Tag Archives: Budgets

Write ’em Down

It’s that time of year. Time for setting budgets and goals for 2020.

Let’s start with the difference between budgets and goals. Budgets are what you think you will do for sales in 2020. Goals are what you want. There’s a huge difference between what you think and what you want!

The budgeting process is fairly easy. You did this much last year, and you plan on or think you can do this much next year. OK, there’s a little more to it than that, but in a nutshell, that is budgeting.

Goal setting should be much more in-depth on a professional AND personal level.

Setting goals is the time when you reflect on what you accomplished last year and what you want to accomplish next year. Goals are more than just your sales and money. Equally important, or even more so, goals should be about what you want and how you will grow professionally, and what you want personally for yourself and your family.

Goals are the fuel for your fire!

While statistics vary, most professionals agree that by committing your goals to paper, you increase your chances of reaching them by 42%.

Here are some things to include in your goal-setting process:

· List 5 new clients you want to have on the air by July 1st (the number of accounts/clients can vary)

· List 10 clients that you want to increase in 2020 by July 1^st

· List 10 clients that you want to add/upsell, i.e. add a station, add digital, add streaming, etc.

· List 5 things you accomplished in 2019 that you are most proud of

· List 5 areas of the sales process you need to improve on in 2020, i.e. prospecting, upselling, CNAs, etc.

· List 5 things you will do to help improve yourself, i.e. read books, attend seminars, be more organized, become healthier, affirmations, etc.

· List 5 things you want to accomplish for your family in 2020, i.e. new home, car, vacation, savings account, reduce debt, motorcycle, healthier lifestyle, etc.

By consciously thinking about what you want to achieve and then writing it down, you will be on the path to achieving your goals.

Many people have been quoted as saying, “Goals not written down are just dreams”. While there is nothing wrong with dreaming, you’re much more likely to fulfill your goals than you are your dreams!

What do YOU want in 2020? Write ’em down!!

The Early Bird

Nowhere is the expression, “the early bird gets the worm” more relevant than in advertising sales.

There is a reason why seasonal markets, like snowmobiling, motorcycling or boating, have their big marketing events and consumer shows long before the season begins.

Skiers buy their ski wear pre-season to be ready to hit the slopes with the first snow fall and sporting goods store owners are placing their orders for goods, and for advertising, far in advance of that.

Every rookie salesperson has experienced calling on a landscaper or a boat dealer just as their season is about to begin, only to hear “My budget is already spent.”

The best media sales managers are planning their Christmas sales meetings now in order to have their teams hitting the streets with their Christmas presentations in late August or early September.

Click here to receive our free tips on planning for a successful 2016 Christmas and January 2017.

Broadcast Deserves 78% of Advertiser Budgets

The Advertising Research Foundation released a study at last week’s Re!Think

Conference that makes the case for radio advertising.

The ‘How Advertising Works Today’ study, hailed as “the most extensive industry study in more than a quarter century”, spanned 5000 campaigns for 1,000 advertisers in 41 countries.

The study found, among other things, that advertisers can increase their ROI (Return on Investment) by not putting all of their eggs in the digital media basket.

In fact, the study found that a budget with 78% placed on traditional media and 22% on digital worked best for audiences as a whole. For people aged 18-34, the most successful split was only slightly different, 71% to 29%.

You know that the internet is replacing all things print, making this The Age of Electronic Media. An electronic media mix of broadcast to inspire and internet to inform eliminates the need for advertisers to pay lumber jacks, pulp and paper mills, truck drivers, printing press operators and delivery people to produce and distribute their message.

The bottom line? Broadcast (radio and TV) deserve the lion’s share of the recommended 78% traditional media spend.

The How Advertising Works Today study also revealed that the cross platform message must have a common thread to be effective. In other words, their reactive digital campaign must deliver a message that is consistent with their proactive broadcast campaign.

Our SoundADvice radio e-marketing system and our Radio Works advertiser seminars clearly position radio and TV as the strategically proactive media, creating a pre-need preference for an advertiser, and digital as the reactive media audiences turn to once they’ve discovered a need.

The take away from this study, is we now can justify proactive broadcast media capturing 78% of the budget!

Research like this seldom convinces advertisers with stubborn opinions about the importance of print or digital to change their minds. But it can help over time.

Where this research can really create a tipping point is with undecided advertisers… those advertisers confused and bewildered by all of the competing media claims. And that’s probably more than half of all local advertisers.

Contact [email protected] to inquire about using Radio Works and SoundADvice to increase your local-direct revenues.

ENS on Sales

Marketing & Motivational Consultants

Tag Archives: Budgets

Write ’em Down

It’s that time of year. Time for setting budgets and goals for 2020.

Let’s start with the difference between budgets and goals. Budgets are what you think you will do for sales in 2020. Goals are what you want. There’s a huge difference between what you think and what you want!

The budgeting process is fairly easy. You did this much last year, and you plan on or think you can do this much next year. OK, there’s a little more to it than that, but in a nutshell, that is budgeting.

Goal setting should be much more in-depth on a professional AND personal level.

Goals are the fuel for your fire!

While statistics vary, most professionals agree that by committing your goals to paper, you increase your chances of reaching them by 42%.

Here are some things to include in your goal-setting process:

· List 5 new clients you want to have on the air by July 1st (the number of accounts/clients can vary)

· List 10 clients that you want to increase in 2020 by July 1^st

· List 10 clients that you want to add/upsell, i.e. add a station, add digital, add streaming, etc.

