Radio Sales Café

A networking site for Radio advertising sales professionals.

A Word from Rod

Welcome to Radio Sales Café - and thanks for joining! We hope you'll find this site useful from the get-go, and increasingly so as members add new content to the forums and discussions.

Please don't hesitate to contact Rebecca (RSC is her brainchild!) or me with questions, comments, suggestions for additional features, etc. This is your site now, too!

I'd like to think that at some point, salespeople and managers will think of Radio Sales Café as an ideal place to visit for a coffee break - whether first thing in the morning, to see who's been up all night posting (it happens) or later in the day, to share success stories, news, or to visit with new radio advertising friends across the country.

Thanks to our friends who have taken time to upload pictures, so that we can finally associate a smiling face with a familiar voice!

And thanks for the kind words we've received from so many!

Have a great day!

Cordially,

>Rod

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Replies to This Discussion

Permalink Reply by Jingle Jim Reilly on July 24, 2009 at 3:31am
Rod,

I am enjoying the site ... This week I'm inviting my entire address book of radio advertising sales professionals to join up through my jingle company Monday morning sales tip newsletter, "The Jingle Of The Week."

Keep up the good work ... I love Radio Sales Cafe!

Jim Reilly
President
American Music Concepts
732-255-1504
www.americanmusicconcepts.com
Permalink Reply by Hal Widsten on July 30, 2009 at 10:12am
Rod,

Congratulations on the success of the site. You were right. I was wrong. I appreciate the opportunity to join.
Permalink Reply by Rod Schwartz on July 31, 2009 at 5:20pm
Hal,

Thanks very much for your kind words - and your willingness to share your expertise and successes with everyone here. It's a pleasure and a privilege to have you join us!

Have a great weekend.

-Rod
Permalink Reply by Jeffrey C Wilson on August 6, 2009 at 5:33am
Good morning Rod,

Thank you for the opportunity to join you and the group. I see my old friend Jingle Jim Reilly, GREAT! In one of your blogs you mentioned Jim Williams......"The" J.R. "Jim" Williams, Radio Advertising Sales Trainer Extraordianie???? I'm thankful to be a former student of his and STILL listen to his tape serires.

All the best,
Jeff Wilson
Permalink Reply by Rod Schwartz on August 6, 2009 at 4:35pm
Jeffrey,

Nice to have you with us!

Yes, THAT Jim (James Riley) Williams. You'll find quite a few people here at RSC who were infected, er...influenced by him back in the middle '70's through the middle '90's.

-Rod
Permalink Reply by Jeffrey C Wilson on August 11, 2009 at 12:21pm
What's Jim up to these days...lost track of him a few years ago?

Jeff
Permalink Reply by Rod Schwartz on August 11, 2009 at 2:48pm
Jim died quietly a couple years back, Jeff.

But he left behind quite a legacy, in terms of the number of lives and careers he influenced directly and indirectly, the latter through other sales trainers (e.g., Mefford, Lytle, Solberg, etc.) that received their initial exposure to radio sales training from Jim.

Best,

-Rod
Permalink Reply by Allen W. on March 20, 2012 at 4:46am

Hello Rod, I am new to the site and to radio marketing/advertising.  I have a great opportunity with Viper Communications here in Missouri.  I am so green though.  I have a 2 year marketing degree from '99.  But for the past 12 years I have worked in body shop supplies and never integrated what I learned in college into that employment. I wanted to, but, the business owners were anti-advertising, anti-marketing, nearly anti-customer.  Now this Friday, I have a training excercise to write a proposal pitch it to an unknown customer unknown industry etc... I am wondering how to approach this task.  Am I to write a general outline of the stations reach demographic etc.... I now understand during the "interview" I will ask questions like "how long in business", "whats your best selling item", "whats most profitable for your business", "who are your competition", "why are you better than them" etc....

I have never written a proposal and am nervous.  I am worried that I can get this put together without looking really ignorant.

I would appreciate any guidance or suggestions.

Thanks, Allen.

Permalink Reply by Rod Schwartz on March 20, 2012 at 10:54am

Allen,

When you say "training exercise," do you mean that you'll be role-playing with a member of your sales/management team, you as salesperson and the other individual as "the client?"

First, feeling nervous in that situation is normal and understandable. Don't worry about it.  Focus your energy on learning everything you can about the client.  Presenting a proposal before understanding the prospect's business is tantamount to putting the cart before the horse.

There are lots of good resources easily accessible to you here at RSC, many of them in the New to Radio Sales? forum. I'd recommend you start with:

1) Jenna Fox's excellent "Opening the Sales Call with a Prospect"

2) This lively discussion in response to another new salesperson's request for advice.  Lots of gold here.

3) Paul Weyland's suggestions on When to Ask for the Order.

4) Additional reading suggestions to help you shorten the learning curve on your road to success.

We're all students here, Allen.  We never stop learning.  Let us know how it goes for you.

Thanks for joining RSC and for posting your question.

Cordially,

Rod

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