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.”?

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

• How do you tell a prospect or client that their $500 Facebook boosted posts aren’t doing anything without insulting them?
• What would you include in a five year plan besides the spend?
• How would you ask a funeral home for an appointment?

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

• Do headlines also work for face to face cold calling?
• I really like the headlines you mentioned today, but they sound risky. What is an example of your response if a client calls you back and asked “What is the hole in my competitor’s marketing”?
• Do you have any advice for tourism-related businesses when the owners say tourists don’t listen to local radio.
• Any suggestions on getting attorneys on the air?

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

• It is harder these days to just drop in on a client without an appointment. How can I get an appointment and not have them feel it’s a potential risk for them to get COVID?
• Can you give some more headline ideas?
• When prospecting, do you go deep in a category and call on multiple businesses in that category or are you going through prospects in different categories at the same time?
• What if you get in contact with the decision maker but they are already on another station? Do you give up on that business or attempt again after a while?

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

• I love the idea of having a 5-year plan ready, but many businesses in my small market are still very apprehensive about long-term contracts. How would you approach those?
• I LOVE the annual approach, and talk with potential clients about the long term plan. However, I’ve been finding that digital has changed the way they look at things since they usually can do that month to month. Any good suggestions on how to re-educate them?
• I remember years ago you discussed your ROI calculator. Can you explain how that works?