5 Steps to Up Your Game
As the year ends we need to ask ourselves the following question: “How was my year?” Were you happy with your performance? Did you exceed your revenue expectations for the year? If you grew your business and beat the market growth, then congratulations! If you fell short of budget expectations, ask yourself what you could do differently to improve your performance! Now is the time get real with yourself and up your game, because in sales, we must compete at a high level every day to win the business.
Below are 5 steps to up your game and crush your budget expectations!
Set a benchmark for new business meetings. How many new meetings do you need to set each week? There are thousands of companies in need of our expertise to help them grow their business. Challenge yourself to set one more meeting a week! How are your conversions in the new meetings? I recommend tracking your success. Each call gives you an opportunity to improve your effectiveness.
Determine a valid business reason. Become the leader and set the standard in your market with how you approach companies. What did you discover as an opportunity for the client prior to calling them? We need to understand each client’s customer journey and provide them with strategic solutions to solve their largest issues.
Come prepared with creative campaigns. Do you present creative campaigns with every proposal? I encourage you to take the time and meet with your production team and program director to create better ways to use Radio to connect to companies to consumers. Radio is the best at telling their story. Is there an opportunity to have your on-air talent endorse or become an ambassador for your client? Our on-air talent has tremendous trust and daily exchanges with our listeners. They have the platform for the largest referral program any client could create. This is a critical part of our marketing campaign, positioning our client’s brand into our listeners’ minds. Great creative is memorable and creates an emotional connection to the consumer.
Solidify your relationship with the client. Find a way to deepen your connection with your client. How is your follow up with your clients? Do you have a strategy to stay connected after the sale? Discover how each client wants to connect. Find a way to further connect them to your station. Invite them to the station to meet the on-air talent, the programming and promotions teams, the sales support and the traffic department. In doing so, you are letting them know how many people are working on their behalf.
Own your day. You determine what gets accomplished each day and whether or not you move your business forward. You are in control of how you plan your day, and this takes focus and balance. For example, try scheduling blocks of time in your calendar each day for answering emails and returning phone calls so you don’t get tied up responding all day.
Today is the day. Get rid of the excuses and up your game!