Comments for The Radio Museletter

Comment on It’s a “What if” Friday in Radio Sales by Neil Cutler

Neil Cutler — Mon, 18 Jan 2010 20:51:24 +0000

A Friday state-of-mind isn’t necessarily relegated to a Friday and says more about the individual than the day of the week.

From an account executive stand point Friday can be the most productive work day of the week using part of the day taking stock and planning next week’s agenda while establishing priorities. Considering what extras can be provided to clients and prospects thereby letting them know you care. Enthusiastically embracing station sponsorships and marketing programs and bringing them to clients who might benefit from these programs.

Sales manager’s can ask similar weekly questions. What realistic goals can be set for next week and then sharing these with the sales team. Taking time to address the sales challenges and how can they be overcome. Addressing how best to address client’s needs. Plan a weekly session designed to help AE’s gain new skills and insights. Consider what tools can be added to benefit AE’s and clients alike. Address regular internal and external sales training needs. Look at station booking over the next six months. If projections are lagging address this issue now beyond telling the AE’s to “make more calls.”

After many years as an AE and station manger I now have a unique insight as an agency principal with a major retail client. To often I experience the “Friday” state-of-mind: Sales people virtually never call to see what they can provide or how they can help. They never inquire how the campaign is going. Providing client specific research or news stories is off their radar. Sales people far too often fail to follow through on the simplest of tasks including providing rates and schedules in a timely manner. Once a schedule is over only a small percentage of sales people call to see if or when the client might be advertising again. And in the last four years, not one sales manger has called to say “thank you” for the business or inquire what additional service they might be able to provide for the client. And since my client purchases radio across the state it would be nice if once an AE would inform me about a format change in their market or the latest research.

What’s today’s reality? Is new business now king with client service and sales support an afterthought? Does station management see ongoing sales training as an expense as opposed to an investment? Do ad schedules take precedent over client based solutions? Is there a greater focus on providing what’s good for the station as opposed to how best to help the client? Does station management embrace new Internet and/or social marketing solutions as part of an integrated marketing solution?

Achieving greater sales might be more about attitude than about day-of-the week. If a sales manger thinks every Friday “looks painfully similar to every other day within the last year” then can AE’s be expected to think any differently?

Management owes it to their staff to demonstrate leadership. This alone will help change Friday attitudes to something more positive and dynamic.

Comment on Radio and Search Engines by Zadachi drinting

Zadachi drinting — Mon, 18 Jan 2010 01:13:08 +0000

Thank you for article, much interesting.

Comment on Radio and Search Engines by telotio

telotio — Thu, 19 Nov 2009 21:46:48 +0000

Agree with You.

Comment on The Radio Wind Blows Towards Internet by Jack

Jack — Thu, 19 Nov 2009 19:15:47 +0000

Not to be a naysayer—because I DO believe internte radio will soon be even bigger—but both “samples” were taken of “internet radio listeners” so wouldn’t that tend to skew the answers toward those who already favor the internet as opposed to other forms of audio entertainment? A more accurate statement would be: of those who listen to internet radio, here is how they consume that and other audio media.

Comment on 8 Tips to Nurture and Grow Client Relationships in Tough Times by nintendost

nintendost — Tue, 17 Nov 2009 18:28:38 +0000

Article very interesting, I will necessarily add it in the selected works and I will visit this site

Comment on Ride the Radio Recovery: Are you ready? by Larry

Larry — Wed, 28 Oct 2009 23:37:42 +0000

It’s the same medicine that radio has prescribed for years to advertisers. Increased market share goes to those who are first to recognize the evolving mindset of the marketplace and seize the advantages offered by a resurgent business environment. The radio recovery will come indeed and the radio landscape will morph as Darwinian law prevails. Hopefully, those who emerge from this carnage will recognize that an economic recovery to our pre-recession status is no real victory. Victory is when we can begin moving radio’s share of media spend back towards the 8% number we had at the start of the decade. Once we stop the bleeding, we need a major sales talent/managemnt transfusion to help us gain that type of momentum. Standing still at 7.2% or (heaven forbid) sliding south of 7% will be catastrophic.

Comment on Ride the Radio Recovery: Are you ready? by Jon Williamson

Jon Williamson — Mon, 26 Oct 2009 23:24:54 +0000

Do you have any good data on how many radio stations are aggressively bartering unused air time/ad inventory as a method of conserving cash or obtaining promotional items ranging from local restaurants to “dream vacations”?

Jon

Comment on Construction Zones (part two) by Savannah

Savannah — Fri, 16 Oct 2009 21:20:52 +0000

Awesome blog! I thought about starting my own blog too but I'm just too lazy so, I guess I'll just have to keep checking yours out. LOL,

Comment on Construction Zones (part two) by HelpAllerie

HelpAllerie — Tue, 22 Sep 2009 02:58:51 +0000

I don’t know If I said it already but …This blog rocks! I gotta say, that I read a lot of blogs on a daily basis and for the most part, people lack substance but, I just wanted to make a quick comment to say I’m glad I found your blog. Thanks,

A definite great read..

-Bill-Bartmann

Comment on Construction Zones (part two) by Bill Bartmann

Bill Bartmann — Sun, 20 Sep 2009 21:22:45 +0000

This blog rocks! I gotta say, that I read a lot of blogs on a daily basis and for the most part, people lack substance but, I just wanted to make a quick comment to say I’m glad I found your blog. Thanks,

A definite great read..

-Bill-Bartmann