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

• I made a cold call that led to a full CNA appointment. We are always told to get a budget, but they wouldn’t give me one. However, they told me they wouldn’t bat an eye at any amounts as long as it is something they feel would work for them. It is a roofing company and I am unsure how to approach this without a budget. I don’t want to go too high or too low. Any suggestions?
• I work in a smaller market. Our local businesses are definitely no-nonsense types. They don’t like sales pitches like “million dollar ideas”. Do you have any other headlines that are more community/local focused, but not overused?
• How do you get past people who say, “Well I’m just not interested.”?

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

• How do you use headlines when doing in-person cold calls?
• Can you talk about strategy on trying to get an appointment with a business that advertises with your competitors and you haven’t been able to nail down an appointment?  Do you think I should mention that they are obviously talking with my competitors?
• Do you ask a potential client what their budget is, or do you suggest what their budget should be?

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

• What is the number one question you receive from new sellers when they first get into the business, and what do veterans ask you?
• What do you hear from sales managers, and what keeps them up at night?
• I had an appointment set with a business owner based on a drop by.  She was sick last week, so I followed-up this week via email to reschedule.  I received an email response from the office manager (not the owner) and she said they were not interested in an appointment.  They can’t handle the customers they have, have nowhere to meet, and said to not contact them again without permission.  I’ve been selling for 4 years and never had this happen.  Any ideas?

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?

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?

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?