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Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 

1 Oct, 2022



Greetings from BBI! It's the last quarter of this year. This edition of the Bryson Broadcasting International newsletter is designed to give you ideas to finish 2022 above goals.

Happy Selling!

What are clients saying about us?
JC Tinsley

"There were some fantastic pieces of information we covered that helped provoke a deeper dive into concepts and also fresh takes on ideas. At the end of the day, what we do is all about people and helping them solve problems/overcome obstacles."


JC Tinsley

General Manager, Carmi and Fairfield, Il

The Original Company 


A Little About Me
Pat 8717

Pat Bryson is an internationally known speaker and trainer specializing in training salespeople and managers. She has consulted stations in the United States, Canada, Australia, Europe and Central Asia. Her career has included on air, salesperson, sales manager and general manager. Since opening BBI, she has travelled extensively and has spoken at most major radio conventions on three continents. Pat is the author of two books, "A Roadmap to Success in High Dollar Broadcast Sales" and "Successful Broadcast Sales: Thriving in Change".


Pat has twice been named one of Radio Ink's Most Influential Women in Radio


Is It Time For Renewals?

What do we need to know before we ask a client to renew?

The looming new year sometimes means we have client agreements coming up for renewals. This can be a bit scary as we wonder if they will renew, will they try to cut back expenditures? Will they NOT renew? 


Renewals often require increasing rates. Most salespeople will not want to rock the boat. Have you ever tried to sneak a new agreement past your manager using last year's rates?


Renewal time should be a time to find ways to better serve our clients. Business is evolving rapidly tossed about by external factors beyond our control. These shifting sands require businesses to constantly change how they do business. The marketing plan they used last year, last quarter or even last week may need to be changed. It's almost a certainty that their message will need to be changed.


Before we ask for a renewal, we need to sit with our clients and do a needs analysis. We need to benchmark the business. We need to know what has changed. We need to know what they anticipate the next year to be like. 


Here are some questions we need to ask:


How has your business changed in 2022? Up, down, flat?

What are the major challenges you are facing now?

How have these changed this year?

What concerns you most about 2023?

If it's supply chain, ask what they can get, what they can't get. When do they expect it to loosen up?

If it's staff, how has this affected the business specifically? Shorter hours? Days?

Is revenue back to 2019 levels? Exceeding 2019 levels?

Has your store traffic returned?

Any lingering effects of 2020?

Where do you want to be by the end of 2023?

What needs to happen to get you there?

How have your profit centers shifted?

What will it be important for your customers to know about you in the next few months and 2023?

Are you seeing smaller orders? Less people? A combination of both?

How important to you is being involved with community events?


You probe for changes in the business. You ascertain goals and objectives for 2023. You understand your client's perceptions of his world. These new challenges can trigger changes in how they have been advertising. If clients have not been using effective schedules, you may now find ways to introduce them to doing so. 


If clients believe our campaigns can help them to solve problems, they will give us money. Renewals start with understanding where the client's business is NOW and where they want to be at the end of 2023. 


Take the time to understand. It's not about us: it's about them. Easier renewals await!

The Client's Corner
Bryson Broadcasting International is serving our clients two ways this year. In addition to in-person market visits, virtual sales training and sales meetings are available for your stations! We will customize the materials to meet your individual needs. Once a month, these sessions will be done live with your staff. The Zoom meeting platform allows for interaction and discussion as we teach the materials. It's more important than ever for our sales staffs to have great skills. Good skills are no longer good enough. We can raise the skill set of your staff.

To discuss how we may benefit your revenue department, give us a call at 918.810.3068 or email at pat@patbryson.com. Prepare for 2023 with strong momentum and A+ players!

Words to Live By ....

“Truly listening is hearing the needs of the customer, understanding those needs and making sure the company recognizes the opportunities they present."

                           Frank Eliason

Add this to your library!
What people are saying about this new book:

"Pat has written a sales book that is not only for all times, it is especially good for THESE times-times of disruption, times of change. The final chapters of her book are no less grounded in practicality and real-world experience, but they offer invaluable insights into, as one of her chapters would have it, 'doing business in a new world.' Buy the book. Make the commitment. Thank me later."

           Jay Mitchell

Small Market Radio Newsletter


Buy It Now


We want to help your staff increase revenue!

We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. Our training options include online sessions done live for your staff.

If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com,

or call us at 918.810.3068. 

For more information about BBI, click here.

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