MARK GILBERT

Getting Inside the Head of the Auto Dealer...and more!
 
Mark will take you down the path of how auto dealers think and show you how to get their money and their trust. He'll share ideas on how to get the meeting-and share his "guaranteed" foot in the door technique. Plus, you'll receive great ideas and strategies from his "Personal Power" presentation-we all have our own power and we all use it differently. Bring your thicker skin. In Mark's last session learn more about yourself and your clients as you'll learn about "Personality Profiles"-use it at home, work or anywhere.
   
 

JIM TASZAREK

Making Your Website Profitable

This is Jim Taszarek’s most requested subject. He said, “This can be a life changer for us.” He believes that, “If we grasp the awesome strength of the web and don’t blindly apply our obsolete sales mythologies, the Web can create a new golden age for broadcasting.  Using clicks and numbers to sell the web is “tripping over dollars to get to dimes. Based on the NTR model we already know, there are dozens of avenues of not only New Business, but most importantly, More Business. He says, “Using metrics to sell a website is like having a dinner date with Angelina Jolie and taking her to McDonald’s.” Large or small market no longer makes a difference. Not only will you’ll have fun, you’ll  leave with confidence for your bright future in broadcasting.

                                        PAUL WEYLAND

Long Term Direct Local SELLING

 Why it's in your best interest to ask for long-term local direct business in virtually every case
 Why it's in your client's best interest to have a long-term contract with your station
 regardless of rates or ratings
 Why clients don't like media salespeople and how to avoid their disdain
 How to explain modern marketing and branding to a local direct client
 How to explain the difference between good and bad advertising to a local direct client
 How to manage your client's expectations about results on your station
 How to get your client  to double or triple what he "perceives" he should be spending on
 your station
 Where rate resistance comes from and how to deal with it
 Sellers learn to tell a story that clients really want to hear.  Once the client realizes that your plan for their success is better than theirs, they are more likely to buy your station long-termregardless of ratings, rates or format.
 

DOUG HARRIS

50 Great MONEY-MAKING Promotional Ideas…And How To Create More
Just Like Them

Keeping up with the demand for client-driven, value-added promotions can be a daunting task. Doug shares his secrets for creating sales-oriented promotions that satisfy the client, the listener and your station AND gives you 50 of his favorites!
The three advantages your sales promotions should have over non-sponsored promotions
The four types of retail promotions
The four questions Account Executives must ask before a promotion can be created
Ten things you can sell instead of a sales promotion 20 things you can offer clients instead
                                    of remote broadcasts
 How to place a dollar value on all aspects of your sales promotions
 A Sales Promotion Worksheet to present your idea to sales and ultimately to the client