople and broadcast stations be more flexible to a client’s needs?

Read More

The Broadcast Seller’s 10 Commandments for Modern Leadership and Success – Part 5 – Q&A

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

  • You mention that I should get away from negative people. What if I have to work closely with them?
  • Our station’s corporate office requires that we cover a lot of information on our audience in every presentation and they do track that we do it. How can I talk 75% about the client’s business while keeping that requirement?
  • What are two or three books that you would recommend for a new TV rep?

Read More

Providing Broadcast and Digital Magic in Today’s Disenchanted World – Part 10 – Q&A

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

  • How do you redirect clients who believe they don’t need to spend money on advertising because Social Media is free?
  • What’s the best way to get people to feel comfortable with long-term contracts during COVID? Or should we stick to short-term selling?

Read More

Providing Broadcast and Digital Magic in Today’s Disenchanted World – Part 9 – Q&A

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

  • How do you convince upper management who are of the mindset “We sell radio. Stick to radio” that digital sales work?
  • We have many clients that are reluctant to spend marketing dollars because they are afraid of all the uncertainties of the direction of the economy. They are implementing a freeze on marketing spending. What is the best way to encourage them from getting out of that mind set?

Read More

Providing Broadcast and Digital Magic in Today’s Disenchanted World – Part 8 – Q&A

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

  • What’s the best way to show you care about your clients while still being solution-focused?
  • What’s your best advice for people new to broadcast sales?
  • How do you convince veteran sales reps that digital is here to stay and to embrace and learn it?  Often, digital is hard to explain and hard to execute and I have several reps who will not take the time to add a digital element into their marketing proposals.

Read More

Providing Broadcast and Digital Magic in Today’s Disenchanted World – Part 7 – Q&A

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

  • What can I do when a client says they have too much business and don’t need to use my station to get more?
  • How do you overcome the situation of getting businesses to advertise after they’ve been shut down and are struggling with just paying their bills?
  • You’ve piqued my interest. How can I start getting into video production?

Read More

Providing Broadcast and Digital Magic in Today’s Disenchanted World – Part 6 – Q&A

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

  • I have a client who doesn’t want to advertise because they don’t want to seem heartless or insensitive.  What can I do to help them work through this concern?
  • What are some practical daily things I can do now to be more ready for my clients when things get closer to normal?
  • Would you recommend showing our customers the report from LBS Research?

Read More

COVID-19: Be the Best in Your Market – Part 7

LBS experts take LIVE broadcaster questions!  In this session:

  • What are some compelling reasons that a business should advertise if they are going to be closed for the next month or two?
  • Since we are in the brand building business, shouldn’t that be enough reason to continue advertising right now?
  • What are some sponsorship packages that would be appropriate, exciting, and successful during this pandemic?
  • What categories are best to focus on right now?
  • How do I get people to understand that the ag industry is still open for business?
  • Home improvement companies are saying that they can’t work because they can’t go into peoples’ houses right now and when things come back they are going to be slammed so they don’t need to advertise.  How do I respond to that?

Read More
  • 1
  • 2