Category Archives: Sales

FREE Chris Lytle Sales Webinar for MAB Members

mab-lytle

“You don’t motivate salespeople to be successful. You get them to be successful so they become motivated.” -Chris Lytle

Further develop your successful sales team by having them attend the Instant Sales Training Webinar:  How to “Talk Advertising” With Your Prospects and Customers Now.

When:  Wednesday, November 16, 2016 at 1 p.m. EST

Invite your copywriters and production people, too.

Register HERE

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Chris Lytle

Here’s why this program is important:  Everybody has an opinion about advertising. But, people who sell broadcast advertising need a philosophy of advertising.

Not just an opinion.

Face it.  Most of your salespeople don’t have degrees in advertising or marketing.

That’s troublesome.

This Webinar bridges that learning gap quickly. It’s a fast-paced, highly-detailed session.

Here are a few of the takeaways:

  • Why salespeople need to “talk advertising” and not just rates and ratings.
  • Two of the best advertising “zingers” to share right away.
  • What you say when a client says, “Nobody mentioned my ad.”
  • How to get consumers to mention their ads.
  • Five uplifting concepts to share with your customers.
  • What you need to learn from these seven “old school” advertising masters.

Chris Lytle is a best-selling author and well-travelled professional speaker.

His promise to you is a bold one: His programs contain more usable information per minute than any other learning event.

Save the date. Let him prove it.

Using Webinars to Generate Sales Leads for Your Radio Station

Seth Resler
Seth Resler

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By: Seth Resler
Jacobs Media Strategies

I often listen to radio stations talk about pulling all of their digital tools together into a single coherent plan using a Content Marketing strategy. But Content Marketing can be effective on the sales side of the building, too, and can be a catalyst for generating new business.

For example, Content Marketing can be a powerful tool for generating sales leads and building your station’s marketing credibility. By publishing content that interests potential advertisers, radio stations can attract more business. This short video explains how the concept works:


Content Marketing with Webinars

One of the best ways to employ Content Marketing for lead generation is through the use of webinars. The concept is simple: When advertisers, marketers and clients register for a webinar, you capture their email address. You can then engage them in a lead nurturing email campaign, periodically sending them other useful and relevant content. This keeps your radio station top of mind, so when they are ready to advertise, they are more likely to seek you out.

We use this technique at Jacobs Media all the time. In fact, webinars have become our top method of capturing email addresses. Just last week, I hosted a webinar on How to Use Webinars to Generate Sales leads (“How meta!”). You can watch the recording here.

For more assistance on digital or social media, contact MAB Member Services at mab@michmab.com or 1-800-968-7622.

It’s Another Fine Mess

dicktaylorEditor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By:  Dick Taylor,  CRMC/CDMC
Dick Taylor Blog
https://dicktaylorblog.com/

laurel__hardy_275“Well, here’s another nice mess you’ve gotten me into.” Variations of this line were always a part of Laurel and Hardy movies. In fact, the pair made a film in 1930 with the title “Another Fine Mess.”

A couple of weeks ago I wrote about things I had learned at the Radio Show 2016 in Nashville and one of those things was about “sharing your messes” during a presentation I attended given by John Bates. What I will share today are some of the points John made amplified by my own personal experiences in the classroom and on the job.

3 Ways to Inspire & Connect

John said there are three ways to inspire and connect with people or an audience. Logic is not one of them. We are emotional creatures and to engage people you first need to touch them emotionally. I know from my sales training from the Wizard of Ads – Roy H. Williams – that you first must touch a person’s heart before you will win their mind and their wallet to buy whatever it is you’re selling.

John next said our human eyes are unique. We are the only living creature that has white in our eyes. We always know where a person is looking (or not looking). Our eyes enable us to better cooperate with one another.

Our conspicuous eyes mean we can immediately sense authenticity when dealing with others.

Your Message is Your Mess

I don’t know about you, but over my career I’ve learned that success teaches you very little. It’s our screw-ups that are the great teacher of life’s lessons.

When things are going great, the natural impulse is to not do anything to screw it up.

