Paul Weyland Q&A | Local Broadcast Sales

Making Your Mark in a Recovering Economy – Part 7 – Q&A

Ask LBS, Best Practices, COVID-19, Digital Webinars, Financial Sales Ideas, LBS Webinars - 2020, Paul Weyland Q&A, Radio Webinars, Services Sales Ideas, Television Webinars

Paul Weyland takes LIVE broadcaster questions! In this session:

What recommendations do you have for replacing dollars from cancelled events? Do you have thoughts on creating an on-air or virtual experience?
How do we respond to this blow off line – ‘we are only buying the top 2 news stations’?
I have a client who has been a loyal radio/tv advertiser. He is now saying that he thinks everyone is watching more TV right now so he is getting sour about radio. How would you address that?
Hello, I’m currently training for sales and I come across a lot of clients who thinks radio doesn’t help their business as much as social media. What are some tips I can use or say to convince them radio works?
I’ve got a mortgage loan lender on and he’s not getting any response. How should I position him for success? Is it my message that isn’t working?
We are in a small market and don’t get Nielsen numbers very often. A lot of our airtime is dedicated to live sports. How can I get clients to spend the money on music programming when they aren’t on sports?
How can we show empathy and at the same time stress importance for advertising during this time when small businesses are worried about feeding their employees?
How can I get the owner of a towing company to call me back?

Making Your Mark in a Recovering Economy – Part 6 – Q&A

Ask LBS, Best Practices, COVID-19, Digital Webinars, Healthcare Sales Ideas, LBS Webinars - 2020, Paul Weyland Q&A, Radio Webinars, Television Webinars

Paul Weyland takes LIVE broadcaster questions! In this session:

Can you elaborate on the importance of “brief” presentations to get to the point? Our group has a tendency to have 9-15 page presentations which to me seem too much.
Chiropractors are getting more and more into alternative treatments for various things, one of which is stem cell treatment for joint ailments. Any ideas for this category?
I’m a commercial producer for my station. How can I get my account exec to bring me the information I need to come up with a creative solution that speaks to the viewer?
You had mentioned years ago the best reps seemed to have a certain number of accounts on the air each month. How many do you believe they should have?
How would you develop an engaging creative message towards doctors?

Making Your Mark in a Recovering Economy – Part 5 – Q&A

Ask LBS, Best Practices, COVID-19, Digital Webinars, LBS Webinars - 2020, Paul Weyland Q&A, Radio Webinars, Selling, Television Webinars

Paul Weyland take LIVE broadcaster questions! In this session:

Annual buys are always best. However, I’ve found it tough to get people to commit right now with the uncertainty of the long term. What are your thoughts about going to shorter term? How would you position that?
I have a small car dealer that never advertises. He has nicer cars than most local used car dealers. Is there something I can say to him now to maybe make him change his mind?
How do you have your reps balance between being an advocate for their clients and their financial responsibility to the company?
Do you have any ideas for personal injury attorney without making them sound cliché or like ambulance chasers?
Do you have any ideas for the Home Services industry?
Do you have any ideas for Dentists? This is a tough category.

COVID-19: Be the Best in Your Market – Part 7

Ask LBS, Best Practices, COVID-19, Gary Moore Q&A, Mark Levy Q&A, Paul Weyland Q&A, Radio Webinars, Television Webinars, Tim Burt Q&A

LBS experts take LIVE broadcaster questions! In this session:

What are some compelling reasons that a business should advertise if they are going to be closed for the next month or two?
Since we are in the brand building business, shouldn’t that be enough reason to continue advertising right now?
What are some sponsorship packages that would be appropriate, exciting, and successful during this pandemic?
What categories are best to focus on right now?
How do I get people to understand that the ag industry is still open for business?
Home improvement companies are saying that they can’t work because they can’t go into peoples’ houses right now and when things come back they are going to be slammed so they don’t need to advertise. How do I respond to that?

COVID-19: Be the Best in Your Market – Part 6

Ask LBS, Best Practices, COVID-19, Gary Moore Q&A, Mark Levy Q&A, Paul Weyland Q&A, Radio Webinars, Television Webinars, Tim Burt Q&A

LBS experts take LIVE broadcaster questions! In this session:

How do we address agencies pulling their advertising?
What do you say to a client who insists on filling their commercial with cliches?
How do you contact clients without it becoming an opportunity for them to cancel?
How do you handle reps who say they can’t make a conference call while working from home?
How do you recommend approaching clients when things return to normal?

COVID-19: Be the Best in Your Market – Part 5

Ask LBS, Best Practices, COVID-19, Gary Moore Q&A, Mark Levy Q&A, Paul Weyland Q&A, Radio Webinars, Television Webinars, Tim Burt Q&A

LBS experts take LIVE broadcaster questions! In this session:

What do I tell business owners deciding between making payroll and advertising?
How do I help a client work around appearing insensitive if they advertise?
What is the single, most important question to ask a client today?
If you could pick one creative idea addressing COVID-19 concerns for one industry, what would it be?
How would you sell sports talk radio right now with no idea on when sports might be back?

Q&A with Paul Weyland

Ask LBS, Automotive Sales Ideas, Best Practices, Paul Weyland Q&A, Prospecting, Selling

Paul Weyland takes LIVE questions from broadcasters! In this session:

What are some questions I can ask to get appointments?
How do you overcome the objection to radio when a customer says they prefer newspaper ads because they can display their products? I get this especially with auto dealers.
How do I come up with good creative each quarter when there isn’t anything new about my customer’s business?

Relationship Selling Q&A – Part 3

Ask LBS, Best Practices, Paul Weyland Q&A, Prospecting, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

If a potential client is loyal to another station, but that station isn’t working out for them, what can I do to convert them to mine?
How do you talk to a person who is on another station and they won’t add my station because the other one is getting them results?
How do you get a client to close who has been putting it off for months?
Our station’s ratings are not very good. How do I position myself as a marketing expert to my customers despite our low numbers?

Relationship Selling Q&A – Part 2

Ask LBS, Automotive Sales Ideas, Best Practices, Paul Weyland Q&A, Prospecting, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

For someone who is new to radio sales, how do you start off a conversation with clients?
How do you get a car dealer to call you back when they think they don’t need to?
I went from commercial radio to publicly-supported radio – do you have suggestions for making the transition and building relationships in this context?
Have you found it more difficult to make face-to-face appointments in our connected world? How do you overcome their objection to “just email me”?

Relationship Selling Q&A – Part 1

Ask LBS, Best Practices, Entertainment Sales Ideas, Paul Weyland Q&A, Promotions, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

How do I deal with a client that doesn’t like radio or TV?
How do I position complimentary concert tickets so the client doesn’t just see me as a free pass to events?
How do I build relationships with people who are just difficult?