Radio Sales Café

Networking for radio sales professionals from Grace Broadcast Sales.

Forum

Welcome to Radio Sales Café!

An overview of Radio Sales Café: tips for navigating the site, answers to FAQ's, and policies for posting content. Please read this first!

7 discussions

New to Radio Sales?

Just getting started in Radio sales and wondering where to begin? This section of the RSC forum is for you. Ask any questions you like, and get great answers from our radio sales veterans. You'll find lots of helpful information here!

158 discussions

The Round Table: Brainstorming & Problem-solving

Have a question about sales and advertising? Dealing with a difficult client? Need some input on an ad campaign? Looking for ideas for a promotion? Post your questions -- and your answers to others' questions -- here!

717 discussions

Friday Polls

Every Friday we send a poll question to RSC members; please share your answers -- to the current week's question and any of the previous weeks' questions -- in this forum. And if you have requests for poll questions, please let us know!

300 discussions

"Spot Check" - Commercial Review

If you've written and/or produced radio spots for which you'd like to get candid feedback from RSC members, you may post them here, using the "Add a Discussion" link. This is a place where honest feedback can be solicited, given and received with a shared commitment to being objective and truly helpful. NOTE: Use the upload function for audio only; if you're submitting a script for review, please paste the text into the body of your message. Makes it easier for members to read and comment inline. Thanks!

6 discussions

Copywriting Tips, Commercial Examples

Articles for ad writers by ad writers, commercials for illustration and inspiration.

129 discussions

Killer Promotions & Ad Campaigns

If you or someone at your station has created a successful ad campaign, sold a tough client, or put together a brilliant promotion, we'd love to hear about it - post here!

140 discussions

Sales & Marketing Resources

Tell us about your favorite sales and marketing resources -- books, magazines, newsletters, websites, sales consultants, etc. Where do YOU go for ideas and advice? If you come across a good sales article, please post the link here.

329 discussions

RSC Sales & Advertising Library

Welcome to RSC's archive of audio recordings and book recommendations designed to add to your knowledge and sharpen your skills.

17 discussions

Radio Sales Employment Opportunities

What opportunities are available in your market for radio advertising sales professionals? What about sales-support positions, copywriters, etc? If you're offering or seeking employment in radio sales, post here!

22 discussions

Latest Activity

Damon Collins replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"We close 90% of our clients with a spec spot. I tell them that we went to their website,or did a little research on their business. Before I play the spot, I tell them it is just a sample of what we can do, and they can change it. Which leads to a…"
17 hours ago
Victor John Carr replied to Russ's discussion '100% telemarketed ad sales for small mkt rebuild'
"That's really small!! Your start-up cost is very little.That's a good deal!! It can be done. Let me explain.The station has to be on the air and you have to be able to program it from your location. You can sell from your present location…"
yesterday
Becky Weber Johnson replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"I use them a lot-- I find if I take good creative out and play it for my prospect, it's hard to say "Nah I don't want to hear that on the radio"."
yesterday
Joe Lyons replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"There is a time and a place for spec spots. I never presume that what I put together is better than the $10,000 production job some major Hollywood House put together for the entire chain. If it somebody local I get the best writer and voice I know…"
yesterday
Russ replied to Russ's discussion '100% telemarketed ad sales for small mkt rebuild'
"I should have added that the counties to be served are currently unradioed, although the area is served by several stations from adjoining counties. Small to micro market?  I would define it as where there's less than 15,000 people in the…"
Friday
Ric Nesbitt replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"Thanks, now all I need are full time sales people!"
Friday
Blaine Parker replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"That it "sells almost every time" shows that you're doing the job as it should be done. Good on ya, Ric."
Friday
Blaine Parker replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"Victor, it sounds like you're inferring that what I wrote was a response to your comment, which it wasn't. It was a general answer to the question. That said, your comments are spot on. Good stuff. I wish all the account reps I worked with…"
Friday
Victor John Carr replied to Russ's discussion '100% telemarketed ad sales for small mkt rebuild'
"Russ, You can do it.It's easy,but you have to have a good plan. My company was been in the business 35+yrs doing in house ad selling for radio stations.Yesterday I had 15  in a row.If the close ratio got worst that 1 out of 7 you would…"
Friday
Ric Nesbitt replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"I concur 100%. We have Needs Analysis reports that we do on prospective clients, then get approved copy after the second meeting, and play them the spec spot during the third meeting."
Friday
Ric Nesbitt replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"We only create spec spots AFTER a complete evaluation of the client is made, a complete understanding of their product and target demos is understood, and only after they have approved the copy. It sells almost every time."
Friday
Joel A. Swanson replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"Our Marketing Team does their homework BEFORE they write a Demo Ad; starting with a CNA (Confidential Needs Analysis). There is nothing dangerous or reckless about a Demo ad. This is Radio. When you want to use a Demo ad, USE a Demo ad. IT IS…"
Friday
Victor Caneva replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"Of course!  I was in no way suggesting using Specs as a "foot in the door" option.  That's reckless.  Your foot in the door should be exactly that, your foot in their door.  Learn about them.  Talk to them.…"
Friday
Blaine Parker replied to Rebecca Schwartz's discussion 'Friday Poll: How Often Do You Use "Spec" Spots?'
"Are you trying to start a conversation? Doing it with spec work is dangerous and irresponsible. Uninformed spec work runs a real risk of backfiring when the client says, "Well, that's certainly not what I want to be selling." Then,…"
Friday
Bob Roach replied to Russ's discussion '100% telemarketed ad sales for small mkt rebuild'
"The average business gets dozens and dozens of telephone calls every week with each promising that they have the best idea since Edison's light bulb. If you can't be in the market in person, and ideally live in the market where your…"
Friday
T J Donnelly replied to Russ's discussion '100% telemarketed ad sales for small mkt rebuild'
"Selling radio advertising by telemarketing is a tough business.  The companies that sell the small Mom and Pop businesses those locally sponsored PSA's will probably make one sale per 200 calls.   Calling on the best retailers with…"
Friday

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