{"id":2368,"date":"2026-02-25T15:34:00","date_gmt":"2026-02-25T15:34:00","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=2368"},"modified":"2026-10-08T15:49:04","modified_gmt":"2026-10-08T15:49:04","slug":"sell-more-radio-advertising-big-ideas","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/sales\/sell-more-radio-advertising-big-ideas\/","title":{"rendered":"Sell More with Big Ideas"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>How to Get Advertisers to Spend More and Even (Gasp!) Pay Higher Rates<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Selling ads can sometimes feel like convincing a cat to take a bath. There\u2019s resistance, clawing, and maybe even some hissing. But what if you could make advertisers not just agree to renew, but invest MORE? The secret? A <strong>BIG IDEA.<\/strong> One so good they can\u2019t say no (or at least question their decision if they do).<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>The Business Owner\u2019s Daily Thought Process<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Every morning, business owners drive to work, sip their coffee, and wonder, <em>&#8220;How do I grow my business?&#8221;<\/em> Then they get to work, put out a few fires, answer emails, and before they know it, they\u2019re driving home thinking\u2026 <em>&#8220;Wait, how do I grow my business?&#8221;<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">They\u2019re looking for ideas. Not just any ideas \u2013 ones that actually make sense for them. The bigger and better the idea, the more they\u2019re willing to invest.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Just Asking for More Money is a Tough Sell<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">If you walk into a renewal meeting and say, <em>\u201cHey, it\u2019s that time of year again! We\u2019d like to charge you more now,\u201d<\/em> don\u2019t be surprised if they suddenly need to \u201cthink about it\u201d (translation: avoid your calls until next quarter). But if you walk in with a well-thought-out <strong>BIG IDEA<\/strong>, you\u2019ve got a real shot at getting them excited to invest more.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>What\u2019s a BIG IDEA?<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">It could be:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>An audio signature \/ \u201csonic image\u201d tagged at the end of every ad. Using voice, sound effects, and\/or music. It can be just the name of the business or it can also include their slogan. Your production department can help with this. Your station uses sonic imaging throughout the day with background whooshes, zaps, or subtle effects that enhance the station\u2019s energy.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>A promotion that gets people talking. But don\u2019t let it be predictable&#8230; <em>\u201cOh, it\u2019s just another giveaway where I have to visit a store to sign up and I\u2019ll never win anyway.\u201d<\/em> Some people you work with are probably really good at coming up with out-of-the-box promotions \u2013 ask them for help.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>A new slogan that makes their brand unforgettable. Still using an old slogan that doesn\u2019t mean much? Bring them one that makes them say, \u201cYes!\u201d<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ad Creative \u2013 Yes, we\u2019ll continue to beat this to death \u2013 better creative! There are infinite big ideas when it comes to ad copy. Humor, stories, whit, emotion, etc. Bring three months&#8217; worth of radio scripts on steroids that can\u2019t be ignored.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">The key? Make sure it\u2019s about <strong>them<\/strong>, not your station. Sure, your summer car giveaway is <em>your<\/em> biggest event of the year, but the advertiser needs to see how it benefits <em>them<\/em>. Otherwise, it\u2019s just you asking for a favor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Before any proposal leaves your office, ask yourself: <em>Does this include a strong idea tailored to the advertiser?<\/em> Selling radio is tough sometimes. Coming up with good ideas makes it much easier.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">At the end of the day, business owners don\u2019t just want ads. They want solutions. So, be the person who walks in with the idea that helps them grow \u2013 and watch your sales grow right along with them.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Now, go put your thinking caps on and create some BIG IDEAS. Especially, for those clients who you know have potential to spend more, and for those prospects who you know are spending in your area but need a lot of help with strategy and creative.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you need help with big ideas, that\u2019s what your team is for. You\u2019re all in this together. So, get a group together, caffeinate, and go brainstorm! The more you do, the easier it gets.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-wide\"\/>\n\n\n\n<p><strong>Want a useful Radio sales idea like this every week?<\/strong><br \/>ENS on Sales is free and written for Radio salespeople and managers who want to sell smarter, create better advertising, and grow more revenue.<br \/><a href=\"https:\/\/visitor.r20.constantcontact.com\/manage\/optin?v=001t23upCUpnhEltMKcsbALv9r6PmjTqgoWnmWbUzt_j_i6Y3jztv09MYiMvgGxMvHG5iQu7teZP2G5Td2C-N5p6McUz3tIBMqFAWge8x2RFkU%3D\" target=\"_blank\" rel=\"noopener\"><strong>Subscribe to ENS on Sales \u2192<\/strong><\/a><\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-wide\"\/>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Would your sales team benefit from having a better reason to contact advertisers every single week?<\/strong> SoundADvice gives your entire radio sales team practical, advertiser-focused content designed to help open more doors, protect more clients, and <strong>create more revenue<\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Email me at <strong><a href=\"mailto:duane@ensmediausa.com\">duane@ensmediausa.com<\/a><\/strong> and I\u2019ll send you the important details about our SoundADvice program. <strong>It costs less than three lattes a week.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>How to Get Advertisers to Spend More and Even (Gasp!) Pay Higher Rates Selling ads can sometimes feel like convincing a cat to take a bath. There\u2019s resistance, clawing, and maybe even some hissing. But what if you could make advertisers not just agree to renew, but invest MORE? The secret? A BIG IDEA. One [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","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":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[562],"tags":[],"class_list":["post-2368","post","type-post","status-publish","format-standard","hentry","category-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How Big Ideas Help Radio Sales Reps Sell More<\/title>\n<meta name=\"description\" content=\"Radio advertisers don\u2019t spend more just because you ask. 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