Prospecting | Local Broadcast Sales

Making Your Mark in a Recovering Economy – Part 9 – Q&A

Paul Weyland takes LIVE broadcaster questions! In this session:

I was trained that you should always offer three options a big plan, medium and small. Do you recommend that or do you think it’s OK just to present just one or two?
I have car dealers that are pulling back from radio what can I do to truly help them see the power of radio?
What’s your strategy to tell a client their idea isn’t a good one? How do you steer creative away from all the clichés they want?
Do you have any advice on securing ad dollars for a local franchise store?
I need help getting the nerve up to make that FIRST call/contact on the phone!
What kind of businesses would you recommend talking to in a small market?
What if you’re a micro-market, and all you have to work with are small advertisers?
What would you promote to an HVAC Service advertiser using a headline?

Paul Weyland takes LIVE questions from broadcasters! In this session:

What are some questions I can ask to get appointments?
How do you overcome the objection to radio when a customer says they prefer newspaper ads because they can display their products? I get this especially with auto dealers.
How do I come up with good creative each quarter when there isn’t anything new about my customer’s business?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

How do you determine the personality style of someone before you meet them?
What if I’m in a meeting with two or more people with differing personalities?
How can a manager get the most from different types of salespeople?
How do the different patterns of people respond to the idea of starring in their own commercial?

In this session, Paul Weyland covers the nine integral questions he asks from every local direct...

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

Why do I have clients who spend lots of money with me every month, but won’t return a call?
Sometimes our station has what I call a “fire sale” which is a limited number of highly discounted spots. How do different clients respond to this tactic?
My manager wants 2-4 updates on my sales activities every day. How can I get him what he needs without spending so much time on generating reports?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

I have a client who agrees to a schedule only to change her mind a week later. She has done this more than once. Am I doing something wrong?
How important is it to understand others? What should managers know about their reps? Are these closing skills useful in staff development?
Does your pattern impact how you approach pricing?

LBS President, Gary Moore answers LIVE broadcaster questions! In this session:

How can I improve my customer service skills if my station doesn’t offer digital products?
Is it better to call ahead or just drop in on prospects?

LBS Creative Expert, Tim Burt, discusses three tactics that you should be including in your...

LBS President, Gary Moore answers LIVE broadcaster questions! In this session:

Kelly Orchard takes live broadcaster questions! In this session:

How do you keep a positive mindset when everything is crashing around you?
Hearing “no” when cold calling is tough, how do you stay upbeat when it seems that all you hear is “no”?
How do I avoid or impact negative coworkers?
How important are the people I spend time with when it comes to keeping a positive attitude?