By Steve Lapa
Lapcom Communications
President
PALM BEACH GARDENS, Fla. — “Hello Steven. My name is_________. Do you work with a financial advisor? Steven, are you familiar with the various resources available to you here at________. Steven, here is my card, please reach out if you need anything.”
As I sat in the waiting area of an investment center known worldwide, that cold call really happened to me.
By Steve Lapa
Lapcom Communications Corp
President
PALM BEACH GARDENS, Fla. — How easy is it to do business with you?
I’m betting it’s more difficult than you think. Most professional sellers rarely “eat their own dog food,” as in be the advertiser at your talk radio station.
Try this exercise. Be the client trying to make an advertising inquiry. Is the experience of going through the switchboard at your station friendly or is it the typical “if you know your party’s extension….”? Is it a confidence builder or killer as you go undercover and try to navigate becoming an advertiser?