:Radio Sales Café
Networking for radio advertising sales professionals from Grace Broadcast Sales.
:Radio Sales Café
Networking for radio advertising sales professionals from Grace Broadcast Sales.
Posted by Rod Schwartz
NO WAY YOU COULD DUPLICATE THIS IN VIDEO OR PRINT. One of my very favorite advertising campaigns of all time has to do with horse racing. And life, laughter, and modern culture. It's DeVito/Verdi's brilliant "And They're Off..." campaign, winner of multiple advertising awards over the years, in...
Posted by Stephen Pead
Sales emails, do you get responses? One of the reasons why they don’t work is that many sales people simply don’t know how to craft something that is effective and engaging. Steps to an effective sales email There are 3 parts to an effective sales email: 1. The opening section...
Posted by Stephen Pead
Many times, when I ask media sales people to give me a quick overview of who they are and what they do I get a rambling story without any structure or focus. Stuff about what they have done in the past, their current role and what their current company does and how good it is. Which brings me to a...
Posted by Rod Schwartz
Time, Inc.'s Money Magazine reported last month that more than 80 million American households now subscribe to Amazon Prime. Amazon Prime members pay $99 a year to get free 2-day shipping on their purchases plus immediate access to Amazon's vast (and growing)...
Posted by Julie Rice
Hi, I am looking for a proposal that someone may have created to present to clients as a possible tie in offering coupon inserts through out 12 month annual wall calendar for our urban stations and gospel stations. Anyone have a sample proposal? Thanks in advance! Julie&n...
Posted by Stephen Pead
However good your product or service is, the simple truth is that no-one will buy it if they don't believe you can help. We all know how important it is to learn and understand the needs, the pain points and challenges of our clients and prospective clients. We also know that successful sales outcom...
Posted by Phil Bernstein
How do you deal with a rude customer? I'm a regular reader of Geoffrey James' "Sales Source" column in Inc. Magazine. I agree with his advice sometimes, and disagree at other times. When I disagree, it is usually with the belief that his point of view has some merit. &n...
Posted by Rod Schwartz
It's well established that sounds enter the brain faster than visuals, and the memory of those sounds fades more slowly. Which is why, as Paul Harvey once pointed out, as a kid in the classroom, you could answer the teacher's question, "What did I just say?" accurately, ev...
Posted by Les Patterson
They say change is good. I agree. But it’s also pretty darn tough! That’s where I find myself today. Smack dab in the middle of change. Specifically, I’m in the middle of a major career change. And yes, it’s pretty darn tough! Change is part of every aspect of life. It’s unavoidable for the...
Posted by Les Patterson
http://www.openculture.com/2014/02/the-lyrics-of-johnny-cashs-ive-been-everywhere-charted-on-a-dynamic-google-map.html I remember as a teenager counting on one hand all the places I had been outside of Utah. My first exit from the Beehive State (not counting the two years as a toddler we lived in...
Posted by Les Patterson
September 11th fifteen years ago changed our county forever. The relative peace and stability felt throughout American was shattered. The experience is forever and deeply seared in our subconscious. Even children too young to remember or not then born feel the impact of that day. I shall never fo...
Posted by Les Patterson
A special thanks to Leo Rivas-Micoud on Unsplash for the beautiful photo. A toddler doesn’t stop getting back up after falling over and over again. She cries or pouts, maybe even laughs, then gets back up and tries walking again. She has yet to discover those trivial things we as adults sometime...
Posted by Les Patterson
I was thinking about happiness the other night as I watched a beautiful sunset. I was sitting on the grounds of the Logan LDS Temple surrounded by a colorful kaleidoscope of fragrant flowers. The evening air was just the right temperature. Family and friends mingled about waiting for a newly ma...
Posted by Rod Schwartz
Hillary Clinton has amassed a larger war chest for advertising than her opponent. She's planning to buy a lot of TV advertising. This led me to wonder, if I were in a position to advise Donald Trump on his advertising, what advice would I give? Here's what I would say: "Hillary's got more money to ...
Posted by Les Patterson
"We helped Leslie move down to Grandma’s house in Provo today as she starts UVU on Monday. She’ll be living in grandma’s basement with Emily and Addie. Elisa went down on Thursday with Leslie and Emily and they’ve been there for a couple days getting most of the things set up. Rebecca and I came do...
Posted by Les Patterson
That picture above, that’s the Logan River flowing through the pristine Logan Canyon. Author Michael Sweeney, writing for National Geographic, called Logan Canyon one of America’s “Last Unspoiled Places.” We snuck in a quick camping trip Thursday thru Saturday. The Guinivah-Malibu campground ...
Posted by Les Patterson
My message I placed on the Tree of Hope at the Cache Valley Youth Center. I walked to the first door and waited. Through the wire-mesh window I silently took in the sterile walls and floors. A buzzer sounded and the door clicked open. I proceeded through the heavy door and then waited again while ...
Posted by Les Patterson
Towering trees full of leaves filtered out the hot afternoon sun. Wooden crates haphazardly arranged with care shared the story of a new love begun. Quart-size mason jars filled with roses warmly hugged by baby’s breath lined a pathway through the lush green grass. As bridesmaids and groomsmen, eac...
Posted by Les Patterson
http://www.itsrudetostare.com/changing-the-tune-changing-the-time-ragtime-the-musical-comes-to-regents-park/ragtime-by-flaherty-4/ Martin Luther King, Jr. had a dream. Coalhouse Walker shared the same dream years earlier. Brought to life in the musical “Ragtime,” Coalhouse is an African America...
Posted by Les Patterson
A friend recently shared how she was inspired to see the ups and down of life like chapters in a book. While the current chapter we are reading may be full of challenges, surely that won’t stop us from continuing to read the book and find out what happens in the next chapter. Her inspiration may h...
Posted by Les Patterson
Here's a photo I took in 2009 of M109A6 Howitzer of the 2/222nd Field Artillery, one of my former units, being driven in Richfield Fourth of July parade. They seemed quite old coming down the street that sultry Fourth of July morning. There were four of them, one with a noticeable limp, marching si...
Posted by Les Patterson
Our journey through the Hawaiian isle of Oahu started with a better understanding of what happened on December 7, 1941. We met Pearl Harbor survivor Alfred Benjamin Kameeiamoku Rodrigues. We gained deeper appreciation for the valor of the Greatest Generation. We also learned more about and better u...
Posted by Les Patterson
For those of us fortunate enough to be in the wonderful world of radio advertising, a natural transition from the "may I take 30 seconds of your time" cold call approach would be to play a well-crafted spec commercial. The Sales Whisper Wes Shaffer introduces the "30 Second" technique in this blog ...
Posted by Les Patterson
Alfred Benjamin Kameeiamoku Rodrigues sat in chair with a table full of books in front of him. They were copies of his book, a book he wrote at the persistent encouragement of his son. Alfred had something to share with those “many visitors, of all ages and from all over the world, [who] came to p...
Posted by Les Patterson
https://1000thingstobegratefulfor.wordpress.com/2013/05/17/87-be-grateful-for-the-people-who-love-you/ Sunday in Orlando was a very bad day. It hurts to think about it. I wonder why, and there’s no answer. It’s like a bad dream, one I want desperately to wake up from, but knowing I can’t. It’...
Posted by Les Patterson
My baby girl Leslie Ann graduated from high school last week. We share a name, a lucky number 13, and a lucky day, Friday the 13th, the day she was born. In honor of Leslie’s graduation and our mutual connections, I share 13 tidbits of advice as she moves forward. Discover – New opportunities,...
Posted by Les Patterson
Nestled on the east side of the cemetery in Hyde Park lies the little known grave of Civil War veteran Joseph Cain. According to his headstone, Cain was a private in Company B of the 50th Regiment in the Illinois Infantry. He was born September 30, 1841, and died February 16, 1907. That’s the...
Posted by Les Patterson
A suicide attempt is a cry for help. It’s a warning sign that something is terribly wrong in a person’s life. Most people, and including Shane I believe, don’t really want to die. They want the pain to go away and they see no other alternative. They may feel they have no hope left. THE SEARCH Shane...
Posted by Les Patterson
Last week I posed a complicated question for your consideration… How will someone who dies by suicide be remembered? I am touched by the numerous responses I’ve received, especially from those of you who have lost a loved one to the darkness of suicide. Your thoughts have given me strength as I’ve ...
Posted by Rod Schwartz
A recent Google search on the question “How much should I budget for advertising?” yielded 106 million pages of answers. At the very top of the list was this article from Entrepreneur Magazine, in which the author (who happens to be one of my mentors) provides a sensible, specific, and successful fo...
Posted by Les Patterson
By Gage Skidmore, CC BY-SA 3.0, https://commons.wikimedia.org/w/index.php?curid=39399660 What happens when change disrupts life? If you’re Marco Rubio, Jeb Bush, Ben Carson, Carly Fiorina, or one of the many other onetime Republican presidential candidates, you’re on the sideline watching Don...
Posted by Les Patterson
This is not the Chevy Suburban I learned to drive in, but it looks pretty darn close. http://goo.gl/2Qm3JB My first driving experience cost me a brand new telescope. I was 12 years old and my folks had taken a trip to Salt Lake on the glass truck. Dad was working for Sevier Valley Glass in Richfi...
Posted by Les Patterson
http://goo.gl/96O6JV “In Zootopia, anyone can be anything.” Judy Hopps believed it. And she’s just a bunny! But Judy didn’t let being “just a bunny” stop her from believing she could be Zootopia’s first bunny cop. Everyone thought she was crazy. All the cops in Zootopia were large animals, like rh...
Posted by Les Patterson
The Army Omelet tradition started when Elisa was just a young child. Her father, George “Buddy” Peterson, loved omelets, especially those served in the Army chow halls. So twice a year on the first Sunday in October and April, when the family’s normal Sunday schedule took a hiatus, Dad whipped up hi...
