{"version":"https:\/\/jsonfeed.org\/version\/1","title":"Blog for Clients","home_page_url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/","feed_url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/json","description":"The Blog 4 Clients (aka B4C) is an educational and motivational series of posts for small and medium business owners in the Peel Region of Western Australia","items":[{"id":"o202-821-69291ab3c3ff5","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/why-your-business-needs-video-content-and-why-we-should-create-it\/","title":"Why Your Business Needs Video Content (And Why We Should Create It)","date_published":"2025-12-03T00:00:00+00:00","summary":"Tired of Facebook posts and ads that disappear with the scroll?\r\nWe've got something even better for local businesses...","content_html":"<p>Facebook posts and ads are everywhere.<\/p>\n\n<p>Your competitors are posting daily.<\/p>\n\n<p>The noise online is deafening.<\/p>\n\n<p>So how do you cut through to YOUR prospective clients?<\/p>\n\n<p><strong>Video content that actually sounds and looks like YOUR business.<\/strong><\/p>\n\n<p>We have recently launched our Digital Content service for local businesses &ndash; and here&#39;s what makes us different: we already know your market, your customers, and what works in the Peel Region of Western Australia.<\/p>\n\n<p>We&#39;re creating:<\/p>\n\n<ul>\n  <li>Social media videos that stop the scroll<\/li>\n  <li>Full production jingles with custom music<\/li>\n  <li>Corporate videos that build trust<\/li>\n  <li>Professional graphics for consistent branding<\/li>\n<\/ul>\n\n<p><strong>The bonus?<\/strong> Every video comes with audio AND video versions, so you can use your content across multiple platforms.<\/p>\n\n<p>From Bassett Scarfe Realty&#39;s refreshed jingle to Mandurah Vehicle Inspections&#39; custom music score, stand out corporate videos and more... we&#39;re proving that local businesses can have big-brand polish without the big-brand budget.<\/p>\n\n<p><strong>Ready to stand out instead of blend in?<\/strong><\/p>\n\n<p>Check out our <a href=\"https:\/\/www.coastlive.com.au\/info\/digital-content-for-clients\/\">Digital Content showcase<\/a> to see what we&#39;ve created for businesses just like yours.<\/p>\n\n<p>Call (08) 9581 2666 or email <a href=\"mailto:frontdesk@coastradio.com.au\">frontdesk@coastradio.com.au<\/a><\/p>\n\n<p><em>Stop competing on price alone. Start competing on personality.<\/em><\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/69291b492d9f2.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/82947"},{"id":"o202-821-691e7992c28ed","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/blog-for-clients-v4-returns\/","title":"Blog For Clients V4 Returns","date_published":"2025-11-27T00:00:00+00:00","summary":"Announcing the return of the Blog For Clients, with shorter weekly posts - more information, and practical marketing advice for clients of West Coast Radio. Starting next Wednesday the 3rd of December.","content_html":"<p><strong>We&#39;re Back. Every Wednesday.<\/strong><\/p>\n\n<p>The Blog For Clients is returning &ndash; smarter, sharper, and easier to digest.<\/p>\n\n<p>Every Wednesday, we&#39;ll share one simple idea to help your business get noticed, stay top-of-mind, and make more money.<\/p>\n\n<p>No fluff. No jargon. Just practical marketing insights you can actually use.<\/p>\n\n<p><strong>First post drops next Wednesday.<\/strong><\/p>\n\n<p>1. Bookmark the Blog For Clients homepage page.<\/p>\n\n<p>2. Set a reminder.<\/p>\n\n<p>3. Tell your business mates.<\/p>\n\n<p>AND... Let&#39;s make Wednesdays worth looking forward to.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/691e798089aa9.png","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/82876"},{"id":"o202-821-6555828083975","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/what-are-call-to-action-ads\/","title":"What Are Call To Action Ads?","date_published":"2023-11-16T02:46:24+00:00","summary":"Last week we covered branding commercials, this week - Call To Action Ads","content_html":"<p>This is20 second video gives you details about Call To Action Ads - what they are and how to use them to your advantage on radio.<\/p>\n\n<p>Enjoy.