Colorado Media Newsroom
December 19th, 2022, 10:40 AM
From Talkers:
By Steve Lapa
Lapcom Communications Corp
President
https://www.talkers.com/wp-content/uploads/2022/12/lapastevewriter.jpg (https://www.talkers.com/wp-content/uploads/2022/12/lapastevewriter.jpg)PALM BEACH GARDENS, Fla. —*We use the word ?touch? in more ways than almost any other word in the English language. In just the media business alone, we ask how many times we ?touch? the listener or viewer, ?touch? on key sales points during sales calls, ?touch? the high points in an internal meeting, creative that ?touches? the audience, and how about that on-air talent who has a great ?touch? with a host read.
Our better-run stations will ask how many times they ?touch? an advertiser through production, billing, collections, general servicing, and finally, sellers will stay in ?touch? with customers and prospects. Seven daily uses in our small world alone. Why the semantic lesson now? The answer should be on your calendar.
As the calendar turns to January 1, 2023, time to review your plan for the different Q1 “touch” points. The following touch points are focused on your organizational skills and sales plan that should be revised and updated daily. That’s because planning and organization is usually the biggest weakness of most sellers and early-stage managers. Let?s look at Q1 now that revenue goals are locked and loaded.
If your team is like most, you will participate in at least 13 group sales meetings.
Chances are a minimum of 13 one-on-one meetings are on your schedule.
How many “live reads” have you targeted?
Have you identified your new business targets?
Any local events to package into?
You are only seven weeks away from the Super Bowl. Any opportunities you have overlooked? Renewals from last year?
Valentine?s Day is also seven weeks away. Targets?
Political junkies know South Carolina, Nevada, New Hampshire, and Georgia are all looking at Q1 primary opportunities.
Some states are still on the lookout for Q1 weather emergencies.
Every manager should have ?recruitment? in yellow highlight. Smart managers never stop reviewing their recruiting strategies.
We all get distracted by daily interruptions that sidetrack our focus on goals, hopefully the list helps. Remember, this is just a starter list to help you push through the big hurdles of planning and organization. Every manager and seller will add station-centric touch points.
Finally, thank you for spending a few minutes with me each week at TALKERS. I hope my Pending Business column has helped you improve your performance just enough to make a difference.
Here?s hoping 2023 is your most-productive ever.
Happy selling and all the best in the coming year.
Cheers!
https://www.talkers.com/wp-content/uploads/2019/01/1-tbugk.jpg (https://www.talkers.com/wp-content/uploads/2019/01/1-tbugk.jpg)
Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at:*Steve@Lapcomventures.com (https://www.talkers.commailto:Steve@Lapcomventures.com)
https://feedpress.me/link/23507/15855029.gif
More... (https://feedpress.me/link/23507/15855029/pending-business-touch)
By Steve Lapa
Lapcom Communications Corp
President
https://www.talkers.com/wp-content/uploads/2022/12/lapastevewriter.jpg (https://www.talkers.com/wp-content/uploads/2022/12/lapastevewriter.jpg)PALM BEACH GARDENS, Fla. —*We use the word ?touch? in more ways than almost any other word in the English language. In just the media business alone, we ask how many times we ?touch? the listener or viewer, ?touch? on key sales points during sales calls, ?touch? the high points in an internal meeting, creative that ?touches? the audience, and how about that on-air talent who has a great ?touch? with a host read.
Our better-run stations will ask how many times they ?touch? an advertiser through production, billing, collections, general servicing, and finally, sellers will stay in ?touch? with customers and prospects. Seven daily uses in our small world alone. Why the semantic lesson now? The answer should be on your calendar.
As the calendar turns to January 1, 2023, time to review your plan for the different Q1 “touch” points. The following touch points are focused on your organizational skills and sales plan that should be revised and updated daily. That’s because planning and organization is usually the biggest weakness of most sellers and early-stage managers. Let?s look at Q1 now that revenue goals are locked and loaded.
If your team is like most, you will participate in at least 13 group sales meetings.
Chances are a minimum of 13 one-on-one meetings are on your schedule.
How many “live reads” have you targeted?
Have you identified your new business targets?
Any local events to package into?
You are only seven weeks away from the Super Bowl. Any opportunities you have overlooked? Renewals from last year?
Valentine?s Day is also seven weeks away. Targets?
Political junkies know South Carolina, Nevada, New Hampshire, and Georgia are all looking at Q1 primary opportunities.
Some states are still on the lookout for Q1 weather emergencies.
Every manager should have ?recruitment? in yellow highlight. Smart managers never stop reviewing their recruiting strategies.
We all get distracted by daily interruptions that sidetrack our focus on goals, hopefully the list helps. Remember, this is just a starter list to help you push through the big hurdles of planning and organization. Every manager and seller will add station-centric touch points.
Finally, thank you for spending a few minutes with me each week at TALKERS. I hope my Pending Business column has helped you improve your performance just enough to make a difference.
Here?s hoping 2023 is your most-productive ever.
Happy selling and all the best in the coming year.
Cheers!
https://www.talkers.com/wp-content/uploads/2019/01/1-tbugk.jpg (https://www.talkers.com/wp-content/uploads/2019/01/1-tbugk.jpg)
Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at:*Steve@Lapcomventures.com (https://www.talkers.commailto:Steve@Lapcomventures.com)
https://feedpress.me/link/23507/15855029.gif
More... (https://feedpress.me/link/23507/15855029/pending-business-touch)