brx_pro_tip_why_and_how_is_brx_sponsorship_so_different.mp3 transcript powered by Sonix—the best audio to text transcription service

brx_pro_tip_why_and_how_is_brx_sponsorship_so_different.mp3 was automatically transcribed by Sonix with the latest audio-to-text algorithms. This transcript may contain errors. Sonix is the best way to convert your audio to text in 2019.

Stone Payton:
And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, let’s talk about this for a minute. Why and how do you think Business RadioX sponsorship is so radically different than traditional sponsorships or media buys?

Lee Kantor:
Well, I think what the sponsor gets with us is more of a product placement than an interruption ad. And that’s one of the big mental shifts that you have to help your prospect kind of make because if they’re coming from a tradition of they just have a conversation with a traditional media outlet, then they are thinking about ads that are interrupting whatever the content is that their prospect is interested in. So, our thing is not that. Our thing is more like a product placement where the sponsor is actually embedded in the show, whether that’s by being a co-host, a host, or just sitting in the corner being kind of just a participant in the show by watching. So, that is a different mindset than an ad that’s interrupting whatever content that’s out there.

Lee Kantor:
So, what our sponsors get is they’re not—there’s nobody else kind of sharing the mindshare. There’s no—they get all of the attention. The only other person in there is us, and all we’re doing is trying to be a wingman for them to help the sponsor sell somebody something. So, they’re getting somebody that’s a wingman, they get all the attention, they don’t have to have any other competitor distracting the participants in the content. So, to me, product placement is more of what we are rather than an interruption ad.

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brx_pro_tip_who_has_your_next_customer_as_their_current_customer_.mp3 transcript powered by Sonix—the best audio to text transcription service

brx_pro_tip_who_has_your_next_customer_as_their_current_customer_.mp3 was automatically transcribed by Sonix with the latest audio-to-text algorithms. This transcript may contain errors. Sonix is the best way to convert your audio to text in 2019.

Stone Payton:
Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, one of the best questions I’ve ever heard you ask, who has your next customer as their current customer?

Lee Kantor:
Yeah. That’s very important to really kind of open your mind to thinking about, where is your current customer now? What are they involved with? What activities are they spending money in right now? So, think about it, in our business, your next customer could be, right now, sponsoring a business association. I would be looking at business association sponsors as potential sponsors of Business RadioX shows. Think about who is the luxury box owner of the local sports team, and that sports team doesn’t have to be major league sports team. It could be a minor league sports team. Who companies are paying money to have a luxury box in order to schmooze other people in those luxury boxes? Who are the people that are sponsoring the cultural and the arts in your market? Those sponsors are, obviously, looking to impress somebody, and they’re looking to get in front of certain types of people. Our shows will do that for them.

Lee Kantor:
Think about who would the sponsors at the country club. Which businesses do you see showing up to be sponsoring events at the country club? If they’re spending money sponsoring things at a country club, they can be getting the same or if not better results by sponsoring Business RadioX shows. So, think about it. Who has your next customer as their current customer? Figure it out. Get to know them. Invite them on a show.

Stone Payton:
It’s a fantastic question. And you’re being very gracious. I’m going to go ahead and mention because most of the people listening to this material know it to be a fact. Everything that Lee just mentioned, these other ways that people are investing their marketing dollars, they don’t work as well as what we do. So, yeah, people who are doing that, at least, need to know about what we’re doing and how we might be able to serve them. So, yes, fantastic question. Who has your next customer as their current customer?

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brx_pro_tip_how_to_price_a_brx_show.mp3 transcript powered by Sonix—the best audio to text transcription service

brx_pro_tip_how_to_price_a_brx_show.mp3 was automatically transcribed by Sonix with the latest audio-to-text algorithms. This transcript may contain errors. Sonix is the best way to convert your audio to text in 2019.

Stone Payton:
And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s talk about some disciplines for pricing a Business RadioX show.

Lee Kantor:
All right. This pricing is important because this is how you narrow down what your clients look like and part of the profile of a client. So, for us, in the studio, the show that we sell the most often is a monthly show, and we charge $1000 a month for a monthly show and as of this date in 2019 . And we, also, give them a break. If they pay $5000 upfront, they get six episodes. So, for $10,000, they can have 12 episodes in our studio here.

Lee Kantor:
So, what we like to do when we’re doing our show concept meeting is to figure out and have them verbally say that a sale to them is worth about $10,000. If a sale to a prospect is worth $10,000 or more, then having a show is kind of a no-brainer because, then, all they have to do in the course of the year is sell one client something in order to pay for the show. So, that makes a lot of sense. It connects some dots for them. And then, it shows an ROI that just financially makes sense.

Lee Kantor:
So, ideally, it would be $10,000 sale annually. But even some people will go for it if it’s $10,000 lifetime value. So, you have to kind of discern whether the sale is an annual sale or it’s a lifetime value sale. But either way, if they’re going to spend around $10,000 by getting a new client, or they’re going to get $10,000, then spending $10,000 with you to have a monthly show makes perfect sense.

Stone Payton:
Well, and I like that whole framing because I like to focus on ROI, return on investment, because I can tell you, virtually, anyone else in the media world, they’re going to talk about anything but return on investment. They’re going to talk about every other cosmetic metric, key indicator you could possibly think of. But I love the idea of boiling it all down to actual green dollars in return on investment. And so, doing what you just described, Lee, lets you do that, lets you have that conversation. And in almost every situation, it does end up being an absolute no-brainer.

Lee Kantor:
Right. So, I like to say these words, “If I can put you in front of 10, 20, 30 of your best prospects, is that going to move the needle in your business?” If the answer is yes, then they should have a show.

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