Radio Sales Cafe Members:
This Week's Sales Tip: Welcome to Part 1 of our 2 Part Series on Pitching 52 Week Contracts.
I work with some great Radio/TV Sales Reps but one guy outside of Chicago is the very best. Let's call him Bill DaMost. What makes Bill so special is that he will only accept 52 Week Contracts. Bill is relaxed, confident and in complete control of his career at all times.
Bill speaks to clients from his heart ... To be successful on Radio/TV, clients need a professional memorable campaign and their campaign needs to run for 52 Weeks. Anything less than 52 Weeks is a risky proposition and Bill says "No. Thank You." Bill tells clients, "You would not tell your Dentist how to do a Root Canal, a Tax Accountant how to prepare a return or an HVAC Dealer how to install a new hot water heater". Bill is a well trained expert that knows how to generate profits for his clients and he stands his ground .. 52 Week Contracts only or he walks.
Bill explains the relationship he wants with his clients. Bill wants to be a valuable resource to his clients and not just another Sales Rep. Bill says, "Let's get this one and only sale out of the way so we can get down to helping your business grow." Bill removes the negative Client - Sales Rep dynamic out of the relationship and replaces it with a long term marketing partnership dynamic.
Next Monday, we will take a look at Part 2 of Bill DaMost's strategy. Next week you will see why most of Bill's prospects become 52 Week advertisers.
Jim Reilly
American Music Concepts
P 732-604-8625
Can't wait to read the next one.
