Jim Seemiller's Radio Ready Ideas

I just finished reading a good article on the timing and content of sales meetings. It was enlightening and gave me thoughts to pass on to you. The worst time to have a weekly sales meeting is Monday morning, too many things are on everyone's mind as they begin the week, transition from weekend to work mode. The second worst time is Friday, most folks are mentally shut down and are ready to do the weekend thing and your content will be lost within 20 minutes of the meeting ending. The best time is Tuesday morning, and 30 minutes before normal work time till 30 minutes after normal work time. A manager must prepare for these meetings and make sure all topics have been reviewed for content and what is to be accomplished.We recommend a combination of salutes for good orders, presentations, proposals etc, giving everyone a moment in the spotlight to get some credit for their efforts. The next thing should be introduction of new products, new concepts and have them laid out so they are ready to roll when they leave meeting. Try to keep away from complaining, but do not be afraid to cover problem areas, as long as the problems come with possible solutions. Make meetings, fast, fun, full of content, full of interaction.

Most of us have links on station websites that will direct you to the advertising pages with information on radio stations. We recommend that you try to capture data from visitors to this site, offer incentive to capture the data because these are interested buyers of your product. Why not do a video pre-roll into this section explaining radio station heritage in warm friendly manner to sell yourself?

Whatever happened to the handwritten thank you note?  In our digital world, we just don't do it anymore. I suggest that you buy 50 thank you notes and send them out after a sales call and watch the difference in customer attitude. It takes the same amount of time as an e-mail but is 1000 times more effective.

If you are doing mobile marketing at your stations, remember sending a re-market message can be timed well and the best time is right before lunch. Most folks review texts before lunch or during, it is a great time to send.

We all say that CNA OR CUSTOMER NEEDS ANALYSIS determines what clients need.  If you are looking for some effective questions, e-mail me and ask for my  complimentary "7 MAGICAL QUESTIONS". After over three decades of radio, and helping thousands of businesses grow, I have this process down to a science. 

Leadership tip - Success is not a chance event, leaders do things right but they also must do the right things.

My final thought - tf you think your revenue posture is more survival mode than aggressive growth, contact us for new ideas from a digital media company that does it all for you -  from internet marketing solutions to radio marketing ideas.

Happy selling!

Jim Seemiller