Posted by Les Patterson
Today is a new day… Today is the beginning of a new week. Today is the second day of the second week of spring. Spring is a time of birth, hope, and renewal. Flowers burst forth from their winter hibernation. Baby Holstein calves dot the pastures around Cache Valley. I love the smell of spring in...
Posted by Les Patterson
http://mrk-hollyhills.blogspot.com/2014/12/nelson-mandela-year-later.html What would you change if you could change anything in the world? My daughter Rebecca caused me to think about this loaded question. She and her good friend Taylor were exploring this subject Saturday night. While I’m sure t...
Posted by Les Patterson
Rebecca & Leslie dancing as little girls. You are the Dancing Queen, young and sweet, only seventeen Dancing Queen, feel the beat from the tambourine You can dance, you can jive, having the time of your life See that girl, watch that scene, digging the Dancing Queen ABBA – Dancing Queen L...
Posted by Les Patterson
KC and LaTeishia Curtis with LaTeishia’s family. High school janitors clean hallways, bathrooms and empty the trash. They straighten chairs and desks in the classrooms. They condition chalkboards, wax the floors, and clean up spills in the lunchroom. They clean up behind the crowd at basketballs ga...
Posted by Les Patterson
http://www.ellsworthamerican.com/featured/local-leap-day-babies-ready-to-celebrate It’s Leap Day. What will you do with your extra 24 hours? Play? Sleep? Work? I’m guessing for most of us Leap Day will simply be another normal day, full of the busyness of normal life. If you’re an adventurous sort ...
Posted by Les Patterson
Sheldon Loveless in Iraq on his second tour. Photo courtesy of Tom Crocker. I don’t know what to say, but I hope and pray you’ll listen. Suicide hurts Especially when it’s your brother. You cry. You ache. You asked why. You ask questions for which there are no answers. Why did this happen? What cou...
Posted by Dan Lynch
Enough with the right-wing, neocon talk format! It’s overkill. Position your talk station as useful to the listener by airing shows relevant to their life, such as Handel on the Law, Dave Ramsey... https://danlynchmedia.wordpress.com/2015/11/
Posted by Les Patterson
Adobe – The Gambler Not many things are hyped up more this time of year than Super Bowl ads. Teaser ads abound on the internet and broadcast television. We talk about the ads days before the big game takes place. We’ll be glued to the tube during the game andduring the commercial breaks. We’ll deba...
Posted by Les Patterson
http://jenniferbroadley.com/tag/executive-leadership-coaching/ Visualize with me… There are five Mason jars sitting on top of your kitchen table. Each jar is clear and of equal size. The jar closest to you is empty. The adjacent four jars are full – one with rocks, one with water, one with sand, an...
Posted by Les Patterson
https://www.pinterest.com/pin/94505292154518318/ Fair warning – we’re at the point in the goal setting process where the real work begins. This is where we start to see how we will accomplish our goal. This is also the point where the planning can easily become overwhelming. Many people can accomp...
Posted by Les Patterson
As we journey through Brian Tracy’s “12 Step Goal Setting Process,” we’ve decided exactly what we want in each key area of our life, we’ve written it down, and we’ve set deadlines. Now we’re ready to move forward with steps 4-6. These three steps are the self-assessment phase of our goal setting jo...
Posted by Les Patterson
If we desire to change our lives, we must first desire to change our thinking. Changing our thinking is a necessary ingredient to successfully accomplishing our goals. Successfully accomplishing our goals requires us to exercise the self-discipline to work the goal setting process. Whether we use...
Posted by Les Patterson
http://motivationweb.download/change-your-thinking-change-your-life/ You may set goals every New Year, and maybe throughout the year. If you’ve struggled with goal setting in the past, what will you do differently this year to make it more effective? The teachings of Brian Tracy have helped make m...
Posted by Les Patterson
https://iamgratefulhowareyou.wordpress.com/2011/09/20/joy-in-the-journey/ It’s been a year of challenging and exciting journeys for our family. We started the year caring for my dad Ed as he finished his journey with cancer in February. With Dad’s passing we spent the next several months clearing ...
Posted by Les Patterson
Christmas is magical! I love the excitement, wonder, and fun! I love decorating the tree, wrapping presents, and singing carols. I love letters to Santa and hints from children. I love the anticipation on Christmas Eve and the enthusiasm on Christmas morning. I love feeling like a kid again. I love...
Posted by Les Patterson
We attended a Christmas Cantata put on by a local Hyde Park church choir. The music was beautiful. I especially enjoyed the choir’s rendition of “O Come, O Come Emmanuel,” sung passionately as they slowly walked up the aisles and onto the rostrum. Before the choir performed “I heard the Bells on Ch...
Posted by Tom Roberts
Seasons Greetings Radio Pals! In the spirit of the season, I’m sharing a complimentary offer in the event that you have a young girl or boy on your gift list this season. I happen to "know a guy" who just published a children's e-book, middle grade/young adult: ages 9-17. He's offering a free e-boo...
Posted by Les Patterson
The cadence softly echoed in the far distance. I twisted on my post midway up the bleachers, straining my eyes, searching. I knew the source and desired to see. The cadence grew louder with the running footsteps and unabashed exuberance of nearly 800. Then I saw it, fluttering as if perched atop a ...
Posted by Les Patterson
I start thinking about Christmas in July. Crazy, I know. I’m not great at shopping ahead, nor am I a big fan of “Christmas in July” mid-summer sales. Christmas comes early because I’m in the marketing and advertising world. The holiday shopping season, officially kicking off with Black Friday, is a...
Posted by Les Patterson
Thanksgiving is time to remember homecomings. Ten years ago this week I came home safely from a military deployment to Iraq. Three years ago this week our oldest son also came home safely from his tour in Iraq with the Army. Last year our second son came home safely from Afghanistan with the Marines...
Posted by Les Patterson
https://www.flickr.com/photos/pictoquotes/12102641596 My daughter Leslie has been encouraging me to write in my journal. I tell her a write in my journal every Monday morning, but she says that doesn't count. While serving as a missionary and in my early military years I was more regular journ...
Posted by Rick Murphy
I know. I know. there are some real rude people out there. Here you are with a small business. trying to support your family and your employees, dealing with government regulations and navigating an uncertain economy. Then, along comes a know-it-all, who has never run a business and thinks they...
Posted by Les Patterson
Have you ever considered the power of extraordinary words? Great leaders of all ages and all walks of life have been immortalized by their words, both spoken and written. Such words have moved people to take action that changed the course of history. Give consideration to the unforgettable words ...
Posted by Les Patterson
Last week radio turned 95. I shared a little history of radio, along with some of my personal radio journey, on a blog post featured on Influence FM. Happy Birthday Radio! https://influence.fm/radios-95th-birthday/
Posted by Les Patterson
I’ve shared before stories of two veterans who didn’t make it home from combat – Sergeant 1st Class Ron Wood and Lance Corporal Michael J. Allred. In honor of Veteran’s Day I’d like share the story of one who did make it home. My maternal grandfather Forrest “Corky” Christiansen and his brother-in-l...
Posted by Les Patterson
It was a dark morning the only time I crossed paths with Dakota. I was headed out the door to the gym when I saw him jump out of a car idling in the middle of the street. With the agility of teenager, he sprinted first to the house across the street then just as fast headed towards me. While too ...
Posted by Les Patterson
Silence is not always golden An old adage says “Silence is golden.” But is it always so? While there are surely times it’s best to keep our mouths shut, I believe there are other times when we should open our mouths and express ourselves. I believe this is most true when it comes to speaking kin...
Posted by Les Patterson
Inspiration comes in different ways for different people. One source of inspiration for my family and me is General Conference, a worldwide gathering for Mormons to listen to the general leaders of The Church of Jesus Christ of Latter-day Saints. I share today a few thoughts which inspired me from ...
Posted by Les Patterson
The internal clock on my smartphone was stuck on Central Time for a couple days last week. All appointments I entered into my calendar automatically offset by an hour. I was constantly checking another source to verify what time it really was. What caused the technical hiccup? While I’ll probably ne...
Posted by Les Patterson
One’s journeys with cancer can be lengthy. Or the journey can be quite short. Bud’s journey was barely two months long. Friday night he finished. Life is a journey full of lessons. Simple. Profound. Routine. Complex. Many such lessons, at each level, came through the tutelage of Bud Peterson as my S...
Posted by Les Patterson
Labor Day’s Monday Morning Boost is coming early as we are on the road traveling. My family and I started out 2015 saying goodbye to my father. Today we’re in Atlanta saying goodbye to Elisa’s father. The journey of cancer has once again come full circle. Buddy Peterson was one of my boyhood S...
Posted by Les Patterson
“It’s been a quiet week in Lake Wobegon, Minnesota, my home town, out there on the edge of the prairie…” So began Garrison Keillor with his famous “News from Lake Wobegon,” a folksy dialogue he’s been sharing every week for 41 years. Tuesday night he brought the “edge of the prairie” and his famous...
Posted by Les Patterson
Give a little, get a lot. What goes around comes around. The Golden Rule – do unto others as you would have done unto you. Used by many around the world, they essentially mean the same thing – when we give of ourselves we receive in return. Finding ways to give can be challenging, especially if...
Posted by Rick Murphy
A recent www.influencefm.com nationwide study commissioned by Mad Dog Software* to study the influence of FM radio, showed that out of 1,004 Americans, 78.7% (+/- 2.3%) would not buy a car without an AM/FM radio. Interestingly, even a large majority of youth felt the same way. (Maybe they can not cr...
Posted by Les Patterson
Rainbows would be on my Visual Bucket List, like this one my son Brenin captured at sunrise over Hyde Park on Friday. What would you want to see if you knew you wouldn’t be able to see anymore? For the parents of a little five year old girl, it’s the question of a lifetime. Little Lizzie Myers is l...
Posted by Les Patterson
Chloe Olsen loves her pigs. Much like Fern Arable loved Wilbur, I guess, in E. B. White’s beloved classicCharlotte’s Web. But Chloe didn’t name her pigs. “Didn’t want to get too attached,” she told me as she climbed into the pen looking every bit like Wilbur’s heroine in her summer dress and ponyta...
