7 December 2023 Selling Radio Direct with Pat Bryson In our last newsletter, we spoke about creating good customer service for our listeners and our advertisers. Today I...
20 October 2023 Customer Service or Customer Experience Selling Radio Direct with Pat Bryson I have the privilege of working with some very good sales staffs. Over the years, we...
5 October 2023 Selling Radio Direct with Pat Bryson You’ve just sold a brand, new client. Yippee!!!! That’s what we say in Oklahoma when something great has happened.
29 September 2023 Selling Radio Direct with Pat Bryson Fourth quarter, in the U.S., usually means it’s time to renew clients for the new year. In today’s uncertain economic environment,...
21 September 2023 Selling Radio Direct with Pat Bryson Those who know me understand that I allow myself a few indulgences. One such indulgence is a special perfume...
20 August 2023 Selling Radio Direct with Pat Bryson – I’m on a new soapbox. In the past few months, I’ve had the pleasure of accompanying salespeople on their sales...
6 August 2023 Selling Radio Direct with Pat Bryson What CAN advertising do for businesses? In their heart of hearts, businesspeople want to run an ad today and have teeming...
29 June 2023 Selling Radio Direct with Pat Bryson Time flies when you are having fun! And we in radio, have fun. Because we are half-way through this year, we...
22 June 2023 Selling Radio Direct with Pat Bryson My travels often give me life lessons on how to provide great customer service. Sometimes those lessons are positive...
11 June 2023 Selling Radio Direct with Pat Bryson After the RadioDays Prague convention, my friends and I spent a few days exploring Prague. It rained.
30 April 2023 Selling Radio Direct with Pat Bryson I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed...
20 March 2023 Selling Radio Direct with Pat Bryson In a recent training session that I did with one of my clients, we looked at attrition rates for...
5 March 2023 Selling Radio Direct with Pat Bryson Us: “What’s your budget?” Client: “I don’t really have one.” Or Us: “What’s your budget?” Client: “I have $200...
24 February 2023 Selling Radio Direct with Pat Bryson Experience tells us that the 80/20 rule applies to salespeople: 20% of our sales staffs account for 80% of...
9 February 2023 Selling Radio Direct with Pat Bryson Last week I spent 5 days working with a new hire. Note I said, “New Hire” which should send...
27 January 2023 Selling Radio Direct with Pat Bryson. I’m sure you’ve heard the story about the two woodsmen who were in a challenge to see which one...
7 December 2022 Selling Radio Direct with Pat Bryson When I’m in a market, I often “go shopping” in local stores to see if I experience exceptional service from anyone....
8 November 2022 Selling Radio Direct with Pat Bryson Just before COVID hit and made my passport irrelevant, I was attending a Radio Days Europe conference in Vienna....
17 October 2022 Selling Radio Direct with Pat Bryson You’ve probably heard the discussion on transactional versus relational buyers. Transactional buyers are mainly concerned with price, with acquiring what they...
9 October 2022 Selling Radio Direct with Pat Bryson The looming new year sometimes means we have client agreements coming up for renewals. This can be a bit scary as...
19 September 2022 Selling Radio Direct with Pat Bryson Our Credibility Matters People don’t usually buy from people they don’t trust. They are also unlikely to buy from salespeople who have...
4 September 2022 Selling Radio Direct with Pat Bryson Do you remember the movie, “What Women Want”? Mel Gibson got hit by lightening and began reading women’s minds. That came...
14 August 2022 How do we safeguard the “orphan” accounts? Selling Radio Direct with Pat Bryson If your stations are similar to the ones I deal with, from time to time...
17 July 2022 Selling Radio Direct with Pat Bryson 60 or 90 days ago, if you asked a client what their Number 1 concern was, the answer was...
28 June 2022 Selling Radio Direct with Pat Bryson Recruitment Is A Hot Category Now If you’ve called on any businesses at all in the past year, you’ve...
15 June 2022 Selling Radio Direct with Pat Bryson Time marches on! We are now 6 months into this year, and, if my math is correct, we have...
25 May 2022 Selling Radio Direct with Pat Bryson In my past few articles on radioinfo, we’ve been talking about the need for great customer service and expanding our...
11 May 2022 Selling Radio Direct with Pat Bryson The National Association of Broadcasters (NAB) was back in session last week. After a two-year hiatus, it was great to...
3 April 2022 Selling Radio Direct with Pat Bryson I was on a market visit with one of my stations a couple of weeks ago. We were discussing...
31 March 2022 Selling Radio Direct with Pat Bryson When I had been selling about a year, my general manager came into my cubicle one day and said, “It’s...