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What We Can Learn From Ad Agencies About Selling and Retaining Long-Term Local Direct Business – Part 6 – Q&A

What We Can Learn From Ad Agencies About Selling and Retaining Long-Term Local Direct Business – Part 6 – Q&A

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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?

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Mastering the Entire Appointment Setting Process – Part 9 – Q&A

Mastering the Entire Appointment Setting Process – Part 9 – Q&A

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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?

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Mastering the Entire Appointment Setting Process – Part 6 – Q&A

Mastering the Entire Appointment Setting Process – Part 6 – Q&A

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Paul Weyland takes LIVE broadcaster questions! In this session:

  • How would you get the attention of a local landscaping company that mostly focuses on lawn mowing?
  • What steps do you take to come up with effective headlines for a prospect and then make sure that you can deliver on them?
  • A local furniture store owner in my medium-sized market will not meet with me and is really rude about it. He even told me to get out of his store once! I know that my station can get him more customers. Do you have any ideas for headlines for a furniture store that I can try to get his attention?

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Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 3 – Q&A

Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 3 – Q&A

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

  • How do we verbally take people by the shoulders and shake them? Isn’t winning the 6 inch space between peoples’ ears more important than ever?
  • Do you approach brand new clients differently than you address existing clients?
  • Can you provide some insight on how I can approach a local RV dealer to talk about being on my station?

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Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 4 – Q&A

Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 4 – Q&A

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

  • Lots of commercial copy seems to mention the “uncertain times” we live in. These uncertain times could last for years. Is there a certain point we should move to more positive messaging?
  • Any suggestions on how to ask current clients for referrals? If we have a good relationship with a client, this should be an easy question to ask. Why isn’t it?
  • How would you get a bridal shop to consider advertising? They are big enough and they should be on the air.
  • How do you handle the objection that the advertising will do “too well” and they will be unable to handle the load with staff shortages and fear they will then start to be seen negatively because they cannot provide quality service?

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Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 5 – Q&A

Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 5 – Q&A

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

  • What are some good talking points for a tire shop?
  • When it comes to the labor/inventory issue, what’s the best way to approach clients that have never been on radio before?
  • Where can I get the most recent gross profit margin rates for all categories?
  • I’m kind of new at selling TV. Are retirement homes a good target? They always seem to say the same thing – “we are too full, so we don’t need to advertise”.

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Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 6 – Q&A

Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 6 – Q&A

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

  • I have a long term client who owns a vein clinic who will be coming off the air next month because the business is in the process of being sold. How would you deal with this?
  • What would you say to a major, local oil change station to get them on air?
  • What can I do to get an appointment with a client who won’t see me or return my calls?
  • I have a client that is fully staffed and “as busy as they want to be” so they don’t see the reason to advertise. Your thoughts?

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Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 7 – Q&A

Reasons to Keep Advertising Even During Inventory and Labor Issues – Part 7 – Q&A

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

  • What would be some good talking points for Universities since student enrollments are down? The University I’m working with is very focused on ROI.
  • Can you suggest some talking points for a salon? I have been to so many and have been turned down by every one.
  • What would you say to a motorcycle dealer that has bikes on backorder for seven months and that does not have local competition for their brand?
  • I’m a new sales rep, what are the prospects that I should focus on to build an account list?

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