<\/p>\n\n<p>\n<video controls=\"controls\" preload=\"metadata\" src=\"https:\/\/mmo.aiircdn.com\/202\/65558223e3fd1.mp4\" style=\"width:100%;height:auto;\">&nbsp;<\/video>\n<\/p>\n\n<p>Video created, written, and produced by Earl Pilkington using free photos and video from www.Pexels.com<br \/>\nMusic from EMI - by Greg Hatwell and Marc Lane&nbsp;&quot;NEW YORK LOVE SONG&quot;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7db0e6bfd7.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/71101"},{"id":"o202-821-655581be35bcb","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/what-are-branding-ads\/","title":"What Are Branding Ads?","date_published":"2023-11-16T02:43:10+00:00","summary":"In less than 20 seconds we cover branding ads - what they are and why you should invest in them for your business on radio.","content_html":"<p>This is a 20 second video explaining the benefits of branding commercials on radio and why they are such a great investment.<\/p>\n\n<p>Enjoy.<\/p>\n\n<p>\n<video controls=\"controls\" preload=\"metadata\" src=\"https:\/\/mmo.aiircdn.com\/202\/65558155f39a0.mp4\" style=\"width:100%;height:auto;\">&nbsp;<\/video>\n<\/p>\n\n<p>Video created, written, and produced by Earl Pilkington using free photos and video from www.Pexels.com<br \/>\nMusic from EMI - by Greg Hatwell and Marc Lane&nbsp;&quot;NEW YORK LOVE SONG&quot;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/61147d8368647.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/71100"},{"id":"o202-821-655580a7e8814","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/advertise-with-us\/","title":"Advertise With Us","date_published":"2023-11-16T02:38:00+00:00","summary":"A short 30 second video to share with you this week about radio advertising.","content_html":"<p>This is a 30 second video giving you many a reason to advertise on radio - and it is much shorter than last weeks one!<\/p>\n\n<p>Enjoy.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><br \/>\n<video controls=\"controls\" preload=\"metadata\" src=\"https:\/\/mmo.aiircdn.com\/202\/65557fefac097.mp4\" style=\"width:100%;height:auto;\">&nbsp;<\/video>\nVideo created, written, and produced by Earl Pilkington using free photos and video from www.Pexels.com<br \/>\nMusic from EMI - by Greg Hatwell and Marc Lane&nbsp;&quot;NEW YORK LOVE SONG&quot;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/623bd12413022.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/71099"},{"id":"o202-821-65557f7d3b398","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/why-advertise-on-radio\/","title":"Why Advertise on Radio?","date_published":"2023-11-16T02:33:00+00:00","summary":"This week we share a video about why you should advertise on radio - if you have never thought about investing in radio advertising - then this is the video to watch!","content_html":"<p>This is a 2 minute 20 second video (yes a tad long) it is very comprehensive - but if you have never considered advertising on radio before then this will give you good reason to consider investing in radio advertising.<\/p>\n\n<p>Enjoy.<\/p>\n\n<p>\n<video controls=\"controls\" preload=\"metadata\" src=\"https:\/\/mmo.aiircdn.com\/202\/65557ef202bd2.mp4\" style=\"width:100%;height:auto;\">&nbsp;<\/video>\n<\/p>\n\n<p>Video created on Video Scribe<br \/>\nWritten and Produced by Earl Pilkington<br \/>\nDirected by Michael Locke<br \/>\nMusic from EMI - by Greg Hatwell and Marc Lane&nbsp;&quot;NEW YORK LOVE SONG&quot;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/6111dd72a69fd.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/71098"},{"id":"o202-821-655424268adce","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/are-you-ready-for-the-summer-of-luck\/","title":"Are you ready for The Summer Of Luck?","date_published":"2023-11-15T01:51:34+00:00","summary":"Summer 2023 & 24 is going to be BIG! \r\nBigger than Christmas, Australia Day and Valentine's Day all wrapped up together.