FAST Money to Launch Your Career as a Radio Account Executive


You’re the new sales rep for your favorite hometown radio station and now it’s time to get out in the community and get to work.

You know that, given a few months, you’ll have a portfolio of advertisers who’ll be providing you with a good – hopefully, VERY good – income, but the only problem is that you also need money NOW.

The good news is that there are several strategies you can implement today to help you get your career off to a great start.

So, if you’re new and you’re looking to improve at delivering your sales message, get a few quick wins under your belt, and maybe an introduction or two to some of the serious players in your area, why not start where all great journeys begin, right at home with your warm market.

The Power of Tapping Into Your Warm Market

Though it may seem like a long shot, the chances are good that you may know someone (or know someone who knows someone) that would benefit from advertising on your station.

It can be awkward to call and just start bombarding people with a sales pitch, so try one of these approaches instead:

The Practice Session

Phone up one of your friends or family members who are supportive of you, and ask if they’d let you practice your sales pitch on them.  You can say that you know they’re not interested, but you value them and would love to get their feedback.

Then, keep your presentation low key and ask them if they know someone who might be interested.

Do this as many times as you can.  It will help you get in great practice and, who knows, maybe you’ll actually get a sale or a referral that will lead to one.

Studio Tours

If your radio station has a studio and office space, meet one of your warm market prospects for coffee or lunch then invite them back for a tour of the station.

They will love taking a peek behind the scenes, meeting the on-air talent, and it will bring them into friendly territory where you’ll have support for delivering your message.

You can bet that they’ll be telling THEIR warm market about it afterwards and, quite frankly, that’s the best kind of advertising you can get.

Event Meet & Greet

Does your radio station do remote broadcasts?  Do they sponsor concerts or talent contests?  How about golf tournaments?

Invite your warm market prospect out to one of these events.  Treat them like a VIP, introduce them to everyone, and make them feel special.

If there’s a celebrity there, make sure they meet them and get a picture.

Again, they might not be a prospect, but when they post pictures on social media, you’ll be getting advertising that’s worth more than you could pay for it.

One final word…

This strategy is for people in your warm market who are prospects or might know prospects.  You probably don’t want to be parading around your broke gamer buddy who dresses in sweats and rarely leaves his Mom’s basement for the big studio tour.

Not so much because he’s not worth it as a human being, but just because it’s a waste of your time.

Maybe there aren’t that many “quality” people in your warm market.  So expand a little bit.  Reach out to acquaintances and friends of friends.

The important thing is to get out there and start talking to as many people as possible in the beginning.  The warmer the market these people come from, the better.

The beginning of your career isn’t for coasting, it’s for going all out.  There’s an old sales maxim that says, “Money loves speed.”

The harder and faster you hit the ground running in the beginning, the better your life will be in the long run.

Pic designed by LightFieldStudios for Envato Elements.

Brent Hoodenpyle is a Texas-based digital marketing and sales specialist with over twenty years experience working with a wide range of companies to improve their digital stats and revenue.

Leave a Comment

Your email address will not be published. Required fields are marked *

Scroll to Top