Are Long-Term Advertising Contracts Possible in Today’s World? – Part 9 – 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 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 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?
Are Long-Term Advertising Contracts Possible in Today’s World? – Part 6 – Q&A
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?
Are Long-Term Advertising Contracts Possible in Today’s World? – Part 5 – Q&A
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?
Are Long-Term Advertising Contracts Possible in Today’s World? – Part 4 – Q&A
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?
Weyland Wednesdays – Q&A – Part 16
LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions! In this session:
- Any thoughts or successful past campaigns on pest management companies?
- In former rated markets, how do you address questions about audience with advertisers who are looking for some sort of objective data on the stations?
- I’m calling on an appliance store that sells both new appliances and used/scratch & dent. Do you have any ideas for promoting to the marketplace without confusing consumers since each segment will likely appeal to different buyers?
Weyland Wednesdays – Q&A – Part 15
LBS Broadcast Selling Expert, Paul Weyland, takes LIVE broadcaster questions! In this session:
- Any ideas for marketing sanitary services (port a potty)?
- What about landscaping businesses?
- We are an independent, locally owned group. Another group in our market has been undermining our spot rates by giving out $1 radio ads. We cannot compete with these low rates and every time we pitch a great campaign to a prospect who uses the competing group, rate and investment is always an objection. How do we overcome the rate objection and help our clients see the value with us when they are getting daily exposure for only $100 a month with our competitors?
Weyland Wednesdays – Q&A – Part 14
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?
Weyland Wednesdays – Q&A – Part 13
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?