“The 2022 Sales Lift-Off” January 13th

“The 2022 Sales Lift-Off” January 13th

 

Are you in the radio business? Join us for this very special national event that I’m honored to be a part of “The 2022 Sales Lift-Off” January 13th !

Join us live on the Clubhouse app next Thursday, January 13, 2022, @ 2 p.m. Eastern/11 a.m. Pacific for a revenue-focused, idea-rich sales event for sales managers, market managers, and local sellers.

Loyd Ford from Rainmaker Pathway Consulting Works and Alec Drake will host a sales panel to discuss revenue plans for Q1, recruiting your next salesperson, and actionable items to help you grow revenue in 2022.

OUR January 13th ROUNDTABLE

–> Chuck Wood – VP/GM of Delta Media Corp., a multi-media company comprised of seven television and nine radio stations in Broussard, Louisiana
–> Scott Howard – General Sales Manager at WOWO Radio/Federated Media, Ft. Wayne, Indiana

– Actionable sales ideas – Recruiting Strategies – Get Your 22 Momentum

OUR January 13th ROUNDTABLE


–> Chuck Wood – VP/GM of Delta Media Corp., a multi-media company comprised of seven television and nine radio stations in Broussard, Louisiana

–> Scott Howard –  General Sales Manager at WOWO Radio/Federated Media, Ft. Wayne, Indiana

– Actionable sales ideas – Recruiting Strategies – Get Your 22 Momentum

If you don’t have the app, go here: https://www.clubhouse.com/

Brand Building For 2022

Brand Building For 2022

When you own and operate a business and you live and breathe it, often, it’s difficult to see when things change.  As they say, sometimes it’s hard to see the forest for the trees.

When is the last time you had a Brand Health Check-Up?

Only politicians can succeed without delivering on their promises, and only weather forecasters can make mistakes every day and still keep their jobs.

Unfortunately, you are neither, so you have to build your business and your brand by delivering on every promise and accurately forecasting how your customers prefer to be served and sold.

Some business owners mistakenly think that a brand is built simply around their business name, location, industry, employees, and their marketing. But your brand is the sum of everything your customers and prospects hear, see, feel, and experience when they do business with you.

Your brand is who you are, what you do, and how you do it!  Reputation management is an ongoing, continual task, and regular check-ups are necessary.

Brands are the sum of the impressions you create at every customer touchpoint; from your advertising to the way you answer your phone, the cleanliness of your buildings, vehicles, and bathrooms, your warranty and return policies, to the way you empower your staff to resolve customer conflicts.

Does your business need a health check? Do you have a clearly defined mission and is it evident at every customer touchpoint?

Click here for our free Brand Health Check to ensure that you are walking the talk.

Wrap Up and Step Up

Wrap Up and Step Up

Twas the end of December and all through the land,

Lots of creatures were stirring, children, woman and man.

The hustle and bustle of the holidays are here,

And nearly everyone is attempting to be of good cheer.

The retailers are hoping to rake in more bucks,

While they alternate between taking care of customers and unloading trucks.

The advertising salespeople are doing their best,

to reach their customers, sell a few more ads, meet their budgets and then finally get some rest.

I could continue to write and talk in verse,

but honestly I’m not that talented, as a lyricist, I’m cursed.

So like many of you who are taking a break, this is my last column and podcast until 2022.

For those of you who are in the broadcasting business, I have an invitation for you to join me on Thursday, January 13th at 2pm eastern time for a live event called the 2022 Radio Sales Lift Off.

This event will be on the Clubhouse App, so you’ll need your smartphone, Radio consultant Loyd Ford reached out to me earlier this year to contribute to his Encourager series for people in the broadcasting business and I’ve been writing a monthly article.

This event on January 13th is the creation of Loyd and will be co-hosted by another radio veteran, Alec Drake.  They asked me along with broadcaster Chuck Wood, I wonder if that’s his real name or an on-air name, to be their panelists.

Here’s what Alec said about it recently on LinkedIN and his own website:

We are all deep into thinking about next year’s sales strategies, so add this appointment to your calendar, “The 2022 Sales Lift-Off”. Join Loyd Ford from Rainmaker Pathway Consulting Works and me on Clubhouse for a panel discussion by frontline managers to discuss Q1, sales team recruiting, and actionable revenue ideas for 2022!

and…

Join us live on the Clubhouse app Thursday, January 13, 2022, @ 2 p.m. Eastern/11 a.m. Pacific for a revenue-focused event that will take place quarterly for sales managers, market managers, and local sellers.

Loyd Ford from Rainmaker PathwayConsulting Works along with Alec Drake will open up a panel of sales partners to discuss a strong finish to Q1, recruiting sales staff, and a closing roundtable with actionable items to help you and your team grow revenues. ​ The Revenue Partners for this Q12022 Live Event:

 Chuck Wood – VP/GM of Delta Media Corp., a multi-media media company comprised of seven television and nine radio stations in Broussard, Louisiana 

Scott Howard – General Sales Manager at WOWO Radio/Federated Media, Ft. Wayne, Indiana ​

Actionable sales ideas – Recruiting Strategies – Get Your 22 Momentum – Share and Learn

Have a safe, relaxing and prosperous end of 2021, my friends.
 
Talk to the Expert

Talk to the Expert

Some consumers make purchase decisions based on relationships and some make them purely on price. They are referred to as either Relational or Transactional customers.

If your business sells on price alone, this information may not pertain as much to you. If you would like to sell more on relationships, pay close attention and heed this information.

