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?

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?