Posted by Les Patterson
The days of the week would tend to run together while we were in Iraq. But I’ll forever remember July 16th in 2005 was a Saturday. It was a mail run day for Ron Wood and the other soldiers on his crew. They were running a Special Ops Mission out of Tikrit, operating on their own away from our main b...
Posted by Les Patterson
Most came home from war. Some didn’t. Sergeant 1st Class Ronald Tanner Wood was one of them. SFC Ronald Tanner Wood standing guard during the FOB Dibis Transfer Ceremony to the Iraqi Army. July 16th marked the tenth anniversary of the day Ron Wood was killed in Iraq. I would like to share a li...
Posted by Les Patterson
What can you do in 15 minutes? Walk a mile, read a chapter, surf the net, eat breakfast… or hit the snooze button, again? I’m asked occasionally about the “15 minute” suggestion I include at the end of every Monday Morning Boost. The inspiration came a few years ago from Roger Welsh, our local bus...
Posted by Les Patterson
Hating Monday and ready to climb back in bed? Stop that Stinkin’ Thinkin’! Ready to tell your boss to, as Johnny Paycheck would sing on the radio, “Take this job and shove it”? Stop that Stinkin’ Thinkin’! If you’re feeling grumpy, lousy, mad, angry, defeated, weak, sad, annoyed, irritated, ups...
Posted by Les Patterson
“Towards evening, about five o’clock, we looked up and there came two Whistling Willies.” That’s how Lloyd Lewis starts out sharing his story about his time in Iwo Jima. We had the privilege of visiting with Lloyd after the July 4th parade in Lewiston. Lloyd rode in the parade wearing his WWII Mar...
Posted by Duane Christensen
Did I make you look? Did I make you wonder, “What the schnizzit?” Your radio ad needs a good headline. If you don’t give it one…nobody will hear the rest of the ad. But to the novice radio ad copy writer, or to the advertiser, you want to start your radio ad like this… “ABC Horseshoeing has bee...
Posted by Les Patterson
Patriotic songs have always resonated deep within my soul. My earliest memories experiencing those stirring feelings came in either the second or third grade. Mr. Meacham, a former Green Beret, stretched our young minds to see beyond the Three R’s and lunch recess when he taught us Barry Sadler’s Ba...
Posted by Les Patterson
Today’s story comes together in the final paragraph. That’s true for most stories, and perhaps I don’t need to tell you this. Great writers, of course, would never make such a plea; they simply captivate with their first lines. Such captivation happened when I recently reread Jason Wright’s Recoveri...
Posted by Les Patterson
Life exists, but for the want of water. This nugget permeated my thoughts as I meandered up Sam Stowe Canyon in search of a rumored waterfall. We had gathered over the weekend at the group campground in the canyon for my mother’s Christiansen family reunion. As my mom’s sisters prepared breakfast I ...
Posted by Les Patterson
I was much more a horse racing fan in 1978. I was 12 years old and fascinated by the Black Stallion. In the story, young Alec Ramsey befriends and tames a wild Arabian stallion on a desert island after the two are the lone survivors of a shipwreck. Eventually they’re rescued and Alec returns home to...
Posted by Les Patterson
I like making my bed in the morning. I think it makes a good start to my day. I like hospital corners and sheets stretched tight enough to bounce a quarter. I’ve been chasing that elusive dream – bouncing the quarter, that is –since I started Army Boot Camp 31 years ago this week. Admiral Bill McRav...
Posted by Les Patterson
Memorial Day is our time as a nation to remember those who have gone before. Specifically, it’s our time to remember those who have given their lives in service to our country. Cemeteries come to life with scented flowers and fluttering flags. Families gather to remember, history is shared, connecti...
Posted by Les Patterson
Whatever you are, you’re not “just” something. You’re everything. You’re important. You’re you. I was touched by the thoughts several of you shared after last week’s discussion. I hope sharing a few of the responses will likewise make your Monday a little brighter as you made mine. C.C. – That...
Posted by Les Patterson
I participated in a round of mock job interviews years ago while attending Utah State. Employers from several different industries were on hand to interview the students, most from the College of Business. I was one of the odd ducks who wasn’t a business student. I was just a Communications major....
Posted by Les Patterson
The Friday evening sun cast a wistful shadow over the Saguaro desert near Tucson, Arizona as Clint and Daniella exchanged their wedding vows. They were surrounded by family and friends, many who traveled across the nation, and even some from Germany. There are many stories I could share about thi...
Posted by Les Patterson
I wanted to share a few thoughts for our son Clint who is getting married May 1st to Daniella Bruyere. Remember Clint… You’re a kid who can do anything, though sometimes you may need your brother and his crescent wrench. There was a time when some things were bigger than you, like horses and gra...
Posted by Les Patterson
“Slow Down” by Luc B – https://www.flickr.com/photos/fatboyke/2668411239/ I encountered an unusual phenomenon Saturday night. Elisa and I spent a couple of days in Richfield preparing Dad’s home for the next stage of its journey. On our way home Saturday night we drove up to see Rebecca at Snow Co...
Posted by Les Patterson
Spring Training arrived in Florida in 1986 just as it does today… with a blast of wintery north quickly melted by the warm southern sun. The only difference… I was there in 1986. I was working as a church missionary in Plant City that spring, a small farming town in central Florida just east of ...
Posted by Les Patterson
World’s only “Captive Geyser” erupts every hour on the hour Who was the ghost walking the halls? Did he die falling down the stairs? Was he shot and killed? Or is she a prostitute who was murdered in cold blood? The 98-year-old Enders Hotel in Soda Springs, Idaho, stayed silent Friday and gave up...
Posted by John Larson
I am still in radio sales. I was told when I interviewed it was a 25% chance of being around a year. It has been over a year and I have seen all sorts of sales people come and go. Two hired before me, one hired with me and four hired after me - all gone. Some people I work with at the station swea...
Posted by Les Patterson
“Love Mondays” by Mark Hillary https://www.flickr.com/photos/markhillary/2219889418/ I love Mondays! Just in case you didn’t know. Always have. Always will. I find the day refreshing, rejuvenating, and a great way to mentally reset. Last week I explored the concept behind the Monday Morning Bo...
Posted by Les Patterson
https://theworldismygym.wordpress.com/2013/05/23/i-love-mondays/ Why Mondays? Good question. I’m asked periodically why I call my weekly email the Monday Morning Boost. I’ve been writing and sharing it every Monday for just over four years. What started as a simple way to keep in touch with a fe...
Posted by Wray Ellis
In the spirit of blowing off steam, I always encourage my radio students and colleagues to do something "fun" in their spare time. You can't live a happy life if you never disconnect yourself from work - no matter how satisfying it is. Before I got into radio, I toured North America as a musician. T...
Posted by Les Patterson
When a friend loses a loved one, when a family member is diagnosed with cancer, it’s natural to feel a desire to help. But sometimes we simply do not know what to say. So we say what comes naturally… “Call me if you need anything.” We heard this multiple times over the last few weeks. Family a...
Posted by Rod Schwartz
The customer was obviously upset. She complained to the supermarket owner: I was listening to news talk 1150 and heard your advertisement for "Fresh Atlantic Salmon". I just wanted to let you know you are pushing a product that almost every educated consumer knows is garbage. It sounds funny that ...
Posted by Les Patterson
Death can be peaceful and beautiful. Or it can be very, very ugly. Dad wasn’t a fan of the ugly; nor would any of us be. When Dad finished his mortal journey Wednesday evening, fortunately the end came peaceful and beautiful. My Dad is Edwin Clark Patterson. He was 75. Dad saw too much of the u...
Posted by Les Patterson
I’ve long been an admirer of President Abraham Lincoln. But it’s only recently I’ve come to understand his “unprecedented ability” to unite people, including his rivals, to accomplish the greater good. The movie Lincoln first introduced me to this unique aspect of our 16th president. I was fascinat...
Posted by Les Patterson
“Where have you been?” Dad asked with a quivering voice and tear-filled eyes. It had been nearly two weeks since I last saw Dad and I was already worried he may not remember me. Elisa and I made a quick overnight trip to Richfield to see Dad and spent Saturday morning with him. “We’ve been at ou...
Posted by Les Patterson
This is a special Super Bowl Sunday edition of the Monday Morning Boost featuring a column first published February 04, 2013. The occasion was Super Bowl XLVII when the infamous power outage shifted the momentum of the game. ___________________________________________________________________________...
Posted by Les Patterson
“Businesses succeed when they solve problems.” Nothing fancy, but that was the core advice shared by Jonathan Johnson, chairman of Overstock.com. Johnson was the keynote speaker at the Cache Chamber of Commerce annual awards dinner last month. Elisa and I enjoyed getting to know Johnson and his wi...
Posted by Chris Rolando
Networking is a "socio economic business activity by which groups of like-minded business people recognize, create, or act upon business opportunities". That, my friends, is what Wikipedia has to say about that. Let’s start at the caveman level and work our way up. I am sure one day OG was out t...
Posted by Les Patterson
I’ve experienced over the past several weeks a taste of what it means to be a caregiver to an aging parent. As Dad’s journey with cancer has become more intense, I’ve discovered more about the joy of caring and serving. I’ve also discovered more about the associated hardships. Elisa and I have spe...
Posted by Rod Schwartz
I made a new friend this past Christmas, thanks to my wife. His name is Duke Cannon. Duke sells soap, about which we’ll talk more in just a bit. Did you know that Soap-selling has a storied history? Andrew Pears (b. 1770) is credited with inventing the world’s first transparent soap. The soaps of h...
Posted by Les Patterson
Find joy and richness in the journey. That was the thought I shared back in the spring when my dad started his journey with cancer. The journey went well, at least for a while. Then the cancer returned. It’s called non-differentiated squamous cell carcinoma, and it’s returned with a vengeance, spr...
