Selling Radio Direct | Page 3 | radioinfo

Selling Radio

​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

Making an Unhappy Customer Happy

patbrysonsmallsquare_129Most of our clients will measure the success of their advertising with us by the growth of their business.  But sometimes, we deliver the customer to the business, but the business either does not sell the prospects or does not retain them.  How they handle customer complaints is a...

01 April 2013

A Letter from a Media Negotiator

patbryson_copy_172One of my dear friends owns a large media buying company in the United States, ROI Media. When I managed radio stations, Les Boyle and I locked horns many times over rate, rotation, "added value", etc. He's one of the best negotiators I've ever known.

Recently he copied me...

24 March 2013

"Action Triggers" Help Us To Achieve Goals

If you haven't read the book, "Switch", I suggest you add it to your list. In this book, Chip and Dan Heath talk about change and how we each can accomplish it.

I'd like to share with you one of the concepts they talk about called "Action Triggers".

Our environment can reinforce or deter our habits.  Habits can be good or bad.  We say we have established a "habit" when our actions occur on autopilot. If we are to change, we must...

15 March 2013

How to make budget month by month

Every month, we begin the climb toward 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 base business do we need?  How do we pace our progress?

We need to monitor our progress for the current month, next month and the month after...

15 March 2013

The 80 - 20 rule od Radio Sales

"80% of our business comes from 20% of our clients."Ever heard that bit of wisdom?  It's known as the Pareto Principle, named after Italian economist Vilfredo Pareto, who observed in 1906 that 80% of the land in Italy was owned by 20% of the population.  He also observed that 20% of the pea pods in his garden contained 80% of the peas. 

Most sales managers will tell you that 80% of their station's billing is produced by 20% of their sales staff. ...

15 March 2013

Sales is Confidence in Motion

Someone once said, "Sales is the transference of enthusiasm from one person to another." This is true. It is also true that we must have confidence in the products that we sell, or it becomes very difficult to sell them.

The question for today: "Do you REALLY believe that your radio station works for your clients?" Or, have you heard "Radio doesn't work" so often from your clients (or ex-clients) that you have begun to believe...

15 March 2013

What is a GREAT salesperson?

What is a great salesperson?  The one with the highest billing on the station, right? The  person who is constantly bringing in new accounts and up selling the old ones. But, what makes this salesperson special?

  • They have a love for selling. Period. Exclamation point!
  • They believe that they are offering the best value to their customers.
  • They place a strong emphasis on product knowledge.
  • They know how to...
08 March 2013

Pages

radioinfo ABN: 87 004 005 109  P O Box 6430 North Ryde NSW 2113 Australia.  |  All content © 2012. All Rights Reserved.