Radio Sales Café

What's New

• 
  Rebecca Hunt posted a topic in the forum Sales & Marketing Resources:

  Looking for Media Kits

  Clay Ashworth writes, "We are in the process of updating our media kit both digitally and hard copy. If you have a great one, no matter the format or market, can you forward to cashworth@rrggf.com."
  We'd also appreciate it if you share them in this thread - thank you!

  • Sat at 4:51 PM
• 
  Rebecca Hunt posted a topic in the forum The Round Table: Brainstorming & Problem-solving:

  Reasons for Decreased Sales at a Radio Station

  Luis Lopez asks, "What are reasons for a decease in sales of a radio station??"

  • Sat at 4:47 PM
• 
  Genneca Houser has just signed up.

  • Fri at 11:12 AM
• 
  Rebecca Hunt replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:

  From Mary Lanoue-Gers: I've been selling for the same group for 28 years - if I had to turn in a daily call report I would have quit years ago, We turn in a weekly pending report with info on progress on our target accounts, digital sales, spot and event pending and prospects - it's an online form that has our billing automatically updated by management (comptroller). Micro management is the worst thing you can do to a sales team. Weekly reports and a weekly meeting with direct supervisor (in my case my GSM) are OK - I have billed around $2.5 million for the past several years and never had to turn in a daily call log - use that for rookies if you need to micro manage - but leave the veterans alone. We know what we need to do to hit our goals and if we need help I can assure you that we will ask for it. Daily call reports are archaic!!

  • Fri at 10:35 AM
• 
  Luis Lopez What are reasons for a decease in sales of a radio station??

  • Fri at 10:11 AM

  • 
    Rebecca Hunt Hello Luis! Since status post messages disappear from the main activity page pretty quickly, I turned your question into a new discussion post; you can view it and follow replies here: https://www.radiosalescafe.com/forums/topic/2749/reasons-for-decreased-sales-at-a-radio-station/view/post_id/13046

    • Sat at 4:48 PM
• 
  Luis Lopez has added a new profile photo.

  

  • Fri at 10:09 AM
• 
  Neal Angell replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:

  If the client is open to a little humor, maybe they encourage you to have your "mind in the gutter," as in they want you thinking about going bowling. Or perhaps the woman who is upset with her man because his mind is always in the gutter...but it's because he always has bowling on the brain, rather than spending time with her. 
  Another idea, I've seen bowling alleys that promote joining a "Lousy Bowlers League" for people who enjoy bowling but just aren't very good. It's more about having fun than trying to get the best score.
   

  • Fri at 9:40 AM

  • Genneca Houser likes this.
• 
  Trinity Davies replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:

  Can you tie in a charity event? our local Big Brothers Big Sisters hold a "bowl for kids" event every year - our stations host one of the nights (all local radio stations host one night) - maybe you could do something similar? but you could own it as an annual station event?
  the community enters a team (minimum team entry) - and then get pledges and all money goes to the charity. https://lethbridge.bigbrothersbigsisters.ca/event/bowl-kids-sake/
  Or come up with some kind of fun tournament where you can get new bowlers out to give it a try? and turn it into a station event / or even a fundraising event. i.e. Bowl for Babies, Bowl for (fire relief?) or whatever is relevant to your area. Turn it into a theme night - so some fun bowling things (like bowling backward, on one foot, etc.) - team who raises most money wins a prize, team with best costume, etc. etc. - prizes could be free games of bowling, movie passes, restaurant gift cards, maybe a grand prize draw to enter to win a pair of hot tickets to a concert?

  • Fri at 8:52 AM
• 
  Lady Starr replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:

  Perhaps these ideas may help:  https://smallbusiness.chron.com/special-ideas-increase-bowling-business-22977.html

  • Fri at 7:48 AM
• 
  Tim Burt has added a new profile photo.

  

  • Fri at 7:05 AM
• 
  Kirk Keller replied to a topic in the forum Friday Polls:

  nope... not at all.  we use written and record testimonials from area business.  it's in their own words and is more factual and powerful than any quessed-a-mate! 

  • Fri at 4:57 AM

  • Rebecca Hunt likes this.
• 
  Tom Collins replied to a topic in the forum The Round Table: Brainstorming & Problem-solving:

  Sellers are not big on reporting and often feel threatened being ask to  qualify their work schedule but ....!  The sheet above from Rod is wonderful .. basically you need to know who they called on .. was it a drop in or confirmed appointment .. what the meeting produced .. the next step and a time table for the next step .. might also put a percentage on closing .. basically you need detail .. in short form .. of what the seller is doing daily .. all calls need to be logged .. phone .. email .. text .. personal .. etc.  Seller can turn in the report at the end of each day or weekly.  Sellers will not like it but you are entitled to know what a seller does with their time each day and how they intend to reach their goals.  Sellers should go into the month with no less than 70% of their monthly goal .. spend the first 2 weeks filling in the next 20% and then move on to the following month .. the remaining 10% will kinda fall in during the last two weeks of the month.  Do remember that 80% of a stations revenue is produced by 20% of your sales force! 
  Have a great day .. Tom Collins

  • Fri at 4:16 AM

  • Kirk Keller likes this.
  • 
    Mary Lanoue-Gers I've been selling for the same group for 28 years - if I had to turn in a daily call report I would have quit years ago, We turn in a weekly pending report with info on progress on our target accounts, digital sales, spot and event pending and prospects - it's an online form that has our billing automatically updated by management (comptroller). Micro management is the worst thing you can do to a sales team. Weekly reports and a weekly meeting with direct supervisor (in my case my GSM) are OK - I have billed around $2.5 million for the past several years and never had to turn in a daily call log - use that for rookies if you need to micro manage - but leave the veterans alone. We know what we need to do to hit our goals and if we need help I can assure you that we will ask for it. Daily call reports are archaic!!

    • Fri at 8:36 AM
• 
  Robert Villones Good Morning! It's time to get up and be Great! You are a champion!
  #sales #motivation #Friday #finishstrong #champion #overcome

  

  Good Morning! It's time to get up and be Great! You are a champion!
  #sales #motivation #Friday #finishstrong #champion #overcome

  • Fri at 3:50 AM
• 
  Rebecca Hunt posted a topic in the forum Friday Polls:

  Friday Poll: How Do You Use Listener Data for Sales?

  Happy Friday, everyone!
  In a recent Inside Radio article, How Station Data Is Greasing Radio's Sales Wheel, Paul Heine writes, "From website visitors and station app users to contest winners and newsletter readers, radio stations collect a fountain of data about their listeners every day. Increasingly this data is sorted and analyzed to churn out insights to help grease the sales wheel. At stations in markets of all sizes, data is helping account execs secure meetings with a prospect, upsell an existing advertiser or retain clients ready to bolt for the latest shiny marketing tool." He then goes on to discuss how several different media companies are analyzing data and garnering insights from it (read the entire article here).
  So for this week's poll question, we'd like to know:
  How does your station use listener data to drive sales?
  Looking forward to reading your replies!

  • Fri at 12:03 AM

  • Kirk Keller likes this.
• 
  Rebecca Hunt posted a topic in the forum News and Announcements:

  Webinar: How to Monetize Social Media in a Meaningful Way

  • Thu at 11:23 PM

  • Kirk Keller likes this.