Likewise, when teaching another person, only sharing your successes imparts very little knowledge. However, when you share the things that went wrong and how you learned from these little disasters and how you changed course to not have something like that happen again, real knowledge is shared.

Les Brown puts it this way: “People don’t connect with your successes; they connect with your messes.”

Life’s real knowledge message is in your mess.

Let Me Tell You about the Time I Screwed-Up

My students tell me how impactful my sales lectures are when they contain stories about the things I did wrong, learned from and grew from, by messing it all up.

Wow, they say, a teacher that doesn’t know it all, that makes mistakes and became a better person through failure. It lets them know that failure isn’t fatal and can provide some benefits.

I vividly remember the time a new hotel came to town and I went in to see the new manager spewing facts and figures a mile a minute. I had thoroughly prepared for the meeting and I was there dumping all of my prep on his head. The only problem was, I had not touched this new manager on a emotional level and I never asked him what he wanted to achieve. I would be the only media property to not be on the initial buy.

I went back to see the new manager, hat-in-hand, to find out what I did wrong. I’m grateful that he would share with me why I wasn’t bought. Turns out, I was such a fast-talker he figured me to be the conman in the group of media sales people who had initially come to call on him. What he quickly learned was, I knew my stuff and that we should work closely together going forward. It was my first impression that needed working on, he would tell me.

I would learn that when you meet someone for the first time, you need to not “spill all your candy at the door” but shut-up and listen first. Establish common ground and build rapport on which a solid relationship can be built upon.

Losing that sale taught me a valuable lesson that would greatly improve my new radio sales career.

Make a Difference

So don’t be afraid to share yourself with others. Let them in and show them you’re human.

My sales mantra when calling on a new business was always make a friend. People buy from people they know and like. They buy from their friends.

People who listen to the customer, define how success will be measured and make a difference will never have to worry about making a sale.

Reprinted by permission.

Dick Taylor has been “Radio Guy” all his life and is currently a professor of broadcasting at the School of Journalism & Broadcasting at Western Kentucky University (WKU) in Bowling Green, Kentucky.  Dick shares his thoughts on radio and media frequenty at https://dicktaylorblog.com.

Free Webinar: How to Use Webinars to Generate Sales Leads for Your Station

jacobsWhen:  This Thursday, October 20, 2:00pm ET

Register here.

Our friends at Jacobs Media are offering a FREE webinar about…..webinars and how they can be powerful tools when generating leads for your station’s sales team. In this webinar, Jacobs’ Digital Dot Connector, Seth Resler, will show you how to use webinars to attract potential clients.

You will learn:

  • What webinar topics generate the best leads
  • How to promote your webinar
  • What software you need to turn your webinars into leads
  • How to follow up on webinar leads

Who Should Attend: Radio station General Managers, Sales Managers, Account Executives and Webmasters.

FREE Career Education Training Solutions for MAB Members!

p1learningdark_400Do you have a new hire and your first thought is, “Training, again?!”

Does a glance at your calendar make you wish you could clone yourself? Well, we can’t do that…yet. But we CAN help to lighten your load.

Because you are a valued member of the Michigan Association of Broadcasters you have FREE access to P1 Learning’s online video training courses which are easily accessible anywhere, anytime, on a phone, tablet, or computer.

P1 Learning offers fun and simplified online training. No more mind numbing content or heavy manuals. Course topics include:

• Entry Sales
• Pro Sales
• Management
• Leadership
• On-Air
• Customer Service
• Human Resources
• Administration
• Safety & more

Did you know that 41% of employees who receive poor training will leave their post within a year? That’s why it’s key to have training delivered in a fun, short and compelling manner that teaches repeatable skills and behaviors to generate maximum results!

“P1 Learning has really created an up-to-date training module that has helped our company immensely. Anytime we can use a proven program that provides clear direction for the user, and a time saver for the manager, it’s a win-win! And that’s exactly what P1 Learning delivers.” -Patricia, Sales Manager, Traverse City-Petoskey-Cadillac, MI.

For more information click HERE.

CLICK HERE TO START TRAINING TODAY!
To register your station for MAB’s free training, contact Katey McGukin-Woolam at 816.456.8603 or by email at katey@p1learning.com.

