Yearly Archives: 2019

Capture Their Attention

In preparation for your next presentation, here are two simple tips that can dramatically help capture your prospect’s attention and put them in the right frame of mind. The first is, just prior to starting your presentation, begin with these words, “Mr./Mrs. Prospect, in preparation for this meeting we have put a great deal of… [Read More]

You’ve Been Lied To

Have you ever had a business owner tell you after you made your presentation that they don’t have the budget? Sure, you have. If you are dealing with the true decision-maker, you have just been lied to! It’s not a lie in the sense that it was meant to hurt you. It was more of an excuse… [Read More]

They “Indeed” Get It!

If you missed it, Radio INK’s Radio Headlines reported that the mammoth online job site Indeed was radio’s largest advertiser for the week of August 5th. Why does Indeed have so much faith in radio? I will suggest it’s for two reasons: 1) because it works and 2) because they have to. They have to? I’ll explain later. Gallup, along with other… [Read More]

To Call or Not to Call

Here’s the scenario. You have an appointment that you set up a week ago and it’s a healthy distance away from your office. Do you call them to confirm the appointment prior to leaving or do you not call and take a chance? Knowing how busy business owners and managers can be, there is no question that… [Read More]


“Procrastination on your part doesn’t necessarily constitute an emergency on my part” This quote hangs on the walls at many repair and service centers and it would be very appropriate hanging in most radio station Production Departments. Every radio station has deadlines or cut-offs for turning in production. The question is, are the deadlines being enforced?… [Read More]