Featured »

How to use Facebook to market your radio station in 2017

August 21, 2017 – 4:51 pm Comments Off on How to use Facebook to market your radio station in 2017 | 5,504 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 …

Read the full story »
radio broadcasting

Drive higher ratings for your station through proven innovative marketing solutions.

small business

Get the latest information on how to grow your small business.

social media

Find out the latest information about social media and the platforms that are best suited to help radio gain higher ratings and more advertising prospects.

lead generation

We use the latest techniques to both online and offline to generate qualified prospects for your company.

resource center

E-books, case studies, video presentations and other content to expand your knowledge of digital marketing.

Home » Featured

Calling all radio and tv reps…cold calling no longer works!

Submitted by on March 17, 2015 – 4:41 pmNo Comment | 2,847 views

media sales prospecting

Our reps are taught to communicate with potential customers using 1980’s sales tactics

Let me share a little secret about reaching new customers in 2015.  They don’t want to talk to you.  They don’t want to be interrupted with a “cold call.”  They don’t want to be sold.  They want to be helped.  Help them and they’ll give you their time.

Look around at how our society has changed; many of us would rather text each other rather than have a conversation on the phone. Over 90 percent of B2B purchase decisions begin with an online search.  For the most part B2B purchase decisions aren’t made waiting by the phone for us to call.

Don’t add to the frustrations that B2B buyers face every day (see chart).

We are a Googlistic society; taught to search out answers about all things—online.    The large percentage of a person’s time is spent online either through their pc or through their smartphone; they’re on social media, posting, tweeting and linking.  They’re browsing and learning and buying things on the web.   We call, and we call and no one answers and we wonder why.

The sad thing is that most broadcast sales managers continue to push their sales people to pick up the phone and cold call.  They have cold calling sessions set aside to reach new customers.  Sales reps are being taught to sell the wrong way by the very people they look to for direction.  It’s no wonder we’re failing. What about the old adage go where your customers are?

It’s time for a reality check….time to wake up.  Our customers are out there, but they’re online and it’s time for us to meet them there with compelling content, advertisements, incentives, blog posts and more.  We know where they are; now it’s time for us to meet them there.


Related Articles:  http://www.impacttargetmarketing.com/prospects-on-demand-is-like-having-500-sales-reps-working-247/                                          http://www.impacttargetmarketing.com/albert-einstein-reach-new-advertising-prospects/