I went to the optometrist today (all this computer time is getting to my eyes…though passing by 40 may have something to do with it as well). Anyhow, in our greeting he asked what I did for a living. When I was done telling him I ran a business that provided sales, marketing, and tech tools for Radio — he said, “I had a radio person in here earlier today.” Oh…do I love hearing that. So, I followed up with a few questions and here’s what I found out.

1. He had been off Radio for at least a year.
2. He had been using TV recently.
3. He wanted back on Radio.

Here’s the lesson. If you have a client that has left Radio and gone to TV, print, or any other media; it may have nothing to do with the fact that he doesn’t like Radio anymore. It often just means he likes to mix things up. Often, when a client leaves us, we think they’re gone forever…they’re not. Keep in contact with advertisers. Don’t let them forget you’re there. Stay in touch with helpful information that can make you be seen as a marketing pro…not just a salesperson. Then, when they’re ready to get back in bed with Radio, you’ll be there to tuck them in again. Goodnight for now, TV.

In my previous post, I mentioned I was now using a new free Google service called, Google Apps to filter my salesimaging email through (to solve my spam problem…and it has). Yesterday it came time to figure out how to get that email onto my BlackBerry.

Option 1 is the easiest. There’s a sweet little Gmail application that goes right on your BlackBerry. You can bypass all the POP/SMTP stuff and get your email directly from this little application. Option 2 is to use the regular POP settings that Google Apps provides. You can get step-by-step instructions for each of these methods here: https://www.google.com/support/a/bin/answer.py?answer=39374&query=blackberry&topic=&type

Remember though, none of this works until first you’ve got a Google, as well as Google Apps account (read my previous post).

Good luck and enjoy spam-free email on your desktop…and on your BlackBerry/mobile phone.

After spending too long buried in spam, my problem has been fixed thanks to Google. We set up Google POP accounts for each of our salesimaging email addresses to filter through. The Google spam filter is remarkable. It’s picked up 99% of spam and rarely catches a good message by mistake. Every few days, I log onto my Google email account and check the spam folder. There I see the hundreds of spam messages that used to make their way to my desktop inbox. A nice bonus is that you can set up the Google account so your emails come to your inbox, but also stay online in the Google inbox. This way if you ever accidentally delete or lose an email, you can login to your Google account and retrieve it (it can hold thousands and thousands and thousands of emails). Best of all…it’s free and still allows you to use your desktop email client just as you always have (Outlook, Entourage, Thunderbird, etc…).

Learn more here: https://www.google.com/a/

While you head out to visit clients and prospects, here are some promotional ideas for October:

October will be Emotional Wellness Month, Long-Term Care Planning Month, Book Month, Breast Cancer Awareness Month, Chiropractic Month, Crime Prevention Month, Dental Hygiene Month, Domestic Violence Awareness Month, Orthodontic Health Month, Physical Therapy Month, Seafood Month, Spina Bifida Awareness Month, and Vegetarian Month.

Fire Prevention Week - October 7-13
Mental Illness Awareness Week - October 7-13
Massage Therapy Week - October 21-27
World Smile Day - October 5th
Columbus Day - October 8th
Be Bald and Be Free Day - October 14th
National Boss Day - October 16th
Sweetest Day - October 20th
Cranky Co-Workers Day - October 27th
Mother-In-Law Day - October 28th
Halloween - October 31st

I love sharing important tips that help you become a more modern radio sales pro. But, I couldn’t resist having you see a YouTube video that was brought to our attention today from the NAB. It has to do with the proposed XM/Sirius merger-to-monopoly. Have a chuckle.

Be sure to visit www.c3sr.org and send an email to the Federal Communications Commission opposing the monopoly.

I used to despise paying those insanely expensive charges for 411/directory assistance calls from my cellular phone. Well, I haven’t had to for months…thanks to 800-FREE-411 (800-373-3411). It’s free. Though, you do have to listen to a ten-second commercial before you get your phone number. But, that’s a great trade considering you’re saving $1-$2 every time you use the service.Program it into your cell phone today (better yet, add it to speed dial). 800-FREE-411 (800-373-3411)

More info: http://www.free411.com

I received a really good question a couple weeks ago from a veteran Sales Manager. Below is her question and my response. I hope this will help any new AE’s reading this…or anyone who want to take their customer relationships (and sales) to the next level:

Gregg:

I have a brand new salesperson on board and wonder what you would suggest they start studying 1st. I’ve got 33 Years in this business and am a CRMC. However, I sometimes am guilty of thinking “well everybody knows that” and it’s just not true. Help me help him. THANKS!

My Reply:
I would say without question that new reps knowing how to deliver a comfortable, conversational needs analysis is the most important factor to early success or failure. You and I could talk to any prospect in any business category and ask all the pivotal questions (without a cheat sheet) that would give them the best chance for success…and our best shot at getting their business. Most newbie’s just don’t have this skill. Thus, the prospect will not have the confidence in them to buy what we’re trying to sell.

I wrote a two-part article for Radio Ink called, “Have a Conversation, Not an Interrogation…The ABC’s of a CNA.”

I hope reading it (over and over and over) will help your new rep. Rehearse them until you know they’ve got it down. Then…new clients will follow.

Here’s the link to the article:
http://www.salesimaging.com/articles/needsanalysis.html

Best of Business!
Gregg