Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• You mentioned something about avoiding clients that are built for the past. There are some clients that view radio and TV that way. We all are trying to do digital as well. Do you have a strategy to combat that objection?
• How do you get an initial meeting with a prospect? What are the steps that you follow?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• Are phone cold calls viable? Right now I’m recovering from surgery and am not “out & about” for visible cold calls. Should I instead focus on businesses I’ve already made connections with and work on helping them while I’m recovering?
• Do you recommend any books that touch on exceeding goals and closing sales?
• How do you handle the objection that your potential client can’t afford it right now? Marketing dollars are always the first to get pulled when business slows down.

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• I have a client on radio who wanted to add digital. We did a short term run and generated a decent amount of clicks. However, their website is not set up for commerce, it’s all informational. Should we suspend digital with this client until something changes on their website?
• How do you deal with a prospect who says they are too busy with the work that they have?
• What do you consider to be prime selling hours?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• How do you know what problems a prospect is facing ahead of time without having asked them anything? And what do you do when they seem annoyed that you’re there? It’s hard to keep asking questions in that situation.
• Do you prefer to phone or drop in for cold calls? What are your favorite ways to make these calls?
• I find that healthcare and veterinarians don’t even want to advertise. How do you deal with that?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions.  In this session:

• What would you say to a seller that says, “My sales goals are set too high”?
• What would you say to a manager who says, “My sellers spend too much time complaining about what their goal is each month instead of going out and make a difference”?
• What does a customer look like who is treading water?