Monthly Archives: May 2014

Prospecting: Easy as 1-2-3

With some advertisers shifting their budgets to shiny new media, prospecting for new business is more important than ever. By the way, those who migrate from proven advertising basics to try something new will eventually return to a more intelligent mix of broadcast and online, but in the meantime, you need to make a living…. [Read More]

Your Competitive Advantage

“Psychological reciprocity” is one of the most powerful sales levers a radio sales professional can develop. In his book, The Psychology of Persuasion, Dr. Robert Cialdini identifies psychological reciprocity as “the deep rooted subconscious need to return effort to those who put forth effort for us” as one of the six most powerful influences on human… [Read More]

Too Busy to Succeed

“It’s no secret that radio has reached the Critical Visionary Point in the Business Revenue Lifecycle  outlined in this graph. Of course the enemy of Critical Vision is, “This is the way we’ve always done it.” As consultants, we introduce new ideas at the Critical Visionary Point. No one hires us to keep doing things the way they’ve always… [Read More]

Did You Hear It?

Did you hear the huge click of radios and TVs around the world being turned off forever? It happened on August 6, 1991, when the World Wide Web became a publicly available service on the internet. If you didn’t hear that resounding “click” that signalled the end of broadcasting, you’re not alone….I didn’t hear it… [Read More]