4 Ways To Increase Sales + A Bonus


(By Loyd Ford) Market managers and sales managers, this is for your sales meeting this week. Local sellers, this is to help you take control of your destiny and how you are seen by local management, corporate management and even more importantly – clients.

If you want to be the one seller in your market that seems to always get ahead, grow revenue and be at the center of both company kudos and personal revenue, here are some thought starters to elevate your game so you literally create more revenue for yourself, your company and your clients going into 2022.

Four (4) steps to increasing sales, revenue and more. Plus one Bonus.

  • Increase the number of clients you see, you help, you sell. This is simply prospecting. You’ve heard it a million times: The more calls you make, the more sales you make. It’s math. Go see people, reach out to people, help more business owners solve their problems and your numbers go up.
  • Increase the average size of campaigns you recommend to clients. We all know the power of radio involves frequency. Take no shortcuts with clients. Build the most robust campaigns designed to really give them the most powerful impact. This will only help your clients and it will create elevated revenue and income for you.
  • Increase the frequency of transactions per client. Just like great programmers know that creating more occasions of listening and lengthening those occasions, in sales the more consistently you touch base with clients, build significant relationship, constantly bring ideas to tempt and help them increase opportunities to reach their goals, the more you will look like a hero (to them and your bosses) and the more revenue you will personally generate.
  • Negotiate higher rates. People never care about what something costs if they see the value. They only talk price when they can’t see the value. The value is the key and this goes back to being confident in your product, the power of your brand and telling your story in a way that allows your client to easily see the value they are getting doing business with you.

Bonus: We might not always think in terms of referrals, but we should. Like minded clients are like minded business owners and friends. They know each other. One of your goals should be to consistently create word-of-mouth about how much you help local business owners and other clients. Become that one person clients call when they have a challenge. Ask them for the order, yes. But also ask them for referrals to others you could help with your hard work, ideas, strategy and powerful local radio brands.

We face a lot of challenges at radio. We always have. What’s the difference? You are the difference. Super-charge your selling career by using the four ways to increase your dollars above. Use the bonus to elevate your opportunities even more.

Loyd Ford consults radio stations, coaches personalities, and provides behavioral and strategic programming to radio with RPC. If you’re on the Clubhouse app, you can join Loyd’s radio pro encouragement group “The Encouragers.” Reach him anytime. 864.448.4169 or [email protected].


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