Are You Down, or Different?

Editor’s Note: The views and opinions expressed do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

Jim MathisBy: Jim Mathis, IPCS, CSP, MDiv
J&L Mathis Group, Inc.
www.jimmathis.com

Leading in the New Economy

“Many businesses are facing economic earthquakes, tsunamis and meltdowns.”

Last year, Japan suffered a series of cataclysms that would put almost any country into the Stone Age: an earthquake, followed by a tsunami, followed by a nuclear meltdown – all within a few days. Today, many businesses are facing economic earthquakes, tsunamis and meltdowns. It is your choice as to how severe your crisis is, and, how you react to it determines your future in business.

You choose how you react to the news you read and hear daily. You can either wait, wait and further wait for the economy to come back to where it was four years ago (it won’t) or you can choose to act on what is different about it now and make your own difference. It’s all your choice.

Oh, and for those who opt to wait, you should know that the economy won’t return to its previous state. Things have changed so much that nothing will ever be the same again!

Panic at the Pump
With gasoline and oil prices soaring this year, the economy seems to be teetering on the brink. Panic sets in as supply decreases and demand increases dramatically. It is cyclical… and expected.

If you woke up this morning and said, “The economy is down.” Then I imagine that your spending is down; your budgeting is down; your staff/employees are down and your customers, too, are down; and your business is down. But, if you woke up and said, “Everything today is different than it has ever been” then, probably your spending is different; your budgeting is different; your staff/employees are different; your customers are different; and, yes, your business is different than it has ever been.

Why do I say such a bold statement? Because many businesses have been UP in the past three years and have taken advantage of value they present in the eyes of the public to soar to new heights. Lexus has made money. Whole Foods and Trader Joe’s have made money. Apple has made money. Dollar General Stores have made money. Toyota (with all of the problems it had from faulty gas pedals, an earthquake and tsunami) has made money.

The companies who have struggled or have gone out of business altogether were struggling in the “good” economy of six years ago – Saturn, Pontiac, Sears, K-Mart and Blockbuster to name a few. There are many more.

We are very short-sighted when it comes to economic reactions. We see the immediate and not the overall picture and it causes us to panic and stumble into the dark. We lack a long-vision for what is going on in the environment around us.

You are either up or down and that influences every decision you make. Only you can decide the attitude which determines your altitude.

Print or Not To Print!
Carol Burnett in paying homage to Betty White on her 90th birthday held up a copy of Variety with a review of Betty’s appearance on her show in the 1970’s. Carol smiled and said, “Remember this kids? We used to call this a ‘newspaper.’”

Newspapers constantly remind us that the stock market is down, gas prices are climbing and carry negative information slanted for their political or personal biases. It is no surprise that newspaper sales are lagging today. But their negative news isn’t the sole reason for this.

Print media is being reinvented to digital format. If you are in the newspaper or magazine business you are seeing a “tsunami” that is wiping away the foundations your industry was built on. The next three to five years will probably change the way we receive and digest news forever.

I heard a conference attendee say to the crowd: “If you want your news NOW, go online with your smart phone. If you want your news later, wait on a television newscast. If you want it tomorrow, buy a newspaper. If you want it next week, subscribe to a magazine.”

No wonder people are tired of hearing bad news about unemployment, lack of jobs and financial crises from an industry that is in panic mode. They tend to want us to panic with them. There is camaraderie in suffering.

If you are down, then your spending, budgeting and business results are down. That isn’t a motivational formula – it’s a fact.

How are you different?
I won’t argue with you that these times are tumultuous for business. They are rough and many people have found themselves out of work, out of business and out of luck. I meet them every day. I can also tell you that many people have to face challenges that they would have never have faced had things remained unchanged. I can say without any doubt that had I not had the difficult times in my life, I wouldn’t be the strong person I am today. Had I not changed colleges, I wouldn’t have met the people I know now who are major influences in my life. Had I not decided to quit my previous occupation, I wouldn’t be enjoying what I now do for a living. Had my business not fallen apart, I wouldn’t be The Reinvention Strategist™. You get the idea.

