LBS Broadcast Selling Expert, Paul Weyland, takes LIVE questions from broadcasters! In this session:

• How did you get to $200,000 billing each month? What steps do you recommend to a seller to get up to that and maintain it?
• I have a client who owns a gift shop that offers products and price points for all consumers. They sell high end collectables and year-round Christmas items. After a 6-month campaign on multiple stations, they do not believe that they produced new customers, but the cashier does not ask how buyers found the store. In addition, they are off the beaten path with poor visibility from the street. I’d like to get a campaign on air and digitally – starting before the holidays. I’m struggling with how to get them back when they say they aren’t getting results. How would you approach this?
• If you don’t carry live sports on your station can you still sell sports advertising? Do you think we could give opportunity for Sponsorship to a time for listeners to call in and talk about a certain game, team, or how to play the sport?

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE questions from broadcasters! In this session:

• Our company, along with numerous radio stations across the board, are having difficulty selling sports this year. Do you think the current economy is a factor? How would you sell sports?
• How would you pitch a church to get on a Christian radio station?
• How would you sell to a dog training company?
• I am currently filling in for the main sales person for our radio station who has done it for 30 years and am new to sales, but doing my best to learn the ropes. I work for a smaller radio station nestled between small towns and am trying to sell events to surrounding businesses and sponsors. Unfortunately a lot of businesses are retiring, shutting down due to not enough business or other reasons and are saying no to business with us. Because of this, I’m not making enough sales. Any ideas to work through these situations?
• How would you promote a hiring campaign for a windmill company?

LBS Broadcast Selling Expert, Paul Weyland, takes LIVE questions from broadcasters! In this session:

• How do you suggest overcoming constant rejection and persevering with a positive mindset?
• Can you expand on why focusing on low-price or cheap packages isn’t optimal?
• How is the current record spending in political going to impact the fourth quarter and the upcoming year’s first quarter?
• What do we say when we have an established furniture store that believes that everybody already knows where they are?

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

• Do you have any headlines for florists?
• I have been explaining to clients that packages and promos are great for good will, but don’t necessarily give them a chance at their best messaging. I am doing well at selling these, but want to move some to regular advertising. Is this a good or bad approach? Do you have other suggestions?
• I’m an appointment setter for our sales department. How do I set appointments and bring information to the table without overstepping?

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

• How would you go about closing a sale after many proposal meetings with a single customer? They say they are very interested and have told me many times they are discussing but I am trying to temper my thoughts that they are just wasting my time.
• How do you get a busy restaurant owner to sit down with you to hear your headline?
• What do you think about using a headline to the effect of “I have a way to help use your co-op dollars more effectively.”?

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

• How do you initially grab and keep a prospect’s attention?
• Do you have thoughts on trying to get an appointment by bringing cookies or donuts to the client?
• What do you think about using promos/packages as a way to get in the door to get an appointment?

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

• What kind of a headline can I use with a local tire store?
• Would you advise playing a spec spot on the phone to get an appointment?
• Is asking a prospect “why should people come to you?” a good headline?

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

• Do you have any headline suggestions for restaurant owners?
• Regarding your statement that “your competitor is making a mistake”…. Is the “mistake” that the other competitor is making that they are not on the air, or are we to find a mistake that may be less obvious? Still unclear as to how to present what the “mistake” is.
• How do I get an appointment with a small business owner who says they can’t afford radio?

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

• I am making the transition from a long-time Marketing and Promotions Director position to sales. Any advice for me?
• How do you get to the decision makers for larger companies?
• I’m understanding headlines to be more like script ideas than a way to actually get appointments, is that correct?

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

• What you do say to the client who says they don’t have a budget for advertising?
• What would be your headline summarizing the old classic “What sets your business apart from your competition?”
• Would saying “your competitor has more business than he can keep up with” make me come across as not trustworthy? Is there a better way to phrase it?