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

• Any good ideas for casinos?
• You mentioned a template in the session. Is there a physical PowerPoint template to which you are referring? Or is this a method of creating our own proposal using the S.O.S. format?
• What about clients affected by broken supply chain – appliance, tractor categories to be specific – they are literally out 12 months and don’t want to irritate customers by advertising something they don’t have. Service/repairs are booked 4 months in advance as well.
• A lot of restaurants in my market are having a hard time finding help, so they are hesitant to bring in more business. How do you make clients feel good/comfortable spending money on potential new customers when they can’t handle their current loads? How can we get creative in these situations?

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

• Situation: If customer value is $800 per year, and the requested investment is $800 per week, you need to bring in 1 customer per week. However, it takes a year for them to get that $800 profit. The client is afraid they won’t have the $3200 available for their monthly invoice because it takes a while for the returns to come in. How do I assure them (and my bosses) they’ll be able to pay their bill?
• How do you convince people to get into an annual contract in a time of such uncertainty? I’ve been trying, but most people are reluctant because they’re not sure what the next 12 months will bring after surviving the last 12.
• When the prospect is absolutely unwilling to give you their average sale, how can you find it out?
• Do you have examples of S.O.S. presentations that have been used by other stations that we can learn from?

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

• We’ve always believed in conducting a CNA, then preparing a SOS-type proposal. Do you think with your SOS proposal plan we can skip the CNA and use category/industry data instead?
• I’ve used SOS before, and it works great! Is the best time for the SOS proposal after the initial meeting?
• My manager regularly asks to join a presentation. How can I tactfully ask my manager not to interrupt the flow of the presentation? My manager is a good seller but sometimes takes the conversation away from my presentation strategy. 

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

• What ideas can I take to a family entertainment center that has mini golf, batting cages, and a full arcade? – Hannah  
• Any idea what the value of a new customer is for an auto and home insurance client? – Debra  
• How long should a typical presentation take, not including the client’s interaction and questions? – Philip 
• Generally speaking, is it usually best to leave a copy of the complete presentation or just a summary?

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

• Do you have any ideas for marketing men’s clothing stores?  
• What are some good headlines for ATV/snowmobile dealers?
• Can you talk about how you would approach companies that organize closets? 

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

• How do you feel about jingles?
• How do we keep a decision maker from taking our ideas to another station in the market? Especially if they have an existing relationship with a competitor.
• Should we still give phone numbers out over the radio?
• I’m with a small station with only an AM and FM signal. What if I doubt that a client will actually receive a positive ROI from a long-term schedule?

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

• How would you get through the gatekeeper at a lawyer’s office?
• As we come out of COVID, I believe this is the best time EVER to use local radio or TV which have been providing information to the community since the pandemic started. Do you agree?
• What are some ideas you would take to a financial advisor?

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

• How would you answer a client that tells you, “I just don’t know how much longer I can hold on?”
• How should we react to a gatekeeper who tells us (in person!) that we need to have a meeting with the owner to see him and they’ll pass our message on?
• How do you recommend that sales reps deal with the added pressure of competing digital advertising platforms – including your own company’s solutions?
• If you know that your competitors don’t really connect with their advertisers and give them generic schedules and/or ads, would you stress in your introductory email/voicemail how you take the time to learn about their business? Or do you think that’s more about us than it is about them?

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

• If I want to construct my own headline, what are the best tips for not sounding like a know it all or a stereotypical “salesman”?
• How do you respond to people who say “radio is dead” or “radio isn’t what it used to be”? I’ve heard that response twice TODAY!
• We have been taught to tell the client’s story in their ads. How do you feel about that?
• Do you ever prospect by sending out station information in the US mail?

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

• I like the idea of reaching out and befriending gatekeepers. But often times in my small market gatekeepers are pretty clueless. Would you recommend trying to get directly to the decision maker instead?
• How do I answer the constant questions about how many listeners my station has?
• Can you talk about how to get a retailer to funnel co-op dollars to an ad campaign?
• How do you recommend we get through the decision makers that say “I don’t need to advertise because I have enough work.”?