Posted by Rod Schwartz
After an extensive Internet search, I’ve concluded that I may be in possession of the only extant copy of the Warner & Swasey Company’s remarkable collection of American Business Ads, published under the title: “1776-1976 What has really changed?” These 92 examples, culled from the 1000 or so ad...
Posted by Les Patterson
DECEMBER 29, 2014 Les Patterson’s Monday Morning Boost: Achieve your goals with more self-confidence Are you ready for the New Year? Ready to set goals and make resolutions? Ready to change your life? Reach your destiny? Conquer your fears? Sure thing! And that’s exactly where traditional New Y...
Posted by Les Patterson
What’s more important, the destination or the journey? While solid arguments can be made on both side of the equation, I’ll let you decide as I share the journey of our weekend trip. We left Thursday morning headed south for Flagstaff. Not for warmer weather, as Flagstaff sits at a chilly but beauti...
Posted by Les Patterson
I am Scrooge, “a tight-fisted hand at the grindstone, Scrooge!” Unfortunately, I’m not talking just about Charles Dickens old miser Ebenezer Scrooge in a Christmas Carol. There are times during the holiday season when I am Scrooge. The holiday shopping season is a HUGE part of my professional...
Posted by Stephen Pead
Hey I didn’t know that the rap group Run-DMC were sales trainers; but their song “You Talk Too Much” summarizes what many radio sales people tend to do. “You're the worst when you converse, just a big mouth clown You talk when you're awake, I heard you talk when you sleep Has anyone ever told you,...
Posted by Ron Mosley Jr
Any sales ideas for for a local power company to advertise long term? I already thought about energy savings tips but looking for something refreshing any ideas
Posted by Dave Warawa
SHUT UP! Stop Talking and Start Making Money is now officially a book, available on Amazon.com. I will be guilty of self-promotion in this edition of the PROSALESGUY BLOG yet, perhaps every once in a while you have to blow your own horn and hope that people understand your passion for what you ...
Posted by Stephen Pead
One of the most common issues that arise in discussions with clients is the subject of price. Pricing tends to come up in most sales calls - either at the beginning, middle or end. The key is to be prepared for it. And ready to overcome it. Too many salespeople when confronted with “price” automati...
Posted by Stephen Pead
Sales managers can only control two things: The activities of their salespeople and themselves. Given that situation has your sales manager explained what she believes are the key activities you should do to ensure your future success? To help, I’ve put together a list and notice that making your b...
Posted by Rick Murphy
We are delivering a new show that is based on individualism, personal rights, free enterprise and liberty. There will be no content that is religious or about abortions. That is covered by all the other networks. It will be based in Phoenix and is delivered by satellite xds and will be 2 hours long....
Posted by Mike Brunel
Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sales staff. Never hire a friend.
Posted by Stephen Pead
Friday’s don’t we love ‘em? A whole weekend ahead to spend with family and friends, time to relax or maybe do some sport or shopping, maybe take a short break with our partner, time to recharge the batteries before we get back into the next selling week. My question is this: What time on Friday do y...
Posted by Andrea Bergero
According to the RAB, digital revenue increased 16% in the first quarter of 2014. A particularly bright spot on the digital landscape is mobile. You’ve probably seen the numbers. National mobile advertising is expected to increase 64% this year. Local mobile ad spending is on track to triple over th...
Posted by Stephen Pead
Friday’s don’t we love ‘em? A whole weekend ahead to spend with family and friends, time to relax or maybe do some sport or shopping, maybe take a short break with our partner, time to recharge the batteries before we get back into the next selling week. My question is this: What time on Friday do y...
Posted by Stephen Pead
“Media salespeople are trained to sell their inventory, not your inventory. Once you absolutely understand that you’ll be in a position to use media more effectively”. When I first read this quote I have to admit I was shocked, thinking to myself “no, we’re not like that”. I squirmed even more when ...
Posted by Mike Brunel
In New Zealand (under Australia) its summertime, this is where I live when I am not traveling the world doing work for my clients and NRS Media. As I reflect on 2013, most of the readers of radio sales cafe are in winter battling the elements to sell adverting to buyers that are hunkered down lookin...
Posted by Stephen Pead
Wow the New Year is here!! Maybe it’s time to set up your goals for 2014 and if not now, when? To get you in the goal setting mood here are some great words of advice on the topic from American entrepreneur, author and motivational speaker Jim Rohn - “If you go to work on your goals, your goals will...
Posted by Mike Brunel
Don’t put off your sales goals. A week is all it takes to get serious about improving your sales. Here’s how: Sunday. Set half an hour on Sunday night to plan your week. Establish the six most important things you want to achieve and write them down. That one simple act will do wonders for your...
Posted by Mike Brunel
Every month, I receive a simple two-page newsletter from one of the best marketers in the world, Dan Kennedy. I have quoted him often in my articles and blogs. In this month’s article, he dropped a nice bit of trivia about Fred Herman, who Earl Nightingale called “the greatest sales trainer who...
Posted by Mike Brunel
(Steve has since passed, but lessons often come from past heroes of business. ) Entrepreneur Magazine recently featured an article titled “Steve Jobs and the Seven Rules of Success.” The article was written by renowned communications coach and former news correspondent Carmine Gallo. It’s quite a...
Posted by Stephen Pead
When I was first made a sales manager my then GM, said to me “I’m going to hold you personally accountable for the revenue and results of this team and if you want to be any good at this job you’ll hold each of your five sales people accountable”. He was deadly serious, but I didn’t really listen ...
Posted by Mike Brunel
This post is written by Doug Watson. A regular contributor on www.talkingmediasales.com Sage advice The market for something to believe in is, I believe, infinite. Just take a look around at the way people gravitate to self-help gurus in their pursuit to do better in any number of ways. Booksho...
Posted by Mike Brunel
Many new managers see their role as the motivator of their team. If only they can find ways to motivate their team, they’ll deliver great results, they believe. But it’s an approach that can go horribly wrong … When I was an inexperienced manager, my company faced a crisis caused by the failings o...
Posted by Stephen Pead
During the sales training sessions I conduct it always seems that new and experienced sales people struggle with uncovering prospect needs. Too many times I’ve had to stop a practice session when one of the participants asks “so tell me about your business?” or “what are your main advertising needs?...
Posted by Himanshu Agarwal
I bumped into the radio ads of the three real estate portals in the month of September 2013. Switching stations during commercial breaks did not help escape these ads. The two of them that grabbed my attention were 99 acres and IndiaProperty. 99acres was about 99 property tips with each ad unit bein...
Posted by Rakesh Kaavin
If you are looking for clutter breaking creative solutions, Kaavin Communication offers a host of solutions that are aimed at holistic brand development & positioning. A leading advertising agency Delhi, Kaavin Communications offers a wide spectrum of creative services including: A holistic br...
Posted by Mike Brunel
Here is the second part to Stephen Pead's Making Sales Meetings More Effective. In my last post I talked about why so many sales managers feel it’s vitally important to have a one hour sales meeting. And many have a mindset of: It’s a great way to address team performance issues” or “because the me...
Posted by Mike Brunel
Why is it that so many sales managers feel it’s vitally important to have a one hour sales meeting, in the office first thing on Monday morning? One sales manager told me it’s a way to ensure everyone is at work, while another said “it’s a great way to address team performance issues”. But the wors...
Posted by Mike Brunel
I was reading the latest Bloomberg business publication this week and they quoted Bill Simon, president and CEO Walmart U.S. Here is the quote, and his explanation afterwards. Just about everyone started out in an entry-level job. I did, and I bet you did. My first job was a dishwasher for $2.10 an...
Posted by Mike Brunel
The desire to be successful. The desire to be successful is the Number One trait that stands out amongst them all. They usually have created a history of success. They may have been good at sport, or some other profession. They are very competitive and compete against themselves and others. They d...
Posted by Rakesh Kaavin
Creating compelling brands capable of touching a chord with audiences, that is Kaavin Communication’s brand promise. A feat made possible on account of the creative agency’s strategic thinking & creative vision. A full service creative agency, Delhi, Kaavin Communications offers a whole range of...
Posted by Himanshu Agarwal
I know what a RJ Mention is when I hear it. But if I am asked to define it, I can’t. I have heard it on radio, and on occasions I liked how RJ Mentions added value to the spot and made it meaningful to the listener. Googling did not help find a definition. It provided me links to debate about “shou...
Posted by Mike Brunel
I live in a country that really does not like success too much, probably because it’s often seen as the shiny large watch on your wrist, the big house and nice car. Politicians on the left seem to take great pleasure in making success seem dirty. I think they often get it wrong because they actu...
Posted by Stephen Pead
There’s a significant amount of evidence to suggest that coaching sales people really does produce improved sales performance. Some research suggests a 20-35% increase in sales just by coaching. Neil Rackham probably one of the truly great authorities on selling has this to say about coaching “no ...
Posted by Rakesh Kaavin
“Early to bed, early to rise, work like hell and advertise”, goes a famous quote by Ted Turner. Not only are the benefits of advertising unparalleled, so are the benefits of hiring an advertising agency, in today’s world replete with options competing for the consumer’s time & attention. Domain ...
Posted by Mike Brunel
Have you ever heard the story about Thomas Edison's idea naps? He sits on the couch with his head in his hands, propped up on his elbow, holding a few ball bearing. He would allow himself to drift off to sleep, in order to let his subconscious mind go to work on his ideas - and when he drifted t...
Posted by Mike Brunel
Be absolutely clear on WHY you are making the call. What will happen? Which questions will you ask? How will you want the prospect to feel? Smile, relax and be yourself. Be polite (no matter what) and always be professional. Gain interest from your prospect by being interesting. Scrip...
Posted by Rakesh Kaavin
Choosing an advertising agency, is one of the most crucial aspects that determines the success or failure of your impending marketing & advertising strategy. With the emergence of new media & concepts such as experiential marketing, lifestyle marketing, not to mention social media marketing,...
Posted by Rakesh Kaavin
Kaavin Communications is an integrated advertising agency Delhi with both national and international clients on its roster. We are a creative agency Delhi that thrives on workable ideas for the clients. We integrate creative strategy with creative ideas to produce wonderful results. We have been fi...
