Radio Sales Café

Radio Sales Cafe Members

This Week's Sales Tip: This week I have a concept that is sure to help you close some new 52 week contracts ... And we all know that 52 week advertisers get better results and renew more often than transactional clients.

Create mini dealer groups with a local spin and make them business category specific. In my local market in New Jersey, I'd call my first group, The Ocean County Home Repair Hometeam. Take a :60 second spot and break it up into five parts. The first :08 seconds is the intro, then :15 seconds from a HVAC Dealer, :15 from a Window and Door Company, :15 from an Electrical Contractor and a :07 second dealer group close. Present the concept that there is strength in numbers when you join forces with non-competing businesses. Your clients will get a 52 week long term discount plus an additional 66% off the rates by sharing a :60 with two other clients. It's a clever concept for all parties concerned and it will generate results.

The next group can be your Home Buyer Hometeam sold to a Real Estate Company, Mortgage Lender and Law Firm. The Healthcare Hometeam features a Dental Firm, Chiropractic Center and an Urgent Care Facility. The Auto Repair Hometeam promotes a Tire Dealer, Lube Center and a Car Wash. The Dining Out Hometeam includes an Italian Restaurant, an Irish Pub and a French Cafe.

Get a commitment from each client that they will not evaluate the success or the failure of the campaign until the end of the first year ... and get that in writing. If your clients stay with the program and keep their copy filled with great offers, they will be more than happy to renew one year from now. This is a great idea ... Go for it and let me know how you do!

Jim Reilly
American Music Concepts
JingleJim@americanmusicconcepts.com
P 732-604-8625

For the past five years my stations(WALX-FM , WJAM-FM/AM & Kix 101.5, Selma, Al.) have been running a concept similar to your idea with great success. It's called the "Local Business Spotlight". The 7-8 sec open and close, encourages our listeners to shop at home first before going out of town (i.e. to Montgomery, Birmingham, etc.). The three local non compete businesses also get a 15 second ad, with each ad in a different voice. Our open and close is voiced by one of our prominent syndicators (i.e. Rick & Bubba and Tom Joyner). We have several clients that have been with us since we started. Try it. It WORKS!

I have bookmarked this page for future reference!  If or when I'm able to launch the LPFM out of its current CP status to on-air, this will be a good angle to pursue for underwriting.  Of course, we'll have one arm tied behind our back when it comes to "great offers" and other calls to action...

Would you be willing to send me the audio of this? I would like to hear how it sounds, and I would love to get the proposal/package so I can see how you are selling it. I think its a great idea, and would love to see how you are doing it! pete@lavoz933.com

I too would like the audio of this as well.  I think this is a wonderful idea and I have a lot of smaller clients that may not have a lot of advertising dollars.  I would love also to receive the proposal/package so I may also see how you are selling it.  I think this is such a great idea and I know it would help me out in my sales.  Please email me all the info at: Melissa@womtradio.com

Thanks you so much.

Please may i have contract/package too as well as an audio clip? its so brilliant an innovative! my email address is smab786@gmail.com Thanks

Hi Wayne,

Could you please send me your audio clip and your contract/package.  I'd love to see what you did and how you sell it and the levels.  I think this is a wonderful idea and would love to implement this here.  My email is Melissa@womtradio.com

Thank you.

Melissa

Love this idea can you send me the audio please ..thanks

Hi Wayne

Great idea - I would also love a copy of your audio clip and package. We have Good Food Guide running similar type of package. my email is pam@2re.com.au 

Thank you

Pam

I would appreciate a sample of your campaign details and a sample of the commercial itself.  Great idea!  Could you send it to my email at steveeverett@ksam1017.com?  Thanks!!

What a great idea ! could you please email a copy of the audio clip along with the package you have put together for this, definitely something I would like to work on with my client  amanda.hofman@rci.rogers.com

Thank you ,

Amanda

Hi Wayne

I think "Local Business Spotlight"  is a wonderful idea and would love to implement this in our market. Could you please send me your audio clip and your contract/package, samples of scripts or anything else you could share on it.. Thnx Vinnie .  My email is ckpmfm987@gmail.com

Hi Wayne,

I am jumping on the whole begging you for your audio samples and how you put the package together.

This is such a fantastic idea!

Please email to victor@mytcmedia.com.

This has me genuinely excited!

-Victor

Wayne,

I know this topic is a little cold now, but would you mind to send me a copy of your audio clip and package/proposal details.  This would work really well for our small market.  "keeping it local" is a real

hot topic for our local businesses. 

Thank you,

Lori

Send your email address to me at wayne@alexanderbroadcasting.com and I'll send the info to you.

Hi Wayne,

 

This is a great idea for grouping local businesses together and adding value to each of them. Could you please send me the audio, packages/contracts so I can see how everything was put together. Any information pertaining to this topic would be extremely helpful.

Thanks!
Dylan

My email is: dylan.bisignano@bellmedia.ca

My email is anita.baur@bellmedia.ca thx