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...
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...
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....
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...
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...
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...
5 June 2017 Selling Radio Direct with Pat Bryson "I'm not sure radio works: You'll have to prove it to me with this week's schedule." "I want...
17 April 2017 Selling Radio Direct with Pat Bryson In an earlier newsletter, we talked about how to deal with Mr. Not-So-Big if we could not get to Mr.
28 February 2017 Selling Radio Direct with Pat Bryson All too often, we fail to close business because we are speaking to a person who can say, "No"...
3 December 2016 Selling Radio Direct with Pat Bryson Many of us will have already done our revenue projections for the New Year. But, just in case...
1 November 2016 Selling Radio Direct with Pat Bryson How does radio affect the brain? The answer to this question is the secret weapon in our arsenal....
1 August 2016 Selling Radio Direct with Pat Bryson Zipf's Law. Ever heard of it? This natural phenomena is important to anyone who is selling a product. Mr.
23 September 2015 Pat Bryson selling radio direct Much of what we communicate to our clients is not what we SAY. Albert Mehrabian, who was a research pioneer in...
23 September 2015 Selling Radio Direct with Pat Bryson We don't sell radio, newspaper or TV. We sell marketing solutions. Our clients will be glad to see us if...
23 September 2015 Selling Radio Direct with Pat Bryson What makes a GREAT salesperson? They have the highest billing on the station, right? They are constantly bringing in new accounts...
23 September 2015 Selling Radio Direct with Pat Bryson Why do our prospects buy from us? As we move prospects through the stages of a sale, we know...
23 September 2015 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,...
23 September 2015 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...
23 September 2015 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...
23 September 2015 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,...
23 September 2015 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...
23 September 2015 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...
23 September 2015 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...
23 September 2015 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...
15 September 2015 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....
30 March 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...
15 June 2014 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...
18 April 2014 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...
16 March 2014 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...
4 February 2014 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...
