CHAPTER
25 
Collecting—How to Make SureYou Don’t Work for Free
Do you enjoy working for free? Think about all of the time and effort you put into getting a new account on the air. You prospected, you found the decision maker, you got an appointment, you made a presentation, you answered some tough objections, you came up with a creative idea, you scheduled production, you wrote up all of the paperwork to get the account scheduled. That’s a lot of work. And now you find out you’re not getting paid for that work? Bummer.
When somebody owes you money, ...
Get Successful Local Broadcast Sales now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
