Here’s a great starter for 2008 from the folks at justsell.com.

What will be different in your sales world at the end of 2008 from where you are now — beyond your increased production in dollars generated?

But what will get you there? What are your sales resolutions?

Will you and your team prospect more? Establish better personal relationships? Commit to a solid sales process and follow through?

Will you be more attentive, invested and involved in the efforts of your sales team and your current customers?

What’ll be different? What will you deliberately set as your top 3 priorities that’ll help you and your team hit your targets? Three priorities. Any more and it becomes difficult to focus on even one. If you need only two then formally establish two.

Complete them in writing. Absorb them with commitment. Move forward.

Get started by downloading the sales resolutions pdf from justsell.com.Get started by downloading the sales resolutions pdf from justsell.com.

Have you taken a look at your media kits lately? Go ahead — take a look at them today as though you were a business owner or agency buyer seeing them for the first time. After all, your media kit is often the first tangible item that advertisers receive from your sales department. How many times does an out-of-market advertiser or agency say, “Fax or e-mail your media kit”? After an account executive’s initial consultation with a local advertiser, the media kit is frequently a leave-behind. So, imagine its impression. Ask yourself:

1. Does it create a positive first impression?
2. Does it represent who we are as an organization?
3. Is it written in “programming” or “marketing”language? In other words, does the media kit sound like a promo for your listeners, or is it loaded with features and benefits for the advertisers?
4. Is it simple to navigate, and is its information easy to read and understand?
5. Does it look as though it was made by a professional marketing organization (which is what we all should want) or by a high-school student?

Now that you have made an overall assessment of your media kit, let’s discuss six things that all media kits should have — as well as four things they should never include. What should be in your media kit:

1. An overview page with all basic station information.
2. A coverage map page
3. An “on-the-air” page with your programming lineup and a short list of well-known artists (if your format is music).
4. An “About Our Listeners” page. This page gives you the opportunity to tell prospects about your listeners (demographics) and how they can positively affect their business.
5. A “Why Advertise?” page (this is a great page to win over new businesses that are just formulating their advertising strategies).
6. A “Why Radio?” page (which is a great way to show the benefits of radio advertising to potential advertisers who are considering a variety of advertising media).

Four things not to have in your media kit:

1. Biographies and photos of your talent (Unless the personalities are incredibly high profile, business owners just won’t care.)
2. Technical descriptions of your coverage area (The map is enough.)
3. Negative information about other radio stations (The strategy of bashing your competitors will often backfire on you.)

Now that we know the media kit’s inclusions and exclusions, here are four tips to remember when putting it together:

1. Don’t write in paragraphs. Instead, keep all information in bullet points, which are easier to read and much less daunting to busy potential prospects.
2. Filter the number of pages you hand to clients. If you overwhelm them with information, they may decide it’s not worth the time and won’t look at any of your materials.
3. If you e-mail your media kits, send them as PDF documents, rather than Word or PowerPoint documents. If you don’t send PDF documents, your client’s computer may not see the media kit in the same layout you see on your computer.
4. Do not fall into the trap of having a media kit full of “The 7 Sins of PowerPoint Presentations,”such as center spacing; Word art; cheesy clip art; and fancy, colored text.

It is hard enough to close large, multi-station, multi-month deals. If the first piece of sales literature your prospects see is disorganized, looks amateurish, and is hard to grasp, you’re behind the eight ball early in the sales process. Take pride in your media kits. Pay to have them professionally designed and kept up-to-date. We make our money with an intangible product. If we’re to be seen as professional marketers, it’s imperative that the tangible item most often distributed is top-quality.

Written by Gregg Murray , exclusively for Radio Ink Magazine.