Posted by Mike Brunel
About 10 years ago REM released a greatest hits album titled “Part Lies, Part Heart, Part Truth, Part Garbage”. I have always been a fan of their music and that album title is a nice segue into what I’d like to share with you today. Along time ago I was working at hot little rock ‘n roll radi...
Posted by Mike Brunel
It was a cold winter’s morning in Austin, Texas, when I was dragged along to a key note speech done by Og Manadio, the famous author of the book “The Greatest Salesman in the World.” I did not know much about Og but going by the packed audience he must have been famous. Over the next hour I w...
Posted by Mike Brunel
“Why did God invent writers? Because he loves a good story, and he doesn’t give a damn about words. Words are the curtain we’ve hung between him and our true selves.”* In sales, telling stories is one way to give your advertiser’s marketing and sales lessons without appearing if you are s...
Posted by David Neely
I won another Pennsylvania Association of Broadcasters award for Best Commercial this year. It was the Flower Gallery ad for Valentine's Day 2012 (posted at the top of my audio files). This is my fourth in eight years and my third in the past four years. I'm pretty proud of that. I don't know an...
Posted by Mike Brunel
I received a letter today from a supplier advising me all their prices will increase by 5% at the start of their new financial year. The managing director – who I’ve never met – tells me they’ve been forced to pass on cost increases but I’ll be pleased to know it’s their first increase in three year...
Posted by Mike Brunel
In a recent interview of a sports coach, he was lamenting the loss of a senior player to another sporting franchise, while appearing upbeat; his body language said a lot more. I noticed something on the white board directly behind him, in the camera line. Three words. “Scared to lose’. I wondered...
Posted by Mike Brunel
Media companies worldwide are increasingly under pressure, and we all know why. With the advancement of all the digital media options now available, advertisers all of a sudden have choices. Only last week I was in discussion with a company here in my country on selling a sports-based Facebook appl...
Posted by Rod Schwartz
CBC’s “Under The Influence” radio program, hosted by Terry O’Reilly, recently devoted an entire show to illustrate, in Mr. O’Reilly’s words: “…the incredible creativity happening in radio advertising around the world today.” First stop: Hanover, Germany, where a music school used radio to recruit to...
Posted by Rod Schwartz
As you sit down to write your next radio commercial, consider the advice of today's guest blogger, Mark Lipsky of The Radio Agency, a national direct-response and radio branding firm headquartered in the greater Philadelphia area. In his post below, Mark offers some bullet-point basics, questions t...
Posted by Rod Schwartz
It was a member's post here at RSC that caught my eye. William Schenold's status post read: “5 DOLLARS! Check me out on FIVERR” Intrigued and a bit skeptical, I clicked on the link. Sure enough, there he was. Chicago-area radio announcer will cut your :30 or :60 second radio commercial for only $5....
Posted by Rod Schwartz
As radio advertising professionals, our job is to help businesses tell their stories in a way that engages the listener's imagination. This is because the ultimate destination of any advertising message is the consumer's brain, the seat of logic and reason, and more importantly of emotion and will...
Posted by Fred Greensppan
Happy New Year all! A program series I developed of :30 second vignetes (PSA like spots) with a sponsor tag has met with an odd reaction. Police and Fire Chiefs whos personnel deserve some recognition now and then seem to hesitate and shy away from looking this gift horse in the mouth! It is baffl...
Posted by Mike Brunel
I was asked the other day from one of my favorite salespeople about retaining clients. These days they seem to be leaking a lot lately he said, and how do you stop the leaks. Here are a couple of ideas. Do not stress. I think that we do stress a little at times on our retention rates, I always lik...
Posted by Rod Schwartz
Today's Guest Blog comes from Melissa Kunde, Executive Director of the Seattle Area Radio Association (SARA) 12-10-2012 by Melissa Kunde "To thine own self be true" were famous words from Shakespeare’s Hamlet, and “Differentiate or Die” are the echoing raw words from respected marketing strat...
Posted by Rod Schwartz
(Today's guest blog is provided by Sean Luce, a respected sales and management consultant whose roots are in radio advertising sales and management. He is the Head International Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com. His blog originally appear...
Posted by Alan Risener
10 Valuable Sales Lessons from an Old Beat-Up Sales Guy I’ve spent over 40 years as a street warrior, training other street fighters, running a business for someone else and then running one for myself. If there’s a mistake that can be made, I’ve made it. If you should ever want to meet a salespers...
Posted by Mike Brunel
Shanghai, according to Wikipedia is the most populous city in China and one of the most populous cities in the world. A global city, Shanghai exerts influence over global commerce, finance, culture, art, fashion, research and entertainment. The city is located at the middle portion of the Chinese c...
Posted by Mike Brunel
Do you know your company’s brand story? If you don’t it’s in your interest to find out and use it to leverage more sales out of your customers. One of the primary ways we make sense of our world and our place in it is through stories. These stories unite us in a common purpose and provide us wit...
Posted by Rod Schwartz
In October of last year Bob Pittman was named CEO of Clear Channel Communications, now Clear Channel Media and Entertainment. When I heard him speak at the NAB/RAB Radio Show in Chicago a month earlier the assembled multitudes were mesmerized by his electrifying presentation. Mr. Pittman has been g...
Posted by Himanshu Agarwal
We are all used to hearing station identifiers on radio. Hi this is … and you are listening to … Sometimes these identifiers are station jingles or familiar (celebrity) voices which identify the station. They also come in a slightly different flavor as celebrity omnibus in which more than one voice ...
Posted by Himanshu Agarwal
The idea for this post came about today morning, when I was half asleep in the office bus, on my way to work. While being driven to work in a bus, sleep happens in short sprints. Sitting next to the window seat and upon realizing that the morning breeze is no longer sweeping across your face it da...
Posted by Mike Brunel
I know a young man who must be on the verge of growing up because he’s started to read the property pages. He’s saving to buy his own place. “There’s one thing I don’t understand,” he told me, as he read the latest edition of the newspaper. He pointed to an article on the front page. The story cla...
Posted by Mike Brunel
I was called by one of my private clients last week to set up a meeting in late August. I thought after the call had finished, why had they called me? It was not to talk about the weather or family, it was about a problem they had, and they could not solve it themselves. The problem with many medi...
Posted by Rod Schwartz
How does your station promote its ad sales department? Do individual salespeople get some on-air mentions? Here's how one station did it thirty-five years ago... In July 1977 I was a young salesman at KAGE AM-FM in the small market of Winona, MN, owned by Jerry Papenfuss. The General Manager and m...
Posted by Bob Brown
When we do a jingle, a lot of times it boils down to the clients name or business, a positioning statement, and then a huge donut the client wants to cram full of filling. So the positioning statement really is important. What the client does, where they are located, what makes them different... all...
Posted by Mike Brunel
A bit of History about the New Zealand market and some thoughts. In most New Zealand markets there are now 14 or 15 commercial radio stations, and a large number of community based, student and religious stations too. In fact there are round 300 commercial stations for a country of fewer than 4 an...
Posted by Dan Lynch
County courthouses are ubiquitous, and inside the bureaucrats are always probing prospective jurors on their personal interests. Earlier this year I had to do my duty for district court and wait in the gallery while lawyers vetted sets of 12. One of the standard required questions was “What radio ...
Posted by Himanshu Agarwal
Sometimes connecting certain dots in an industry eco-system throws up patterns similar to a kaleidoscope. Certain patterns spark thoughts which might earn incremental revenues or create an offering that differentiates one from the competition. Today I picked up three dots. The first dot – Brands t...
Posted by Himanshu Agarwal
Ms. Shubha Mudgal, recently tweeted, “Appeal to the music lovers. Please, let’s ask FM stations in India to start announcing credits for music they play. They hardly ever do so”. My Two Cents I agree with what Ms. Mudgal has to say. As a listener, there are times when I like a particular song on...
Posted by Mike Brunel
A quick Tip this week. Sometimes in advertising sales your clients need to be prompted to know the pain of not advertising. If you can get them excited about the possibilities of working with you and your radio station, and then ask them what the benefits of working with you would be, you will hav...
Posted by Mike Brunel
I am often asked “what degree or education do you need to be an expert in direct advertising sales. The truth is that I do not have any type of degree in a tertiary form, but could argue that I have a degree in results. Selling million and millions of dollars in direct media sales for the last 20 ye...
Posted by Mike Brunel
I have to admit that I'm also quite addicted to this TV series. I have watched both the UK and the US series. For those that are not aware of the show, it is about a newly appointed or unknown CEO of a major company who goes undercover. He is disguised as an out of work person trying different job...
Posted by Mike Brunel
A collection of observations on my recent trip to India. I thought I would share them with the Radio Sales Cafe... Beggars can't be choosers... A term I heard while sitting with a friend in India, they choose you, the tourist, and it is a constant battle of wills and persistence. I recall asking him...
Posted by Rod Schwartz
Search Google or LinkedIN for "Dave Gifford" and your top results might include a real estate broker, bicyclist, missionary, microbiologist, wine expert, social media specialist, insurance executive... But add "radio sales" to your query and your hits will be about one guy who's trained thousands o...
Posted by Mike Brunel
I was invited recently to do a keynote speech and workshop to a group of managers from a local storage company. The outcome of the speech and workshop was for the managers to accept that sales is not a four letter word. That in fact we are all in the business of selling and influencing in some way ...
Posted by Jay McDaniel
Recently after many years I reconnected with an old friend I knew when he was 15 and working the all night show at WAIR in Winston Salem. I was 19 and working the all night show at WTOB. Two stations long since gone however both remembered in time as two great radio stations. Tom and I talked abo...
Posted by Rod Schwartz
Would you find it helpful to know what spiffs the automobile manufacturers are offering their dealers right now? That would include factory-to-customer rebates and dealer cash incentives (additional cash bonuses they get for selling certain models), etc. Think you might be able to generate more bu...
