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Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 

15 June, 2023



What are clients saying about us?

"Pat's training is way more in depth than I originally expected it to be. She started from the ground up with me. Not only does she instill countless skills and principles, but she is constantly providing real world examples for her lessons. Her provided text has been a substantial resource for me, not only when it comes to principles and lessons, but direct CNA questions, objection responses and various talking points. Although her training could certainly benefit anyone in sales, it is tailor-made for radio sales which is something I don't believe enough people in our field are fortunate enough to receive."


Heath Surrells

Marketing Consultant

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


How is 2023 Going For You?

We are already half way through the year!

Untitled Design

Time flies when you are having fun! And we in radio, have fun. Because we are half-way through this year, we only have 6 months left to hit our revenue goals for 2023. Are you on target? Are you ahead of projection? Perhaps it is time to review some "best practices" for meeting and exceeding our goals.


How we spend our "billable hours" daily will determine whether or not we reach our goals. Reaching goals, or not, determines our paychecks. Unlike attorneys or accountants or doctors, we don't bill clients for our time. I've often thought we should, but nevertheless, we have only so many hours in the day. They must be spent productively if we are to succeed. It's not enough to be "busy". We must be productive.


What activities should we be doing daily?


Every day: X number of new calls. How many calls the number X represents depends on where you are in your tenure as a salesperson. Are you tenured, carrying a large list of clients? Then perhaps making 4 or 5 new calls each day will be enough to cover any attrition and grow your list. If you are just starting out and have very few existing accounts, 15-20 new calls a day will not be too many. It takes a lot of "suspects" to end up with enough good prospects that result in orders.


Every day: Appointments should be scheduled to do Customer Needs Analysis meetings. Ideally, that would be four meetings a day, but I'd settle for two. Two needs analysis meetings daily would probably result in one presentation.


Every day: Ask for money! Be in the position to present to one or two clients. These presentations are NOT for small dollar, short- term sales. They are for larger, long-term sales. Long-term sales are the only way to build a base of business that prevents you from starting over each month. Plus, consistent advertising is better for our clients. They can't reach their goals by short- term ad bursts either!


Every day: Take care of your existing clients by providing extraordinary service. Define what "extraordinary service" means to each one. Then, make sure you do it! Find ways to go above and beyond. Surprise them. This will cut down on attrition and provide you ways to upsell them along the way.


Every day: Spend some time "sharpening your saw." Whether you read, listen to audio books or podcasts, grow yourself. Learn new things. Keep up with business trends. Invest time in increasing your skill level.


Every day: Make sure those paperwork tasks we all love to hate get done. Keep your forms flowing correctly. Keep your workspace organized. Your internal staff will thank you. They might even bring you cookies!


Every day: Plan your day. Work your plan. Don't wing it. Think strategically. Prospect strategically. Work strategically.


How we spend our billable hours determines our success. Ultimately, no matter what type of daily planners or CRM you use to please your boss, YOU are responsible for your success. You must use self-management. No one is looking over your shoulder 8 hours a day.


Say it together, "If it is to be, it's up to me."


There's time for a course correction if you need one. Doing so will put the next six months on track for a successful conclusion to 2023.


Happy selling and happy planning!

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. Succeed in 2023 with strong momentum and A+ players!

Words to Live By ....

“The bad news is time flies. The good news is you're the pilot."

Michael Altshuler

This Book Is A "Must Read" For All Sellers

What people are saying about this new book:

“If I was going to write a sales book, this is what I would want to have written. I’ve studied radio sales for 50 years, and this brings all that wisdom into one place-a real resource for new and experienced radio salespeople”



Glenn Smith

Managing Director, Radio Bay of Plenty – Whakatane, New Zealand

Buy It Now

News From Our Clients


BBI welcomes Eastern Utah Broadcasting as new clients.

Sales training day in Vincennes, IN for The Original Company

Pat and Evie Omirou enjoyed the RadioDays party in Prague. Evie is the sales director for Ant 1 Radio in Cyprus.

Welcome Rita Francis, new Account

Executive for The Breeze and Sports

Animal in Lawton, OK

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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