What Radio and TV Sales Won’t Tell You


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   You know when someone tells you a joke that you’ve heard a million times before, your mind zones out. You don’t hear any of it, all you’re doing is dying for the end and then you politely laugh. Or you stop the joke teller, like 4 sec into the joke with “Oh, I’ve heard that one before.”

 

   The same holds true for commercials. Radio or TV it doesn’t matter. With the advent of digital media the audience attention span has really shortened. On the internet you approximately 4 secs before your audience is gone. So if a page on your website or a video loads slowly, you’ve lost them. If you run the same commercial for a month, day in and day out, your audience gets tired of it and zones out. Any married woman can tell you,”I keep telling my husband over and over and over, it’s like he never hears me! It’s called “Listener Fatigue.”

Nagging Wife

Ad agencies, radio and TV sales people won’t tell you this. Remember they want to make a sale. They make their money on the time of day and how many times your commercial airs. Was they will tell you is that thousands will hear your commercial. But how many will be bored with it by the 5th playing? They rarely think of what the audience sees and hears. Yes, your commercial. This is the bread and butter to help your business succeed.

   It’s time the ad, radio and TV people get off the pot and tell clients the truth. Repetition is not the way to go, but a new fresh message is.Repetition

   There are few companies that keep their message fresh. Off the top of my head on the TV side, Geico and Canadian Tire come to mind. I’m sure you can think of a few more. As a company and if you’re planning an ad campaign, keep it fresh. This goes for TV networks, OMG, change up your promos once and awhile.

 

   Most agencies would sell a client one over priced spot. Radio stations will sell them one spot as well. Radio also tell the client that they’ll produce it for free. WOW, what an offer. Yes, that commercial will be read by the guy you hear on 30 other spots. Oh, that’ll make your spot stand out. It would be like trying to find Donald Trump in a field of Egos. Here’s a hint, use a voice that isn’t normally heard in your marketplace.

 

I’m lucky to work with creative clients that want to do radio. Depending on the length of their campaign, I don’t ever sell them just one ad. Let’s say they’re going to advertise for 3 weeks with 5 spots per day, 2 in morning drive and 3 in afternoon drive. I do 3 spots for them under the same theme, advertising a different aspect of the sale or business. They can run a different spot for a week or rotate the 3 spots evenly over the 3 week run. These spots are listened to more and longer, because they are listener fresh. The client gets this for a price that would be half or less a big agency would charge for one commercial.

 

Try this Mr Business owner, the next time you are visited by a radio sales guy, ask for 3 different spots for your sale at the price you’re paying. Believe me, those guys can grind out spots in no time and it won’t take them that much longer to make you a happy camper.
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In this time of down turned economies every business has to work that much harder and smarter, for a positive bottom line. It’s time that agencies, radio and TV jumped on board. Remember, clients want you to go that extra mile. Ad agencies, radio and TV sales seem to be offering less, for more money. A happy client, is a return client, and they’ll tell two friends and so on. It’s time we all got down to business and if you can’t, “Hey, Get Off My Lawn”

 

Bryan Cox  (Radio Host, Speaker, Author, Comedian)

Contact

bryan@sasktel.net

Get Off Of My Promo Pic400x300

 

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