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Greetings from BBI!
Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.
Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling! |
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How Often Should We Call on Clients? |
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How often should we call on our clients? The answer to this question lies partially in the way humans remember information. We've all been faced with presenting our station to the person who can say "No" and having to rely on him to deliver our message to the person who can say, "Yes". How effective will he be?
The "Curve of Forgetting Meaningful Material" shows these frightening statistics:
- After one day, 72% of what is learned is remembered.
- After five days, only 56% is remembered.
- After ten days, only 47%
- After thirty days, only 30%
And, these figures are for MEANINGFUL material!
Studies at Columbia University about how much your prospect forgets after your sales call reveal:
- After one day, 72% of a verbal messsage is remembered.
- After one week, only 52% is remembered
- After one month, only 30%
And, one more alarming set of facts: even if your presentation is taken into a planning conference, it might not influence the buying decision. The results of an experiment by the Cambridge Psychological Society in which they wrote down all they could remember of a meeting held two weeks earlier tell us:
- Less than 10% of the specific points discussed were remembered by the average individual
- 42% of what was remembered about these points was substantially incorrect
I think these facts make a good case for staying in constant contact with our clients and never forgetting to SELL THE SOLD!
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| The Client's Corner |
Today I want to salute two of my clients who have received special honors:
Mr. Mike Barrie, of WLPO WAJK WKOT recently graduated from the Dale Carnegie program and won the Dale Carnegie Award for being the outstanding member of his class. Way to go Mike!
Maria De Leon of 1530 AM Que Buena was named Minority Small Business Champion of the Year by the Tulsa Chamber of Commerce. We're proud of her service to her community! |
| Words to Live By..... |
"People forget how fast you did a job-but they remember how well you did it."
Howard W. Newton |
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