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Driving Dealer Dollars – Part 8 – Q&A

Driving Dealer Dollars – Part 8 – Q&A

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LBS Auto Expert, John Tkac takes LIVE broadcaster questions!  In this session:

  • You mentioned some dealer brands that are not doing well right now. It sounded like you were saying not to call on them, but maybe I have that wrong. Doesn’t it make sense to really focus on them because they need the help?
  • I got our only local franchise dealer into an affordable monthly package of a 10 second ad every hour. Now I can’t get them back to :30’s which would be more revenue for the radio station. Any suggestions to get them back to :30’s? I can’t use the argument of frequency.
  • Do you have any books or other written materials on this? How do I get more of this info?
  • How do I respond if I go to my local dealer with this information and he says that this might be national averages but our numbers are different?

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Driving Dealer Dollars – Part 7 – Q&A

Driving Dealer Dollars – Part 7 – Q&A

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LBS Auto Expert, John Tkac takes LIVE broadcaster questions!  In this session:

  • Do you have any advice for individuals who say “Why won’t dealerships meet with me?”
  • How is the number of vehicles sold still climbing even though there are fewer dealerships than before?
  • Why is getting a customer into the dealership more critical than getting them onto the website?

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Purposeful Contact, Clear Framing, and Whale-Sized Results – Part 10 – Q&A

Purposeful Contact, Clear Framing, and Whale-Sized Results – Part 10 – Q&A

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

  • I’ve heard different broadcasters and trainers give different responses for how many accounts I need to aim to have on-air each month to be successful. How many accounts do you recommend and why do you think that’s the right amount?
  • If you were working with a person who has been selling advertising for 6 months, what would you tell them are the 3 most important things to do and remember while building their book of business?
  • With phone scams so pervasive, I’m finding that the window before I get blown off is getting shorter and shorter. Do you have any tips on opening lines I can use to not sound rushed but still get to the point quickly enough to NOT be hung up on?
  • I’m doing my best to be smart with my time management. How much time per week should I spend making cold calls? And how much time calling on current clients?

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Purposeful Contact, Clear Framing, and Whale-Sized Results – Part 9 – Q&A

Purposeful Contact, Clear Framing, and Whale-Sized Results – Part 9 – Q&A

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

  • What are some questions that you prefer to use when you are trying to find business problems to solve for advertisers?
  • I have been selling radio for almost a year and have nowhere near the amount of clients I hoped I’d have by now. It is affecting my confidence. It’s hard to keep walking into businesses without getting an appointment. How can I keep my head high after hearing “no, thank you” so often?
  • How do I get the larger accounts you are talking about if I’m at a small station?

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Purposeful Contact, Clear Framing, and Whale-Sized Results – Part 8 – Q&A

Purposeful Contact, Clear Framing, and Whale-Sized Results – Part 8 – Q&A

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

  • Can you speak on those who prefer to sell from a positive approach and not talk about “problems”?
  • Can you explain why it’s critical to establish a clear next step or follow-up meeting at the end of every sales call?
  • What if a salesperson is comfortable with only calling on minnows and doesn’t know how to change their approach to go after the whales?
  • Should we as salespeople stay true to ourselves regardless if we are hunting a whale or a minnow?

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