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Posts in "Hot Topics"

Selling Features AND Benefits

October 24, 2013

Filed Under: Hot Topics

A good sales person knows the features of their product or service like the back of their hand. They can paint a picture of their company for the customer that makes them sound as grand as the ceiling of the Sistine Chapel. But does the customer want to buy the features of a company? No. They want to know what’s in it for them.

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The Digital Dash – How Big a Threat?

October 17, 2013

Filed Under: Hot Topics

Much has been discussed about the digital dashboard that is now appearing in many new cars. Several industry experts have made statements that have been misinterpreted that the radio will disappear from the car dash. While there are no plans for this to happen, radio’s monopoly on the dashboard is eroding. How we, as broadcasters, react to this competitive threat is important.

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It’s the Most Wonderful Time of the Year

October 10, 2013

Filed Under: Hot Topics

Sleigh Bells Ring

Can you hear it? Shhhh … listen. Ring a ling a ling … hear the bells?  That’s the sound of the Program Director chomping at the bit to start playing Christmas music NOW if they could.  But, stop it, you overzealous musical powers that be. We’ve barely packed away our bathing suits. (♪♪ hmmm … hmmm … Margaritaville … ♪ ♪)

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Obamacare … Why Do We Care?

October 3, 2013

Filed Under: Hot Topics

Radio cares because of one word … OPPORTUNITY!  The Affordable Care Act (ACA), or Obamacare, will bring a number of different opportunities to radio’s door.

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To Simulcast, or Not to Simulcast, That Is the Question.

September 26, 2013

Filed Under: Hot Topics

There is an ongoing discussion in the industry about the pros and cons of simulcasting your broadcast content on your internet stream. With apologies to Mr. Shakespeare, we thought it would be helpful to explore some of the issues in detail to help you make this important business decision.
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Don’t Ignore Your Weekends!

September 19, 2013

Filed Under: Hot Topics

If weekends aren’t playing a significant role in your radio advertising campaigns, you are missing a tremendous opportunity to reach your target consumers as they prepare to make purchasing decisions. There’s no better time than on the weekend to reach consumers who are grocery shopping, eating at restaurants, deciding what to do and where to go with their families, working on home improvements, and so many other weekend activities that result in a purchase or expenditure.

Is anyone listening to radio during the Weekends? ABSOULTELY!

Now You Just Need to Prove It to Your Advertisers.

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The Importance of a Client Needs Analysis, Writing Presentations, and Closing the Sale

September 12, 2013

Filed Under: Hot Topics

Why a Client Needs Analysis?

While it is important to provide the prospective client with as much information as you can, it is also important to find out as much as possible about their business. The best way to do this is by conducting a Client Needs Analysis. The basis for conducting the client needs analysis is simply to identify the client’s needs and objectives. It will also give you and the client the opportunity to brainstorm and create a plan or strategy that the client can clearly see will take care of their needs and objectives.

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Demystifying PPM Sample Terminology

September 5, 2013

Filed Under: Hot Topics

PPM isn’t exactly new on the scene, but are there some terms that you just never quite wrapped your brain around? Let’s see if we can clear things up. Open up your eBook and let’s dig in.

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Prospecting and Getting the Appointment

August 29, 2013

Filed Under: Hot Topics

Prospecting is based on a simple principle: The more that you do it, the greater your chances of reaping rewards. As a radio sales professional, you will have key accounts for which you are responsible. However, in order to be successful in the radio sales arena, it is important to recognize you have to keep current clients happy as well as add new clients to your sales portfolio.

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Video Did Not Kill the Radio and Neither Will the Internet

August 22, 2013

Filed Under: Hot Topics

MTVOn August 1, 1981, MTV debuted with the The Buggles’ song, “Video Killed the Radio Star.” Thirty-two years later MTV has evolved and is no longer playing music videos. As far as radio; most stations are still pumping out the music and the hits.

So now we hear that the internet is the next piece of technology that is going to kill the radio. If you believe the digital audio services claims, this has already happened. The trouble is there are no facts to back up these self-promoting statements. In every market we examined, radio has a ninety-plus percent reach. That means that just about everyone tunes to the radio in an average week. There goes the belief that radio is a dying medium.

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