Scott Bourne, host of PodcastingTricks.com and a host over on the TWIT network, gave some tips on how to keep your sponsors and advertisers based on his many years in the broadcast field. Some points:
- When you make first contact, sell the appointment, not the sponsorship.
- Always keep in mind that you’re trying to help people.
- If you know what they want, you can help them with a solution.
- Handle objections with empathy, not with whining or additional objections.
- Feel - Felt - Found is a perfect formula in dealing with objections, for example:
Prospect says, “The price is too high.”
You say, “I understand how you feel. Many others felt that way, but I found that with the type of customer service I provide, my price is very competitive.”
- 90% of business is lost because we don’t close the sale, so just ask for it.
- Once you have the sale, develop an ad that focuses on the benefits and not hte features.
- Have a call to action in your ad by asking the audience to do something.
- Start your ad with headlines, such as, “Don’t you just hate it when…” or “If you do this right now…” or “Are you tired of…”
Technorati: scott bourne, pme, podcast expo 2006, podcasting, podcasting tricks