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Radio Ink Magazine April 17, 2017

Don't let the Radio revolution pass you by. Get your digital subscription to Radio Ink Magazine. Published 14 times per year, your annual subscription includes these popular issues: The 40 Most Powerful People in Radio The Executive of the Year Issue The Best Program Directors in America The 25 Most Influential Women in Radio The 20 Most Successful African-Americans in Radio Subscribe to the digital Radio Ink and save 50% off the print version!

United States
Streamline Publishing
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14 Issues


access_time4 min.
is your past killing your future?

You’re a busy executive, running or operating a fast-paced radio cluster or group. You’re like the proverbial plate spinner on stage, with plates spinning off of each arm, leg, and from your head and your mouth. As you spin, more plates are thrown your way. You catch each one and keep them all spinning. Your plates are projects, people, departments, sales pressure, budgets, managing up, managing down — and if any of the plates fall, you consider it a failure. On top of that, your world of spinning plates is not just for a few minutes on stage during business hours. We’re spinning plates from the first moment we awaken, spinning plates on the phone when we’re driving, spinning plates during lunch, during meetings, and at home for most of the night.…

access_time2 min.
the 2017 hispanic radio conference

access_time5 min.
radio wayne: where are they now? david kennedy, 2005 broadcaster of the year

In 2017, not only is Radio Ink celebrating its 25th birthday, our Radio Wayne Awards are turning 25. We’ve given out these awards to so many great people over the years. In 2004, Susquehanna CEO David Kennedy won the award for Broadcaster of the Year. And in late 2005, Cumulus purchased Susquehanna for $1.2 billion. Today, Kennedy is co-founder and managing director of Aspire Ventures, a technology-focused venture capital firm. Aspire was founded in 2013 by a group of successful entrepreneurs, operators, investors, and philanthropists to create a new kind of business enterprise, combining the key elements of a dedicated tech company with those of an early-stage venture capital firm. The company has acquired and invested in three principal technologies: mobile, machine learning, and cloud computing. Here’s our Radio Ink Radio…

access_time4 min.
the truth about ad budgets

roy@wizardofads.com When I was a young account executive, business owners used some really weird math “to hold their advertising accountable.” Here are two of my favorites: “The SBA says a business should spend 5 percent of sales on advertising. Therefore, every dollar I spend in advertising has to bring in $20. Can you guarantee me that your plan will do this?” “If I double my ad budget, you’ll double my traffic and sales opportunities, right?” Do business owners still say idiotic things like that? I ask only because I haven’t talked about ad budgets in more than 25 years. These days I tell new clients, “Just tell me how much you want to invest. I won’t have to ask you to increase your ad budget. All I have to do is make your ads work…

access_time4 min.
your prospect says no. now what?

wayne@ensmedia.com After putting all your effort and creativity into a presentation, you would probably rather endure a root canal than hear your prospect say no. But understanding what to do after your prospect says no is one of the most valuable steps toward yes in your entire sales process. Before all else, recognize that “No” is a good thing. We often run sales contests where the salesperson who captures the most no’s wins first prize. To qualify, each sales rep has to authenticate the date the presentation was made and the date it was rejected, and document a clear understanding of why the prospect said no. Second prize in our “No” contest goes to the salesperson who captures the most yeses. And here is the thing: The person who captures first prize for…

access_time7 min.
why you need long-term local direct business

paulweyland.com Provided that you are on the same page as your client demographically and provided the client’s business isn’t seasonal (Christmas trees), you should be asking for long-term (annual) business in every case. Here are four reasons why. FINANCIAL SECURITY. You cannot get rich in this business without long-term contracts. Without them you are starting each month with a big, fat zero and you are always operating in crisis mode. It’s unrealistic to believe that local direct clients you have never met before will just give you $3,000 in the middle of a broadcast month so you can meet your goal. With long-term clients, you start the month at close to budget, or even beyond your goal. And you can look months ahead and rest assured that with continued hard work, you…