Bryson Broadcasting International Newsletter
Raising Radio and TV Revenues Worldwide!

15 January 2018

 

Greetings from BBI!

Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.

Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling!
In This Issue
I Just Never Have Enough Time
Words To Live By...
We Want To Help Your Staff Increase Revenue.
I Just Never Have Enough Time!


We're at the start of a brand new year! Were two of your New Year's resolutions to get better organized and to spend your time more wisely?  Most of us get so involved with daily activities that we soon forget those good intentions. 

 

We've all said, " I just never have enough time."  For those of us in the sales profession, time is the stuff success is made of.  How we spend it determines our level of success or failure.  Today, let's examine our time management skills.


 

Exactly what is your time worth?  Many professions, such as accountants or lawyers, charge by the hour.  They plan their days to maximize their billable hours.  Although we as sales people do not charge by the hour, we definitely should know what each hour of our time is worth.  To calculate, take your earnings for 2017.  If you work 40 hours per week, 50 weeks of the year (allow for how many weeks of vacation you have...if you are working in Europe, you will have more than two weeks of vacation), you will have around 2000 hours of billable time. Divide your earnings by your number of hours worked.  What is each hour of your day worth?  Are you surprised?  We must not waste our hours!

 

Sales success comes to those who understand and execute the sales process well.  Every day, it is important to put new clients into your sales pipeline.  The activities of prospecting, setting appointments for pain-finding calls, presenting solutions, and service work done after the sale are all vital to your success as a sales person.  Each day, you should spend some of your  "billable hours" in each of the above categories.  This allows you to grow your business and insures a steady stream of new clients coming on board to replace old clients lost.  Here's how a typical workday should look:

Prospecting calls

 

1. New prospect

2. New prospect

3. New prospect

4. New prospect

5. New prospect


 
These calls are to set appointments with new prospects.  You should do at least 5 of these per day, more if you are a new salesperson and are actively growing your list. For new sales people, 15 new calls a day is a good number.


 
Pain Finding Calls

 

1. Pain-Finding calls

2. Pain-Finding calls

3. Pain-Finding calls

4. Pain-Finding calls


 
The objective of these calls is to find out what the client needs and what those needs mean to his business and to him personally.


 
Presentation calls

 

1. Presentation calls

2. Presentation calls

 

The objective of these calls is to present solutions to your client's needs and pains.  Here's where you ask for money!

 

Service Work

 

1. Service

2. Service

 

You should be following up with clients, checking their results, writing thank-you notes, returning emails and phone calls.

 

Paper work

 

1. Paper work

2. Paper work

3. Paper work

4. Paper work

 

Now is the time to write orders, do copy, plan your next day.  This should be done before 9 AM and after 4 PM.

 

For those small emergencies when a client demands to see you right now, you can allow part of one day each week for such activities.  Most of the time, when a client calls and needs to see you immediately, making an appointment within a few days will work just as well.  That way, you, not your clients, control your calendar.

 

It is important, before you leave each night, to have the next day planned and ready to go.  Many of my top performers come to work on Monday with their entire week planned!  Your day is no longer an "accident". You have a plan for increasing your income.  The difference between the mediocre performer and the top performer is often the way they choose to spend their time.  Make your resolution for 2018 to spend your "billable hours" productively.

 Words to Live By......
  
 
     "All time management begins with planning."
                                                    Tom Greening
  
We want to help your staff increase revenue! We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise.  We customize our programs to meet your needs.  As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com, or call us at 918.747.8774.
 
For more information about BBI, click here.
┬ęCopyright 2018 Bryson Broadcasting International
A little about me.....
Pat a8704 ch
 
Pat Bryson has worked in the radio industry for over 25 years. During that time, she was one of the highest billing sales people in the radio industry in her market. She was promoted to General Sales Manager, managing and training both experienced and inexperienced sales people . Her career advanced to General Manager, where Pat  created a culture of over achievement for her stations.
  
Through Bryson Broadcasting International, Pat now helps her clients to create that same culture of over achievement in their stations.
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