You can still make money with radio if you actually realize sales is more about establishing trust and relationships. And you have to have their back.
I had one regular 'big spender' that had a tough time coming out of the Covid shutdown. I was selling football and his budget was spent. I told him he was a major player people watched. It was important he didn't take a step down as that might be perceived as not doing so well. I said I wasn't allowing him to take a step back. He had sponsored football every year. I gave him a football sponsorship at no charge. He was blown away. I said I had his back and my job was to work for his continued success. Needless to say, I have his loyalty and the bulk of his ad dollars. Simply put, do what is right for the client.
I had another account that told me he always buys from me because I visit in person and know him and his business. Those that call or email are told to visit in person like the radio station but they don't. Working harder pays off. I've had several say they appreciate I work hard. Showing up at their business conveys that.
I had one regular 'big spender' that had a tough time coming out of the Covid shutdown. I was selling football and his budget was spent. I told him he was a major player people watched. It was important he didn't take a step down as that might be perceived as not doing so well. I said I wasn't allowing him to take a step back. He had sponsored football every year. I gave him a football sponsorship at no charge. He was blown away. I said I had his back and my job was to work for his continued success. Needless to say, I have his loyalty and the bulk of his ad dollars. Simply put, do what is right for the client.
I had another account that told me he always buys from me because I visit in person and know him and his business. Those that call or email are told to visit in person like the radio station but they don't. Working harder pays off. I've had several say they appreciate I work hard. Showing up at their business conveys that.