Mike Blinder Q&A | Local Broadcast Sales

Mastering the Qualities of the Best Broadcast Sellers – Part 8 – Q&A

Mike Blinder, Publisher of Editor & Publisher and LBS Media Expert, takes LIVE broadcaster questions! In this session:

Can you elaborate more on Speaking Business vs Digital Solutions please? I see this far too often at my stations with younger sellers, we truly need to be about the client and how we help them make more money!
Can you go over the slide about the spend for OTT/digital surpassing paid search again?
How do I get people to call me back? The decision maker is always ‘busy’.
How do you ask for a shot at direct digital business for a customer that is married to their current agency?

Mike Blinder, Publisher of Editor & Publisher and LBS Media Expert, takes LIVE broadcaster questions! In this session:

Where is the best place to find great salespeople?
What is the most important quality you look for when hiring a new sales rep?
I am a new seller for a TV station in a medium-sized market. How do I know if I’m making enough calls?
My manager makes us complete at least two new needs assessments per week. Is this the best way to grow sales?

Mike Blinder, Publisher of Editor & Publisher and LBS Media Expert, takes LIVE broadcaster questions! In this session:

What would you recommend that I do to start every day excited about my products?
I’m a manager and am wondering how much training is too much for a seasoned sales team?
I find it really hard to keep up with digital solutions because they change so often! Sometimes it feels like to do this right, I would need to invest all of my time in keeping updated on digital to the point that I wouldn’t have time to make any sales calls! Any thoughts on that?

Mike Blinder, LBS Media Expert and Publisher of Editor and Publisher Magazine, takes LIVE broadcaster questions!

Is TOMA really all that important during COVID-19?
As someone who entered this business right as COVID-19 began to affect America, what would you suggest to get clients to respond without meeting me personally? I’m having a hard time getting emails and call backs.
What are some techniques you use to show empathy?
I love to make cold calls. I don’t like to be a telemarketer. During this time, what would you recommend to reach new prospects?

Mike Blinder, LBS Media Expert and Publisher of Editor and Publisher Magazine, takes LIVE broadcaster questions!

How do you get businesses to buy advertising when some are struggling with paying their staff and say that there isn’t any money available?
What percentage of time each week should be allocated on new business calls?
How do you deal with the “we don’t do radio” argument?

Mike Blinder, LBS Media Expert and Publisher of Editor and Publisher Magazine, takes LIVE broadcaster questions!

Aren’t we over exposed to borrowed trust sites, and phony testimonials? Lots of fatigue and unbelieveability. What would be better?
You mention that only 1 in 4 customers have brand loyalty today, but also say it’s more important than ever to brand. Can you clarify?
I work for a small jazz radio station. We don’t have Nielsen. Do you have suggestions for getting prospects and selling?
A client says they are going 100% digital, this is very common now. I’m in traditional media. What would be your take on that?

Mike Blinder, LBS Media Expert and Publisher of Editor and Publisher Magazine, takes LIVE broadcaster questions!

How do you get prospects to return a phone call during a recession?
How do you get clients to open their eyes, ears, minds, and WALLETS?
Retailers are happy that they are getting new customers since COVID hit us, but how do you get business owners to see the need to take more business from Walmart?