Chris Lytle, the author of The Accidental Salesperson, says “If you become known for what you know instead of what you sell, buyers will come to you for help and advice instead of the lowest price.” The good news is, they will pay more for your knowledge than they will for just the product!

Chris goes on to explain “To become known for what you know, you have to actively market your knowledge instead of your product.”

A group of hugely successful auto parts stores created a strong market position with the DIY category by promoting and exploiting the knowledge of their employees. They had employees that loved Ford, others that knew Chevy, Chrysler, or Dodge inside and out. Even some that were more knowledgeable about the older “muscle cars”. This knowledge took the focus off of the price and put it squarely on the fact that they had people with the knowledge, and they had the parts.

As they say, knowledge is power, and the more knowledge you are perceived to have, the more people will look at you and your company as the “experts”.

In Eight Ways to Market Your Knowledge, the author suggests that you have an FAQ (Frequently Asked Questions) page on your website. Monitor the questions your customers are asking and publish your answers clearly in layman’s terms. Allow your prospects and customers to ask questions online, and always be prompt in posting your answers. Most importantly, take credit for your answers and make sure the public recognizes the answers came from you.

Click here if you want me to deliver all Eight Ways to Market Your Knowledge. 
The Giving Time of the Year

The Giving Time of the Year

Blessed to be a blessing is a phrase I heard a long time ago and right now I see a lot of it going on.

It’s a quiet Sunday afternoon as I compose these words for this weeks featured article on my website and podcast and I’m thinking about a multitude of things.

It’s now been 8 full years that I’ve worked for WOWO Radio, the first 6 as one of the Advertising Account Executives and for close to 2 years, as the General Sales Manager.

I grew up with WOWO, as thousands of others did too.  In 2025 WOWO will turn 100 years old and when people hear I work at WOWO, nearly everyone has a story about WOWO to tell me.

It happened a few times this past Friday during the All American Stores #PumpForPennyPitch event.

But please, this is not about me, it’s just my personal story and the impact that WOWO and our listeners and our airstaff and all the supporting players have at this time of year.

Look, I started working in radio as a teenager and worked for our parent company, Federated Media in my 20’s, on the air at WMEE.  WOWO was not owned by Federated Media back then, so while I’ve worked for our company a couple of times, it’s just been the past 8 years that I’ve worked for WOWO.

In between, I worked for other radio stations and some of them would do something nice around the Christmas Holidays for listeners.

But what struck me during my first week here in December 2013, was something that occured on a Friday afternoon when we were having our annual #PumpForPennyPitch event.   I saw how at other stations, they gave cash and prizes away to listeners as an extra incentive for them to listen.  But at WOWO, it was the listeners who were giving their cash to help others in the community.

The contrast, stuck with me and now every year, I make a point to come out and support our on air staff during the Penny Pitch events that occur over a 4 week period this time of year.

This year we kicked things off with a live broadcast of Christmas On Broadway and the lighting of the 40 foot Christmas tree on November 19th.  Over 4000 people came to the event hosted by Steve Shine and it was our first opportunity for people to give to Penny Pitch this year.

Penny Pitch has been around for over 70 years and began when WOWO radio personalities Bob Sievers and Jay Gould received a letter requesting funds to purchase a special typewriter for a handicapped boy and they in turn asked for listeners to contribute their pennies. Penny Pitch evolved from helping individuals to helping local organizations that in turn help individuals.

My first Penny Pitch in 2013 was for the benefit of Turnstone, a local organization that wanted to raise funds to build ramps for handicapped individuals would needed them at their homes.  I got to talk to Nancy, their CEO at the time along with some of the listeners who gave and hear the stories.  As you can imagine, it was eye-opening.

Every year a different local charity is selected by the Penny Pitch Board of Directors.  This is my second year serving on the board and it is not easy selecting from the numerous charities that apply.

The 2nd event each year to raise funds for Penny Pitch is the Bob Chase Memorial Hockey Game played on Thanksgiving evening at the Memorial Coliseum with our world famous Fort Wayne Komets Hockey team.  WOWO and the Komets have a 60 year history together and the late Bob Chase was the voice of the Komets on WOWO until he passed away just a couple of years ago.

Event #3 is the gas station event that took place on Friday.  We actually had it at 3 different All American stores in the area including on Lima Road on the Northwest side of Fort Wayne, just east of Fort Wayne at the All American store in New Haven and our live broadcast of the Pat Miller Program from 3 to 6 was at the Ossian All American store, just south of Fort Wayne.  I decided to visit all three locations and got to talk with listeners and donors.

This coming Thursday and Friday is our big grand finale radio-thon for Penny Pitch. Both days, December 9th and 10th, our two local shows, Fort Wayne’s Morning News with Kayla Blakeslee and the Pat Miller Program will be broadcasting live from Sweetwater Sound, just like we did last year.  Four hours in the morning and 3 in the afternoon each day with nearly all the program content focused on this years Penny Pitch recipient charity, the local Gigi’s Playhouse that needs to raise over $80,000 to purchase transportation to expand the services they provide as a downs syndrome achievement center. I bet we raise over $100,000 this year from our listeners.

When I titled this piece The Giving Time of Year, I know that WOWO listeners who can give a few cents will give again this year, just like the donors who give much bigger amounts.   If you want to join them, here’s a direct link to give online: https://pennypitch.ejoinme.org/donate2021 

Or perhaps you have other organizations you support.  Perhaps it’s individuals that you give to.

All of us have something to give; time, money, an encouraging word, let’s all participate and you too will be Blessed to be a Blessing