Tune In to Diversity | Wednesday, March 12, 2014

Daily Sales Tip    | RST Archive    |    Job Center    |    Training Calendar    |    RAB.com     |   Print/View Full Issue

Millennials Re-Shaping the Face of Retail
Keywords: Generation Y Market

Retailers who are attempting to woo Millennials are quickly discovering that this age group represents a different brand of consumer.

They are the most racially diverse generation, with more liberal views on social issues and fewer ties to organized religion and political parties. And despite spending more than an hour a day on retail websites, tech-savvy Millennials also require more brand interaction opportunities than advertising, said Jason Baker, a principal at Houston-based consulting firm Baker Katz.

(Source: CNBC, by Kelli B. Grant, 03/07/14)
Join Us At The NAB Show!

The Radio Advertising Bureau will present five revenue and growth oriented sales and marketing sessions at this year's NAB Show, to be held in Las Vegas April 5-10, 2014.

The first of these seminars is new to the agenda -- Lunch and Learn -- A Discussion on Radio's Four Significant Issues. It will include segments on the perception of radio, digital revenue, HD radio and overall revenue trends.

This session is scheduled for Monday April 7, from 12:00-1:30 PM. For more information on the NAB Show, follow this link.

  Read More

Hispanics Like Shopping at 'Interesting' Stores
Keywords: Hispanic Market

Among the findings of a recent shopper study was the fact that Hispanic consumers strongly prefer community-driven environments and emotionally-satisfying in-store experiences.

(Source: WD Partners, by Lee Peterson, 03/11/14)

  Read More

Study Looks At 'No Nonsense' Attitudes Among Women
Keywords: Marketing

A new survey has revealed some interesting insight into the attitudes of women regarding their personal style and lifestyle choices, as they describe their idea of a "no-nonsense" type of persona.

The survey, conducted by the Harris Poll and commissioned by Kayser-Roth Corp.'s No Nonsense legwear brand, included the observations of more than 700 U.S. women ages 25-49. It was done in conjunction with March's celebration of Women's History Month.

(Source: Marketing Daily (MediaPost), by Tanya Irwin, 03/05/14)

  Read More


Daily Sales Tip: Evaluate What You Hear

On the phone, clients communicate in two ways: words and tone.

What is significant here is that research shows that as much as 86 percent of a message delivered over the phone is through the tone of a voice. This is particularly important when it comes to buying signals and objections.

For example, suppose you ask a client if improved delivery is important to them and they give you a neutral-toned reply of "yes," then chances are it's not a big issue. If they give you a more "resounding" reply of "yes," you've struck a key point. This is where you want to dig deeper and explore the implications. The real point here is that you need to be alert to the subtleties of communication.

The same holds true with objections. Suppose you respond to an objection and then ask the client, "....does that clear that point up?" If the client responds rather lamely "yes," you can bet your bottom dollar (and the sale) that you have NOT cleared things up. You need to act on the tone and clarify.

Source: Jim Domanski, CEO of Teleconcepts Consulting Inc.

Sales Manager, West Virginia Radio Corporation

1-800-232-3131 | www.rab.com | To unsubscribe, CLICK HERE and enter REMOVE in the subject line.