Posted by Mike Brunel
I am often asked ‘what do you do for a job?’ My mother is one of those that usually asks, I think she thinks I operate a waste management business and my real name is Tony. I have kept telling her I am in media sales. “Yes dear, that’s good” Anyway, recently I decided to test my theory and see wha...
Posted by Mike Brunel
Last week I posted a story about a camel and how to get your client's attention. Here is a live example, corny as it might seem these ideas still work. My friend Hayley is an awesome salesperson. She worked for me for many years at NRS Media travelling the world and helping media sales people where...
Posted by Mike Brunel
Here is a famous story about an American tourist who visited a camel market in Marrakesh. He was so taken by the strength and appearance of these beasts that he decided to buy one. The camel dealer went to great lengths to explain to the tourist how important and how necessary it was to treat the ca...
Posted by Terry Slavens
Just had a long visit with one of our family owned home town new car dealers. He brought up a suggestion about supporting locally. We have all done shop locally campaigns, but he wanted me to do something to bring to the attention of everyone that it is the local businesses that support so many thin...
Posted by Terry Slavens
Hello All, We are having our first annual KATX Great Outdoors Show on May 19th. The city is blocking off streets around the square to allow us to have this event. It will have all kinds of outdoor items including boats, campers, ATV's, trucks, lawn mowers etc. If any of you have done one of these ...
Posted by Mike Brunel
Many small to medium advertisers need some help to promote products on radio.As a direct media salesperson here are 7 tips to help your advertiser be more effective when they go to promote their products or services. Product presentation: Is the presentation and packaging of the offer or product s...
Posted by Mike Brunel
In previous posts I have said that everyone sells. It does not matter if you are a parent, teaching your child the right values and lessons to live by, convincing your partner that Italian food may be better tonight than Chinese food or selling your advertising client the benefits of using your med...
Posted by Roxanne Charles
We've all heard the old adage that you can't guarantee results from a radio remote or "live radio broadcast." After studying successful live broadcasts, I can tell you that they DO WORK and you can GUARANTEE results. Plus, a live broadcast with the right personality, will bring a lot of excitement t...
Posted by J.J. Hemingway
Hi...thought I'd let members know about my company www.cbsspokane1.com We provide major-market production services for a small market price. You get 25 spots a month for $200. Simply sent us the scripts and we will tweak it--IF necessary---and get you back a super sounding commercial usually ...
Posted by Mike Brunel
Here are the last 20 - check out the rest on previous blogs. For the complete list email below: Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sale...
Posted by Mike Brunel
Next 20- Hope you enjoy...see the first 20 on last weeks blog. Assign political advertising to one person. Get rid of the negative force on your staff. Start selling sports the day the season is over. Stop hanging out with the jocks or other media personalities. Turnover Unclosed accounts every 90...
Posted by Mike Brunel
I was given this by my first consultant when I had just accepted a Sales Directors job on a large radio station. Not sure where it came from, if you know I would love to know... I will post the first 60 over the next few weeks keep an eye out for them. If you want the rest see details see below. ...
Posted by Mike Brunel
An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman. I decided to drag it out again and go through the notes I had taken. Here are some tips that you find useful. In this book he maintains that there is a difference between a small sale a...
Posted by Korey Robinson
I've been in radio sales for a couple of weeks now and have yet to get any accounts signed on. I inherited a few accounts that were previously running with the AE that I replaced so it was great to get my "feet wet" with those but I'm looking to build a clientele base on my own. This site has give...
Posted by David Corscadden
Calling all Production and sales managers! Do you run St. Patrick's Day promotion's / tailored advertising? Does the use of Authentic Voice-over make a difference? Can this offer added value to cutomer offering? Can you add extra revenue as a result? Based in Ireland, I can offer authentic Irish VO'...
Posted by Mike Brunel
With the cost of acquiring new customers mounting, many radio stations' customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional advertising sales without too much additional work. If you learn these three simple ref...
Posted by Mike Brunel
How many times have you heard this objection? I am going to show you a simple technique that will help you overcome the frustration on what to say when you hear this and if you apply this procedure your sale will not stall and you will get to the real issue that your advertiser may have with you o...
Posted by Mike Brunel
I have a coffee shop that lets you throw a dice to see if you get a FREE coffee. I think that is pretty cool. The deal is, you order your coffee, they then hand you two dice. If you throw a double six you get the coffee FREE. So what do you think the odds are? Is that better than a coffee card. I ...
Posted by Mike Brunel
We all know that getting new customers is the lifeblood of any radio sales person. Servicing your current clients is also the lifeblood, so how do you balance the two. The one mistake that many sales people make in our business is that they work really hard to get clients, and then once they have ...
Posted by Mike Brunel
It’s easy to predict the level of success a sales person will have at your first meeting. It usually comes down to three things – capability, commitment and industry fit. And usually if all three aren’t there in some measure, it’s not going to work out. The media sales industry can be fert...
Posted by radioexcellence
Hi For anyone learning the ropes in radio sales I have just finished a free version of my new ebook... SUCCESS IN RADIO SALES & CONSULTANCY BASED SELLING http://mediaexcellence.eu/direct.html This gives an intro to the 'longer 30 something' page version so you can decide whether it is w...
Posted by William R. Whiting
Hi all: I need some assistance, please, and wanted to see if anyone had any potential candidates. I have two networks signing up to carry two ones-of-a-kind short-form (one and two minute) shows of mine. I have hosted and produced a number of syndicated features since 1980, representing major sp...
Posted by Mike Brunel
Here is the final post on the final two personal and business messages from the book “Only Two Seats Left” www.onlytwoseatsleft.com If you have not read the previous posts then go back and have a read, I think you will find them interesting. Here are two more tips. There are a total of 25 ...
Posted by Mike Brunel
Last week I talked about the hugely successful travel company Contiki. If you have not read it check it out in my last post. I promised you some tips and lessons I learnt from this book, hope you like it... another next week. In his book “Only Two Seats Left” (link) www.onlytwoseatsleft.co...
Posted by Mike Brunel
I happened to be digging through some old blob posts on my www.talkingmediasales.com website and came across this story about Contiki. For my American readers Contiki is a tour company for anyone under 35. It does operate in the US but mainly in the United Kingdom, Europe. It was started by a New ...
Posted by Mike Brunel
No one likes to cold call, many of us have had to cold call over the years, I know that once I established a client list and some regular business I was less keen to go out and cold call. But as salespeople we have an obligation to ask clients if they have an interest in our media. Cold call...
Posted by Mike Brunel
When I first started in sales, I was trained by the Cadbury Confectionery Company. This company sold chocolate, yip chocolate... but they had some of the best training programs any sales person would want. Even today looking back some 25 years later, the training, compared to what is on offer toda...
Posted by Mike Brunel
Here is another wise tale from Shaun Fay at www.talkingmediasalers.com Hope you enoy It seems our industry has more stories than a library. But are they all true? Legend has it that one of reasons Saatchi and Saatchi won the British Rail account was the way they treated their potential cli...
Posted by Mike Brunel
My mate Shaun Fay is my resident copywriter and advisor on all things copy. We call our friends down here in Aussie and New Zealand mates... good on ya mate.... Shaun is a big believer like me that copy should be written by copywriters and sales should be made by salespeople. Logical down under...
Posted by Mike Brunel
There is a story about a leading manufacturing company based in Japan that saved ¼ million dollars by turning off the lights. A competition was run by this Japanese company with a reward of $25,000. The task: “How we can save money in our company without damaging, effecting and interrupting the day...
Posted by Mike Brunel
Speed Selling is a great way to launch a new media company and I have participated in it several times. Over the years it has become a lot more sophisticated. My company, NRS Media, has fine tuned it to pretty much launch a brand new media company into profit from day one. Speed Selling My first e...
Posted by Andrew Russell Thomas
Hello and thanks in advance for any input you can give. I am trying to set up an event to profit the local school districts. I was thinking of a video game tournament, $5 entry and all proceeds benefiting the school system. I was wondering how I would get the funding to put this together, we are a s...
Posted by Mike Brunel
Finding the Right Fit I used to get really frustrated when I would work with a client for months, call on them time and time again, usual response, “Yip we are keen, just come later, yes we will advertise, we love your radio station, ” only to find out that they simply could not buy my advertising, ...
Posted by Barry Volk
The internet offers you the opportunity to seek out jingle companies and listen to their jingle samples online. Your success depends upon a thorough evaluation of as many companies as possible. You don't need to be a musician to know what you like. There are things to look for in a top jingle c...
Posted by Tami Montgomery
Looking at X-mas promotion ideas. If anyone out there has any ideas or great websites that would give me some ideas please let me know. I am a radio announcer but I understand sales, have done sales most of my life and I am looking for a promo that not only benefits the listeners but the communit...
Posted by Brian Winnekins
Hi All! As my wife and I work on putting WRDN-AM back on air(yes we got the old call letters back!) we decided to at least start broadcasting the Durand Football games at our website at www.theriver1430.com. We are using the service from all in one broadcasting and they only charge us $15 per gam...
Posted by OSAZE IYAMU
Its an online magazine that makes broadcast sense. Rgister for FREE SUBSCRIPTION. http://digicastmagazine.com/issue/august-2011/article/digicast-magazine-flier
Posted by Mike Brunel
In January of this year, Century Management's (www.centman.com) founder and chairman, Arnold Van Den Berg, told the following story at his annual client review. This is quoted from the April 30 issue of Outstanding Investor Digest: "One time at an auction, the U.S. government was auctioning off p...
Posted by Mike Brunel
What a 6 year old can teach you about sales “Dad can I go to Emma’s please?” Ask your mother, I reply, “Dad when I go and ask mummy can I tell her your answer is yes… The art of selling and asking for the order starts at an early age…. That was the question posed by my 6 year old daughter this holi...
Posted by Rod Schwartz
Every city in America has something to celebrate. Here in Pullman, WA, it's lentils. Lens culinaris. Latin for "edible lens" (or "tasty lens" perhaps?). It's a member of the legume or pulse family (beans, peas, garbanzos), prized for its flavor and health benefits. And it just so happens that our l...
