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QUICK RADIO SALES TIP

radio advertising salesYou’re a radio sales account executive who continually prospects for new advertisers for your station.

What do you do after you present to a prospect who ultimately doesn’t buy?

I mean, after you add that person to your “try again in six months” file.

Send that person a thank-you note.

After all, she invested her time in you.

Send a real letter via postal mail, not e-mail.

A real envelope, a real letter, even a real postage stamp.

Hand-addressed.

“Dear Mary,

“Thank you again for meeting with me this week.

“Even though you decided not to work with us at this time, I really enjoyed our talk…and I learned a lot about the (_____) business.

(If appropriate, end with an informal reference to some personal aspect of your conversation:)

“Hope to bump into you at some upcoming Raiders game….

“Sincerely,
“Ad Exec”

I guarantee you’ll make a positive and memorable impression on someone who one day might choose to become one of your radio advertising clients.

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