Tuesday, September 13, 2011

I was recently on some National sales calls in New York and the following became crystal clear:

• National buyers are overworked and rarely have time to hear individual stations

“stories” or pitches when reviewing avails.

• They take aggregated submissions from National rep firms and plug and play

So, what does that mean:

• It’s more important than ever that you try maintain a “relationship” with national buyers, ever-changing as they may be.
• Ratings play more of a factor than ever in getting share, or on, national buys.
• Make d*#n sure you have local relationships who can speak on your behalf when buys are coming down.