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  • Lisa Crittenden
    Lisa Crittenden replied to a topic in the forum Friday Polls:
    Over the ten years I've worked in my market, I have attended mixers and meetings of every business association and chamber group in my broadcast area (a total of 9 organizations). I have also actively promoted the station at health fairs, trade shows, county fairs, farmer's markets, and other local events where a booth can be set up. While all of these activities are time consuming, they have resulted in new clients that I might not have had access to if I called on the business in person. A recent health fair I attended, resulted in 3 new advertisers, one of which I had approached multiple times with no success. Overall, I have found that having a booth at an event has netted me more new customers that the business associations and chamber groups. The key to the fairs and events is to promote the stations offerings and talk to the other exhibitors while you are there. These are businesses and organizations that are actively marketing their products/services, often the Marketing contact is there for you to talk to directly. It is important to keep in mind that you are promoting the station, when you talk to a prospect there, find out as much about what they do as possible and follow up on the next business day. Don't discount business associations and chamber participation, as they are a great way to establish and maintain relationships with clients.
    • 8 hours ago
  • Kim Mitchell
    Kim Mitchell has just signed up.
  • Kurt Kaniewski
    Kurt Kaniewski As we continue positioning a client's perception change to a "gift and collectibles" retailer, the strategy of repetition, info and characters remain constant. But in this next installment I perpetrated, changing the twists can still keep the campaign continuity
    fayesgifts-dadsday
    1 track
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    • 10 hours ago
  • Scott Howard
    Scott Howard replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:
    Bill, this can happen to all of us:   I was stopped with: "Let's save us both some time. How well does you station do in (he asked about all 3 locations individually)". 
     
    As I look at a few meetings this week, they wanted to treat me like a vendor and not an idea person and they wanted to ask questions like what you were asked which is not helpful in setting myself apart.
     
    Sometimes it is tough not to slip into salesguy mode when they seem to be sending buying signals but they are really just looking for ways to justify ending the meeting.
     
    • 10 hours ago
  • Bill Turner
    Bill Turner replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:
    Thank you for the ideas. The more I think about this, I believe I am being judged by the past media salespeople he has encountered: the wham, bam and thank you for the order type. My attempt on my visit was to set a time I could learn about his business. I was stopped with: "Let's save us both some time. How well does you station do in (he asked about all 3 locations individually)".  The third location, in a city of 75,000 with 6 local stations, I told him that while we had listeners there, the local stations do a good job serving the city and that my station was not dominant there. He told me since he had 3 stores I had to be dominant in all 3 locations. He then said we had nothing to talk about. I had done my homework. I knew his statement about being dominant in all three locations was untrue as a requirement for buying advertising.
    I figure this was effective in shutting down most salespeople so he used it on me. He threw me under the bus and I crouched down to make it easier for him.
    I believe I'll try this again and ask him if we can start fresh. 
    The point made above is he is successful without me so what is in it for him is an excellent point. My point is that he is successful without me but he can be more successful with me. I represent a gem of a station that is so universally known, loved and listened to in the area that producing ample results (if the message is good) is a given. 
    • 11 hours ago
  • Scott Howard
    Scott Howard replied to a topic in the forum Friday Polls:
    I have belonged to two different B.N.I. chapters over the past 15 years.  Spent 3 years in each one.  It was good for building a few new relationships but never got the business that would have made it profitable.
    Entry level for advertising on my radio station is $15,000 to $30,000 per year and most of the business people in the chapters I belonged to were not big enough to take the plunge at the time.
    There was however, one business in each of those two chapters that did advertise with me and they got a great ROI.
    I recommend these types of networking events for new sales people who just need to get out and meet new people.  I've also discovered that after 15+ years in my city, I am pretty well known due to the relationships I have built over the years and continue to build even without the formal networking events. 
    • 12 hours ago
  • Scott Howard
    Scott Howard replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:
    You really don't need help overcoming an objection because as you pointed out to us, not him, his so-called objection was a lie.
    Why did he lie?
    I know you said you said you did a consultative sale, but to him, it sounds like you presented yourself as a salesperson trying to convince him to buy something he doesn't have a need for.
    You said he is successful despite not using your station, so what's in it for him?
     
    Is there a Valid Business Reason for him to spend money advertising with you?
    Is there a Desired Business Result he wants to see that he is not seeing now?
     
    Sounds to me like he is happy not spending money with you and you have not uncovered a reason for him to start spending money with you.
    Go back and get him to talk about himself and what he has done to be successful.
    Ask him what has changed over the years and how has he overcome the changes ...
    Ask him if there is anything that he wishes was different in the way people think and feel about his business...
    Ask him .... anything about him and his business without trying to convince him to spend money with you.  Don't talk about ratings, listenership or any of the usual media sales stuff.
    He will either share a tidbit of information that you can use to develop an idea for him to buy, or at least leave as friends, not enemies.
    • 12 hours ago
  • Robert Villones
    Robert Villones Time... Once its gone it gone. Don't let your Friday slip away with out hitting your goal!
    #sales #motivation #Friday #timeflies
    • 12 hours ago
  • Jingle Jim
    Jingle Jim Jingle Jim here. Check out this new jingle we created for Elevate Credit Union in Utah ... Wow!
    ElevateCreditUnion60 SmDonut
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    • 15 hours ago
  • Rebecca Hunt
    Rebecca Hunt posted a topic in the forum Friday Polls:
    • 17 hours ago
  • Robert Villones
    Robert Villones Good morning motivators! Time to get up and be thankful!
    #sales #motivation #grateful #thankful
    • Thu at 6:07 AM
  • Erika Murphy
    Erika Murphy has just signed up.
  • Kurt Kaniewski
    Kurt Kaniewski Another installment in the series I perpetrated to let the audience know that said client specializes in gifts and collectibles. Unfortunately, the frequency of the message does lend itself to the same problem, thanks to the thick headedness of one participant.
    fayesgifts-momsday
    1 track
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    • Wed at 9:39 AM
  • Robert Villones
    Robert Villones It about more than building friendships. It's about building a trust relationship. One you gain their trust, you'll gain their business over and over again.
    #sales #motivation #Wednesday #zig #dobusiness
    • Wed at 5:47 AM
  • Melissa Edmondson
    Melissa Edmondson has added a new profile photo.
    • Tue at 7:18 PM

Recent Forum Posts

  • Over the ten years I've worked in my market, I have attended...  more
  • Bill, this can happen to all of us:   I was...  more
  • Thank you for the ideas. The more I think about this, I believe...  more
  • I have belonged to two different B.N.I. chapters over the past...  more
  • You really don't need help overcoming an objection because as...  more
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