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Selling Radio

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

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