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Jump-Starting 2009 - In a Tough Economy
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We needn't be a victim of or participant in the Tough Economy. We have tools and ideas at hand that can help us each have a great year. You can take specific action in order to get ahead and stay ahead for the year.
Start with these:
Success is a Decision.
It's also an Intention.
Let's go.
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We Need a Plan
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Many of you have done this exercise for years. It's worked for years. A simple exercise. Name your target annual income. Create an Excel spreadsheet something like this . . .
List your Annual Income Goal, then divide that by 12. It's also very important to know your Average Monthly Invoice. The math says (with this simple math) the AE would need 18 orders in order to make the annual goal. Now where will we get those 18 orders? Also consider, If we sell an order less than $3,500 per month, we'll need more orders. For every monthly schedule over $3,500 - you'll need fewer. .
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Target Categories
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The average Radio account list is insane because it doesn't allow for expertise. You can do yourself a big favor by discovering, and then concentrating on a couple, high spending categories. You become able to talk about their business, understand their business more, are able to talk their talk - and thus be able to propose real-world solutions for them. More than another "rep" you'll become a RESOURCE . The resource will outsell the rep every time.
There are categories actually spending more. Casinos, Mega-churches, Home Security, certain lines of furniture, auto parts, anything "cheap" - the list is huge.
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Scripts & Templates
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Don't make one call - create a Prospecting System. If you're going to make a presentation to an auto parts store, re-create it for EVERY auto parts store in town. In markets number 10-50, for every parts store on the air - there are usually another ten that haven't had a serious presentation from a radio station in the last year. (If ever.) As you make each presentation, it will constantly upgrade and become sharper and sharper.
The same is true for First Contact Prospecting Calls. The more calls you make on the same category - the more effective you'll become. Your rate of Appointments-Per-Call will be higher than anyone else's.
I promise good results from this practice.
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Three TazMedia Products for Right Now!
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Online - How to Jump-Start Your Year - in Today's Tough Economy. The primer.
Click Here for Details & Registration.
Online -Selling in the New Economy - for Senior Sellers & Managers. Aha! It turns out that the problems are different for the Big List Seniors. The larger the market, the larger the problem. Solutions here.
Click Here for Details & Registration.
Onsite - Secrets to Advertising in the New Economy. A Station Workshop for Clients. The clients love it and it produces extra revenue. We've just had a big success in one major market and two more large clusters have jumped on this.
Click Here for Details.
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