Selling Radio Direct

Growth Categories that are ready to advertise

17 May 2020 Selling Radio Direct with Pat Bryson As the world begins to open businesses, we must be on the forefront of calling on target categories of business. There...

The World is Opening. Now What?

10 May 2020 Selling Radio Direct with Pat Bryson. Most states in the U.S.

The Anatomy of a Crisis

3 May 2020 Selling Radio Direct with Pat Bryson. Where are we in the progression of the COVID-19 crisis? Most US states started locking down cities in mid March. Some...

Categories We Should Be Calling On Now

19 April 2020 Selling Radio Direct with Pat Bryson. "In times of business interruption, business doesn't stop: normal business stops.

Radio Sales in the Time of Coronavirus – PART 3

5 April 2020 Selling Radio Direct with Pat Bryson. I was participating in an idea exchange with broadcasters from across the US last week when one person...

Radio Sales in the Time of Coronavirus – PART 2

29 March 2020 Selling Radio Direct with Pat Bryson Our clients are asking themselves this question daily. As I mentioned in last week's post, there has been research...

Radio Sales in the Time of Coronavirus

16 March 2020 Selling Radio Direct with Pat Bryson If you haven't already heard this from a client, you probably will soon: "I want to cancel my advertising because...

Our Brain on Radio

1 March 2020 Selling Radio Direct with Pat Bryson "I can't measure radio advertising." Ever heard that? Radio results can be hard to trace because we reach consumers even when...

What every radio client wants to know: What’s in it for me?

16 February 2020 Selling Radio Direct with Pat Bryson Every time we approach a new prospect, or ask an existing client for a renewal, that person is asking themselves: "What's in...

As 2020 rolls along, how will you be travelling?

2 February 2020 Selling Radio Direct with Pat Bryson It's already the second month of the New Year. Whatever New Year's resolutions you may have made, you now have only...

Facts or Benefits?

13 August 2019 Selling Radio Direct with Pat Bryson Take five minutes and write down all the facts you know about your stations. You may know so much that you...

Sales isn’t what you tell people. It’s what ask people

22 July 2019 Selling Radio Direct with Pat Bryson I Have Some Honest Serving Men... In today's environment, this saying might be "I have some honest serving people." I've never...

Sales prospects are where you find them

10 June 2019 Selling Radio Direct with Pat Bryson I was in the middle of one of my domestic chores (going to the grocery store) during one of my infrequent...

My “I” and My “R”

3 February 2019 Selling Radio Direct with Pat Bryson In my previous post, we talked about our "Why?". What are our Level Three motivators that spur us to...

What’s Your “Why”?

15 January 2019 Selling Radio Direct with Pat Bryson 2019 is off and running. By now you will have your new revenue goals for the year.

Selling Multi-Year Radio Advertising Agreements: It can be done

3 December 2018 Selling Radio Direct with Pat Bryson I hope by now you have been talking with all your clients about 2019. In fact, I hope you've been doing so for...

A little customer service goes a long way

2 October 2018 Selling Radio Direct with Pat Bryson A few weeks ago, I needed two items that a quick search on the Internet showed me should be available at...

Understanding the Marketing Channel

17 September 2018 Selling Radio Direct with Pat Bryson Every time a new product is introduced, potential consumers must move through the Marketing Channel. The stages are Unawareness, Awareness, Comprehension and Image, Attitude and Action. ...

Getting to “Yes”

1 September 2018 Selling Radio Direct with Pat Bryson Getting prospects to sign on the dotted line does not always go according to your plan. At the...

Words That Weaken Your Message

22 May 2018 Selling Radio Direct with Pat Bryson Those pesky little words that we use to fill silence as we decide what to say next. These...

Keep Your Pipeline Full

1 May 2018 Selling Radio Direct with Pat Bryson It's important to keep your sales pipeline full of prospects. If they don't enter your funnel, they won't come...

The Power of “Thank You”

17 April 2018 Selling Radio Direct with Pat Bryson When was the last time someone sent you a Thank-You note? Do you still have it? These items are...

Radio and the Brain

15 March 2018 Selling Radio Direct with Pat Bryson Westwood One recently did a biometric study of how various forms of advertising affect the brain. What they...

My unusual holiday

18 February 2018 In December, I spent two weeks in Pakistan. Now, this is not my normal location to spend part of my holidays.

Do Actions Speak Louder Than Words?

29 October 2017 Selling Radio Direct with Pat Bryson Why is it so hard to get people's full meaning when we converse by telephone or through email? It's because...

Why would I want to buy radio ads?

3 October 2017 Selling Radio Direct with Pat Bryson John Wanamaker is credited with saying, "Half of my advertising is wasted: I just don't know which half." Whether or not...

The first place to advertise in a changing world

5 September 2017 Selling Radio Direct with Pat Bryson I was working with my newspaper client a few weeks ago discussing the most common objections they hear....

Selling Radio Direct with Pat Bryson

4 August 2017 Do It Today! Ever heard that bit of wisdom, "Never put off till tomorrow, what you can do today"? One of the attributes of great...

Why good story tellers make great sales people

18 July 2017 Selling Radio Direct with Pat Bryson The best sales people are story-tellers. They use stories about previous clients to help future clients to feel comfortable...

How To Avoid the “Chicken Out” Syndrome

27 June 2017 Selling Radio Direct with Pat Bryson Last newsletter we talked about selling long-term. Part of the process of selling long-term is managing our clients' expectations...