{"id":215,"date":"2008-10-20T13:11:31","date_gmt":"2008-10-20T13:11:31","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2008\/10\/20\/091131.html"},"modified":"2008-10-20T13:11:31","modified_gmt":"2008-10-20T13:11:31","slug":"time-sales","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/time-sales\/","title":{"rendered":"Time Sales?"},"content":{"rendered":"

Time Sales?<\/o:p><\/span><\/b><\/p>\n

Radio and TV people often say they are in ‘time sales’.  <\/span>But do they really realize what kind of ‘time’ is most valuable?<\/o:p><\/span><\/p>\n

In their book Sway, Ori and Rom Brafman examine the importance of investing your time in customer engagement.  <\/span>Their study reveals a common experiential reaction from a wide range of unorthodox demographic segments.<\/o:p><\/span><\/p>\n

Venture capitalists, for example, when surveyed about their investments and relationships with their investment firms, "the researchers expected a hard-headed focus on the ROI of each investment.  <\/span>And while this mattered, the Brafmans discovered that venture capitalists place more trust in entrepreneurs who bolster the relationship with timely and thorough updates.<\/o:p><\/span><\/p>\n

Surprisingly, injured patients also are dramatically impacted by the quality and quantity of interaction with their doctors.  <\/span>“P<\/span>eople don’t sue doctors if they believe they were treated fairly.  <\/span>This belief, in turn, is based on the quantity of time spent and the quality of that interaction."<\/o:p><\/span><\/p>\n

If you want your station to be like the doctor whose patient defends him—even after an injury-causing mistake—you need to invest time cultivating the relationship BEFORE that relationship is put to the test.<\/o:p><\/span><\/p>\n

If the only interaction your station has with your clients is when you ask for an order or send an invoice, you are headed for trouble.<\/o:p><\/span><\/p>\n

TIP <\/span><\/b>The amount of time and interaction you dedicate to each client should be directly proportionate to the revenue potential of that client.  <\/span>All too often, we spend too much time with clients we are comfortable with, or the ones that are difficult to sell, and we spend too little time cultivating a strong relationship with our highest potential accounts.<\/span><\/i> <\/o:p><\/span><\/p>\n

\n

ENS Media Inc. offers media sales training specifically designed to cultivate stronger customer relationships.  <\/span>And our SoundADvice keeps you engaged and interacting with your clients and prospects every week!<\/i>   <\/span>Click here<\/span><\/a><\/u> for more information.<\/o:p><\/span><\/b><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Time Sales? Radio and TV people often say they are in ‘time sales’.  But do they really realize what kind of ‘time’ is most valuable? In their book Sway, Ori and Rom Brafman examine the importance of investing your time in customer engagement.  Their study reveals a common experiential reaction from a wide range of […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-215","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nTime Sales? - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/time-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Time Sales? - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"Time Sales? 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