Thursday, May 10, 2012 | Edited by Daniel Moores
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RAB Member Benefits Inbox: An Introduction to Cold Calling

The RAB Member Benefits team receives hundreds of requests for information each week. From time to time, Radio Sales Today will feature one of the most frequently-asked questions and corresponding Member Benefits answer.

Q: I am new to Radio sales and cold calling is all new to me. How can I get more comfortable with cold calling and how can I get a better ROI on my calls?

A: Many new account executives are overwhelmed with trying to learn the fundamentals while also striving to develop their own territory or niche when joining a new station.

Make sure that you are asking the correct questions. The Cold Calling Script under the prospecting portion of RAB.com will get you started with the kinds of questions you need to focus on as you develop new business. When you ask the right questions, your client will tell you everything you need to know to make a sale to them.

Don't be afraid to do prospecting after business hours, because when you leave messages later in the evening, your message is often the first one heard by potential clients the next morning. This increases your chances of getting a call back.

The RAB Cold Calling Script can be found by following this link.

To submit your question for consideration in an upcoming RAB Member Benefits Inbox, email "Ask RAB" at memberbenefits@rab.com.

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RAB's In-Person Certified Radio Sales Management Class

RAB invites you to be a part of the in-person "Certified Radio Sales Management" course, June 12-14, in Minneapolis.

This intense three-day session will focus on key areas managers need to help keep their stations on a growth track...and themselves on a growth track for their career! The workshop is intended for anyone who has "manager" on their business card and is responsible for people and revenue.

For more information, contact Rob Boaden at 843/757-5066, or rboaden@rab.com.

 
     
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