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

• How would you simplify your headlines for a station that sells multiple products – podcasts, OTT, streaming, etc.
• How do I keep the relationship with a client good if they keep getting bumped?
• How do you handle the customer if they don’t believe that you reached the ROI that you promised them?
• Why do you speak in terms of dollars per week?

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

• Our station doesn’t offer any digital services – how would you reply to a client that is switching to all digital?
• How would you sell to restaurants with multiple locations?
• A lot of my clients and prospects are busy and say that they don’t have time to talk with me about their advertising plans. Any thoughts on how I can overcome their indifference?
• Potential clients are asking me for demographics. When a station does not have a lot of that kind of data, where do you start?
• You mentioned getting fired by a client. When and how should I decide to fire a client?

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

• What is a good headline to use to get a client to tell me more about their business?
• I’m at a non-profit station so our ads are called “sponsorships” and we are limited when it comes to superlative descriptions in the spots and calls to action. What are your recommendations for making these sponsorships more impactful?
• What is the best way to effectively sell advertising on a group of stations? We have several stations, but most of the sales attention goes to only one or two of them.
• How much research do you do on a business before you call on them?

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

• What steps do you take to come up with good headlines?
• I want to get a fairly large local BBQ restaurant on my radio station. Any ideas?
• Instead of asking for budget, is it better to present what you think is best for the client and ask for their thoughts afterwards?
• Can you give an example or two for improving a voicemail message?

Paul Weyland takes LIVE broadcaster questions! In this session:

• How do you exude confidence when there are no guarantees with the way people will buy?
• Do you have any good ideas for hearing aid company ads?
• How do you address the comment from prospects that “we only use digital”?

Paul Weyland takes LIVE broadcaster questions! In this session:

• We’re a tiny local station.  How would you handle losing big corporate sales to businesses that handle advertising on a larger scale, where we tend to fall through the cracks? Our local advertiser fought for us to be in the loop, but corporate went another way.
• I had a new business on for 14 months and booked for the rest of the year.  They got busy and hooked up with an out of state agency that states on their website that they buy bulk so they get the best rates at the stations.  When I submitted rates, I gave the agency the same rate that I had booked with local direct.  The agency then went with another station group.  We are a dominant #1 in the market.  I am thinking he told the client that he got better rates than the client could have at the other station to try to validate their position.  Any thoughts on me reaching out directly to the client?  I think there is some misinformation being shared.
• It’s hail season in Texas which brings a flood of salesmen flocking to roofing companies. It also brings a lot of fly by night roofers who come to town for a couple months and move on. Any tips on how I can stand out among all the other media sales people?
• How do you feel about musical branding?

Paul Weyland takes LIVE broadcaster questions! In this session:

• I struggle with creative. How do I get better in this area?
• Do you have any ideas for a shoe store?  I’m in a small market and know that I can get more people through their doors if I can get their attention!
• Other than Toastmasters, what other platforms/trainings would you recommend for presentation skills? Our local Toastmasters meets at a time I am never able to make.
• I need a new idea for an eye doctor.  All they do is promote the predictable discounts on lenses and frames.

Paul Weyland takes LIVE broadcaster questions! In this session:

• I deal with a lot of small business, what if they can’t or won’t commit to a five-year plan?  Or even a one-year plan?
• I recently had an account that is an assisted living facility try to cancel their one year contract, six months in, saying they haven’t had one move in (they said they were tracking) and told me they will no longer be advertising after May 31st.  I explained their contract did not have a cancellation clause, how would you handle this?
• How would you convince a locally-owned tire store to work with your station?

Paul Weyland takes LIVE broadcaster questions! In this session:

• Our radio station does not have a dentist on the air. We are planning to pitch a few. What should an initial plan to dominate the category look like in terms of schedule and frequency, etc.?
• Do you think it’s better to call on the phone or just drop in to try to schedule an appointment?
• How do you use headlines to reach prospects through email?
• Would you use your headline in the subject line of the email or the opening statement?

Paul Weyland takes LIVE broadcaster questions! In this session:

• How would you get the attention of a Real Estate agent?
• Do you have any ideas for reaching a lawyer who already “knows it all”?