Radio Ink Magazine

HOW TO PROSPECT SUCCESSFULLY

One of the easiest ways to prospect for new accounts is by calling advertisers that are running schedules on your competitors’ stations. Why not? After all, somebody else has already done most of the work, convincing a business owner to advertise on broadcast radio or TV to begin with. What could go wrong?

I’ll tell you what goes wrong. These clients eventually become spoiled, playing one rep against another, demanding

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