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Escaping The Most Dangerous Trap



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(10/25/2013 4:43:53 PM)   Flag as inappropriate content
x4ZzNh Thanks-a-mundo for the article post.Much thanks again. Will read on...
- NY
(10/10/2013 10:54:44 AM)   Flag as inappropriate content
To the comment."we have all the business we need" I would remind the prospect all business suffers attrition be it seasonal, people moving, new competition even customers passing. I would then ask, are you telling me if 10, 25, 50 or 100 new customers arrived on your doorstep and web site you will turn them away?"

If they say yes, they just don't want to speak with you so go back and start a new strategy such as getting some of their customers to recommend you

- Bill
(5/25/2013 9:04:50 AM)   Flag as inappropriate content
To be more precise: The "conversation" tends to lead the audience away from the direct messaging. One person (pitchman) isn't assaulting the audience.
- Ronald T. Robinson
(5/25/2013 8:42:17 AM)   Flag as inappropriate content
Besides determining a unique offer that could be broadcast, Roy also made the most important distinction of all: He wrote the copy in such a way that the listener wasn't being browbeat into submission and being told what to do.

To the contrary, the listener was exposed to a "conversation" between two other people. In this way, the listener is not being challenged, but can still relate to the content...vicariously.

Clever. Appropriate. Influential. Way to be, Roy!

- Ronald T. Robinson
(5/23/2013 8:45:59 AM)   Flag as inappropriate content
GREAT point! If you don't have a target... how do you know if you hit it?

Being specific makes it MUCH easier to track results to see what you need to do to stay on track!

Thank you for the ammo for our collective "radio sales guns"! If I had a nickel for every time I've quoted you... I'd owe you a BUNCH of nickels! ;o)

- Big John Small
(5/22/2013 10:25:46 PM)   Flag as inappropriate content
Roy: On behalf of all the people that work in radio sales, I thank you deeply for the valuable contribution you make to the radio industry by sharing your knowledge--you're a BLESSING to the media! My honor and respect go out to you!
- Michael


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