OCTOBER 27, 2022

WEDNESDAY, NOVEMBER 2, 2022

Broadcast traffic professionals schedule and work diligently with programs, announcements, and much more, on our nation’s broadcast stations. These experts ensure that listeners get the daily dose of their favorite programs but that their commercial supporters get the air time they paid for.

The first commercial broadcast took place on KDKA radio out of Pittsburgh, PA on November 2, 1920. Also known as National Traffic Directors Day or National Traffic Professional’s Day, the day honors the thousands of professional directors who have worked behind the scenes keeping the entertainment, talk shows, news, and commercials flowing. Through breaking news alerts, stormy weather, budgets, and differing personalities, these men and women maintain program development.

To show our appreciation, KBA is giving all Traffic Directors at active member stations a sweat treat from Sugarwish!

Forcht Broadcasting’s IT Director Patrick Setser was recently invited to be a member of the NAB’s Cybersecurity Advisory Group. The NAB Cybersecurity Advisory Group discusses and advises on issues of cybersecurity relating to broadcast and digital radio and television. The group advises the NAB Board on strategies to mitigate current cyber threats. Patrick oversees the IT operations for 25 Forcht Broadcasting radio stations, in 9 markets.

Please join the Indiana, Kentucky and Ohio Broadcasters Associations for a Small Market Radio Roundtable, an in-person meeting of small market radio owners and general managers. 

The roundtable will be held on Wednesday November 16th from 10AM-3PM at the Marriott University of Dayton, 1414 S. Patterson Blvd. in Dayton.  There is no cost to attend the meeting and lunch will be provided.  

The purpose of the meeting is to provide an opportunity for small market radio owners and managers to share ideas and best practices.  

We are delighted that Paul Jacobs from Jacobs Media will be joining us to lead the morning session focused on the future of radio.  Paul will present his vision of radio today and in the future and facilitate a discussion about how small market stations can enhance their local impact by understanding their audience and identifying new areas of opportunity. The afternoon session will be an open discussion about issues most important to you.  

How to Quadruple Your Local Direct Sales 

Featuring Paul Weyland

LBS Broadcast Selling Expert

Are you frustrated with being ghosted by "local direct" decision-makers? Sick of being shuffled off to do nothing “marketing directors”? Are you losing budgets to social media or tired of chasing after clients that never close? Done with being told you’re too expensive or that you’re not Number One?

Congratulations. You’re not alone. During this session, we will deal with these issues AND tell you the secret of how to quadruple your local direct sales. This session is timed well for helping you cinch up a little more 4th quarter business and will prove invaluable in your efforts to lock up long-term business for 2023.

This webinar is provided as a complimentary member service to active members of the Kentucky Broadcasters Association.

There are more media options to find Major League Baseball than in the past, but as the MLB postseason heats up a new Katz Radio Group study says there is a good reason for advertisers to target fans who listen to the games on radio. The study finds that, compared to typical baseball fans, those who listen to the games on radio are more active and engaged with everything to do with MLB – including the advertisers they hear on-air during games. READ MORE

Bowling Green's 105.3 The Point passing out candy to trick or treaters at the National Corvette Museum.

A couple of weeks ago we shared the overly simplistic concept that there were only two ways to increase your sales.

1. Sell more to your current customers.
2. Find new customers.

Easy right? Not. Yesterday we focused on Selling more to current customers, today we talk about everyone’s favorite subject – prospecting and new business development. (Sarcasm) 

I have a confession to make. I hate making cold calls. The thought of creating some slick script and calling someone I don’t know, who didn’t invite me to call, and who has no prior knowledge of me makes my stomach ache. Don’t get me wrong, having an aggressive call-out strategy for new business is critical. As much as I detest cold calls, I made them every week.  I try however to reduce the cold calls and at least make “warm calls.” Here are a few ways to “warm up” your cold calls.

1. Referrals/Testimonials. When I would speak to current clients, I would ask them for feedback on how we were doing. If a client told me how our services were having an incredible impact on their business, I would ask them to record the call. Then I would send the audio via email as a “lead-in” to my calls with people the client knew.  Who better to warm up the call than a happy customer with a positive experience?  I also asked the happy customer for the names of others in his circle of friends that I can call. Those aren’t cold calls; those are referrals and those are fun calls to make.
2. Become a thought leader/expert. Technology is your friend. With LinkedIn, Twitter, Facebook, and blogging, you can become your own publisher. If you write consistently about your area of expertise, you become known as a thought leader in your particular industry. Do this consistently and people will start calling you because they “heard” from someone else that you’re the one to talk to when it comes to “X.”
3. Get involved. Are you a member of a service club or charitable organization? Bring your expertise to these organizations and you are exposed to a wide variety of people in a non-threatening environment. Work on a fundraiser, be part of a Chamber committee, you’ll be amazed at how many people you will meet, who could become clients simply because you are both there to serve.

To grow your business, you either need more from your current customers, or you need more customers.  Simple. While it may be simple, it’s not easy. Hopefully, we’ve given you some thought starters.

OCTOBER 28, 2022

Midwest Broadcast & Multimedia Technology Conference - Columbus, OH

NOVEMBER 16, 2022

Small Market Radio Roundtable - Dayton, OH

*All times shown are Eastern

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