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Selling Radio

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

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