Radio Sales Cafe Members,
Wow ... Hundreds of AE's have checked in and have purchased a Prospecting Log Book and are now joining me in this crusade to call on 2012 new clients in 2012. Thank you all for a tremendous response to last week's Jingle of The Week Newsletter.
Let's move on to strategy number two, practiced and put to work by the top billers at Radio/TV Stations all over the USA. My offer last week was ambitious ... You name your 2012 income goal and I've got the secret to get you there with Part 2 of 3 ... guaranteed!
You pick the dollar amount you want to make in 2012 and follow this formula and you can take that salary goal to the bank. Let's call it $50,000 although you may need $100,000, $150,000 and beyond. To make $50,000, you need to have a very clear picture of your average sale. The way to your calculate average sale is to add the bottom line dollar amount on the last 10,20 or 30 insertion orders you placed and divide by the number of insertions. Let's say your average sale is $1,500. Multiply by your commission rate (Ex: 15% of $1,500 is $225.) Divide $225 (average commission) into $50,000 and you'll need about 222 average orders in 2012 to make $50,000. Sounds like a lot of orders but over 50 weeks you need just 4.5 average orders per week.
Your Prospecting Log Book will keep you on track to get you in front of the number of prospects you'll need to make 4.5 sales per week. Remember ... The 10-3-1 (10 calls yields 3 appointments, and 3 appointments yields 1 new sale.) Multiply 4.5 x 3 and you now know you need to make 14 presentations per week to reach your 2012 salary goal.
This year I've shared 51 great ideas to help you increase sales. In the last two week's we covered prospecting and closing new accounts and next Monday is the best idea ever if you sell Radio/TV time .... Merry Christmas to all my media friends!
Jingle Jim Reilly
American Music Concepts
jinglejim@americanmusicconcepts.com
P 732-604-8625
