Prospecting | Local Broadcast Sales

Q&A with a Customer Service Expert – Part 3

Ask LBS, Best Practices, Gary Moore Q&A, Prospecting, Selling

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

What are “soft skills” and why are they important?
Besides “underpromising and overdelivering”, how do you keep your client’s budget with your station?
How do I compete with larger stations in my market when it comes to customer service?

Q&A with a Customer Service Expert – Part 2

Ask LBS, Best Practices, Gary Moore Q&A, Prospecting, Selling

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

How often should you follow up with a prospective client?
What if your station owner or manager has bad blood with the person you are trying to sell to?
I have prospects who say “radio is dead”. I can’t sell them, so how can I give them excellent customer service when they won’t even give me the chance?

Q&A with An Experienced Broadcast Psychologist – Part 2

Ask LBS, Best Practices, Kelly Orchard Q&A, Prospecting, Selling

Kelly Orchard takes live broadcaster questions! In this session:

What are some ways to improve my mindset?
How can I coach younger reps to move past their selling fears and negative attitudes?
How do you turn a meeting around when a prospect is determined to be negative?

Q&A with a Customer Service Expert – Part 1

Ask LBS, Best Practices, Gary Moore Q&A, Prospecting, Selling

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

What is your personal process in a cold call, first contact situation?
My market is very competitive with almost 30 broadcast options. Do you have a list of customer tips that can make a difference?
What is your advice to someone starting in radio sales with no prior sales experience?

Q&A on Closing Your Most Difficult Sales – Part 3

Ask LBS, Best Practices, Closing, Digital Webinars, Mike Cheney Q&A, Prospecting, Radio Webinars, Selling, Television Webinars

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

I have an Amiable client who won’t make a decision without checking with others in her organization. Any suggestion on how I can close this kind of client more often?
I work with a team of advertising sales people at a university. What kinds of suggestions do you have for teaching them to become responsible sales people for clients, especially as it relates to rapport?
How do you handle a client who has someone else talk to you after a meeting? Maybe a Dominant at first, but now an Amiable.

Do You Know Where YOUR Dollars Are? Q&A – Part 1

Ask LBS, Best Practices, Leadership Webinars, Mark Levy Q&A, Prospecting, Radio Webinars, Television Webinars

Mark Levy answers LIVE broadcaster questions! In this segment:

What are some tools I can use to figure out how much a client will spend the first time they advertise?
How do I get a client to use a campaign that does not include them personally in the spots?
How do I communicate the value of change to my stellar staff that doesn’t see the value of it in the context of moving from selling sponsorships to long-term selling?

Q&A on Closing Your Most Difficult Sales – Part 1

Ask LBS, Best Practices, Closing, Digital Webinars, Mike Cheney Q&A, Prospecting, Radio Webinars, Selling, Television Webinars

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

Why is it so hard for me to get a few minutes with my Dominant auto dealers?
My manager doesn’t like me to stop and see a client without a purpose, but you say that Expressive clients like you to stop in to say “hi”. Why is that?”
How do you recover if you identify a client’s communication pattern incorrectly?
Is it a good idea to categorize my clients based on their communication pattern?
I find it hard to deal with Analytical prospects. Do they REALLY need all the information they ask for?

Strategies For Closing Your Most Difficult Sales

Best Practices, Closing, LBS Webinars - 2018, Prospecting, Selling

To close sales, many reps will resort to tactics based on cutting rate or getting a deal and we all know what that does to our bottom line. The skills discussed in this session will help your closing strategies to go far beyond...

Q&A with An Experienced Broadcast Psychologist – Part 1

Ask LBS, Best Practices, Kelly Orchard Q&A, Prospecting, Selling

Kelly Orchard takes live broadcaster questions! In this session:

How can I address the fear that some advertisers have in switching from another media to our station?
Is there value in giving myself a pep talk before I meet with a client or prospect? What does that pep talk look like?
What are different coaching techniques for those on straight commission vs. hourly/salary compensation?
As a sales manager, how do I help keep the sales team thinking positively?

Relationship Selling Q&A – Part 3

Ask LBS, Best Practices, Paul Weyland Q&A, Prospecting, Selling

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

If a potential client is loyal to another station, but that station isn’t working out for them, what can I do to convert them to mine?
How do you talk to a person who is on another station and they won’t add my station because the other one is getting them results?
How do you get a client to close who has been putting it off for months?
Our station’s ratings are not very good. How do I position myself as a marketing expert to my customers despite our low numbers?