Wednesday, August 14, 2013

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..