Radio Sales Café

I have NOT beeen successful in getting 100% buy-in this, but I know this would work.
Saturday a LOT of the radio stations' customers are working. In fact they are working all weekend. IMAGINE if a rep showed up Saturday Morning with half a dozen bagels and coffee. I KNOW that that would be the ONLY rep who showed up and I KNOW they would be remembered.
No one wants to give up part of their time off, but everyone wants more sales.

I chuckled a bit when I heard this. . . because I started to do a similar thing in our area. I bake home made oreo cookies and deliver to just a handful of businesses now. . . I guess you could call it a trial run. So far it has really helped put a smile on the face of those clients when I walk through the door!

I do like the Saturday idea. . . I may have to give that one a try and I'll let you know!

Homemade oreo cookies? Wow, that sounds so good right now. Any chance I could get your recipe, Wendy? :-)

For Home Made Oreos, I would come to your market!!!

I think it's a great idea, too. But at the risk of appearing, well, selfish where Saturdays are concerned...

One *could* work a trade with a bakery or other provider (our local grocery stores have passable bakery departments and Espresso counters) and have the snack delivered in your name, with a card attached.
This approach still makes the impression, but without imposing on the client's time/attention. At a car dealership, for instance, Saturday is busy-making-deals-day.

Mmmm.... I love Oreos! If you're willing to share your recipe, Wendy, I'd love it, too.

Part of my training for a new sales rep is that radio is not a job, but a lifestyle. Every single advertiser should have your cell number stored in his/her cell phone and you should be available 24/7 .......Yes, see them on Saturdays, Sundays.....whatever it takes......Very few of these salespeople "get it" ...I have one that is in his 4th week and I think he gets it.....but not all are as obsessed like me. But I have great advertiser retention. The five days a week...8 til 5 don't hack it.....

I totally understand your thoughts. But I must respectfully disagree.

This discussion is not unlike the retailer who told me that his store is open 10AM until 5PM Monday through Friday and 10 till 1 on Saturday because he "deserves a life too". I submit that he gave up that right when he chose to be a retailer, unless he has a business with NO competition and sells a product that everyone wants.

All of us in sales are in sales for one of three reasons: 1) We are not qualified to do anything else, 2) We wanted to make a lot of money, 3) We wanted "freedom. In doing this we have given things up, most notably a great deal of our time. It is the trade for the opportunity to make a lot of money for relatively easy work.

Yes there are jobs out there that require far less commitment in terms of hours. There are many jobs that start at 9AM, go until 5PM, have a one hour break for lunch and two 15 minute breaks... one in the morning and one in the evening. These jobs generally have quite low pay, a structure that makes getting ahead as much or if not more... WHO you know rather than what you know and can in many cases be subject to collective bargaining which means no matter how much better you are at what you do... you are held back by the least of your fellow workers.

My belief is that this job is NOT for everyone. But in times like these where our customers need ideas and help more than ever, that it is incumbent upon each and every one of us to give all of the time that is needed. If our clients are working, we should be working. If it is down time there must be time put aside for reading and self education. If you want to be a part of their business rather than a spot salesman... you have to be more.

But maybe I am wrong...

Chris:

I used to do this on a regular basis when I was an AE. Bagels, Pizza, an afternoon snack, anything that shows the client I'm interested, and appreciative, of and in their business. What I learned was many times the client was more relaxed on the weekend and was more willing to talk openly about business in general. I even helped one client stock shelves on a fairly regular basis. I learned more about him during these "informal" non-meeting meetings than I ever would during the week.

Should it be a requirement that all AE's do this? No. But, for those of us that truely believe in great customer service and selling by relationship, it's a necessity. Doesn't have to be an all day, every Saturday thing, but the more you do it, the better the results. I generally split my time between visiting my top clients and those new/prospective clients that had not yet bought in to my wanting to make a difference in their businesses.