how to increase your stations revenue and your commission moderator jay jennings – gsm wycd and...

How to increase your How to increase your stations stations

revenue and YOUR revenue and YOUR commissioncommissionModeratorModerator

Jay Jennings – GSM WYCD and WOMC – Jay Jennings – GSM WYCD and WOMC – Detroit, MIDetroit, MI

PanelistsPanelistsBrad Williams – GM – Federated Media, South Brad Williams – GM – Federated Media, South Bend Bend and Elkhart, INand Elkhart, IN

Katie Gambill – VP/General Manager -5Star Katie Gambill – VP/General Manager -5Star Radio Radio Group, Clarksville, TNGroup, Clarksville, TN

Dave Butterfield - Senior Account Executive, Dave Butterfield - Senior Account Executive, WUSN,WUSN, Chicago, IL Chicago, IL

What can be done with Toyota – What can be done with Toyota – is it an opportunity for Radio? is it an opportunity for Radio?


revenue and YOUR revenue and YOUR commissioncommission

When you meet with a client how When you meet with a client how can we “speed up the process” can we “speed up the process”

How important it is to start a How important it is to start a meeting with a new advertiser meeting with a new advertiser with a needs analysis? with a needs analysis?



CNA’s CNA’s

Uncover Marketing Bridges!Uncover Marketing Bridges!Business has changed, especially this Business has changed, especially this

year!year!Competition is too busy picking up the Competition is too busy picking up the

crumbs!crumbs!Perfect lead in to Interactive especially if Perfect lead in to Interactive especially if

no Website!no Website!



CNA’s CNA’s

We believe in CNA’s so much we offer $20 for We believe in CNA’s so much we offer $20 for each one!each one!

Must be reviewed with GSM!Must be reviewed with GSM!Must be completely filled out Must be completely filled out

including Interactive!including Interactive!Includes current Accounts!Includes current Accounts!



CNA’s CNA’s

RESULTS:RESULTS:Big Dollar Presentations!Big Dollar Presentations!Higher Rates!Higher Rates!SPEC Ad’s as part of presentations!SPEC Ad’s as part of presentations!More Fun!More Fun!



Co-Op – are sellers using the co-Co-Op – are sellers using the co-op section on RAB – great leads!op section on RAB – great leads!

This provides phone numbers This provides phone numbers and email addresses! and email addresses!



Do you ever secure an appointment Do you ever secure an appointment with a Spec spot? with a Spec spot?

Brad Williams - “VISION DIVISION”Brad Williams - “VISION DIVISION”2 guys hammering out Spec 2 guys hammering out Spec

Ad’sAd’s3-5 per week per station= 3-5 per week per station=

20total/weekly20total/weekly



Spec SpotsSpec Spots



Spec Spot ResultsSpec Spot Results

$304,000 in New Business$304,000 in New Business24% Close Ratio v. 14% std.24% Close Ratio v. 14% std.Better Sound ….20% of Hourly PGMBetter Sound ….20% of Hourly PGM



Is your PD an involved Sales Team Is your PD an involved Sales Team Member! Those stations that have a Member! Those stations that have a great working relationship between great working relationship between Sales and Programming are doing Sales and Programming are doing better than those that don't and better than those that don't and have much better ideas to sell. have much better ideas to sell.



Online revenue is increasing – Online revenue is increasing – every report shows this – what every report shows this – what are your doing to get your fair are your doing to get your fair share?share?



New Interactive Department New Interactive Department



Emerging CategoriesEmerging Categories

Education/Universities, Health Care & Education/Universities, Health Care & Hospitals; Home Improvement; and Hospitals; Home Improvement; and Restaurants are some of the Restaurants are some of the categories that are performing well in categories that are performing well in certain marketscertain markets



Sending a brief pre-call letter to Sending a brief pre-call letter to your prospects before calling for your prospects before calling for an appointment can not only an appointment can not only enhance your credibility and enhance your credibility and recognition, but it can serve as the recognition, but it can serve as the template for a successful meetingtemplate for a successful meeting



How does the Country format help How does the Country format help you sell more? What has worked you sell more? What has worked best?best?



How do you offer great customer How do you offer great customer service? How do you get your best service? How do you get your best customers to spend more? customers to spend more?



How to close a sale – What works How to close a sale – What works - at the end of a sales - at the end of a sales conversation, the customer knows conversation, the customer knows everything [he or she] needs to everything [he or she] needs to know to make a decision.know to make a decision.



How to close a sale – How to close a sale –

The key is to ask the customer to take action. Simply ask, The key is to ask the customer to take action. Simply ask, "Why don't you give it a try?" Don't sit there hoping that "Why don't you give it a try?" Don't sit there hoping that somehow, sometime, somewhere, the customer will take somehow, sometime, somewhere, the customer will take action on his own. The sales-person's job is to ask for the action on his own. The sales-person's job is to ask for the order at the end of the presentation.order at the end of the presentation.--Brian Tracy, author --Brian Tracy, author of of The Psychology of Selling: Increase Your Sales Faster The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible and Easier Than You Ever Thought Possible and founder and founder of of Brian Tracy InternationalBrian Tracy International, a Solana Beach, California, , a Solana Beach, California, sales consulting firmsales consulting firm



http://www.briantracy.com/

how to increase your stations revenue and your commission moderator jay jennings – gsm wycd and...

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