Every one of those changes was traumatic in my life. I could have buried my head in the sand and pretended they weren’t there, but that wouldn’t make them go away. I could have sat around in a funk of depression for months on end, but that wouldn’t have made me or my situation any better. You choose how you react to what is going on in your environment. You either choose to act positively or negatively.

Either way, it’s all your choice.

Don’t misunderstand me; I am in the business of helping people to make their lives better. I just got tired of doing all the work for people who didn’t want to change. So, I changed my focus. I only work with people who want to reinvent themselves in a challenging economy. And, fortunately for me, every economy has challenges in it.

If you don’t reinvent yourself in the next year you may be extinct in two years.

It can happen. It already has to Circuit City, Pontiac, Schlitz, Gateway computers, Borders, Aloha Airlines, Mercury, Palm and many others. They refused to change and succumbed to the nuclear meltdowns of a different economy. The vultures are gathering for AIG, the Gap, Sears, K-Mart, Blackberry and Eddie Bauer.

It’s a competitive world and just in the time you were reading this, many other businesses closed their doors permanently. They couldn’t adapt to a challenging economy and they got swept away with no loyal customer base to support them or their brands. They failed to create a culture that would stand the test of change or the test of time. They failed to be different and settled for down.

Many more organizations have changed successfully. They were faced with a choice and they chose reinvention over extinction. Companies like Motorola, Novell, Autodesk, Domino’s, IBM, Dollar General, Toyota, Ford Motors, Apple and many, many more reinvented themselves and carved out new industries and market niches.

So, what can you do where you are sitting right now?

Study those who have taken common-sense ideas and turned them into their personal difference.  Look for ways you can adopt their ideas, methods and concepts. Their techniques aren’t very deep or difficult. In fact you might be surprised at how simple and easy they are. Most will seem like common sense. They are so easy, in fact that they will make you angry at yourself for not thinking of them on your own. They are so obvious that they will make you frustrated that you didn’t see them and act before now.

They are so simple that they will make you uncomfortable with the way you have been living and running your business. Good. Now go and find a comfortable place to become UN-comfortable, face your cataclysm – and be different!

Permission is granted to reprint this article provided the following paragraph is included in full:

Jim Mathis, IPCS, CSP, MDiv. is The Reinvention PRO™, an International Platform Certified Speaker, Certified Speaking Professional and best-selling author of Reinvention Made Easy: Change Your Strategy, Change Your Results. To subscribe to his free professional development newsletter, please send an email to: subscribe@jimmathis.com with the word SUBSCRIBE in the subject. An electronic copy will be sent out to you every month. For more information on how Jim and his programs can benefit your organization or group, please call 888-688-0220, or visit his web site: www.jimmathis.com. © 2016 J&L Mathis Group, Inc.

Uncover Your Customer’s Needs

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By:  Brian Marriott, P1 Learning

Sales opportunities don’t just spring up out of thin air. You have to uncover them. If you aren’t prepared to ask the right questions, they could be precious opportunities lost.

Finding the problem will lead you to the best solution for your client. Here are four important reminders when uncovering leads.

1. Build trust and rapport
Nobody likes to be interrogated with questions; it can make them uncomfortable – or even worse- defensive. Start the meeting casually, as if you were meeting with friends, but don’t be overly familiar or waste their time. People like doing business with people they know, like and trust. Let the prospect know the purpose of your questions – they should see that you’re trying to genuinely understand their business and determine if there’s a solution that your company can offer.

2. Ask the right questions at the right time
Have a list of questions prepared before the meeting, but don’t be a slave to your script. Their answers to your questions will likely bring up follow-up questions. By being prepared in advance, you can shift the conversation in the direction that will uncover their true need. Remember to always ask open-ended questions (who, what, when, where, why, how). Questions that can be answered with a simple ‘yes’ or ‘no’ won’t necessarily get you the information you need – you don’t want to limit their ability to answer in any way. Take notes, it’s a sign that you’re truly interested and engaged.

3. Dig deeper
Once you’ve uncovered areas of opportunity, continue to ask questions, repeating some of the words that they’ve used to show that you are listening and understand what they are really saying. Delve into the opportunity and continue to ask open-ended questions. In fact, remember to Always Ask Why (AAW). If your customer is opening up about their biggest challenges, don’t be afraid to follow up with something like, “why is that?”, “why has this not been fixed already?”, or “why is this a priority now?”. The more they talk, the more you’ll learn.

