KBA'S WEEKLY NEWSLETTER

JANUARY 14, 2021

COVID-19 VACCINE FOR MEDIA IN PHASE 1C

The Governor's office confirms to KBA that they intend to follow CDC guidance as it relates to including members of the media in phase 1c of the COVID-19 vaccine distribution.

We will share further details as they become available.

VIDEO STREAMING WORKSHOP AND DISCOUNT FOR KBA MEMBERS

If you have given any thought to video streaming, please consider joining us for a special workshop, presented by Switcher Studio, on Wednesday, January 20th at 2:00 PM ET. The workshop will introduce you to the Switcher Studio video streaming platform, network requirements and suggested startup equipment. Switcher Studio will also be offering KBA members a 50% discount on any of their streaming plans for 3-months. That promo code will be shared during the workshop.

Please ensure that your KBA membership has been renewed in order to take advantage of this FREE workshop and members only discount. See next article for membership renewal.

DON'T MISS OUT ON NEW SERVICES - RENEW YOUR MEMBERSHIP TODAY

KBA membership renewal continues using the new membership database. We apologize for any confusion or hiccups that you may have encountered while renewing your membership.

Your KBA membership entitles you to a wealth of valuable member services. Going forward, we will utilize the database to confirm membership prior to accessing these services.

*PLEASE READ THE FOLLOWING*

(a) we will gladly complete the process for you on the telephone. Simply send me a quick email with a preferred call number and best time to call. Please be patient as we may be assisting other members.

(b) Per KBA Bylaws, each licensed FULL-POWER STATION is considered a voting member. Therefore, it is critical that we have each individual station registered separately. Programming, simulcast and low-power stations are not relevant to this renewal.

Thanks so much!

Amber Rhodes

Director of Membership & Events

amber@kba.org

RENEW MY KBA MEMBERSHIP

RISING ABOVE II - COMING JANUARY 27 & 28

This January we’re bringing together some of the world’s leading sales trainers to reimagine the future of broadcast sales. Get to know a few of the trainers that will be featured during Rising Above: A Virtual Sales & Management Media Summit.

This virtual day and half media summit will feature experts from EDA Inc, Swagger Institute, P1 Learning and many more.

Rising Above is provided as a FREE member service of the Kentucky Broadcasters Association.Save your seat today by clinking the link below to register.

GORDON SMITH, NAB PRESIDENT, WRITES OP-ED IN THE HILL

Free press needs transparency, security after Capitol...

On Jan. 6, I joined with millions of Americans who watched in shock, dismay and profound sadness as a demonstration objecting to the certification of the 2020 presidential election turned into a deadly riot in the halls of the United States...

Read more
thehill.com

JEFF SCHMIDT'S SALES TIP OF THE WEEK

7 WAYS TO BECOME A SOURCE OF BUSINESS ADVANTAGE TO YOUR LOCAL ADVERTISERS

“Good Morning Mr. Hausauer, my name is Jeff Schmidt and I’m calling from Magic 104, WMGV radio in Oshkosh. We have developed a 6-minute video that we are sharing with area businesses. The video provides great information about how to improve the marketing of your business no matter what kind of marketing you do. Whether you choose to do business with us or not, the video will provide you valuable information that you can use immediately. Mr. Hausauer, I promise to not ask for your business unless I can first come up with a plan for improving it. Would Thursday at 9:15 or Friday at 11:45 work best for you?”

Thirty years ago, I considered that a “great” prospect call to a local car dealer.

Things have changed.

In Jeff Thull’s book: Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! He identifies the three “eras” of selling that we’ve come through.

Persuasion. This was the era of the 3-martini lunch, the feature benefit analysis, and the “feel, felt, found” exercise. If you’re not familiar with any of those things, consider yourself lucky.
Consultant Sell. This is when we had to “ask questions” to determine needs.
Source of Business Advantage. Today, you not only have to come up with the right questions, you have to bring to your prospects information of value without ever having met them before.

Today your prospects have Twitter Feeds, FaceBook walls, LinkedIn updates, Pinterest pins, and the list goes on and on. Your prospects are inundated with information. They have more than enough places to spend marketing dollars. They are tired of people calling to “Learn About your Business.” They don’t need more information or more conversation; they need help.

Here are 7 more things you can do to become a source of business advantage for your prospects:

Read industry trade publications. (Automotive News, Restaurant News, Funeral Directors Weekly, etc) These are a valuable source of the problems AND solutions specific to your client’s industry.
LinkedIn Groups. Identify the groups related to your client’s industry and read the discussions.
Handle the creative. If you control the content of the ads, you control the account.
Sign up for Google Alerts for your client’s specific business and for their category of business.
Look for related industry trends and information. What does a car dealer need to know about banking? A restaurant about farming? etc.
Research and provide information on topics of interest to them. (Social media, etc)
Read books, attend seminars and Webinars. Learn about broad business concepts and new trends.

What do all 7 have in common? The sincere desire to want to learn about your client’s business and business in general so that you can be a valuable resource.

Mr. Hausauer became “George” to me that day, and we connected. I was a source of business advantage for George. What George bought from me was advertising. What George got from me was a partnership that we both valued. A partnership that started very successful careers for both of us.

What can you do today to make yourself a source of business advantage to your clients and prospects?

Jeff Schmidt is the SVP of Professional Development at the Radio Advertising Bureau. You can also connect with him by email JSchmidt@rab.com or on Twitter and LinkedIn.

NEWSLETTER QUICK NOTES...

NAB SEEKS YOUR HELP

Last week's unprecedented events remind us of the important role broadcasters play in bringing the news from Washington, D.C., to every congressional district across the country. Members of Congress utilized broadcast outlets to speak directly to their constituents - some crouched behind desks or secure in safe rooms. If your news team spoke with your federal legislators amidst the events in the Capitol, please let us know by sending an email to advocacy@nab.org with the names of the legislators you interviewed.

DEADLINE NEARS FOR 2020 CHILDREN'S TV PROGRAMMING REPORTS

Under current FCC rules, full power commercial and Class A TV stations must file on an annual basis a Children's Television Programming Report reflecting their efforts during the preceding year to serve the educational and informational needs of children. This report must be filed via the FCC's Licensing and Management System on Form 2100, Schedule H by the 30th day of the succeeding calendar year. All licensees need to file their 2020 reports by January 30, 2021.

RAB LIVE SESSION: MY PILLOW SALES (ARCHIVED)

After advertising with Don Imus in 2011, MyPillow has grown using Radio and the original social influencers as a dominant source for lead generation. Mike Lindell, Inventor and CEO of MyPillow joins Erica Farber for a live presentation where he will share the company's story, how they go to market, the ingredients for successful partnerships with radio stations and how you can develop revenue for your station(s) and drive business for MyPillow.

To view the archived session, click here.