Best Practices to Target National Advertisers

First, consider your national rep firm partner. Are you mission aligned? Do they specialize in selling your type of operation in your type of market? Are they as passionate about your story as you? For instance, are you an independent broadcaster in a non-metro trading area?

Your national sales team is responsible for having relationships at agencies outside your trading area or state that you cannot manage and monitor directly. Successful reps leverage those relationships to maximize your rate and share on RFPed business. But what can be done before or beyond the RFP to increase the agency interest and spend for radio and in your market? Here are some proactive steps that can help you and your national rep capitalize on every opportunity.

First, consider your national rep firm partner. Are you mission aligned? Do they specialize in selling your type of operation in your type of market? Are they as passionate about your story as you? For instance, are you an independent broadcaster in a non-metro trading area? Many reps and firms specialize in major market sales or are dedicated to the largest owners. Could you be better served to partner with a company who specializes in markets like yours, has a dedicated team focused on beyond the metro opportunities, actively advocates and promotes markets your size and works tirelessly to uncover untapped stories and opportunities that might otherwise go unnoticed? Keep reading more