4. Summarize and set the stage
Once you’ve uncovered the opportunity, state it to your prospect clearly – again, trying to use as many of their words as possible. Confirm that you ‘got it right’ and then suggest how you could help solve this problem. Most often than not it’s okay if you don’t have an immediate solution. Tell your prospect that you need a day or two to reflect, but get back with them in a timely fashion. Then, once you both agree that your solution may be a fit, set a clear expectation of what happens next.

It’s one thing to assume you have their needs, it’s another to know you do. Time is precious, and your chances of getting the right deal from a qualified buyer requires the right questions from the get-go. Go deeper into discovering your client’s needs by logging into P1 Learning today and watching the course, Conducting the Needs Assessment.

P1 Training is a member benefit on MAB.  Don’t miss out on your opportunity for free, online training.  Sign your staff up today!

MAB Presents FREE Lytle Sales Management Webinar This Wednesday

mabinstantRegister NOW for Scarce Talent: Recruiting and Hiring the Best Salespeople

When:  Wednesday, September 14, 2016,  1:00 p.m. EST
Register here

Quick Question: Have you ever hired a salesperson who performed better on the interview than she did on the job?

Join the club.

And then, plan to attend this fast-paced, highly-detailed FREE webinar.

Chris Lytle
Chris Lytle

It’s the third in a series of four broadcast-specific sales management sessions. And, it’s personally conducted by Chris Lytle.  Topics covered include:

    • The #1 reason you can’t find good salespeople.
    • Why sales managers make lousy interviewers.
    • Quit making this deadly hiring mistake.
    • How one A player can replace three or more warm bodies.
    • Two things you must know about A players.
    • The 3 components of a well-rounded hiring decision.
    • Why it’s critical to hire for traits and attitudes rather than skills and experience.
    • The question to ask the candidate before he sits down.
    • The #1 mistake sales managers make when reading resumes and how to avoid it.
    • Breaking down the hiring process into seven repeatable steps.
    • Why you must ask these two embarrassing interview questions.
    • How to get the candidate’s referrals to talk.

This webinar will be recorded and archived.

Chris Lytle is the author of “The Accidental Sales Manager: How to Take Control and Lead Your Team to Record Profits.” He is excited to share these ideas about hiring the very best salespeople. Once again, he promises you more usable information per minute than any sales management learning session on the market.

Please register here.  After registering, you will receive a confirmation email containing information about joining the webinar.

Oxenford: Programmatic Advertising Buying and the FCC’s Political Broadcasting Rules

David Oxenford - ColorBy: David Oxenford, Wilkinson Barker Knauer, LLP
www.broadcastlawblog.com

With the national presidential conventions complete, and most of the state primaries for Congressional, state and local offices either behind us or to occur in the next few weeks, the most concentrated period for the purchase of political advertising on broadcast stations is now upon us, to peak in the late October/early November frenzy. While most of the principles governing the FCC rules on political broadcasting are relatively established (and many are summarized in our Political Broadcasting Guide available here), there are always new advertising practices and opportunities that throw some new wrinkles into how those rules are applied. At a number of political advertising seminars that I have conducted this past year and in discussions with broadcasters, one of the new wrinkles this year that has not captured the attention that it deserves is the political broadcasting issues raised by programmatic buying of advertising time.

In the last year or two, programmatic buying has become the buzzword in broadcast advertising circles for both radio and TV. It is intended to make ad buying easier and more akin to the experience that ad buyers have when they place online advertising, where most of it can be done from a computer with a few clicks of a mouse, anywhere at anytime. While programmatic buying is becoming more and more common in broadcast circles, it is difficult to easily say exactly what it is, as what is called “programmatic buying” comes in so many different flavors. Not only does the concept mean different things in different systems, it is also being provided by all sorts of different companies, from rep firms, to broadcast technology companies, to companies that have specialized in specific types of advertising – like remnant ad sales (i.e. sales of unsold advertising inventory that broadcasters may have). And some station owners are signing up with multiple providers – sometimes at the same station.