Posted by Rod Schwartz
Radio (Still) Gets Results - an Audio Presentation The fact that I retrieved this presentation from a cassette tape tells you something about how long ago I put it together. (Hint: it was before we recorded onto flash memory cards, before we emailed MP3's, even before we burned CD's. Seinfeld was ...
Posted by Mike Brunel
How to write a good thank you note It’s seems like a tough old market out there at the moment, in fact everywhere you go, they are telling us that advertising is down, it may never recover to what it used to be like, businesses are closing , and advertisers have stopped advertising. With all this do...
Posted by Rod Schwartz
Each year since 2004 I've retained copies of my best radio work from the previous year, with a view toward entering them in radio's premiere creative competition, The Radio-Mercury Awards. My 2010-11 folder contains some 15 commercials from which I'd hoped to cull one or two entries. I think they'r...
Posted by Rod Schwartz
Consistency is a great virtue in advertising, all other factors being equal. Most of my advertising clients have annual contracts that call for being on the air every day. This degree of exposure usually requires regular changes of copy, to maintain a healthy balance between repetition and freshness...
Posted by Mike Brunel
Is Positive Thinking Negative I am not a great fan of the law of attraction books currently circulating at the moment. The theory is that if you “think real hard” then everything will come to you I would have to disagree... You can’t sit in a darkened room, by yourself and think positive and eureka....
Posted by Rod Schwartz
NOTE: I originally wrote this piece for an audience of business professionals. Those of us who work in radio often think we have special dispensation to eschew the rules of English, since listeners don't see the commercial or news story scripts from which we read; they only hear what comes out of th...
Posted by Simon Paul Rushton
Have you ever been in a meeting where, due to the pressure of the call, the Sales Exec has said something that’s had you bite through your pencil trying not to laugh? Here are some examples of genuine things Sales Execs have said in meetings, or to creatives …. mostly in the UK but some from Austral...
Posted by Mike Brunel
Is your Sales Organisation on the Road to Abilene? My favourite management book is called the “Road to Abilene” by Jerry B. Harvey) it leads off with his story about his family, in Texas in 104 degree heat, with the wind blowing fined grain topsoil through their house. They are all sitting on the ...
Posted by Peter Stone
Following on from a series of sonic presentations and talks on different forums and platforms, I thought I'd comment about presenting.........specifically with powerpoint. Have you ever noticed how some people hang up their personality on a virtual coat-peg, the minute they take centre stage - to pr...
Posted by Geoff Bate
TOP TEN WAYS CLIENTS WASTE MONEY ON RADIO ADVERTISING All of us who sell radio advertising need to be aware of the ways a client can foil our best efforts to help them. Here are the top ten ways clients can cause even a powerful medium like radio to fail. Feel free to print this and show it to clie...
Posted by Mike Brunel
Is giving away something for free have a dark side? In Dan Kennedy and Jason Marrs’s latest book on NO BS Price Strategy they say that it has, and if you get too much into FREE it’s hard to get back valuable customers to your business. They use an example of the current trend among newspapers com...
Posted by Mike Brunel
Send your client a door How do you get clients that has said no to you a hundred times, but you just know that if I could just get his or her attention they would buy off you, what do you do, what is the one thing that might set you apart, try this- send them a door… The key to this idea was researc...
Posted by Mike Brunel
What Walter Says I am a huge fan of the New Yorker magazine, I look forward to receiving it all the way from New York every week, it travels about 10,000 miles into my letterbox, waiting for me to open it, and discover all the different articles, from politics, finance, and human behavior. The reaso...
Posted by Rick Murphy
Imagine sending a 60 word text to thousand of people and then had someone read it to them! That's Radio!
Posted by Brian Winnekins
Hi everyone! Hope your summer is going well! My wife and I are now owners as we closed on our station on June 21st!!! Now the fun really begins! We hope to be on air by fall(its amazing how much paperwork there is!)
Posted by Mike Brunel
Well not quite, but in Bob Bly’s The White Paper Marketing Hand Book, he describes his rule of thumb as a marketer for the last 25 years. “When you market to a group of target prospects, all of whom are qualified and can benefit from what you are selling, only 10 percent will have an immediate nee...
Posted by william schenold
Wanted to thank the wonderful folks at the Radio Sales Cafe for sending out a prize: the Programming & Promotion book. Thank you Heather for the book and beautiful card!
Posted by Chuck Francis
How many times have you heard that radio and the web are powerful partners? Has your station witnessed the power of integrating digital with traditional? Before you finish this article, you’ll have the foundation of creating a powerful money-maker for your station that can be started right away. I’d...
Posted by Mike Brunel
What my Dad taught me about Sales but I wasn’t listening! My dad is 80 years of age, he was in the selling game too, well the other day while I talking to him on the phone, he reckoned I had stolen some of the stuff that he had taught me about selling. He still says that he taught me everything ...
Posted by Mike Brunel
Would you Give your Client away? Over the years I have conceded that maybe my opposition media company is the best fit for the client. If you are in that situation would you let the other guy take the business? The reason you want to do that is to show your customer that actually you have their bes...
Posted by Mike Brunel
How many times have you heard that from a client? The truth is that client could live without your medium if they really wanted to, you on the other hand might starve. So how do you overcome that common objection? Well tell the truth, don’t string the client along on why he or she should buy your r...
Posted by Rod Schwartz
This story is for anyone who has occasion to write or edit ad copy, particularly radio ad copy. I had an opportunity to work with a colleague’s auto dealer client last week, since my friend was going to be out of town for a few days, attending to urgent family business. His client, Mark, manages the...
Posted by william schenold
Think about it .. Doomsday is the biggest and best radio promotion (to promote his stations to the world) there ever was!
Posted by Mike Brunel
I am always on the lookout for ideas, and inspiration from other types of business. If you are looking for service and adding value you cannot go past the hotel industry. They are absolute masters at it. They always ask questions that get a positive response. I wrote an article a while back on tes...
Posted by Mike Brunel
There is a story about a leading manufacturing company based in Japan that saved ¼ million dollars by turning off the lights. A competition was run by this Japanese company with a reward, the task: “How we can save money in our company without damaging, effecting and interrupting the day to day ope...
Posted by Chris Rolando
Two shoe salespeople were sent to Africa to open up new markets. Three days after arriving, one salesperson called the office and said, "I'm returning on the next flight. Can't sell shoes here. Everybody goes barefoot." At the same time the other salesperson sent an email to the factory, telling "Th...
Posted by chris rohloff
Radio Gets Resluts! The week after Christmas Kings Christian bookstore started airing a commercial in which they said "or pick up Jill's favorite, the Daily Bible in Chronological order".. and that same week a KTIA listener visited their bookstore and said she wanted to buy "Jill's Favorite" the D...
Posted by Mike Brunel
A friend of mine works in the real-estate business, at the moment it’s probably not the industry to be in, a bit like advertising. Anyway whenever they list a house, they get the opportunity to share the listing with all their fellow co- workers, because if they get a sole listing,(only that firm ca...
Posted by Mike Brunel
Asking the right Questions? 7 questions to ask a Brand new Client who has never advertised before: 1. New leads into your Business? Q. Are you constantly getting new leads in to your business? This question will open up the conversation around leads, what is the definition of a lead to your ...
Posted by Mike Brunel
I was speaking to one of my retail clients a few weeks ago about vouchers, and expiry dates. I am sure we have all heard of gift vouchers, and at this time of year they become hugely popular. Many companies sell gift vouchers with an expiry date on them – in other words you pay your money but you ...
Posted by John Horton
Hello, I’m John Horton. Looking for a show host to do more than just fill in the gaps? Let me help. I am looking for an on-air position. I am passionate about Radio, can bring ideas to the table, love working on imaging and production, and want to be a part of the team. Not be apart from the team. ...
Posted by Rod Schwartz
Taming Room Noise Harlan Hogan’s Way I’ve recently started experimenting with a new microphone, a Lawson L47MP condenser mic I purchased some time ago. Among the differences I’ve noticed, compared to the Electrovoice RE-27 N/D dynamic mic that’s been my mainstay since 1992, is the Lawson condenser’...
Posted by Paul Schultz
I am an early riser, sometimes awake at 4am, and almost always by 5. I'm guessing many of you are the same way. Yesterday, around 4pm, I was staring at my desk blotter and the cork board in front of me. It was the 4pm wall. I couldn't shake it. Finally, my away-at-university daughter called and I gr...
Posted by Rod Schwartz
The fellow on the right owns a local appliance/bedding/TV store. Obviously, he knows how to have a good time. He's also a model radio advertiser. His commercials run daily throughout the year on a number of local radio stations. He (primarily) and his business partner (less frequently) voice their ...
Posted by Rod Schwartz
I’ll admit it. There are advertisers who should be discouraged from doing their own radio commercials. (Here I would love to insert a few perfect examples, but let’s be charitable.) Still, my tendency is to err in the direction of giving the client a try at it, at least, before deciding to go in a ...
Posted by Brian Winnekins
In a deal preliminarily reported here several months ago, Durand Broadcasting is buying WQOQ/1430 (Durand) from Zoe Communications. Durand Broadcasting is owned by Karla and Brian Winnekins of Durand. Brian Winnekins is currently the Ag Director for "Cow 97" (WCOW/97.1 Sparta-La Crosse). WQOQ has be...
Posted by Rod Schwartz
Advertisers who voice their own radio commercials often find it a powerful way to leverage their knowledge and expertise, their accessibility, even their personalities to competitive advantage. After all, as owners their words carry more weight. They are the local experts in their business or profe...
Posted by Rod Schwartz
I create radio advertising campaigns for a living. Words are the tools of my trade. Words give wings to ideas and make them soar. Words move people, products, and services. Words turn strangers into customers, and customers into evangelists. But the words we speak convey only part of what we mean;...
