Alan Rock's Page

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Pointing out a Client's Advertising Mistakes'

"By being honest, and diplomatic. Alan Rock Orlando, FL"

Jul 29, 2011

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Targeting the Best Prospects for Radio Advertising'

"That all depends on your station's format. If your station target 35+ then who would those people want to know about. If your station targets 12 to 24's then a retirement community wouldn't be a prospect. Everyone is a prospect for…"

Dec 3, 2010

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Time Management'

"Set daily goals the afternoon before and know what you plan to do the next day. Have a daily plan and work it. Always leave some time for things that could just pop up and if nothing pop's up use that extra time for prospecting or…"

May 23, 2010

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: RSC 1st Birthday Edition!'

"I find it all useful. Having community creates knowledge. Alan Rock Orlando, FL"

May 18, 2010

Alan Rock replied to Jack Walker's discussion 'Ideas for new rate card'

"The reason why Radio Sales People = Used Car sales People is because The Radio Industry is now run by non-broadcasters. Yes, to make each station have their own rate card if they buy is one station. If the buy is all 3 FM's, then you may have…"

Apr 10, 2010

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Learning by Experience'

"The time I thought only of me and not my client. I lost him as a client forever. The lesson for me was always work for the client's success and not the commission you receive. After that, I was the number one salesperson at my station, and at…"

Mar 19, 2010

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Movies for Radio Advertising Salespeople'

"I would show any film that would get the group laughing. Once I de-stressed the room, I do my sales meeting. Happy, smiling, laughing salespeople can get great great results. Alan Rock Orlando, FL"

Jan 23, 2010

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: How Do You Pronounce 2010?'

"20-10, not 2010 Alan Rock Orlando, FL"

Jan 15, 2010

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Who Owns the Spot?'

"Here's where you separate legal from practical. Legally you own the spot, unless the client has paid for your services. Practically, if you want to continue to do business with that client, forget about who owns it. Remember, that client has…"

Dec 19, 2009

Alan Rock replied to Patrick Cleary's discussion 'Evaluations'

"When I was in management, I would see the amount of direct selling to agency selling. If mos=t of the business was agency, I would place a higher demand on getting local direct. If that didn't get results they knew that they would have agencies…"

Dec 4, 2009

Alan Rock replied to Andy McNabb's discussion 'Compensating Sales People'

"I always gave 15% for direct business and 12 1/2 % agency. I think that is only fair."

Dec 1, 2009

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Cold Calls in Person or by Phone?'

"I always think of the following: "If we always do, what we've always done, we'll always get, what we always got. " Alan Rock Orlando, FL"

Nov 7, 2009

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Cold Calls in Person or by Phone?'

"You can do both. What ever works best for you. At times the phone is great, other times, that being there in person works best. I always use both. When I'm on an appointment, most of the time, I will cold call that neighborhood, while there.…"

Nov 6, 2009

Alan Rock replied to Mike Petersen's discussion 'Realtors'

"You might have them call in on a daily basis with the 'buy of the day' and do it live just like you might have a closing stock market report. The R.E. agent could also remind people of the $8000 tax credit for first time home buyers…"

Nov 5, 2009

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Do You Encourage Clients to Voice Their Own Ads?'

"Unless the person is a personality or sounds great I don't usually suggest that. Remember, we are dealing with the ears, not the eyes. We must learn to write and deliver our message for the ear to transmit it to the brain. How it sounds can…"

Oct 10, 2009

Alan Rock replied to Rebecca Schwartz's discussion 'Friday Poll: Toughest Objection'

"I believe the only "TRUE OBJECTION" is one word, "NO!" Any other objection is a cry for more information. The client is saying, "Give me a reason to say YES". Objections are sales tools to help you sell. There…"

Oct 2, 2009

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