The computerized sale of remnant advertising – where the providers of the programmatic buying give advertisers the opportunity to buy left-over advertising on multiple stations so as to reach a total audience in the market in which the stations operate – is akin to systems developed years ago, which the FCC had issues with in trying to decide how they affected lowest unit rates (see our article here).   These sales of remnant ads tend to raise one set of issues. This kind of advertising – sold in packages, where advertisers are offered delivery of a certain number of advertising impressions in a given market, where that delivery may well come from placement of ads on multiple stations – may be the least problematic for individual stations in terms of how it affects their political broadcasting compliance. Because the spots are usually packaged with multiple co-owned stations to give the advertiser the number of advertising impressions that they seek in a given market, these ads have no impact on the lowest unit rate on any one station (as ads that are sold in a package on multiple stations do not affect the lowest unit rates on the individual station, although such combination packages on multiple stations must be disclosed and made available to candidates by the company making such combination sales). Moreover, as remnant ads can usually run at almost any time in a broadcaster’s schedule (they are not run in fixed programs or at specific times) and are usually very preemptible, the ads are usually in advertising classes not very attractive to candidates, further minimizing their impact on most station’s political broadcasting sales. But sellers of these packages of remnant advertising may themselves be subject to political rules (as the Commission has traditionally applied such rules to “unwired networks”), so the sellers need to be cognizant of their own political broadcasting obligations.

But other forms of programmatic buying can be more significant for political advertising and need to be carefully tracked by broadcasters. Some of the programmatic systems that are available seemingly let advertisers use computerized systems to essentially buy any advertising time that is available in a station’s inventory. Advertisers can in effect have access to a station’s traffic system and schedule their own advertising schedules, and can pick and choose among the rates available to advertisers in a station’s traffic systems. It’s this ability to pick and choose what the advertiser wants that could raise political broadcasting issues – especially in the later weeks of the election season. If the programmatic deals allow discounts off of a station’s rates for specific classes of time, either simply because they are booked through the programmatic system or because of the volume bought by the advertiser, these discounts could affect the lowest unit rates of the spots that are included in the schedule that the advertisers buy. Alternatively, the ability of an advertiser to get access to the station’s ad schedule to schedule their own ads, toward the end of an election season, could affect a station’s ability to squeeze in political ads as necessary to meet reasonable access and equal opportunities rights. And, if political advertisers use the programmatic systems to themselves buy and schedule advertising, all sorts of issues could arise, especially to the extent that such ads are bought with higher protection levels where they preempt political ads, or simply because they have other impacts on political schedules that stations need to be tracking.

The contracts with providers of programmatic advertising systems need to be carefully reviewed to assess their ability to raise issues in a political broadcasting context. If the programmatic network is used by political and issue advertisers, stations need to be sure that they are getting timely notice of the ad buys and all the necessary paperwork, so that a station can meet its political file obligations. Generally, they should also be reviewed so that buys made through the system otherwise comply with all other station legal obligations that, once upon a time in the distant past when broadcasters used printed contracts, would have been expressed in the terms and conditions for sales, which were often printed on the back of the sales contracts (we have written about these issues before, here, in the context of the required FCC advertising non-discrimination certification, which also needs to be worked into the programmatic buying process). We’ve worked with some providers of programmatic systems to help design their systems so that stations that use them can assure that their inventory can be controlled during the election season and we have looked at agreements from providers for broadcast station clients. These are not simple deals that can be entered into without thought. Any broadcaster using any programmatic buying system needs to carefully review the system that they are using and determine if there are any potential political broadcasting issues – and to assure that the contracts with the providers give stations the rights that they need to assure compliance with political broadcasting rules (and other FCC obligations), especially during these last 92 days before the November election.

David Oxenford is MAB’s Washington Legal Counsel and provides members with answers to their legal questions with the MAB Legal Hotline.  Access information here. (Members only access).

There are no additional costs for the call; the advice is free as part of your membership.

