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

• How do you address clients who offer supply issues as an objection?
• Where do we get a template for SOS proposals?
• I have 38 clients on per month and I do not make as much as a doctor! Am I asking for too little? Average is around $400 per month.

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

• Can you address options/ideas for managing a staff with health issues and concerns due to COVID and working with clients primarily through email? How do I focus the staff on the objective of making more in-person sales calls to close sales?
• As the manager, how can I make “manager ride alongs” a more positive experience that my salespeople look forward to as valuable coaching moments?
• Where can I find prospects to hire for our station’s sales team? It’s hard to find sales people with potential.

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

• I am looking for ideas to go after the PR / Outreach budgets for local corporate-type banks. I am running into brick walls with traditional campaigns. Once I have made a presentation to the local branch, they send it to the corporate marketing department and it goes nowhere. I need a new angle and I think a good PR event or campaign may be the answer.
• You bring up an excellent point about my younger sellers. It’s not unusual that I have to convince my sellers on the value of radio. How would you recommend that we “sell” our sales teams on the value of radio listening audiences?
• What do you hear from sellers when it comes to things they wish their station management would do for them?

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

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

• Do you know the gross profit margin of a local hardware store? Do you have any ideas how a locally owned hardware store can compete against the large chains like Home Depot?
• Where do we find the Gross Profit List again?
• Do you have any ideas for helping manufacturers with recruitment challenges?
• When presenting a long-term plan, do you suggest presenting on the computer without any handouts and then giving the package as a handout at the end?

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

• Paul, have you short-rated clients for not fulfilling long-term contracts? What kind of long-term problems does this cause?
• Do you have a way to get to decision makers of internet only businesses? I am having a hard time tracking the right person down.
• How do I approach the local minor league baseball team with a long-term contract? They have a four-month season and seat limitations due to health concerns.
• I’ve heard this from a pediatric dentist- “I pulled all my advertising on all media last summer and we have not lost any patients and as a matter of fact outpaced the year before in new patients.” He credits word of mouth as his best advertising. How would you answer that?

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

• Our manager is beginning to put more pressure on us to sell our digital products. Do you think this is a good idea while we still have plenty of station inventory to sell?
• How can I sell local retail stores when online and Facebook kept them going last year for free?
• I’m trying to get a new brewery in town to advertise with us but they keep saying they don’t have the money for it right now. I can’t seem to convince them to advertise with us even though I know they would get more business if more people knew they were there. How can I convince them to work marketing into their budget plan?
• Many of our local restaurants today seem to think month-to-month, not year-to-year. How do I deal with that mentality?

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

• A lot of my clients seem to be very hesitant to sign a contract right now, but they of course, want the advantages like price breaks and popular time slots. What advice do you have for this situation?
• Could you please repeat the concept of starting at the client’s 20 yard line, and not our own?
• Are you suggesting that we come in to the first appointment with a proposal?

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

• Can you give me some ideas I can take into casinos?
• Our area is pretty much opened back up. How long of a contract should I be asking from a medium-sized local furniture store?
• How do I help a bankruptcy attorney stand out from all the other ones that advertise in my market?
• I want to call on a fairly large local financial advisor and retirement planner. Do you know what the average profit margin is for this category? Do you have an idea or two as we talk to them about a long-term relationship with our station?