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Prospecting

 

Automotive
Automotive

As one of radio's top spending categories, it's important to have all the tools you need in one place. The Automotive section has that and more, including Auto Toolkit. The Toolkit populates charts and graphs on auto owner's characteristics, your radio station's format compared to the auto buyer and more - all created on a totally customizable PowerPoint template for download. Auto Buyer Profiles are also available for download on this page.

Consumer Behavior
Consumer Behavior by Format (Gold Digger Reports)

These reports are designed to give you an in-depth look into the areas where your audience base is extremely strong in consumption of products and services or media and personal attitudes. They can help you zero in on areas of business where your format might hold potential to increase business for an advertiser.

7 Steps to Selling Success: Prospecting

RAB's Seven Steps of Selling is the foundation for a successful career in selling. In this session we concentrate on PROSPECTING.

Members: Click here for the webinar resource page

Cold Call Script
Cold Call Script

Taken from RAB's Radio Marketing Professional certification, this script is intended as a guideline for making cold calls. As with any such script, we strongly encourage you to make it your own, customizing the language to meet your needs. Don't forget the purpose of the phone call: GET THE APPOINTMENT!

Co-op
Co-op

Join the thousands of radio sales professionals who constantly find new ways to fund radio campaigns with the cooperative advertising information contained in the RAB Co-op files. The Co-op Directory has over 8,000 freshly updated listings, weekly sales leads for retailer promotions, new digital co-op plans with ready-to-use web ads and quick and easy video tutorials

Instant Backgrounds
Instant Backgrounds

The key to selling big accounts is understanding your prospect's business, but who has the time to collect all that information? We do. Instant Backgrounds quickly tells your sales pros the "who, when, where, why and how" for over 100 different business and product categories. As an informed marketing consultant, use the Instant Background information to easily include the insights in your correspondence and presentations.

Listener Profiles
Listener Profiles

The more you understand listeners, the better you can tailor custom marketing solutions for your advertising clients. MRI-Simmons Listener Profiles are a key resource for current listener research. Click to get started and choose a format profile from the list. Also, the reports are packed with data, so be sure to see the "How to Read" guide. It's first on the list and it is a great resource for helping you understand the data.

Prospecting Report
Prospecting Report

Creating promotional opportunities for existing clients and developing prospective clients can be challenging. This special section of RAB.com features a variety of tools, special reports, articles and more to help you maximize your selling efforts by exploring new opportunities and emerging categories.

Ad-to-Sales Ratios
Ad-to-Sales Ratios

How much should advertisers allocate to their advertising budgets? To help answer this important question, RAB offers highlights from Schonfeld & Associates, Inc.'s annual Advertising Ratios & Budgets publication. Based on data from government filings and published financial records for approximately 320 major industries, these tables now break out historical revenue and historical advertising dollars spent by each industry; annual revenue and ad growth rates; and ad dollars as percent of sales. This information is based on fiscal versus calendar year.

Prospecting Success Indicator
Prospecting Success Indicator

Not every potential client is a "good" prospect. There are a number of reasons some prospects are better than others. This Excel worksheet will help you pre-qualify potential accounts so you can focus your time, effort and energy on targeting the very best prospects for your station.

Top Business Trends
Top Business Trends

Based upon the latest three year average, this data from the U.S. Department of Commerce lists sales trends for key advertiser categories. Use this document to identify periods within the annual sales cycle where clients must advertise.

The Pitch
The Pitch

Assists members in driving sales on the local, regional and national level by providing in-depth industry overviews and customizable presentations that include insight-based ideas for over 125 categories of business.


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