Spike Santee

You have completed your initial diagnostic call on your new prospect. You did a great job of describing your radio station and how you might be able to help. The prospect is showing some interest. They ask you “How much does it cost?” WOW! They are interested! They want to know how much it costs! You are so excited by the prospect’s interest in your station. They want to know how much it is going to cost. But you haven’t discussed any schedules or objectives yet. You don’t know if they want thirties or sixties. You don’t know if they want specified times or broad rotators. There are literally hundreds of different options you could propose.