The impending demise of terrestrial radio has been greatly exaggerated; however new media delivery options will most likely erode current audience levels. Wizard Of Ads® Partner Walter Koschnitzke believes that by shifting our “selling” focus slightly, radio can deliver better results even as audiences shrink.
In short it’s time to stop “selling” clients on our products and promotions and start “hiring” a select group of clients as marketing partners.
This session from the “Radio in the 21st Century” Wizard Academy gives radio reps and managers a systematic process to increase the number of long-term weekly advertisers while maintaining short-term efforts to achieve budget.
Walt believes that it takes relatively few of the “right” clients to make an above average income in radio sales and for a team to exceed all sales goals. Topics in this 3-hour workshop include:
The future of local radio
What an ideal client looks like
Asking the right questions (throw your old customer needs analysis away)
Discovering if your prospect will walk the walk – not just talk the talk
It’s not about you or your customer it’s about the customer’s customer.
Calculating an ad budget.
Keeping the customer satisfied
Quick fixes don’t last very long. Many reps and manager go from quick fix to quick fix trying to keep up. “Stop Selling and Start Hiring” provides the tools for taking small steps to change the way they think about their clients, their role and their industry.
For availability, contact: firstname.lastname@example.org