The Hardy Realty Show – Sarah Holsomback with Floyd County Schools/Armuchee Primary and Drew Taylor with Community Kitchen
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What Are You Doing to Upskill Yourself?
Access to this series is restricted to Business RadioX® Studio Partners.
Rome Floyd Chamber Small Business Spotlight – Cabell Sweeney with Cabell’s Designs, Mike Meyer with Honeycream, and Quinn Durrant with Northwest Georgia Center for Independent Living
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BRX Pro Tip: Outcomes vs. Activity
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BRX Pro Tip: Outcomes vs. Activity
Stone Payton: [00:00:01] Welcome back to BRX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, today’s topic, outcomes versus activity.
Lee Kantor: [00:00:10] Yeah. This is really a key point when you’re doing any type of selling, especially consultative selling. You’re not really selling the thing you think you’re selling. And the prospect isn’t buying the thing they think they’re buying. When they come to work with us, they might think that they’re buying radio or they’re buying a radio show. And in some ways, they’re buying that. But in essence, what they really are buying is the outcome that they get when they’re doing their show properly.
Lee Kantor: [00:00:39] What they want is to recreate the feeling they got when they were a guest on the show. Those are more the actual things that they’re buying. So, in order for them to buy the thing you’re selling is you really have to get to the why, that’s layers deep in the experience. So, you have to remember, they’re not buying a radio show. They’re not sponsoring a radio show. They are buying a tool that helps them get in front of hard-to-reach people.
Lee Kantor: [00:01:05] They’re buying something that’s going to help them sell more stuff. They’re buying something that’s going to help them nurture relationships with people that are important to them. They’re buying status in their ecosystem. They’re buying a platform in which to share the stories of the people that are serving them. All of these things are the things they’re buying. The radio show is just the thing we’re selling to help them achieve that desired outcome.
BRX Pro Tip: Meaning Matters
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BRX Pro Tip: Meaning Matters Transcript
Stone Payton: [00:00:02] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, on a lot of our materials, website, a lot of our conversation, we will share with people – and we mean it from the bottom of our heart – your story matters, share it here, but you’re also fond of saying, “Meaning matters.”
Lee Kantor: [00:00:21] Yeah, I think it’s very important to elevate the show in the mind of your client to have greater meaning than some tactic to get more clients. I think, when your client believes that their show is really serving the ecosystem that serves them, and they really believe that they are having an impact on their guests, and their industry, and their profession, and their community, I think we become very sticky, and they become—they are on a path to being a client for life. So, anything you can do to show your client the impact that they’re making, that difference they’re making in their community, the better shot you have of keeping that client for life.
What Are You Doing to Upskill Yourself?
Do the People You Serve Look Like the People on Your Team?
Give Yourself Permission to Say No
BRX Pro Tip: Quarterly Priority Check
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BRX Pro Tip: Quarterly Priority Check
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s talk about this discipline of the quarterly priority check.
Lee Kantor: [00:00:11] Yeah. I think it’s important, probably every quarter is a good time frame to do this. But put it on your calendar so that you make sure it’s scheduled, so then you’ll do this every quarter. But do a priority check and just determine all those kind of big goals you had and all the opportunities you’re pursuing. Go down each one, one by one and decide, is this still a priority? Is this something that I should be spending my time working on?
Lee Kantor: [00:00:38] And then, just, you know, kind of hold yourself accountable for that and hold that opportunity accountable. Is it doing the thing I want it to do? Is it working? Is it not working? If it’s not working, then start winding it down. You know, start getting that off your calendar, you know, it’s taking up too much space. So, wind that down, stop doing it. But if it is working, then put more energy into it. Double down on things that are working. And if you do this every quarter, you’re going to be pruning some of that kind of dead weight that’s holding you back and you’ll be putting more energy and action into the things that are working so they should accelerate your growth.
Stone Payton: [00:01:19] And I would suggest that if you’re wrestling with it and trying to decide if it is a priority or it’s not; if you’re wrestling with it, it’s not a priority. It might be next month. It might be next quarter. But it’s not right now.
