Mastering the Truth in Selling for your Customers’ Benefits and Successes! – Part 9 – Q&A

Mastering the Truth in Selling for your Customers’ Benefits and Successes! – Part 9 – Q&A

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Paul Weyland, President of Paul Weyland Communication Strategies and LBS Broadcast Selling Expert, takes LIVE broadcaster questions! In this session:

  • I have been trying to use “ideas” and “problem solving” in trying to get appointments by phone or Zoom to about 50-50 success. Any suggestions on what else I can use to get those meetings?
  • Post Covid, we had several small businesses start. The ones that realized they needed to advertise got excited about promoting on radio and started campaigns, but then they panic after the first few months when they have finances going out and are still building to increase what comes in. How would you address their fears & concerns?

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Mastering the Truth in Selling for your Customers’ Benefits and Successes! – Part 8 – Q&A

Mastering the Truth in Selling for your Customers’ Benefits and Successes! – Part 8 – Q&A

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Paul Weyland, President of Paul Weyland Communication Strategies and LBS Broadcast Selling Expert, takes LIVE broadcaster questions! In this session:

  • How important are jingles, background music and SFX in commercials?
  • The service industries, HVAC, roofing, remodeling, etc., all claim to provide the best customer service and price. How would you address them with the right questions?
  • Can you give an example of a compelling headline? What is YOUR compelling headline?
  • What is a salesperson’s most valuable asset and why?
  • Can you explain why we should be excited to get up everyday and go to work?

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Mastering the Truth in Selling for your Customers’ Benefits and Successes! – Part 6 – Q&A

Mastering the Truth in Selling for your Customers’ Benefits and Successes! – Part 6 – Q&A

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Paul Weyland, President of Paul Weyland Communication Strategies and LBS Broadcast Selling Expert, takes LIVE broadcaster questions! In this session:

  • Do you think it’s harder or easier for sellers today to approach businesses post COVID? How should we position ourselves in front of our clients?
  • What are your thoughts on being perceived as pushy when asking clients for more money

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Mastering Long-Term Local Sales Strategies – Part 11 – Q&A

Mastering Long-Term Local Sales Strategies – Part 11 – Q&A

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

  • Have you ever worked with city and county governments on marketing campaigns to promote their areas? If so can you elaborate and share ideas?
  • We are in a small town that is media saturated. How can we stand out as a media company? We do have the most radio listeners in the county across our 4 stations.
  • Our company primarily sells broadcast and digital. I’ve recently landed an account (the first for our company), where I am now taking care of all their marketing (print included) in multiple states. I would like to work out a separate management fee for all this extra responsibility. Do you have advice on how to figure and establish a management fee?
  • What is the best pitch for the clients who think “Facebook” is the best thing to use?

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Mastering Long-Term Local Sales Strategies – Part 10 – Q&A

Mastering Long-Term Local Sales Strategies – Part 10 – Q&A

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

  • What do you say when a prospect says “we don’t need to advertise, we are doing just fine”?
  • We are not participating in Nielsen at this time. What is a good response for clients who ask about our reach and Nielsen rating in comparison to larger stations?
  • How would you suggest that I stay motivated during inflation and economic crisis?

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Mastering Long-Term Local Sales Strategies – Part 9 – Q&A

Mastering Long-Term Local Sales Strategies – Part 9 – Q&A

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

  • My focus has always been converting good clients to TFN status. It works very well, but I am wondering if the “5 year plan” is preferable for some reason I can’t pin down?
  • Can you please go over how to figure the gross margin again?
  • What strategy should I use when trying to close a business that looks busy, has a high price point and a high average sale, but they say they have no money?

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Mastering Long-Term Local Sales Strategies – Part 8 – Q&A

Mastering Long-Term Local Sales Strategies – Part 8 – Q&A

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

  • What is the gross profit margin for a retirement community? What are some ideas for a campaign for this type of business?
  • I’m working in a new market in GA but doing it remotely from Waco, TX. What are some strategies for getting a zoom/phone meeting? I’m coming to them with ideas in my headline, but have no possibility of face to face.
  • I have a client that doesn’t want to use our writers and production direction with the spot and only want to use what they thought should be in the commercial. This info is not effective and includes BBB rating, review, family owned, on the station for a decade plus, etc. vs actually giving the listener good information about how they can help their problem. How do you handle this type of client?

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Mastering Long-Term Local Sales Strategies – Part 7 – Q&A

Mastering Long-Term Local Sales Strategies – Part 7 – Q&A

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

  • Can you share some ideas for toy stores? I know they need to be on our station, but need an idea to get their attention.
  • Is 5% of gross income a good annual budget for a client?
  • What is the gross margin for a home painting company and what is a great message for them to include in their spot?
  • What should I say to a client who doesn’t want to sign a long-term contract because they want to stay flexible in case they want to try something else next month?

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Mastering Long-Term Local Sales Strategies – Part 6 – Q&A

Mastering Long-Term Local Sales Strategies – Part 6 – Q&A

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

  • I’m new to selling at my TV station. What do you think about focusing on smaller clients? It seems like it would be easier to make lots of smaller sales because there is less competition instead of the relatively few big ones everyone is selling to.
  • Do you have any ideas for local lawn care companies?
  • Is radio good for B2B business? I am trying to sell to a local company that creates custom software that allows different brands of machinery to communicate with each other.

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