Advertising - make your message stand out

We now live in the information age, so one of our brain's major daily functions is to help filter out the majority of this information. That is the role of your 'reticular activator' - it’s your mind’s filtering mechanism. Kind of like a goalie, trying to save everything from getting past and filling our mind with irrelevant, unwanted information. It’s also the cause of failure for most advertising. That’s because most advertising assumes it starts with the customer’s attention, but i

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Sell what people LOVE to buy - a new opportunity

If you give serious consideration as to how you can apply this principle, you will see a significant increase in your sales conversion. Choose an element of your offer - a particular service, a certain product, or a grouping of products or services - and see if you can apply the following principles. Be creative, be prepared to look at your offering in a new way. You don’t need to be dishonest or exaggerate; you’ll just be positioning this offer in a slightly different manner than previousl

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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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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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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.

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