Taylor: Radio Creates Traffic

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

dicktaylorBy:  Dick Taylor,  CRMC/CDMC
Dick Taylor Blog
https://dicktaylorblog.com/

Radio is like the Rodney Dangerfield of media; it doesn’t get any respect. Ask any business owner what form of advertising is best and they will almost always respond “word of mouth.” Hard to argue that position. Well, radio is really word of mouth communication with a really big mouth.

Last week I wrote an article titled “Don’t Let Radio End Up Like Yahoo!” The whole point of the story was that radio has the power to make things happen; to create traffic, be it in-store or online.

Google Analytics & The Great Oz

TechCrunch published a great article on “How Google Analytics Ruined Marketing” that a good friend of mine sent to me. It’s a long, but excellent read. It left me thinking how Google is like the Wizard of Oz. The Great Oz wasn’t as great as the people in the Emerald City made him out to be. But the wizard was very good at distraction. While everyone was staring at the huge face and the smoke and flames that billowed from below it, Oz took everyone’s eye off of reality.

Google Analytics is like that. It created a whole new bunch of buckets to measure people’s online marketing effectiveness. Except it really doesn’t tell you what you really need to know and that is WHY things happened. If people began searching for your business or product on Google or clicked on your ad on Facebook, you haven’t a clue as to what caused them to do that.

Marketing Channels vs. Marketing Strategies

Radio is a marketing channel. TV is a marketing channel. Newspaper is a marketing channel. But in the digital world, those channels are called social media marketing and search marketing; only they really are not. Facebook, Google and all the rest are just another marketing channel. You need to develop a marketing strategy first and then deploy it on marketing channels.

What Google Analytics Misses

Google Analytics traps business owners and advertising agencies into thinking that it measures everything in their marketing strategy. It doesn’t. It only measures online activity. It completely misses how radio, TV or any of the mass media are having an impact.

It’s All About the Message

I’m a disciple of The Wizard of Ads, Roy H. Williams, who has long preached there really are no bad marketing channels, only bad messages. Roy prefers the power of radio and its ability to deliver word of mouth advertising with the longer lasting results of echoic retention. Roy uses the example of eye witnesses vs. ear witnesses. Police often find that everyone saw something different when they go around interviewing witnesses, but when it comes to what they heard, they all pretty much agree on that.

Consumer Behavior

Back when gas prices were high and the great recession was beginning, a story in New Times Magazine told of how America’s love affair with the automobile was over. Car sales were in the tank and the United States had to bailout General Motors.

If you were an auto dealer advertising on the radio, you probably were telling your account executive how their radio station wasn’t working.

Fast-forward to 2015 and auto/truck sales just recorded their best year ever in a single year.  Oh and it just so happens that gas prices plummeted and the great recession was mostly over.

If you were an auto dealer advertising on the radio, you probably were telling your account executive their rates were too high and you didn’t need to advertise as cars were flying off the lot.

We Buy With Our Emotions

People buy on emotion and then justify their purchase with logic. That’s never going to change. People buy stuff to make themselves feel good.

Google Analytics measures the activity in the action channel of marketing. It doesn’t measure what got people all emotionally fired up in the first place.

Google’s Getting Your Credit

When I started selling radio advertising, it was long before the internet and Google. Back then when we advertised something for a retailer on the radio, people would come in and say they read about the item in the newspaper.

History doesn’t repeat, but it rhymes and so today the newspaper has been replaced by Google search. Now with the free Google Analytics tool, retailers and ad agencies can measure the power of their “digital marketing” and show you how their SEO worked magic. Except the reason anyone did the search in the first place was because they heard about it on the radio.

Radio & Rodney

Which brings me back to where I started, Radio & Rodney “don’t get no respect.”

The Question You Should Be Asking

Samuel Scott says in his TechCrunch article that the question you should be asking is this:

“How would you market yourself if the Internet didn’t exist?

Answer that, and it’ll help your online marketing too.”

Reprinted by permission.

Dick Taylor has been “Radio Guy” all his life and is currently a professor of broadcasting at the School of Journalism & Broadcasting at Western Kentucky University (WKU) in Bowling Green, Kentucky.  Dick shares his thoughts on radio and media frequenty at https://dicktaylorblog.com.