Month: September 2022

Selling Radio Direct with Pat BrysonDo you remember the movie, “What Women Want”? Mel Gibson got hit by lightening and began reading women’s minds. That came in quite handy in promoting products to them. Ever wish you could read your clients’ minds? We can come close by studying the internal dialogue clients are having when we approach them at various stages of the sales process. Understanding this will give us the ability to answer their “Why?” This, in turn, will increase our effectiveness.Our first step is to get the appointment. Our prospect is thinking:“Do I want to see the salesperson?”“Do I have the time?”“What do they want?”“Radio didn’t work last time.”“Do I want to spend the money?”If we can’t give them a good answer to these questions, we don’t even get in the door. And that’s why we use our personal 30 second commercial (see previous newsletters or give me a call and I’ll walk you through it.)Next the client is deciding if they want to work with you. This usually happens when you are in a client needs analysis.“Is this salesperson credible?”“Do they know what they are doing?”“Can I trust the company?”“Can they help me?”How we comport ourselves, the questions we ask, the interest we show in their business contributes to positive or negative answers to these questions.The dialogue continues in the CNA:“Do I have the time?”“Do I trust them enough to share my problems?”“Will answering these questions help to solve my problems?”“Is this worth my time?”We should talk about the business of the business before we talk about the marketing of the business. This will insure a “Yes” answer to these questions.We bring back a proposal. What are they thinking now?“Does this fit my needs?”“How does this compare to other options?”“Is this what I want?”“Is there some commonality here?”If you have prepared a customized campaign based on the needs and goals you uncovered in the Phase Two needs analysis, the answer should be “Yes”. If you took a package off the shelf, it more than likely will be “No”.During the presentation the client has other considerations:“What is the cost?”“What is the value?”“Do I want to change what I’m doing now?”“Do I want to look at other options?”“Do I believe the reward is greater than the risk?”Our job is to reduce risk and stack value. One of the best ways to do this is to tell great stories. The best salespeople are the best storytellers.Now to the decision:“Do I do it now?”“Later?”“Never?”“Can I justify doing this?”Have we made our case? Do we have an ROI page to justify the campaign?And after the sale:“Did all go as promised?”“Was I treated fairly?”“Will it work?”“How long will it take to see results?”“Was this a good decision?”“Will I recommend this to others?”We should manage our client’s expectations on how and when the campaign will produce results. And, we must take very good care of our clients moving forward. Make an agreement with them on how and when you will contact them. Exceed their expectations.The last time you made a significant purchase, I bet your internal dialogue was similar to this. The more we can understand and live in our client’s worlds, the better off all will be.Now, you didn’t even have to get hit by lightening to read minds.Happy Selling! […]

India’s Radio City network recently concluded the first edition of its international property ‘Radio City Business Titans’.The three-day event celebrated the accomplishments of Indian entrepreneurs for upscaling their business through unwavering resilience and innovation. The event was held at Dubai and featured Indian business tycoons, Bollywood celebrities, and social media influencers.The event was held on August 27 where Radio City felicitated over 92 Business Titans across 20 business categories from multiple industries. It also featured Indian entertainment personalities Vivek Oberoi, Neha Dhupia, Sophie Choudry and Kainaat Arora who presented accolades to the entrepreneurs and commended the winners for establishing a successful venture.Dr. Bu Abdullah, Chairman of Bu Abdullah Group and Dr. Kabir, COO of Majestic Investments, Private Consultant to His Highness Sheikh Majid Rashid Al Mualla from the royal family of Umm Al Quwain also attended the event.Ashit Kukian, CEO, Radio City, said: “Indian enterprises are flourishing by integrating innovative ideas and technologies in their business strategy; thereby contributing to the growth of the Indian economy. We launched Radio City Business Titans with the objective of offering Indian businesses a prestigious platform to celebrate their triumphs and foster their business excellence.”  […]

RFmondial has successfully carried out a field test in Hanover under real conditions as part of the development of solutions for alternative distribution to DAB+ transmitters in the event of a disaster.In the event of a failure of the distribution link (modulation lines) to digital radio transmitters (DAB+), a stable radio broadcasting provision to the population must be guaranteed. As recent events have shown in the event of a disaster, broadcasting coverage in particular is an essential building block for informing citizens, since mobile phone networks are usually the first to fail. In order to increase the reliability of the broadcast an alternative distribution must be used during standard link failure (land-based lines in the event of flooding or satellite reception in the event of storms).For this purpose, RFmondial has developed a system that uses the regular air interface for the distribution, the so-called rebroadcasting. Those DAB+ transmitters that are no longer able to receive their standard link receive the program over the air from another DAB+ transmitter, convert it to a different frequency (channel) and transmit it again with a short time delay. This transmitted program is now received by one or more other DAB+ transmitters and broadcast again on a different frequency. This guarantees nationwide broadcasting coverage even in the event of a disaster.In addition, the control of the transmitters can as well be maintained via a data channel hidden in the DAB+ broadcast. The RFmondial technology was developed and tested in a field test in Hanover. For this purpose, a multiple frequency network (MFN) was operated, with a DAB+ transmitter (channel 5A) serving as the basic network transmitter in Hanover Hemmingen and another DAB+ transmitter (channel 7C) serving as a transmitter in rebroadcasting mode in Hanover Nordstadt. In addition to testing the rebroadcasting technology, the suitability of DAB+ receivers for switching to the now changed transmission frequency (service follow) has been examined. Manufacturers of consumer and automotive receivers took the opportunity to test and, in some cases, improve their receivers with regard to rebroadcasting.New developments by Plisch GmbH from Viernheim were used as DAB+ transmitter systems, which are equipped with various redundancies and thus ensure trouble-free operation. […]