Hello,
I just started my radio sales career in Houston and I'm super excited about all the prospects in such a big metropolitan city! I worked in cable television sales prior in a smaller market so I'm starting all over again in a new city and new media. My funnel is very full already and I've had so many appointments but I find myself getting frustrated because I haven't' closed business yet. I guess I'm just use to being in my last job and having so many clients. Any encouraging words or advice will help. I know I'm doing everything right, but it's hard to be patient. I'm ready to get things going!
Hi Kristina,
One thing I will suggest to you is be a sponge...You already have media experience in cable....use that to your advantage. and learn more. Learn more about radio sales, programming, production and promotion. A better understanding of all facets of the radio station will help you sell more. Good Luck!
Allen Bailey
KEYL/KXDL
Long Prairie, MN
Thanks Allen! I"m finding this to be very much like cable but I love how my station is very niched in the business sector. This gives me the opportunity to be more focused in my approach. I am definately a sponge at this point, the more I know, the better!
I remember when I changed markets and had to start all over. Just keep filling your funnel, the more you ask, the more you get. You will see amazing results if you just keep doing what you're doing. That's what my husband always told me...It really works. We always say it's a marathon not a sprint. Good Luck, Happy Selling.
Laurie
Hi Kristina,
We are taught that after presenting to ask clients, "What do you love about this proposal?" It focuses on the positive aspects and it will give you clues about what direction they're headed in. And DON'T forget to ASK for the sale! :-) Sometimes it's easy to forget that, even with experienced sellers.
Also, focus on strong relationships with your clients. Even if they don't buy now, keep in touch with them. Tell them, "I will be back to see you in 1 month" --and then return on time. Stop in just to see how they are, or support their business. A HUGE key I have noticed is to request them to be a friend on your Facebook page. What a better way to start a friendship with a client than through Facebook? I have so many clients that have now become friends.
When I started in radio sales 5 years ago I didn't know if I was going to make it. For the last 2 years I've been the top biller at the station. Hang in there and keep doing the right things.
Thanks Jack! That's really motivating!!
Thanks Lindsay! I love the question on loving the proposal, I think that's a very strong statement. My meetings are definitely getting better, practice makes perfect!
Thanks Laurie! My husband tells me the same thing, especially because he knows how impatient I can be. It's good to know someone that understands what it's like to start new again.
