Get prepared for 2015

Selling Radio with Pat Bryson

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 for you. How we spend our “billable hours” will be reflected in our paychecks. 

Time is money, literally.

Sales is a process.  We need to put new people into our pipeline daily (prospecting).  We need to schedule client needs analysis meetings, where we learn about our client’s world.  We need to present campaigns designed to meet those needs and goals.  These three activities should be done DAILY.  They should form the basis of your schedule. If every day of your selling career you had two client needs analysis meetings scheduled and one presentation for annual dollars, how successful would you be?  What if you had three client needs analysis meetings scheduled and two presentations for annual dollars?

We also need to allow time for service work: writing presentations, writing orders, copy, production orders, answering email, returning calls, following up on results with our clients.  These are very important parts of our jobs, but often times, we allow them to take precedence over the three steps that will lead to sales.  These  service activities should take place before 9:00AM and after 4:00PM, or 16:00 for those of you on military time. With today’s technology, the ability to return phone calls and answer emails is as close as your phone.

The successful sales people I have worked with also do one other important thing: they set aside a few hours each week to PLAN. These planning sessions are done outside of normal work hours. Choose a time that works for you, a time you can be uninterrupted for a couple of hours to think strategically.

The best time-management experts in the world can only give you techniques to make better use of your billable hours.  It’s up to you to adopt these techniques and make them into habits. As saying goes, “You can lead a horse to water but you can’t make him drink.”  The pond is here. I hope you’ll take a big, long guzzle.  I promise you that better use of your time will mean higher revenue for you.


About The Author 

Pat Bryson is the founder of Bryson Broadcasting International, a consulting firm that works with radio stations around the world to increase revenue by raising the skill level of their sales staffs. Her client list spans from the United States to Canada, Europe and Central Asia.

Pat has spent her entire career creating a culture of over-achievement for her stations. She began her career in radio sales, becoming one of the highest billing sales people in her market. Her career advanced to General Sales Manager, and then to Market Manager. Since starting BBI 7 years ago, she has helped hundreds of radio stations to find, train and grow great quality sales people and managers.

Pat was the recipient of two prestigious educational fellowships from the Educational Foundation of the National Association of Broadcasters: a fellowship to the Executive Development Program and a fellowship to the Broadcast Leadership Training Program.

She publishes the Bryson Broadcasting International Newsletter twice monthly and is a contributor to Valerie Geller’s latest book, Beyond Powerful Radio: A Communicator’s Guide To The Internet Age.

You may contact Pat at [email protected] or visit her website at


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