Using the Influence Principles in your Radio Advertising- The Law of Authority
The University of Texas got a man to stand on a crowded street corner and cross the street against the light, against the traffic, against the law, to see how many people would follow him. Now he didn’t change any action, but one thing he did do increased the people who followed by 350%. What happened differently to increase his results by 350%? Well, half the time he was dressed in an open neck shirt, jeans and running shoes, the other half of the time he was dressed in a business suit, shi
Selling Radio-What information are you listening for?
Questions- The key to listening effectively is to know what you are listening for? The what and the why- What is their message? Why they want it told? The goal/purpose of any business is to increase profitability. (Investigating their desire and capacity for growth.) The most common reason companies fail is because sales do not deliver according to plan. Other than a business not being good enough- the second most common reason for this failure is ineffective communication.
Solution Selling Advertising
Solutions only derive their value from the problems that they solve. Understanding the difference between a solution, and a problem. Most salespeople spend absolutely no time understanding the problem they are solving, the context of the situation that they’re trying to serve. The biggest way that we can overcome this is, first of all, behaving like specialists, like people who are sales professionals. And to do that, to be a specialist, you need to learn how to ask a lot of really good qu
Radio Advertising- Helping clients develop their Point of Difference
This Blog provides you with a quick reference snapshot of the holes or gaps that may exist to fill in your marketplace. It’s the beliefs you, as a business owner, possess that should determine the gap your business is filling. What is important to you? Why did you create (or buy) this business in the first place? What need did/do you think it's fulfilling better than its competitors? You should be strongly driven by the beliefs that are important to you. The way you expect customers to be trea
Radio Prospecting- Thinking outside the box
In the earlier days of my career, I used to sit around thinking of different ways to get messages across. On many occasions, I’d come up with campaign ideas then have to go about finding an appropriate client to sell the idea too. You should always be keeping your eyes and ears open for ideas for good campaigns. Many topics come in and out of the limelight and for various reasons can make the headlines. Because people absorb information of relevance when a subject has become topical it pr