· List 5 things you accomplished in 2019 that you are most proud of

· List 5 areas of the sales process you need to improve on in 2020, i.e. prospecting, upselling, CNAs, etc.

· List 5 things you will do to help improve yourself, i.e. read books, attend seminars, be more organized, become healthier, affirmations, etc.

· List 5 things you want to accomplish for your family in 2020, i.e. new home, car, vacation, savings account, reduce debt, motorcycle, healthier lifestyle, etc.

By consciously thinking about what you want to achieve and then writing it down, you will be on the path to achieving your goals.

Many people have been quoted as saying, “Goals not written down are just dreams”. While there is nothing wrong with dreaming, you’re much more likely to fulfill your goals than you are your dreams!

What do YOU want in 2020? Write ’em down!!

The Early Bird

Broadcast Deserves 78% of Advertiser Budgets

The Advertising Research Foundation released a study at last week’s Re!Think

Conference that makes the case for radio advertising.

The ‘How Advertising Works Today’ study, hailed as “the most extensive industry study in more than a quarter century”, spanned 5000 campaigns for 1,000 advertisers in 41 countries.

The study found, among other things, that advertisers can increase their ROI (Return on Investment) by not putting all of their eggs in the digital media basket.

In fact, the study found that a budget with 78% placed on traditional media and 22% on digital worked best for audiences as a whole. For people aged 18-34, the most successful split was only slightly different, 71% to 29%.

The bottom line? Broadcast (radio and TV) deserve the lion’s share of the recommended 78% traditional media spend.

The How Advertising Works Today study also revealed that the cross platform message must have a common thread to be effective. In other words, their reactive digital campaign must deliver a message that is consistent with their proactive broadcast campaign.

Our SoundADvice radio e-marketing system and our Radio Works advertiser seminars clearly position radio and TV as the strategically proactive media, creating a pre-need preference for an advertiser, and digital as the reactive media audiences turn to once they’ve discovered a need.

The take away from this study, is we now can justify proactive broadcast media capturing 78% of the budget!

Research like this seldom convinces advertisers with stubborn opinions about the importance of print or digital to change their minds. But it can help over time.

Where this research can really create a tipping point is with undecided advertisers… those advertisers confused and bewildered by all of the competing media claims. And that’s probably more than half of all local advertisers.

It’s that time of year. Time for setting budgets and goals for 2020.

Let’s start with the difference between budgets and goals. Budgets are what you think you will do for sales in 2020. Goals are what you want. There’s a huge difference between what you think and what you want!

The budgeting process is fairly easy. You did this much last year, and you plan on or think you can do this much next year. OK, there’s a little more to it than that, but in a nutshell, that is budgeting.

Goal setting should be much more in-depth on a professional AND personal level.

Goals are the fuel for your fire!

While statistics vary, most professionals agree that by committing your goals to paper, you increase your chances of reaching them by 42%.

Here are some things to include in your goal-setting process:

· List 5 new clients you want to have on the air by July 1st (the number of accounts/clients can vary)

· List 10 clients that you want to increase in 2020 by July 1st

· List 10 clients that you want to add/upsell, i.e. add a station, add digital, add streaming, etc.

· List 5 things you accomplished in 2019 that you are most proud of

· List 5 areas of the sales process you need to improve on in 2020, i.e. prospecting, upselling, CNAs, etc.

· List 5 things you will do to help improve yourself, i.e. read books, attend seminars, be more organized, become healthier, affirmations, etc.

· List 5 things you want to accomplish for your family in 2020, i.e. new home, car, vacation, savings account, reduce debt, motorcycle, healthier lifestyle, etc.

By consciously thinking about what you want to achieve and then writing it down, you will be on the path to achieving your goals.

Many people have been quoted as saying, “Goals not written down are just dreams”. While there is nothing wrong with dreaming, you’re much more likely to fulfill your goals than you are your dreams!

What do YOU want in 2020? Write ’em down!!

The Advertising Research Foundation released a study at last week’s Re!Think

Conference that makes the case for radio advertising.

The ‘How Advertising Works Today’ study, hailed as “the most extensive industry study in more than a quarter century”, spanned 5000 campaigns for 1,000 advertisers in 41 countries.

The study found, among other things, that advertisers can increase their ROI (Return on Investment) by not putting all of their eggs in the digital media basket.

In fact, the study found that a budget with 78% placed on traditional media and 22% on digital worked best for audiences as a whole. For people aged 18-34, the most successful split was only slightly different, 71% to 29%.

The bottom line? Broadcast (radio and TV) deserve the lion’s share of the recommended 78% traditional media spend.

The How Advertising Works Today study also revealed that the cross platform message must have a common thread to be effective. In other words, their reactive digital campaign must deliver a message that is consistent with their proactive broadcast campaign.

Our SoundADvice radio e-marketing system and our Radio Works advertiser seminars clearly position radio and TV as the strategically proactive media, creating a pre-need preference for an advertiser, and digital as the reactive media audiences turn to once they’ve discovered a need.

The take away from this study, is we now can justify proactive broadcast media capturing 78% of the budget!

Research like this seldom convinces advertisers with stubborn opinions about the importance of print or digital to change their minds. But it can help over time.

Where this research can really create a tipping point is with undecided advertisers… those advertisers confused and bewildered by all of the competing media claims. And that’s probably more than half of all local advertisers.

· List 10 clients that you want to increase in 2020 by July 1^st