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How to Get More From Your Current Customers – Part 6 – Q&A

How to Get More From Your Current Customers – Part 6 – Q&A

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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”.

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How to Get More From Your Current Customers – Part 7 – Q&A

How to Get More From Your Current Customers – Part 7 – Q&A

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

  • Do you have any information on ROI calculations? What are your thoughts on having this conversation with a client?
  • Can you go over the failure triangle again?
  • When you had multiple radio stations, did you hold sales people accountable for selling all radio stations evenly or did you let them chose the radio stations they sold?
  • What categories are the best ad targets?

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How to Quadruple Your Local Direct Sales – Part 9 – Q&A

How to Quadruple Your Local Direct Sales – Part 9 – Q&A

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

  • What steps do you take to come up with good headlines?
  • I want to get a fairly large local BBQ restaurant on my radio station. Any ideas?
  • Instead of asking for budget, is it better to present what you think is best for the client and ask for their thoughts afterwards?
  • Can you give an example or two for improving a voicemail message?

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How to Quadruple Your Local Direct Sales – Part 8 – Q&A

How to Quadruple Your Local Direct Sales – Part 8 – Q&A

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

  • How would you simplify your headlines for a station that sells multiple products – podcasts, OTT, streaming, etc.
  • How do I keep the relationship with a client good if they keep getting bumped?
  • How do you handle the customer if they don’t believe that you reached the ROI that you promised them?
  • Why do you speak in terms of dollars per week?

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How to Quadruple Your Local Direct Sales – Part 7 – Q&A

How to Quadruple Your Local Direct Sales – Part 7 – Q&A

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

  • Our station doesn’t offer any digital services – how would you reply to a client that is switching to all digital?
  • How would you sell to restaurants with multiple locations?
  • A lot of my clients and prospects are busy and say that they don’t have time to talk with me about their advertising plans. Any thoughts on how I can overcome their indifference?
  • Potential clients are asking me for demographics. When a station does not have a lot of that kind of data, where do you start?
  • You mentioned getting fired by a client. When and how should I decide to fire a client?

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