Two Quick Tests to see what kind of Radio salesperson you are

Take a moment right now— and if there’s someone in the room with you, politely request thirty seconds of his or her time. Then ask that person to do the following: “First, with your dominant hand, snap your fingers five times as quickly as you can. Then, again as quickly as you can, use the forefinger of your dominant hand to draw a capital E on your forehead.” Seriously, go ahead and do this. I’ll wait. (If you’re alone, slip this exercise in your back pocket and pull it out at your

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An Inbound Sales Model for Radio Sales

The current radio sales model works almost 100% on an outbound sales strategy- whereas unsolicited emails, phones calls and cold calling are by-and-large the core activities. The focus of this model is to identify the clients who fit the criteria and then, if successful at securing an appointment, attempt to discover a problem advertising can solve. Currently, the closest thing Radio has to an inbound sales strategy is adverts promoting radio advertising and their advertising team. A good inb

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The Reason why Adverts must only focus on ONE THING

In deciding whether a possibility is correct, people typically look for hits rather than misses. For confirmations of the idea rather than disconfirmations. It is easier to register the presence of something than its absence. Sending people down a single psychological chute gets them to search their memory for a hit. Pre-suade by getting somebody to focus on the trait you wish for them to exhibit. “do you consider yourself someone who is…?” Channel somebodies attention not only promotes

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How to write an Effective Radio Proposal

Needs- The customers key business needs, problems, issues, pains or opportunities, the drivers behind the deal Outcomes- The positive impact that will come from meeting those needs, the motivation to move forward. Solutions- A recommendation for a product or service that will solve the problem and deliver the outcomes Evidence- Proof you can do the job on time and budget, your differentiators

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The Role of Advertising for your business.

I want you to imagine right now, that this is your prospective customer- this is MR or MRS ‘Before’ and as you can see they are not particularly happy – So this is them before they buy from you before you solve his or her problem. So on some level, they are discontented - there's an aspect of their lives they want to improve. They have issues you can solve.  Remember your business only exists to solve problems- so what is the problem you solve- what does this before state look like for

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