Thinking like a retailer, and planning ahead

Prospecting for Alternative Revenue takes planning, persistence and imagination.

When you are looking for opportunities, you need to be thinking three-to-six months out. That's how the retailers and manufacturers with whom you will be working are thinking.

In the radio industry's "make-the-numbers-this-month" mentality, that's an incredibly limiting way to think. To be successful, you have to think like a retailer and a manufacturer.