Ahhh, the good ole call-in. Are you receiving call-ins at your stations? A few, or a lot?
Good inbound leads today are hard to come by, especially if you don’t have a system in place to generate call-ins.
The one thing every station should have is a system to create call-ins. The best and most productive place to start… your own airwaves. And, it has to be more than just saying, “Hey, if you need to advertise, give us a call”. That won’t work. What’s your system?
On a daily basis, media reps suggest to their prospects and clients that they need to advertise and promote themselves in order to generate traffic. But here’s the funny thing… most stations do very little, if anything at all, to promote themselves on the sales side of the business. Huh – Why Not??? And the crazy part is… the inventory to promote your own stations, is FREE!
At ENS Media, we have a proven program to generate call-ins. In addition, it will train your media reps, and promote them AND your stations as professionals.
It seems like a formula for success, doesn’t it?
Are you doing what you are asking your clients and prospects to do every day?
If you would like to learn more about putting your stations on the path to getting more call-ins, click here to arrange a time to visit.
Every once in a while, I meet a salesperson who proudly proclaims, “I’ve got the gift of gab.” In sales, that “gift” is more aptly described as “the curse of chatter”.
Successful sales professionals know that sales are really more about listening than they are about talking.
Those with the curse more often engage in product or feature-speak than they do in providing customer-focused solutions or opportunities.
Customers don’t care how much you know until they know how much you care….and caring is demonstrated by listening.
Listening is by far the most important and difficult skill a sales professional can learn and practice. The salespeople who annoy and alienate prospects the most are those who claim to be good listeners but follow every customer objection with a “yah, but….”
There is no room for the word “but” in a good listener’s vocabulary. To be a professional listener you need to:
Earn the right to ask questions by learning something about the prospect’s business before you make a call. Prepare with open-ended questions that encourage the prospect to express their views and feelings.
Demonstrate you are listening by taking notes. (Always ask permission to take notes, “Your input is important to me; do you mind if I take a few notes?”)
Paraphrase and summarize what you hear. Don’t start a debate.
Use the language and needs you hear the customer express when you make your presentation.
Make certain that every benefit you present relates to a need you heard the prospect express.
There’s a lot more money to be made being interested than there is in being interesting. So why not, shut your trap, bite your lip, zip the lips, and make some money!