Selling Radio Direct | Page 3 | radioinfo

Selling Radio

Selling Radio Direct with Pat Bryson

My "I" Controls My "R"

We've all had a salesperson who has excellent sales skills, seems to enjoy selling and yet consistently underperforms.  At least, they underperform in OUR estimation.  But they are performing within their comfort zone.  They are performing as they see themselves being able to perform.

The good...

23 September 2015

Email - nothing personal

Selling Radio Direct with Pat Bryson

Well, I got another letter from Les. Remember him? He's the buying service for radio and TV that spends millions each year with broadcast.  He's also been a friend of mine for some years. Even though I no longer do battle with him over rates and schedules, we still keep in touch. When Les speaks, we should listen. And...

23 September 2015

On the Conference Trail

Selling Radio Direct with Pat Bryson

I recently returned from the Radiodays Conference held in Milan, Italy. Over 1300 radio broadcasters from 50 different countries convened for 3 days to learn, discuss, interact and enjoy the hospitality of this wonderful city.

You would think that radio people in Iceland or Ukraine would have different problems than those in...

23 September 2015

Why Advertise? Have we forgotten?

Selling Radio Direct with Pat Bryson

What's the latest number you've heard for how many advertising impressions bombard us each day?  5,000? 6,000?  A lot, and more each year.  So many, in fact, that it makes us wonder why businesses should continue to spend money on advertising. Why should they join the...

23 September 2015

What is a Customer Worth?

Here's one of my favorite definitions of the marketing process:

"Marketing is the buying and selling of things with good will at a profit.  If you can only have one, take good will because it is tomorrow's profit."

Your clients need to build relationships with their customers.  They want to keep customers happy because...

23 September 2015

Make Money with Testimonials

Selling Radio with Pat Bryson. There is nothing more powerful than a third-party reference.

To that end, I ask you, "How many testimonial letters do you have on file at your office?"  These letters give us the opportunity to provide great comfort to our prospects.

Each time we ask someone to invest money with us, they begin to debate the...

23 September 2015

Oops, We made a mistake

How a mistake can be a golden opportunity. Selling Radio with Pat Bryson

Fact: It is five times more expensive to generate new customers than to keep existing ones. The Gallup organization tells us this, and we all know it to be true.  We also know that we humans make mistakes that can sometimes...

23 September 2015

Organisation Will Make You Money!

Selling Radio with Pat Bryson. 2015 is here with new challenges to meet this year. It will be important to work harder and smarter. 

Finding new business is always important as is retaining existing business through better service strategies. How well we execute the basics of selling may well determine the success of our...

23 September 2015

The Million-Dollar Buyer Speaks Again

My friend and former client emailed me a few weeks ago after having read my newsletter on "word whiskers".  He said it spurred some thoughts. Here are his thoughts:

"You have triggered a couple of thoughts that kind of fit in...

15 September 2015

Get Ready for 2015

I know it seems impossible that 2015 is less than four weeks away, but it is!  Are you ready?  Will 2015 be the year you meet and exceed your goals?  Will it be your highest income year ever?  TODAY is the time to make the changes in your daily activities that will lead to higher revenue and higher income...

30 March 2015

Sometimes you need to fall on your sword

Sometimes our clients become "former clients". Sometimes prospects appear to be moving forward towards becoming new clients when they become "stuck".  They just seem to wither away. Sometimes one of our clients becomes angry with us.  Perhaps we made an error, perhaps they just think we did.
 
Whatever the case, there are times...

15 June 2014

Word Whiskers could dull our presentations

A few weeks ago, I was role playing a presentation with one of my sales people when I noticed some "word whiskers".  At least, that's what my old speech teacher would have called them. These are the words we use to fill silence while we try to think about what we want to say next.  I also heard some words and phrases that...

18 April 2014

We need to redefine "service"

I recently had dinner with a friend of mine who owns ROI, a buying service that places millions of dollars in radio and TV advertising every year.  He is a regular reader of the BBI newsletters, and he asked that I send a message from him to all my readers.  This discussion centered around SERVICE, or, more specifically, the lack thereof. ...

17 March 2014

​Time to get on target to reach goals

Every month, we begin the climb towards achieving our monthly sales budgets. We all know that it's impossible to achieve those goals when we enter the month with no business on the books. We must have a base of business from which we can build each month.  To make certain that we achieve our goals, how much...

04 February 2014

17 Secrets to Success
These seventeen secrets are meant as life-lessons.  I thought they were particularly appropriate as secrets for success in sales also.
  1. Keep your temper to yourself
  2. Give your enthusiasm to everybody
  3. Be yourself, forget yourself, become genuinely interested in the other guy.
  4. Be fair, honest, friendly-and you'll be admired and liked....
04 December 2013

Productive Employees: Healthy Companies

While working my way through the stack of business books accumulating on my bedside table, I came across some valuable insights. "Getting Results" talked about doing more with less. That's the name of the game today for managers, but it is also the same for our employees. Motivating employees to do their best is hard in...

28 October 2013

Top Dog is where your brand wants to be!

Ever heard of Zipf's Law? If you are selling a product, then you need to study this natural phenomena. Mr. Zipf found that "the", the most used English word, occurred about twice as often as "of", the second most used word, and about three times as often as "and", the third most used.
 ...

30 September 2013

What Happens When Customers are Dissatisfied

images_148.The Baker Retailing Initiative at Wharton School of Business conducted a Retail Customer Dissatisfaction Study.  This study exposed some very interesting statistics.  One out of every three dissatisfied customers complains to an average of four people he knows. These four people then avoid...

15 September 2013

The Long-Term Value of a Customer

happycustomer1_250One of my favorite definitions of the marketing process is this: 

"Marketing is the buying and selling of things with good will at a profit.   If you can only have one, take good will because it is tomorrow's profit."

Our clients need to build a relationship with their...

04 August 2013

Body Language Speaks Loudly

bodylanguage_200Much of what we communicate to our clients is not what we SAY. Albert Mehrabian, who was a research pioneer in body language, found that the total impact of a message is about 7% verbal (words only), 38% vocal (tone, inflection) and 55% nonverbal.  Many times, our bodies tell completely different stories than do...

22 July 2013

Pages

radioinfo ABN: 87 004 005 109  P O Box 6430 North Ryde NSW 2113 Australia.  |  All content © 2012. All Rights Reserved.