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Lawyers Carve Out 'Divorce for Men' Niche
Keywords: Lawyers
They Target Husbands Who Fear Being Underdog in Battles Over Child Custody, Property, Money
Divorce lawyers seeking an edge in a crowded legal marketplace have found a niche they say pays off in good times and bad: appealing to men who fear getting a bad deal.
With sports magazines in the waiting room and radio and TV spots that promise to put men first, "divorce for men" law firms position themselves as the best defense a soon-to-be-ex-husband could have in the struggle to keep his kids, his house and his money. |
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Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.
Upcoming Webinar: Budgeting Strategy and Tactics for a Successful 2013
An accurate budget can be the single most important document to assure any manager's successful year. Before you submit your 2013 budget, join RAB's John Potter as he discusses strategies, systems and new ideas for completing this critical task.
This webinar will offer resources for projecting revenues, while exploring the economic, advertising and station factors that can influence your budget. A discussion of staffing considerations and tools you can use with your sales team to involve them in the process will also be featured.
This webinar will be offered twice -- on Tuesday, August 7, at 3 PM (Central), and again on Thursday, August 9, at 10 AM (Central). For registration information, click here.
Auto Radio Ads Have Greatest Influence Closest to Purchase
Category Update: Healthcare Companies
Baby Boomers: A Burgeoning Customer Market
On the Rise
More Consumers Dining Out on Sandwiches Boosts Category Growth
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Malls' New Pitch: Come for the Experience
Keywords: Shopping Centers
Glimcher Realty Trust, which owns and manages shopping malls, is experimenting with making them Internet-proof.
The company concedes that if shoppers can buy something online, they will. So it is trying to fill one of its malls, in Scottsdale, Ariz., with businesses that do more than sell stuff. |
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Running Boom Helps Sport Defy Economic Downturn
Keywords: Athletic Shoe Stores | Athletic Wear Stores
For hundreds of thousands of Americans, now is the time to start preparing for four months of blistered feet, chafing nipples, and hitting the wall. And the industry serving this population is more than prepared to help people pound the pavement.
It's training season for fall marathons in cities like Chicago, Washington, New York, and Minneapolis. Thanks to a confluence of new interest, new technology, and rich runners, the running business is defying other economic troubles. |
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Research Quick Hits
After growing to 160 restaurants in just five years, Smashburger is launching its first major branding campaign that includes radio spots in several markets. To read more
Releasing additional results from its back-to-school shopping forecast -- which previously revealed that consumers are planning to spend more money on back-to-school items this year -- PriceGrabber noted that three-quarters of survey respondents (74%) cited free shipping as the top retailer tactic that would entice them to make a back-to-school purchase. This was followed by sales (72%), price cuts (66%), coupons (63%), online promotion (43%), price matching and in-store promotions (28% each). To read more
A new SpendingPulse report by MasterCard Advisors found that spending at small retail businesses increased 8 percent in June, higher than the overall U.S. retail growth rate of 7 percent. To read more
Despite the tepid economy, U.S. retail sales of non-food pet supplies totaled $11.1 billion in 2011, up 2% over 2010, according to a Packaged Facts report. To read more
McDonald's Corp. will respond to the company's decline in profit in the second quarter with increased marketing around value, company officials said in a call with analysts on Monday. To read more
QR Codes, the most common of the mobile barcode formats, have not fulfilled their promise and connected with large audiences, according to a new eMarketer report, "QR Codes: Marketers Keep Hitting 'Go,' but Consumer Adoption Still Slow." To read more
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Daily Sales Tip: Selling to Inexperienced Buyers
When dealing with inexperienced buyers, there's great uncertainty and indecision, creating stops and starts in the sales process. You can help accelerate the deal by guiding the prospect through the buying process. Be prescriptive and follow this three step approach:
1. Map out the process.
With the prospect, create a step-by-step timeline for the buying process and a plan for what implementation or delivery might look like. Share the plan with your prospect so you're both on the same page. Take time to walk them through the plan in detail, solicit feedback, refine, and gain a shared commitment to following this process. Working with the prospect like this to spell out who does what, and when it all happens, raises the comfort level of an inexperienced buyer.
2. Leave every meeting with a specific and scheduled next step.
Having a timeline is a great first step, but you have to execute and keep the deal moving. Take the lead, plan, and know where you want to take each interaction. Before every meeting have a specific next step in mind. As the meeting comes to an end, schedule a time for that next step on the spot. Only the unprepared waste valuable time chasing prospects by email and phone.
3. Be patient and persistent.
Uncertainty festers if you press too hard or attempt to close too soon. It's a delicate balance between keeping things moving forward and moving too fast. In situations like this, realize that the deal is never going to move as fast as you want it to move, so don't force things. The goal is steady and consistent progress.
Source: Sales consultant/manager Bob Croston
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