Tuesday, April 8, 2014

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News & Notes from the NAB Show
Keywords: Radio | Digital Media

John Potter, SVP/Professional Development for the Radio Advertising Bureau, is among the many RAB staffers who are attending the NAB Show in Las Vegas this week. Here are a few of his observations from some of the opening sessions.

(Source: John Potter, SVP/Professional Development, RAB)
Upcoming Webinar: How To Get Your Voicemail Messages Returned

How far into your voicemail message does your prospect get before punching "delete?" Your prospect is distracted with other concerns, and your job is to say something that is going to cut through all of the clutter and get their attention.

Join author, speaker, and radio pro Dan O'Day as he shares specific examples, key words, secret weapons, and real voicemails that will get your messages returned.

This webinar will presented twice: Tuesday, April 15, at 10 AM, and again on Thursday, April 17, at 3 PM. For registration information, click here.

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Number of Americans Planning to Move Predicted to Grow This Year
Keywords: Real Estate - Homes | Home Improvement

More Americans are planning to find a new home this year, with 16% expecting to move, compared to 10% a year ago, according to a study by American Express.

Among those planning to relocate, buying has become more popular than renting, says the American Express Spending & Saving Tracker, with more than 17 million Americans expected to purchase a home, condo or co-op (46% vs. 43% in 2013). Sixteen million consumers intend to rent their new residence (44%, down from 47% last year).

(Source: American Express, 03/18/14)

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Consumers Increasing Their Use of Mobile Banking Services
Keywords: Banks

A new report by the Federal Reserve Board of Governors shows that more and more consumers are using their mobile devices to access bank and card-account information.

By the end of last year, 33% of all mobile phone users and 51% of smartphone owners had used mobile banking in the previous 12 months, an increase of 28% from the prior year for all mobile phone users and 48% for those with a smartphone.

(Source: PYMNTS.com, 03/28/14)

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Daily Sales Tip: The Goal of Cold Calling

The primary goal of cold calling is to find and qualify prospects. The only way to perform this task correctly is to measure prospects against a customer profile for your business. This means that before you make a cold call, you must have a clearly defined profile of who qualifies as a prospect.

This is important, because if you don't have a target customer profile, you'll be wasting time with cold calling. Think of it this way: If you are sent to the grocery store to bring back tomatoes, can you tell ripe ones from rotten ones? If you can't tell the difference, you aren't qualified to pick tomatoes. The same is true with trying to pick good prospects and determine if they are good or not.

If you went cold calling and came back with rotten contacts that don't match your customer profile, you will have wasted your time. And here is where it gets a little tricky, depending on your business. There is an expected ratio of who qualifies as an ideal prospect. In many cases, there are more duds than prospects when cold calling, which means you will need to filter through a lot of contacts to find good ones. This is perfectly fine, and the better you are at filtering your prospects the easier cold calling becomes.

Source: Sales consultant Steve Martinez

Advertising Agency Franchise Owner, Viamark - MA, CT, RI, NH, VT, ME, NY, NJ, PA, DE, NC, SC, TN, GA, FL
Sales Manager, West Virginia Radio Corporation
News/Talk/Sports Sales Manager, Federated Media

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