How to Quadruple Your Local Direct Sales – Part 6 – Q&A

How to Quadruple Your Local Direct Sales – Part 6 – Q&A

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

  • What is a good headline to use to get a client to tell me more about their business?
  • I’m at a non-profit station so our ads are called “sponsorships” and we are limited when it comes to superlative descriptions in the spots and calls to action. What are your recommendations for making these sponsorships more impactful?
  • What is the best way to effectively sell advertising on a group of stations? We have several stations, but most of the sales attention goes to only one or two of them.
  • How much research do you do on a business before you call on them?

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How to Quadruple Your Local Direct Sales – Part 5 – Q&A

How to Quadruple Your Local Direct Sales – Part 5 – 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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Allowing Yourself to Be an Average Broadcast Seller Is a Formula for Failure – Part 9 – Q&A

Allowing Yourself to Be an Average Broadcast Seller Is a Formula for Failure – Part 9 – Q&A

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

  • Can you tell us more about the Good News newsletter you used to send out to your sales team each week?
  • How can I motivate a salesperson that lacks motivation?
  • Finding out big hurdles, expenses & issues that our clients are facing has been helpful in showing that you DO CARE about their business & situation. Heart to heart discussions and doing research in those areas will help to come up with solutions. Our clients know authentic care when they see it and being willing to work with them makes us an asset. Renewals have come through, even in tough situations, because we discussed how what we’re doing is going to help keep them in business and growing in difficult times.

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Allowing Yourself to Be an Average Broadcast Seller Is a Formula for Failure – Part 8 – Q&A

Allowing Yourself to Be an Average Broadcast Seller Is a Formula for Failure – Part 8 – Q&A

,

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

  • Can you tell us more about the Good News newsletter you used to send out to your sales team each week?
  • How can I motivate a salesperson that lacks motivation?
  • Finding out big hurdles, expenses & issues that our clients are facing has been helpful in showing that you DO CARE about their business & situation. Heart to heart discussions and doing research in those areas will help to come up with solutions. Our clients know authentic care when they see it and being willing to work with them makes us an asset. Renewals have come through, even in tough situations, because we discussed how what we’re doing is going to help keep them in business and growing in difficult times.

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Allowing Yourself to Be an Average Broadcast Seller Is a Formula for Failure – Part 7 – Q&A

Allowing Yourself to Be an Average Broadcast Seller Is a Formula for Failure – Part 7 – Q&A

,

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

  • What do you recommend as far as how much time I should be prospecting vs. all the other things my manager wants me to do?
  • As a station owner, how can I get my whole sales team to buy into the idea of not being average? It is really scary to see how fast selfishness and “just getting by” have taken hold of the way everyone is thinking.

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