Radio Sales Cafe Members,
This Week's Sales Tip: The response to our two part series on Pitching 52 Week Contracts was amazing. Thanks to everyone who shared their thoughts. Staying on topic, there is a new concept in Decision Making that can help you and your clients. Read on ...
Making Decisions drain your brain ... Psychologist Roy Baumeister, a leading researcher in this area, compared the willpower required in decision-making to a muscle that weakens with use. The smarter strategy is to reduce the number of choices you make every day, because even the little ones sap your strength. Develop habits like parking in the same spot every morning, eat the same breakfast, plan your weekly routine like working North of the station on Tuesdays, Head East on Wednesdays, etc. President Obama told Vanity Fair that he only wears gray and blue suites because he has too many other decisions to make that are far more important.
This concept ties in very nicely with selling 52 week contracts. Clients may choose the more stressful approach to deciding on your proposals month-to-month (12 Hard Decisions) or they can preserve stamina, judgement, emotional self-control -- and by extension, happiness --- by deciding on a 52 week contract with one simple decision. Choosing the latter is the more productive way to do business.
Try this and I know your clients will agree.
Jim Reilly
American Music Concepts
JingleJim@americanmusicconcepts.com
P 732-604-8625
