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Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 

15 September, 2022



Greetings from BBI!

September is half way over. 4th quarter is upon us. This newsletter contains ideas to help you to finish 2022 on a high note!

Happy Selling!

What are clients saying about us?
John Conner

"I would like to thank you for everything you have helped me to achieve. You push in the right direction and do not hold back from telling your students what they need to hear. Sometimes it's rough, sometimes it's encouraging, but either way you seem to know what needs to be said to truly motivate someone else. No matter where I go on my journey through life I know that what you have taught us here will be applicable in a variety of situations in the future. You are a real teacher. 

Thank you, Pat!"

John Conner

Jodesha Broadcasting


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.

Our Credibility Matters

How do we establish ourselves as "Experts"?


People don't usually buy from people they don't trust. They are also unlikely to buy from salespeople who have no credibility. When we ask clients for thousands of dollars, they need to feel we know how to get them a return on their investment. We must be seen as "experts".


There are several ways we can establish our credibility. One of my top reps does this: She has an 81/2 by 11 sheet of paper with names and contact information for several of her clients. She has gotten permission from these clients to have prospects call them. These clients are SOLD on her and her stations. 


After she does a client needs analysis, she hands the prospect her list and invites them to call her current clients. Much of the time, they do. When she returns with her proposal for them, they are already sold. Her satisfied clients do much of the selling for her. She just explains to her prospects what type of campaign she has brought for their business. This works magic!


Another way we can establish our credibility is to talk about the business of the business before we talk about the marketing of the business. Seek first to understand the needs and goals of this particular prospect. Here are some phrases that show we have prepared for our meeting:


"I was thinking about our meeting and I wrote down some questions. Might we go over them?"


"As I was reviewing my notes from our last meeting...."


"As I was preparing for our meeting today...."


As the old saying goes, "People don't care how much you know until they know how much you care."  


First, we have to answer their "Why?"


Next, we answer "How?"


The outcome is higher revenue for our clients and for our stations.


Happy selling!

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 ....

"Trust is built on credibility and credibility comes from acting in others' interests before your own."

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
Successful Broadcast Sales

Williams Media Debuts a new morning show on My Country 103.1 KOFM

AM show KOFM

Welcome Kaylee to the My Country 103.1 FM morning show:

Mornings with Clepper and Kaylee

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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