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 so rare today that you just might have it posted on your wall. Especially if it were from your boss, a customer, a friend.
The point is, so few people say “Thank you” anymore that receiving a hand-written note becomes an event. Somehow the fact that it is hand written makes it more special than receiving the same sentiment by email.
Part of cutting down on the attrition we all experience in sales is how we follow up with our clients after they have said, “Yes”. Saying “Thank you” is a large part of that.
But, we need to say “Thank you” for situations other than just when someone gives us a new agreement. How about we thank them for their time required for the customer needs analysis? How about we thank them for the sale? How about we thank them for the LOSS? How about we thank them at random times to show we are thinking of them and appreciate their business?
Those of you who have eaten at Chick- fil -A have experienced the person waiting on you respond to your thank you with “My pleasure”. Every Chick- Fil- A employee has been taught to respond that way. It’s part of their corporate culture.
We should make saying, “Thank you” a part of our corporate cultures. My mother told me that the magic words were “please” and “thank you”. Mother was right!
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.