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

• Have you ever used a mutual acquaintance as a way to get a call back and how did that go?
• How would you sell radio to a pest control company?
• How can we best navigate the situation when we think we’ve gotten to the decision maker, but they continually have to “run it up the chain” and you can’t actually discuss things with the real decision maker?
• Is it rude to tell a prospect that if you don’t take this offer, then I will go to your competitor?

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

• Here’s a headline I use: Gotta be honest with you this is a cold call but a well-researched one. Want to roll the dice and hear me out? Most of the time they chuckle and engage. What do you think?
• Can you repeat the message you leave after the 4th time calling?
• How would you recommend a new seller go about creating a cold call system that works for him/her?
• It does seems to help when I tell someone, “I have an idea that can highlight the best features of your business and invite my listeners to take advantage of them.” What do you think?

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

• Pitching an idea to a business owner can be a risk if you don’t know what you are doing. How would you focus on crafting a pitch before pitching your idea and how did you come up with the ‘dessert first’ idea?
• How do you follow up with clients who keep putting off answering your calls? Also, how do you get past gatekeepers?
• Suppose you finally get someone to call back. Do you lead with appointment setting or explaining the meat of your headline?

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

• How do you help sales people get ready mentally to make several cold calls?
• Why are cold calls so important for salespeople?
• What do you think about people who say “I don’t make cold calls I make opportunity calls”?

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

• I have a community college client who will not call us back. Their previous marketing director left suddenly, and the new director won’t call or email us back. I’ve used your ideas to get him to call us back but he doesn’t. At what point do I go above him since he isn’t returning my calls?
• Digital is hard for radio sellers. How do you get a seller comfortable with asking for more advertising share by adding a digital campaign?
• How do you get a restaurant to understand their gross profit margin? They all want to add in their labor so all of a sudden that $20 plate of spaghetti costs them $18 of expense. We know that’s not true. I tell them we’re bringing in extra business that they wouldn’t have if they didn’t advertise. The labor expenses are there either way, so they shouldn’t go into their ROI calculation. We’re bringing more profit to help them pay for those fixed expenses, but they still don’t seem to understand.

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

• We have just purchased a new station (Classic Hits) in a small market (approx ranked #220). I’m open to any ideas regarding the approach to prospects in our infancy.
• Do you have any advice for small town radio stations? I see a lot of smaller owned mom and pop businesses who just never have the budget or won’t give me the time of day to sit down and do a customer needs analysis.
• I work as an on-air talent, and sell sports on the side, mostly on the phone, but want to start selling more local advertising in person. What are the most important things I need to focus on learning?

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

• Can oil change places be a good target for having 32 active accounts? I know a guy who owns a franchise of several in our market.
• I have been coming across the issue of prospects telling me they are only doing or switching to digital advertising instead of broadcast. How do you go about signing them on, or keeping them at that point?
• Would you pursue a local windows and doors replacement company? This seems like a business that is full of sharks looking for the cheapest advertising option and that’s not us.