Bryson Broadcasting International Newsletter
Raising Radio and TV Revenues Worldwide!

15 June, 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
We Are Half Way Through The Year!
The Client's Corner
Words To Live By...
We Want To Help Your Staff Increase Revenue.
We Are Half Way Through The Year!                        

2018 is rapidly becoming history. How have your first six months been?  I hope they have exceeded your expectations. But if not, we still have six more months to rectify the problems. 

 

In our type of sales, we have about a 90 day cycle. If you are having a good month this month, trace your activity 90 days ago. If you are having a bad month, trace your activity 90 days ago. You will see immediately why your current month is good or bad if you look at how you spent your billable hours 90 days ago.

 

It's not too late to get back on track. How does your workday match up to the following use of time?

 

Every day:

 

Allow one hour for administration (paperwork, writing orders, writing copy, answering emails and phone calls).

 

Allow 1/2 hour for follow up on current clients or new prospects.

 

Allow 1/2 hour for education: Always be sharpening your skills!

 

Allow 3 hours in client preparation (prospecting, customer needs analysis meetings).

 

Allow 3 hours in presentation (ask for money!)

 

The problem often is that these times are reversed: We spend so much time in administrative work that we are not in front of clients forming relationships, finding needs and asking for money. We spend 6 hours in paperwork and only 2 hours face-to-face with clients. 

 

The top sales people I work with set aside some time, outside of Monday through Friday 8AM-5PM, to plan and strategize. This allows them to see more prospects and clients and to use normal work times more efficiently. How we use our "billable hours" determines our paychecks. 

 

Prospects give you appointments and appointments give you sales. Are you putting enough people into your sales pipeline to achieve your budgets? You can figure your own numbers, based on your average order size and closing ratio. I suggest you figure your numbers once a quarter and adjust as needed. If you have a copy of  my book, the formula is in Chapter Six. 

 

2018 can still be a stellar year for you. Figure your numbers, adjust your activity and reap the rewards!

The Client's Corner

 
 

Several of my stations read Roy William's "Wizard of Ads" Trilogy in their sales meetings. If you haven't met Roy yet, may I suggest you do? His books give heart, substance and science to how radio works on the brains of consumers. They should be a mandatory read for all sellers. In your station's library, I hope you will have a copy of my book (see on the right of this page to order!) and a copy of Roy's three books. 

 

Linda was the designated person to walk through that week's chapter. I think she dressed for the occasion!

 Words to Live By......
  
  

       "If you find yourself in a hole, stop 

         digging." 

                                         

                                               Will Rogers

                                                                              

                                        
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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Phyllis
Ph yllis Byrom, new account executive at KBTD Dallas, TX






group at oab
Pat with friends and associates at the OAB convention