BRX Pro Tips

BRX Pro Tip: What to do When Business is Slow

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BRX Pro Tip: What to do When Business is Slow Transcript

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Today, Lee, I want to talk a little bit about what to do as a studio partner when business is slow. You’ve got some specific ideas.

Lee Kantor: [00:00:13] Yeah, I think it’s important to always have things kind of ready to go in order to do this activity. And when things are slow, these are good things, good activities to be doing. One of the most important things that should be done all the time, but especially when things are slow, are to capture testimonials from happy clients. To me, you can’t have enough testimonials and we should have so many happy clients. And that doesn’t have to be for clients that are paying you, it could be guests that are on the show.

Lee Kantor: [00:00:41] But anybody saying anything nice about what a good experience that they’ve had or how successful that having a show with us has made them, capturing that and documenting that, whether it’s through video, audio or in text is helpful, and everybody benefits from that. Another activity that might open up referral opportunities for you just by asking is to ask for more interesting guests, you know, go up to your list or people you know and say, “Hey, do you know anybody that’s doing anything interesting?” Always asking for interesting guests is a great way to book more guests and to get in front of people in a non-salesy elegant way.

Lee Kantor: [00:01:23] A third thing to do that you should be always doing is just meeting with your PR companies and marketing firms just to let them know what you’re up to, letting them know some of the services you have to offer. And that can help you build relationships and open doors that might be there that you just not top of mind yet. And then, always something that you can be doing when things are slow or just rekindle past relationships that you’ve had, guests that have come on previously, clients you’ve had a long time ago, invite them back on the show. Anybody that said no to you in the past, we have the perfect platform to rekindle relationships, so leverage it.

Stone Payton: [00:02:03] So, you know, my two favorites are just thinking through some show concepts and some show titles that you might want to lean on during your show concept meetings. And then, also just take meetings. You know, people reach out to us all the time that want to talk about collaborating or they’re interested in coming to work for you. So, take meetings and kind of work on some material that will facilitate your show concept meeting.

BRX Pro Tips

BRX Pro Tip: Anticipating and Addressing Objections

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BRX Pro Tip: Anticipating and Addressing Objections Transcript

Stone Payton: [00:00:02] And we are back with BRX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, it’s not every time that we have a show concept strategy session that people immediately say, “Where you been all my life? Where do I sign? How do we get started?” Sometimes, there are questions. Sometimes, there are objections. What counsel, if any, do we have to offer in terms of anticipating and addressing some objections that we may come across?

Lee Kantor: [00:00:28] Well, a key element to objections is not to get defensive about it. And you want to just address all of the objections very matter of factly. You’ve heard it before. You’re not afraid of it. You have an answer for it. And just call them out on it to say this is the answer. Don’t duck any question whether it comes to money, whether it comes to competition, whether it comes from whatever, it doesn’t matter.

Lee Kantor: [00:00:55] Don’t duck it, just a matter of factly address it. And a lot of times, it’s a good idea to just call their bluff and say, “You know what, you mentioned that competitor. You should really consider working with that competitor. You know, maybe where you’re at today, that’s a better fit”, you know. So, don’t duck anything, just deal with it straight on. I mean, you’re the king of this stuff.

Stone Payton: [00:01:17] Well, I don’t know about that, but I have been exposed to what I think are some pretty powerful and productive sales mechanics, if you will. And one of the disciplines that I would recommend is when you do get an objection, whether it be around any of that stuff, time, energy, money, my recommendation would be to isolate and verify the concern. Meaning, make sure that it is a real concern and not just a smoke screen.

Stone Payton: [00:01:40] And the best tool for that that I know of is to just take it away and say, “Well, if you weren’t concerned about the price, then would you consider doing this?” or “If you weren’t concerned about and able surgery-” And what you’ll find is if it is a genuine concern. They’ll say, “Oh, yeah, man, if it weren’t for that, I’d be all over it.” But if it’s really more of a smoke screen, they’ll kind of hedge and say, “Well, yeah, there’s that,” and blah, blah, blah.

Stone Payton: [00:02:03] And then, at least, you don’t waste time and energy chasing down a concern or an objection that doesn’t really exist. So, you might try that out sometime just to kind of streamline the process and keep everyone honest in the conversation, just kind of keep that follow-up question in your back pocket if you weren’t concerned. But I like your advice, too, what you said. Man, just don’t be defensive about it. Just address the concern. And maybe one way to address it is we’re not the best fit. You know, be willing to explore that, too.