Paul Weyland Q&A | Local Broadcast Sales

Today’s Unconventional Approach to Retail and Professional Services Ad Selling Success! – Part 4 Q&A

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

Can you provide me with some ideas on how to approach businesses that people really only use on rare occasions? I’m specifically thinking of a house painting business. I’m also thinking of a roofing company.
What are some questions I can ask to start a conversation with a “special occasion” business to help show them that they should advertise all the time like you are suggesting?
Have you ever seen a politician who has an ongoing “public image” campaign when it is not campaign season?

Why You Deserve A Raise Next Year And Precisely How To Get It! – Part 7 Q&A

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

I am very new in radio sales, what is your best advice for someone who’s just getting into this business?
Many of the prospects in our market are having personnel and supply line problems, how do you overcome those situations?

Why You Deserve A Raise Next Year And Precisely How To Get It! – Part 6 Q&A

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

How can we position our stations to get employment advertising?
Do you have any ideas for custom made cabinets?
What are some creative ideas for custom made furniture?

Why You Deserve A Raise Next Year And Precisely How To Get It! – Part 5 Q&A

LBS Webinars - 2021, Paul Weyland Q&A, Radio Webinars, Television Webinars

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

Do you have any suggestions for how I can approach a local real estate agent group?
Even if you know the gross margin and average sale, we don’t always know how often an average sale occurs for a client – what do you do then?
What can I do to get a raise if I’m not paid on commission?

Leadership and Sales Philosophies for Today – Part 7 – Q&A

LBS Webinars - 2021, Paul Weyland Q&A

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.

Leadership and Sales Philosophies for Today – Part 6 – Q&A

LBS Webinars - 2021, Paul Weyland Q&A

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.

Leadership and Sales Philosophies for Today – Part 5 – Q&A

LBS Webinars - 2021, Paul Weyland Q&A

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?

Are Long-Term Advertising Contracts Possible in Today’s World? – Part 9 – Q&A

LBS Webinars - 2021, Paul Weyland Q&A

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

Do you have any tips for email subject lines and email headers for when I get the email address of decision makers? Do you even waste your time with that?
Have you ever had any success using radio for job recruitment for clients?
What is the best way to handle when a prospect says I have tried advertising and it never worked for me?

Are Long-Term Advertising Contracts Possible in Today’s World? – Part 8 – Q&A

LBS Webinars - 2021, Paul Weyland Q&A

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?

Are Long-Term Advertising Contracts Possible in Today’s World? – Part 7 – Q&A

LBS Webinars - 2021, Paul Weyland Q&A

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?