LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

• Any thoughts or successful past campaigns on pest management companies?
• In former rated markets, how do you address questions about audience with advertisers who are looking for some sort of objective data on the stations?
• I’m calling on an appliance store that sells both new appliances and used/scratch & dent. Do you have any ideas for promoting to the marketplace without confusing consumers since each segment will likely appeal to different buyers?

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

• Any ideas for marketing sanitary services (port a potty)?
• What about landscaping businesses?
• We are an independent, locally owned group. Another group in our market has been undermining our spot rates by giving out $1 radio ads. We cannot compete with these low rates and every time we pitch a great campaign to a prospect who uses the competing group, rate and investment is always an objection. How do we overcome the rate objection and help our clients see the value with us when they are getting daily exposure for only $100 a month with our competitors?

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

• Any good ideas for casinos?
• You mentioned a template in the session. Is there a physical PowerPoint template to which you are referring? Or is this a method of creating our own proposal using the S.O.S. format?
• What about clients affected by broken supply chain – appliance, tractor categories to be specific – they are literally out 12 months and don’t want to irritate customers by advertising something they don’t have. Service/repairs are booked 4 months in advance as well.
• A lot of restaurants in my market are having a hard time finding help, so they are hesitant to bring in more business. How do you make clients feel good/comfortable spending money on potential new customers when they can’t handle their current loads? How can we get creative in these situations?

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

• Situation: If customer value is $800 per year, and the requested investment is $800 per week, you need to bring in 1 customer per week. However, it takes a year for them to get that $800 profit. The client is afraid they won’t have the $3200 available for their monthly invoice because it takes a while for the returns to come in. How do I assure them (and my bosses) they’ll be able to pay their bill?
• How do you convince people to get into an annual contract in a time of such uncertainty? I’ve been trying, but most people are reluctant because they’re not sure what the next 12 months will bring after surviving the last 12.
• When the prospect is absolutely unwilling to give you their average sale, how can you find it out?
• Do you have examples of S.O.S. presentations that have been used by other stations that we can learn from?

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions!  In this session:

• We’ve always believed in conducting a CNA, then preparing a SOS-type proposal. Do you think with your SOS proposal plan we can skip the CNA and use category/industry data instead?
• I’ve used SOS before, and it works great! Is the best time for the SOS proposal after the initial meeting?
• My manager regularly asks to join a presentation. How can I tactfully ask my manager not to interrupt the flow of the presentation? My manager is a good seller but sometimes takes the conversation away from my presentation strategy.