Jim Seemiller's Radio Ready Ideas

Jim Seemiller's Radio Sales Success Strategies

We hear that it is now budget time!  So many of our radio clients have completed or about to complete estimated budgets for 2012. I would like to offer some last minute ideas to think about:

ATTRITION

This is a huge problem yet we do not hear any of our radio sales folks addressing this area. In the past the year to year attrition was about 20%, we are now hearing numbers that are staggering, 40% is not unusual. That means for next year, if you lose 40% of your accounts to attrition, and you want a 10% increase, simple math tells you that you must open doors to 50% more NEW clients...period. What are you doing that will help you find that amount of new business. We have just exactly a revenue tool that can do that.

SALES STRATEGY

If you are to be successful, you must have a selling strategy and plan for individuals and sales staffs that directs you to success. I recommend that the radio marketing strategy be full of new concepts, expectations, and goals to create a clear picture regarding direction. No strategy equals limited success.

ADD ON SALES

We all know that the most profitable business is having current advertisers add on to their existing campaigns. These clients are already sold, any add on is easier than developing new business. Here is a revenue suggestion (and we have a lot more) - do a monthly sales blitz called DOUBLE DOWN, offer them the same number of spots they are currently running for additional 15%, these spots can be streaming, they can be in off dayparts, overnights, etc. If you have several hundred clients on air, just a conversion of a 33% of these will add an immediate 5% revenue per month.

NEW PRODUCT

Develop new products.  There are too many copycat ideas out there and advertisers have heard them all. We suggest that you look into one of the finest radio marketing revenue ideas, Radio Preferred. Just go to www.radiopreferred.com for more.

CREATE ADVERTISING AND MARKETING CONSULTANTS

This is the age where our sales reps should able to help clients in almost all marketing channels.  If your sales training does not train your sellers in interactive marketing, you should adjust that immediately. We offer sales training webinars, in most cases free, to do exactly that. Learning new skills for your advertising and marketing consultants is a must for new budget numbers.

POLITICAL

This is going to be the biggest revenue political season EVER...what are you doing to go after that business. There is going to be $4 Billion, that's right Billion dollars spent on electing candidate. I suggest that you contact us TODAY about UCOUNT.US, a revenue and ratings tool unheard of in political history.

As you finish your budgets, remember, your mission in 2012 is to connect consumers to your clients.  You must be a solutions provider and reach out of the box for growth opportunities.  The same old things are not working....success to all of you!