Radio Prospecting- Networking

The word network means the established group of friend’s colleagues and people that individuals know. Network selling is the term used by many of the non-retail sales companies like Usana, Amway and GNLD. These companies have preferred to have their company represented by passionate individuals rather than mass-market retailers. The principle is based on exactly what I’m preaching to you in this book. These big network marketing companies realized people are becoming less trustworthy of

Read More

Radio Sales- Getting your very first client

Even the word is enough to send shivers down your spine, ‘prospecting’ the most feared word in a salesperson dictionary. As I’ve mentioned, every salesperson suggests to me the most enjoyable facet of their job is meeting new people and helping people yet only the best are prepared to consistently do it. If the fear of rejection is too big for you then you’ll always struggle in any sales job that has an element of sourcing new clients (that’s why many older sales reps prefer key ac

Read More

Radio Sales- Getting Clients further along the Relationship Scale

It is true of any business or industry – as it is in radio, that up to 20% of your current customers will no longer be doing business with you in 12 months time through no fault of your own. It makes sense that even the most established Account Executives have mechanisms in place to find new customers. It can be hard, being an established rep who has already built up a loyal client list by being a brand in the marketplace that is respected and trusted to go out and expose yourself to new c

Read More

Radio Account Executive- The Purpose of your Business

I believe there is a statement that can encompass the purpose of everybody’s business including every one of your clients and your own business also. Often I ask salespeople what is the purpose of business and the answer tends to be to make money, that seems logical but when I probe further it tends to draw a blank. I’ve heard Ducker’s definition “There is only one valid definition of business purpose: To create a customer” and I believe that again is still too broad.

Read More

Radio Account Executive- Your Brand is You

The first assumption you should make about your role as a media salesperson should be that it is your own business. I’ve heard it said that the problem with jobs are they are too small for people, therefore the most empowering view you can have towards your career is not to see it as a job or a sales position but purely identify it as your very own business. If you realise that you are running your own business and are putting a certain percentage (your commission) to the bottom line then y

Read More

Showing 36 to 40 of 74 (15 Pages)