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How to use Facebook to market your radio station in 2016

June 15, 2016 – 4:51 pm No Comment | 3,409 views

Are you serious about promoting your radio station on Facebook?  If so you’re probably aware that it’s getting more difficult.  As it gets tougher I thought I’d share some things to think about when using …

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Home » Featured, lead generation, Prospects On Demand

How would Albert Einstein reach new advertising prospects?

Submitted by on March 11, 2015 – 6:28 pmNo Comment | 2,160 views

How would Albert Einstein reach new advertising prospects?

Of course we can’t ask him. But it’s fair to say that he would do it differently than many radio and television broadcasters are doing it today.

Many of the stations we speak with each week continue to cold call either by phone or by dropping in to see prospective advertisers. Most tell me that it is very ineffective. That in fact it is getting harder and harder to reach new prospects this way. Conversion rates based on the number of calls to appointments is poor.

Hum…doing the same thing over and over again and expecting a different result? Oh yea, thanks Albert. That’s the definition of insanity. So here’s what broadcasters are up against:
The challenge in finding new advertising prospects:

  • Businesses are spending more time online to research new ways to market their businesses.
  • There are more advertising options for businesses to consider when promoting their companies.
  • Business owners are overwhelmed with the number of advertising options.
  • Broadcasters are continuing to use outdated tactics like cold calling to reach new advertisers.

Better ways to reach new advertisers:

  • Reach business owners online when they’re researching new ways to advertise.
  • We need to reach more prospects. One thing has not changed is that sales is a numbers game. Consider the number of businesses you haven’t even attempted to reach yet. In most cases depending on market size your reps have reached less than 1-5 percent of the total number of businesses in your market.
  • HubSpot, a leader in inbound marketing provides compelling information to prospects to help them make a more informed decision. They help the prospect first and for that they receive the prospect’s information and time. Once they have this they can begin the selling process.
  • Stop cold calling the old way. Business owners have caller id and they know you’re trying to sell them something even before you open your mouth. Say you get by the caller id obstacle and you get through to the decision maker. Is the line, “we’d like to share some information about how we help other businesses like yours get new customers,” going to get you an appointment? In most cases no. What the business owner hears is, “we’d like to come in and see if there’s a way we can get money out of your pocket, does that sound good?”

 

If you’d like to learn about more effective ways to reach new advertising prospects click here now. It’s time we do things differently. It’s time to stop the insanity.

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