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Selling Radio

What is a Customer Worth?

Here's one of my favorite definitions of the marketing process:

"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."

Your clients need to build relationships with their customers.  They want to keep customers happy because...

23 September 2015

Make Money with Testimonials

Selling Radio with Pat Bryson. There is nothing more powerful than a third-party reference.

To that end, I ask you, "How many testimonial letters do you have on file at your office?"  These letters give us the opportunity to provide great comfort to our prospects.

Each time we ask someone to invest money with us, they begin to debate the...

23 September 2015

Oops, We made a mistake

How a mistake can be a golden opportunity. Selling Radio with Pat Bryson

Fact: It is five times more expensive to generate new customers than to keep existing ones. The Gallup organization tells us this, and we all know it to be true.  We also know that we humans make mistakes that can sometimes...

23 September 2015

Organisation Will Make You Money!

Selling Radio with Pat Bryson. 2015 is here with new challenges to meet this year. It will be important to work harder and smarter. 

Finding new business is always important as is retaining existing business through better service strategies. How well we execute the basics of selling may well determine the success of our...

23 September 2015

The Million-Dollar Buyer Speaks Again

My friend and former client emailed me a few weeks ago after having read my newsletter on "word whiskers".  He said it spurred some thoughts. Here are his thoughts:

"You have triggered a couple of thoughts that kind of fit in...

15 September 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...

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

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