Tune In to Diversity | Wednesday, May 7, 2014

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

Hispanic, African American Radio Audiences Reach Historic Highs
Keywords: Hispanic Market | African-American Market

Among the more than 240 million Americans who tune in to radio each week are a record number of Hispanic and African American listeners, according to the latest research from Nielsen.

Between March 2013 and March 2014, radio's overall 12+ audience grew from 243.2 million to 244.4 million. In addition to the national growth total, more than 71 million African Americans and Hispanics listen each week, accounting for almost one-third of the medium's national audience.

(Source: Nielsen, 04/29/14)

Upcoming Webinar: Social + Mobile -- Incremental Revenue for Radio

This webinar features the findings of BIA/Kelsey, with information about two fast-growing areas of digital advertising. You'll learn the key implications of both social and mobile for radio stations, and opportunities for you to add incremental revenue.

BIA/Kelsey's Senior Analyst Jed Williams will present proprietary research and recommendations for radio. He'll include case studies of successful station programs you can use as ideas in your own market.

This webinar will presented twice: Tuesday, May 20, at 10 AM, and again on Thursday, May 22, at 3 PM. For registration information, click here.

  Read More

Millennials Mean Business: Now and in the Future
Keywords: Generation Y Market

The 77 million Millennials in the U.S. make up 24% of the country's population. Although their incomes are not yet on par with older consumers, this group's size and age range offer a glimpse of their future purchasing power, which currently stands at around $200 billion annually.

(Source: Drug Store News, by Antoinette Alexander, 04/28/14)

  Read More

Costco, Target, Home Depot Are Favorites of Affluent Shoppers
Keywords: Affluent Households Market

The nation's wealthiest 10% of consumers are optimistic about the coming months, and expect to remain committed to their favorite things: Cautious spending, aggressive saving, and shopping at retailers that offer strong value like Costco, Target and Home Depot.

(Source: Marketing Daily, by Sarah Mahoney, 04/19/14)

  Read More


Daily Sales Tip: No Excuses!

"Why did you lose that deal?" is a routine question that managers ask their representatives.

One simple way to identify the sales superstars in the crowd is to analyze the responses. Most representatives will reply, "We didn't get the support we needed from headquarters," or "We don't have feature A or B," or "Our price was too high, wah, wah, wah." If that were the case, why is it that every single day, sales representatives are winning deals in which their price is significantly higher than everyone else's?

The response from a superstar will be short and sweet: "I was outsold," or "I didn't earn their trust." A superstar knows that customers do not buy based on the product or service; they buy based on their level of trust in the sales representative. A superstar does not make excuses. It's not just that he or she is good at fessing up; it's more than that. Superstars understand how people make decisions.

Bad representatives think people make decisions based on price or features. Superstar representatives know people make decisions based on whether or not they trust and rely on you. So if a superstar loses a sale, he or she says, "I didn't qualify the opportunity correctly, I didn't get to the decision-maker, I didn't uncover their needs adequately, or I didn't understand the customer's buying or decision-making process. This is all about me-me-me." The average loser representative says, "It's all about something else."

Source: Dan Adams, principal and founder of Adams and Associates

Advertising Agency Franchise Owner, Viamark - MA, CT, RI, NH, VT, ME, NY, NJ, PA, DE, NC, SC, TN, GA, FL

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