"If you can log into RAB, there is a good article from allbusiness.com "The Advantage of Advertising in a Down Market". There are others on the RAB site as well."
A networking site for Radio advertising sales professionals.
Mark A. Waddington's Page
Latest Activity
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: Extreme Customer Service'"I had a client that was moving to a new location. He told me he planned to finnish the move over the 4th of July weekend, but he couldn't find anybody who wanted to work over the holiday weekend. So, I spent my 4th of July weekend…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: Your Thoughts on Remote Broadcasts'"It's interesting to me that almost everyone want to judge the effectiveness of a remote witht he traffic it draws. I have had an insurance agent who did a remote every year just before hail season. He liked the fact that he had the…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: Phone or Email?'"I do a lot of follow up and even a few presentations by email. Email is perfect for getting produced ads and scripts approved before they air. 95% of my clients prefer email to phone calls. If I make a sale over the phone, I always email a copy of…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: What's Your Strategy for Breaking out of a Sales Slump?'"I think you define cold calls differently than I do. I also try to do a lot of research before I make a first call. I always want to know something about what they do, a contact name, etc. Even with a brand new business, I still want to know as much…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: What's Your Strategy for Breaking out of a Sales Slump?'"I set my day up every day so I have a couple of prospecting calls, 4 or 5 service calls, and 4 or 5 selling calls. If I go three days in a row without selling anything, I throw that plan out and set up a full day of prospecting calls. It never fails…"
Mark A. Waddington replied to Douglas Nathaniel Palmer's discussion 'Getting an auto dealer on air'"I spent 9 years as sales manager at a GM franchised auto dealership. I don't know why it always seemed to be Tuesday, but every radio sales rep and newspaper rep in within 100 miles seemed to stop by. And everyone had a really cool package to…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: The Best $100 You've Ever Spent'"I don't know if it's the best $100 or not. I have spent a lot over the years on seminars, books, audio sales courses, etc. But here's the first thing I thought of when I read the question. Many years ago I got my first full time sales…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: New Prospects, Follow-up Prospects, Closed Prospects'"I never have "a prospecting day". I try to have a good mix of clients everyday. I try to make 4 good presentations, do 4 service calls, and make a couple of cold calls or prostpecting calls everyday. I just wish the clients were better at…"
Mark A. Waddington replied to Sheila Jensen's discussion 'Problem Employee'"Make sure you have outlined in exact terms what is expected of this employee. Statements like "you need to spend more time selling" aren't exact and leave room for intrepretation. Exact standards, like "you need to be here 1 hour…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: The Best Salesperson You've Ever Encountered'"I still talk to Carol Carroll occasionally. I did not know Jim's son. It's nice to know that Jim is remembered. Thanks for posting Rebecca"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: The Best Salesperson You've Ever Encountered'"With out a doubt, Jim Carroll. I met Jim when I was first starting in sales at KPOW in Powell, Wyoming. I then worked for him at KMER in Kemmerer, Wyoming and at KRQU in Laramie, Wyoming. He was in radio most of his life and seemed to know…"
Mark A. Waddington replied to Neil Holmes's discussion 'Spec Spots Philosophies'"I always present the spec spot on the second visit. After doing a CNA I need a good reason to come back. My reason is to present ideas that have come from doing the CNA. If I show up cold and present a spec spot and the client doesn't like it,…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: Cold Call Etiquette'"How about two answers? I work in very small market radio and spent many years at the last market. I knew almost everyone, so if a new business opened, I probably knew them or knew of them already. In that case I always used their first name. In…"
Mark A. Waddington replied to Rebecca Schwartz's discussion 'Friday Poll: Your Summer Reading List'"I know that I am supposed to put a list of all the great radio sales books I am going to read this summer, but I read that stuff all the time. This summer I am working my way through "Unforgettable Days: Montana Trout Fishing" and hoping…"
Profile Information
- What radio station/company are you with?
- NPRN/Cherry Creek Radio
- How long have you worked in the radio sales industry?
- I have been in sales for about 30 years. Other than a 9 year stint as the General Sales Manager of a franchised car dealership, I have spent it all in Radio Sales
Comment Wall (1 comment)
- At 8:09am on August 5, 2009,
Jingle Jim Reilly said… - Mark,
I send out a radio sales tip newsletter called The Jingle Of The Week. May I send you a copy? If you'd like to receive the free sales tips, just send me back your email address!
Jim Reilly
American Music Concepts
AmericanJingles@aol.com
732-2551-504
Radio Sales Café is a service of GRACE BROADCAST SALES — celebrating 20 years of helping stations sell more advertising!
Follow Radio Sales Café!
© 2012 Created by Rebecca Schwartz.
