Radio Sales Today

RAB Research and Sales Tips

Sponsorship development requires persistence

If you are in the early stages of sponsorship development, ensure your success by adopting a "move forward" philosophy.

Your primary objective is to set up in-person sales calls in which you give yourself an opportunity to write a proposal. Don't waste precious time waiting for call-backs from a limited set of prospects. Call them once, leave a message. Call again in 2 days.

If you don't get a call back, call more new prospects. Roll through a long, continuous list of prospects until you amass numerous appointments. Don't sit on a select few, waiting. Keep moving forward.

Source: Brandeis C. Hall, RAB