When I was in high school, I wanted to be Mason Lee Dixon. Mr. Dixon (this may not have been his real name) was a disc jockey on 630 KXOK Radio in St. Louis. I managed to get a job answering the request lines at crosstown rival KSLQ, and my radio career was born. At […]
When is the best time to advertise apartment rentals online? It might be Saturday night. I recently asked the marketing director of an Indiana apartment complex what the busiest day of the week was. She said, We get the most calls on Monday. But when we looked at our analytics, we realized that there’s always […]
Do you use jargon in your sales presentations? Industry terms that, while understood by your colleagues, mean nothing to your customers? Jargon can scare your prospects away without your even knowing it. Plain talk makes sales. Fancy talk makes you sound lame. – Jeffrey Gitomer I once watched a TV salesperson present some online marketing […]
“If I advertise, I won’t be able to handle the business. I can’t find employees!” Smart salespeople handle this objection by turning the conversation to recruitment advertising. If the client goes for it, how do you structure the campaign? The strongest campaigns use the “tradigital” strategy Tom Ray recommends in his book, Branding Is OUT, Results […]
Do you have an advertiser who just can’t get you their copy on time? You might be able to change their behavior with a creative pricing strategy. My Client From Hell A Story From My Radio Sales Days In my iHeart Radio days, I worked with a car dealer who constantly missed deadlines. I wrote […]
