Selling Radio

How to achieve a milestone in radio sales

Selling Radio Direct with Pat Bryson

We've all been in the situation of wanting to reward our staff for a great job, but being hampered by budget constraints.

We can't go out and buy plaques or trophies to designate the special occasions. One of my managers, Michelle Stubenbeck of Shine FM in Calgary, came up with a great idea. She chose attractive rocks and painted them with dollar amounts representing the first time each rep reached that...

12 July 2016

Great Radio sales people just LOVE to come to work

Selling Radio Direct with Pat Bryson

What makes a GREAT salesperson? They have the highest billing on the station, right?  They are constantly bringing in new accounts and upselling the old ones. But, what makes them special?

 

    •    They have a love for selling. Period. Exclamation point!

    •    They approach sales from the standpoint of their customer's...

08 July 2015

Why Advertise? Have we forgotten?

Selling Radio Direct with Pat Bryson

What's the latest number you've heard for how many advertising impressions bombard us each day?  5,000? 6,000?  A lot, and more each year.  So many, in fact, that it makes us wonder why businesses should continue to spend money on advertising. Why should they join the fray?  Won't their messages get lost?

Maybe we need to take a moment to remember why businesses SHOULD advertise. What does advertising do for them?...

08 April 2015

Get Ready for 2015

I know it seems impossible that 2015 is less than four weeks away, but it is!  Are you ready?  Will 2015 be the year you meet and exceed your goals?  Will it be your highest income year ever?  TODAY is the time to make the changes in your daily activities that will lead to higher revenue and higher income for you. How we spend our "...

30 March 2015

Sometimes you need to fall on your sword

Sometimes our clients become "former clients". Sometimes prospects appear to be moving forward towards becoming new clients when they become "stuck".  They just seem to wither away. Sometimes one of our clients becomes angry with us.  Perhaps we made an error, perhaps they just think we did.
 
Whatever the case, there are times...

15 June 2014

Word Whiskers could dull our presentations

A few weeks ago, I was role playing a presentation with one of my sales people when I noticed some "word whiskers".  At least, that's what my old speech teacher would have called them. These are the words we use to fill silence while we try to think about what we want to say next.  I also heard some words and phrases that...

18 April 2014

We need to redefine "service"

I recently had dinner with a friend of mine who owns ROI, a buying service that places millions of dollars in radio and TV advertising every year.  He is a regular reader of the BBI newsletters, and he asked that I send a message from him to all my readers.  This discussion centered around SERVICE, or, more specifically, the lack thereof. ...

17 March 2014

​Time to get on target to reach goals

Every month, we begin the climb towards achieving our monthly sales budgets. We all know that it's impossible to achieve those goals when we enter the month with no business on the books. We must have a base of business from which we can build each month.  To make certain that we achieve our goals, how much...

04 February 2014

17 Secrets to Success
These seventeen secrets are meant as life-lessons.  I thought they were particularly appropriate as secrets for success in sales also.
  1. Keep your temper to yourself
  2. Give your enthusiasm to everybody
  3. Be yourself, forget yourself, become genuinely interested in the other guy.
  4. Be fair, honest, friendly-and you'll be admired and liked....
04 December 2013

Productive Employees: Healthy Companies

While working my way through the stack of business books accumulating on my bedside table, I came across some valuable insights. "Getting Results" talked about doing more with less. That's the name of the game today for managers, but it is also the same for our employees. Motivating employees to do their best is hard in...

28 October 2013

Top Dog is where your brand wants to be!

Ever heard of Zipf's Law? If you are selling a product, then you need to study this natural phenomena. Mr. Zipf found that "the", the most used English word, occurred about twice as often as "of", the second most used word, and about three times as often as "and", the third most used.
 ...

30 September 2013

What Happens When Customers are Dissatisfied

images_148.The Baker Retailing Initiative at Wharton School of Business conducted a Retail Customer Dissatisfaction Study.  This study exposed some very interesting statistics.  One out of every three dissatisfied customers complains to an average of four people he knows. These four people then avoid...

15 September 2013

The Long-Term Value of a Customer

happycustomer1_250One of my favorite definitions of the marketing process is this: 

"Marketing is the buying and selling of things with good will at a profit.   If you can only have one, take good will because it is tomorrow's profit."

Our clients need to build a relationship with their...

04 August 2013

Body Language Speaks Loudly

bodylanguage_200Much of what we communicate to our clients is not what we SAY. Albert Mehrabian, who was a research pioneer in body language, found that the total impact of a message is about 7% verbal (words only), 38% vocal (tone, inflection) and 55% nonverbal.  Many times, our bodies tell completely different stories than do...

22 July 2013

Hire the "I": Train the "R"

salesi_150.We've all had a salesperson who has excellent skills, seems to enjoy selling and yet consistently under performs.  At least, they under perform in OUR estimation.   But they are performing within their comfort zone. They are performing as they see themselves being able to perform.

The good news and the bad...

08 July 2013

The Extra Mile Reaps Rewards

goextramile_131I know that we all feel at times as though our service and care of our clients goes unnoticed and unappreciated by them. We do our best, we go above and beyond, and they still cancel us. Or, they buy a cheaper deal.

Sometimes, just sometimes, our hard work is rewarded. The following story is a true one, with names...

20 May 2013

If they won’t give us their time, they won't give us their money! Part Two

patbrysonteachingmedium_200In a recent newsletter, we were discussing ways to get our prospect's time.  "If they won't give you their time, they won't give you their money." How true this is! Through the skillful use of "grabbers" we can get the attention of potential clients.

Remember to...

06 May 2013

A Letter from a Media Negotiator – Part Two: Be Prepared!

patbrysonsmallsquare_129Here’s part two of letter that I received and recently published from a media negotiator whom I consider to be one of the best in the business.  I worked with Les Boyle when I managed radio stations and frequently "butted heads" with his demands. It's important that...

29 April 2013

If they won’t give us their time, they won't give us their money!

550_200It's an age-old adage we all know to be true. Unless our prospects invest time with us, they usually won't invest money.

Pic: Valerie Geller and Pat Bryson at Radiodays Europe conference in Berlin

These opening lines may sound familiar to you:

"Yes, hello, my name is _________and I sell radio...

15 April 2013

17 Secrets to Success

These 17 Secrets are meant as life-lessons. I thought they were particulpatbrysonsmallsquare_129arly appropriate as secrets for success in sales also.

  1. Keep your temper to yourself
  2. Give your enthusiasm to everybody
  3. Be yourself, forget yourself, become genuinely...
07 April 2013

Pages

radioinfo ABN: 87 004 005 109 P O Box 6430 North Ryde NSW 2113 Australia. T: 0413 790 666 02 9888 5705 | All content © 1996-2014. All Rights Reserved.