Posted by Rod Schwartz
Advertising dollars are scarce in the best of times. Competition is always fierce. But in today's economy, can any businessperson afford to squander his limited advertising budget? You wouldn't think so. There have never been more places for advertisers to gamble with their ad dollars. Those who ar...
Posted by Chris Souchack
Dogs. Music. Money. What do they have in common? You. THE HUNT IS ON FOR PEOPLE WHO LOVE DOGS AS MUCH AS MUSIC. IF THAT’S YOU , COME JOIN OUR PACK AND SELL ADVERTISING ON SHWOOF RADIO. Experience needed? Do you know that Canis lupus familiaris means dog? If yes, then great. No? Well, now you do. Eit...
Posted by Rod Schwartz
Serving Two Masters: the Radio Station and the Advertising Client Radio advertising salespeople serve two masters: their radio stations and their advertising clients. A salesperson's paycheck is written on the radio station's bank account. But the station's account depends entirely on the dollars t...
Posted by Al Pervin
I have a pdf file containing lots of ways to generate online ad dollars. Let me know if you would like a copy. Might spark an idea or help with your presentation materials. No solicitation if you request a copy.
Posted by Rod Schwartz
Unless you've been in a coma or completely insulated from media this week, you're familiar with the story of Ted Williams, the one-time radio announcer, gifted with a "bottomless" golden voice, whose submission to alcohol, cocaine, crack and the wrong crowd led him to abandon his family and career f...
Posted by Rod Schwartz
That headline jumped off the page yesterday morning, as though it had been placed there just for me. I have been learning that "Saying Yes to Everything" almost always creates as many difficulties as it tries to solve. Reflecting on how this tendency had gained ascendancy my own life, last spring ...
Posted by Daryl P. McIntire
Tis the season...to recommend an excellent business book: The Leadership Secrets of Santa Claus. How to get things done in your workshop...All year long. This book has a sack full of content with chapters like: Build a Wonderful Workshop, Choose your Reindeer Wisely, Listen to the Elves and Get be...
Posted by Chris Stonick
TABITHA HEALTHCARE HERE’S A RIDDLE? HOW DO YOU TURN AN 8 HOUR SHIFT INTO A 12 HOUR SHIFT? SIMPLE…WORK SOME PLACE WHERE YOU’RE NOT APPRECIATED OR RECOGNIZED. TABITHA HEALTHCARE EMBRACES THEIR EMPLOYEES…MAYBE THAT’S WHY THEY HAVE SO MANY LONG TERM WORKERS. IF YOU’RE A CARE PROFESSIONAL WHO VOWED...
Posted by Rod Schwartz
Generally when a business owner decides to call it quits, his choices are either to sell the business or shutter it. The former is preferable but not always possible. Such was the case for a client of mine recently, who for years had operated a healthy, profitable independent video rental store in t...
Posted by Rod Schwartz
It's just after 1 p.m. in Pullman, Washington. The temperature is 9 degrees. It's snowing again. I've already uncovered the sidewalks twice, moving 4-5 inches each time. But because we had a little advance notice of the Arctic front that was on its way, I was able to schedule this for one of my c...
Posted by Rod Schwartz
Darci the bank teller caught me off guard. "I want to do a radio commercial. I want to be on the radio," she said. "Really." I replied. "Yeah, I want to do a spot for our new CD. I'd be good at it!" In the short time Darci had been working at the bank she'd become a favorite with her customers,...
Posted by Daryl P. McIntire
Hey I love the Holidays, I was Santa for years and have always tried to remain a child a heart. I love the Special Holiday music around the season. HOWEVER there are some artists and groups that should never try to sing Christmas music! I have been listening to about three different stations in two ...
Posted by Frederick Riccio
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Posted by Fred Greensppan
We'll be premiering a new show called Pierce Social Network@ in Phoenix, AZ in October on KFNX 1100AM. It's all about how businesses can progress by using the social networking tools available like LindedIn, Twitter, Facebppk and so many others. To reach the target market, we're scheduling to air on...
Posted by Terence L. Daniels
Hello everyone, The Lord is leading back to St. Louis, Mo.,the first of Sept. 2010, and then eventually to East St. Louis, IL. If anyone has any contacts with the Gospel Stations their I would appreciate. My first choice would be Radio Personality,Talk Show Host and then maybe Sales. Resume can ...
Posted by Jay Mitchell
We recently devoted an entire issue of The Small Market Radio Newsletter to the hot topic of Internet streaming. We received dozens of reader responses to our question, "If you're streaming, either full time or selectively, what service(s) have you had experience with, and were those experiences pos...
Posted by RadioActive Media
I thought this blog post might be interesting to members of this group, detailing as it does, the kinds of advertisers who are spending and increasing budgets. I'm actually giving a preview before it goes live at RadioActive Media. “Radio delivers its best results in quarter-to-quarter revenue comp...
Posted by Chris Rolando
This morning one of my competitors had their main offices burn to the ground. There is nothing left. No on air computers, sat dishes, nothing. But even worse... I am told there is no off site backup. Other broadcasters and I have offered help to get back on air.... but thats not the point. In our c...
Posted by Lee Patterson
I offer great voice overs at a discount price. Please check out my website today at www.ldpvoiceover.com. If you have any clients that needs VO's or maybe station imaging? Please let me know.
Posted by Nuala Canning
I am based in Dublin Ireland and I am looking for information on the US Radio Market.In particular, I am looking for information on the advertising revenue split betweenn Direct Radio advertising and indirect radio advertising.In the UK, it is approximately 31% direct radio advertising vs 69% indire...
Posted by Don The Idea Guy
I don't know about the other folks here in the Radio Sales Cafe, but as the Internet Sales Manager, I am faced with a barrage of inquiries about banners and cheap CPMs. As most of you probably realize, most radio station sites are not exactly a pageview factory. Our stations are very targeted, and s...
Posted by Steven Ridenour
Looking to build a sales team for Stride FM.http://bit.ly/9zX1xu - ceo@stride.fm
Posted by Paul Raymo
I'm still new to radio sales. Anybody have any "life lessons" learned from radio sales?
Posted by Chad Carlson
I have learned that in today’s ad sales world it is much more effective to bring prospects exclusive concepts rather than ad schedules and rates. Back when I worked for ABC/Disney (2000), it was simple, just bring a prospect a spec spot, cume reach and a few sample ad schedules and close some busine...
Posted by Robert B Sherman
When the Going Gets Tough...Great Sellers Get Together
Posted by David Neely
I took our Steeler's Jersey promotion to a client that usually participates every year. This year she turned me down. So I went back, deleted the Jersey promotion part, leaving only the ads that came with it. Then I renamed it the: "I Own a Furniture Store and a Vintage Camero and I Want to Advertis...
Posted by Paul F Robinson
Well, I jumped ship last Monday - left a sales force of ten, and am now the only rep for a brand new smooth jazz station here on Maui... the station signed on - on Monday too... New station, new digs, and a complete change in frame of mind... going from a heavily promotional group of six stations d...
Posted by Tony Mariani
This is an Air Canada customer service response to a customer's complaint after the customer was bumped from four straight flights. "We regret that you were dissatisfied with our response and our gesture of goodwill(the goodwill was 25% discount on the customer's next base fare flight)...while we u...
Posted by Steve Stone
I challenge EVERYONE to compare my jingles with other jingle companies. Then compare my $750 price to theirs. Let me know what you find out. http://jinglegiant.com
Posted by Valeria Bongard
I have never done collections before, and was just told yesterday that I had to start doing them, but was not given any ideas on how to go about it. Any help or info you can give me on how to go about it or what to say would be greatly appreciated. I do not personally think that calling the companie...
Posted by Jingle Jim Reilly
Radio Sales Cafe Members, I send out a radio sales tip newsletter every Monday morning called, The Jingle Of The Week. If you'd like a copy send me your email address and I'll hook you up! Jim Reilly American Music Concepts Email: AmericanJingles@aol.com 732-255-1504
Posted by David Birnie
We have a Movie Theater client that is very agressive and has included us in promoting their shows. They have upgraded to digital and 3D and have two show rooms. This is being done is a town of 3,700 and a county population of 10,000. When they upgraded to digital they also offered ads for sale befo...
Posted by coleportato
Written by LJN Music in NYC and available for pitching to casinos. Or maybe a dating service? Game store? We can customize the song with the client's name. (Additional fee, of course.) Lets Roll Dice +3Db.mp3
Posted by coleportato
This is our "cool iPod music." There are multiple versions/mixes of this song. Designed to be a major agency sound that you provide very cost effectively to your local clients. Catchy hook. Written to capture that light, breezy sense of a carefree weekend. Copy can be as short as :05 or as long as ...
Posted by Bob Doll
I started checking the radiosalescafe regularly since you started it. I'm sure you know this, but, I'm sujre you won't mind hearing it again. THE CAFE IS A REAL HIT. I''m not only amazed at the number of folks who are taking part but THE QUALITY OF THE FOLKS. I know many ofl them,. and, they are amo...
Posted by Scott Mackenzie
The RAB provides a list of manufactures COOP and brands where COOP is about to expire. Is there another source on the web for this information. Any thoughts would be helpful.
Posted by Brian Shea
Many large, middle and even small market stations, in my opinion, still beat the big boys in the ad agencies on a day in day out basis for creativity. I don't think most people entered their work in the Mercury Awards this year because, with a tight economy, gambles aren't as easy to justify. I do n...
Posted by Jeffrey Hedquist
People buy from people, not from institutions. Advertisers often forget this, and are more concerned about their perfect "image" than about relating to their audience as fellow human beings. It's not a perfect world, and listeners recognize this, so a commercial that tries to portray the advertiser...
Posted by bonnie simon
We are currently using smarts but looking at other options. What software does everyone use and why do you like it? Thanks for your input.
Posted by Francisco San Millan
Hispanic Target Media has 9 fm fcc licensed stations in Tx, Az, Fl, NM, and Va. Out of which 5 are currently on the air and the other four stations are scheduled to air this year and 2010. The programming includes Regional Mexican, Tejano, and spanish pop music along with local, national, and Intern...