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Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 

15 February, 2024



Greetings from BBI! We are half-way through first quarter. Is the year off to a great start for you? Today we talk about "time". Higher revenue awaits!

Happy Selling!

P.S. Pat will be speaking at Radiodays Europe in Munich 17 March. Hope to see you there!

What are clients saying about us?

"Pat, your session for the ABU Media Academy training webinar on Sales really hit the mark. The participants from the Pacific found it to be exactly what they needed and some have told me they have already put some of the tips you gave into practice. We look forward to working with you on more Sales Training in the coming months."


Steve Ahern, Former Head of ABU Media Academy 




A Little About Me

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 three times been named one of Radio Ink's Most Influential Women in Radio


I Never Have Enough Time!

Maybe Time Management Is An Issue

2024 is rolling along quickly. If you made New Year's resolutions, perhaps two of them might have been to be better organized and to spend your time more wisely. Most of us get so involved in daily activities that we soon forget our good intentions.


We've all said, "I just never have enough time." For those of us in the sales profession, time is the stuff success is made of. How we spend it determines our level of success or failure. Today, let's examine our time management skills.


Exactly what is your time worth? Many professions, such as accountants or lawyers, charge by the hour. They plan their days to maximize their billable hours. Although we as salespeople do not charge by the hour, we definitely should know what each hour of our time is worth. To calculate, take your earnings for 2023. If you work 40 hours per week, 50 weeks of the year (allow for how many weeks of vacation you have...if you are working in Europe you will have more than two weeks of vacation), you will have around 2000 hours of billable time. Divide your earnings by your number of hours worked. What is each hour of your day worth? Are you surprised? We must not waste our hours!


Sales success comes to those who understand and execute the sales process well. Every day, it is important to put new clients into your sales pipeline. the activities of prospecting, setting appointments for pain-finding calls, presenting solutions and service work done after the sale are all vital to your success as a salesperson. Each day, you should spend some of your "billable hours" in each of the above categories .This allows you to grow your business and ensures a steady stream of new clients coming on board to replace old clients lost. Here's how a typical workday should look:


Prospecting calls:

  1. New prospect
  2. New prospect
  3. New prospect
  4. New prospect
  5. New prospect

These calls are to set appointments with new prospects. You should do at least 5 of these per day, more if you are a new salesperson and are actively growing your list. For new salespeople, 15 new calls a day is a good number.


Pain-Finding calls:

  1. Pain-Finding call
  2. Pain-Finding call
  3. Pain-Finding call
  4. Pain-Finding call


The objective of these calls is to find out what the client needs and what those needs mean to his business and to him personally. Pain-finding calls are at the heart of the sales process!


Presentation Calls:

  1. Presentation call
  2. Presentation call

The objective of these calls is to present solutions to your client's needs and pains. Here's where you ask for money!


Service work:

  1. Service
  2. Service

You should be following up with clients, checking their results, writing thank-you notes, returning emails and phone calls.


Paper work:

  1. Paper work
  2. Paper work
  3. Paper work
  4. Paperwork


Now is the time to write orders, do copy, plan your next day. This should be done before 9AM and after 4PM.


For those small emergencies when a client demands to see you right now, you can allow part of one day each week for such activities. Most of the time, when a client calls and needs to see you immediately, making an appointment within a few days will work just as well. That way, you, not your clients, control your calendar.


It is important before you leave each night to have the next day planned and ready to go. Many of my top performers come to work on Monday with their entire week planned. Your day is no longer an "accident". You have a plan for increasing your income. The difference between the mediocre performers and the top performer is often the way they choose to spend their time. Make 2024 full of productive "billable hours".

Happy Selling!

d h

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. 2024 requires strong momentum and A+ players!

Words to Live By ....

"Either run the day or the day runs you."

Jim Rohn

"The lesson

This book should be in your library!

What people are saying about this new book:

"Congratulations Pat on another great book. Best book I've read in years on solution-driven sales. I highly recommend it!


Duane Alverson, President (retired)

MacDonald Broadcasting Company

Buy It Now

New Friends in the Radio World!


Pat with Jordan Walton, Executive Director of the Massachusetts and New Jersey Broadcasters Associations.


Attendees at "Creating The Bespoke Suit" session at the Massachusetts Association of Broadcasters' convention.


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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