SHARE:  
Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 

1 October, 2024



Greetings from BBI:I am honored to again be a part of the 2024 Most Influential Women in Radio from Radio Ink. Thank you!


What Clients are saying about BBI:

"I just wanted to say 'thank you' again for your monthly newsletters and teachings. We really appreciate everything you share with CHRI FM."

Dan Cole

Media Consultant

CHRI



Where I'll Be Next

October 14 and 15 I'll be in Deadwood, South Dakota to work with the SD Broadcasters Association. We'll be working both days on ideas to get 2025 off to a roaring start. Will you be there?


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


Why Is It Important?

Do we know?

For the next five minutes, write down all the facts you know about your stations and the platforms you sell. You may know so much about these that you need more than five minutes.


Now take another five minutes and write down WHY these facts are important to your clients.


It's a bit of a trick question. To write down WHY these facts are important, you need to have a specific client in mind. Not all facts are important to all clients. In fact if the client hasn't given you a reason to believe a particular fact IS important to them, it probably isn't.


When you fill your presentations with overflowing facts about your company, you may notice that your clients' eyes glaze over. They suddenly have another meeting to attend.


Clients are interested in our stations (our world) only because they believe that we can make their world better.


Here's the rule: NEVER GIVE A FACT WITHOUT GIVING A BENEFIT. (WHY)


Fact: This is important to you because.....

Fact: You asked about this......

Fact: You would be interested in this because.....

Fact: This has meaning to you because.....

Fact: What this means to you is....


Fact/Benefit. A sales technique we all need to learn. It answers WHY a fact is important to a client. And the "Why" is uncovered in the Phase Two Needs Analysis stage.


It's not about US: It's about THEM!

Learn this: Use this. Higher billing awaits!


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 2025 with strong momentum and A+ players!

Words to Live By ....



“No matter how many customers you have, each is an individual. The day you start thinking of them as this amorphous ‘collection’ and stop thinking of them as people is the day you start going out of business.” Dharmesh Shah


"

Add this to 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

The Learning Continues

Castle Country Radio's amazing staff!

Training session for 7 Mountains Media


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.


©Copyright 2024 Bryson Broadcasting International

CONNECT WITH US!
Twitter  Linkedin