\r\nWatch the video to find out more!","content_html":"<p style=\"margin-bottom:11px\"><span style=\"font-size:14pt\"><span style=\"line-height:normal\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\">&nbsp;<span style=\"font-size:12.0pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-weight:normal\">Watch the video below to find out more about <\/span><\/span><\/span><span style=\"font-size:12.0pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\">THE SUMMER OF LUCK&nbsp;<\/span><\/span><span style=\"font-size:12.0pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-weight:normal\">on 97.3 Coast FM and 91.7 The Wave.<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p style=\"margin-bottom:11px\">\n<video controls=\"controls\" preload=\"metadata\" src=\"https:\/\/mmo.aiircdn.com\/202\/6554219b22941.mp4\" style=\"width:100%;height:auto;\">&nbsp;<\/video>\n<\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\">\u200bContact your West Coast Radio Account Manager - or call our front desk on (08) 9581 2666 and ask about advertising during THE SUMMER OF LUCK to our listeners.<\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><em>P.S: Don&#39;t know what <\/em><strong><i>T.S.L.<\/i><\/strong><em> stands for?<\/em><i><br \/>\n<strong>Time Spent Listening<\/strong><em> is defined as the amount of time the average listener (when surveyed) spent listening to each radio station at one time, before changing the station or turning it off.<\/em><br \/>\n<em>Which means that during a promotional period like this (which encourages listeners to listen longer), the more of a chance they have of hearing your message and acting on it - especially if they hear it at greater frequency, and if your message has a call to action in it.<\/em><\/i><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\">Call (08) 9581 2666 to find out more.<\/span><\/span><\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/6554171606ed4.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/71067"},{"id":"o202-821-64659d282d879","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/winner-of-the-2022-2023-west-coast-radio-bbp-draw\/","title":"Winner of the 2022-2023 West Coast Radio BBP Draw","date_published":"2023-05-18T03:36:00+00:00","summary":"We did the draw for this years BBP winners - 3 BIG prizes at 10am this morning - here is the video!","content_html":"<p>Watch the video to see the winners draw... (video is 2 mins 45 secs)<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>\n<video controls=\"controls\" preload=\"metadata\" src=\"https:\/\/mmo.aiircdn.com\/202\/64659c50e3218.mp4\" style=\"width:100%;height:auto;\">&nbsp;<\/video>\n<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>If you don&#39;t want to watch the video and want to know the winners...<\/p>\n\n<p>Then keep on scrolling...<\/p>\n\n<p>Do you really want to know?<\/p>\n\n<p>Are you sure you don&#39;t want to watch the video?<\/p>\n\n<p>Okay then, here you go!<\/p>\n\n<p>Drum roll please:<\/p>\n\n<p>DRDRDRDRDRDRDRDRDR...<\/p>\n\n<p>Final winners were:<\/p>\n\n<p>1st Prize $15,000 Advertising Package = <strong>Mandurah Glass<\/strong><\/p>\n\n<p>2nd Prize $5,000 Advertising Package = <strong>Rockingham Mazda<\/strong><\/p>\n\n<p>3rd Prize $3,000 Digital Package = <strong>A&amp;M Marine<\/strong><\/p>\n\n<p>Congratulations to everyone who won - and thanks to everyone who advertises with us at West Coast Radio (91.7 The Wave and 97.3 Coast FM)<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/628d85f8505a1.gif","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/67109"},{"id":"o202-821-62cfd31920ab9","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/final-post-for-b4c-goodbye-4-now\/","title":"Final Post for B4C - Goodbye 4 Now","date_published":"2022-12-27T00:00:00+00:00","summary":"Yes it's my final post for this year for the B4C... and its just a couple of lines long.","content_html":"<p>All good things must come to an end, and for now it looks like the Blog For Clients is having a hiatus - so we may very well see each other again - we will have to wait and see.<\/p>\n\n<p>Until I meet you again - take care and keep on selling, and have a safe, prosperous and very happy new year.<\/p>\n\n<p>Cheers -&nbsp;Sl&agrave;inte Mhath&nbsp;<em>(that&#39;s &#39;Slanj-a-va&#39; in Scottish Gaelic).<\/em><\/p>\n\n<p><em>Earl P.<\/em><\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62cfd183e4309.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62188"},{"id":"o202-821-62cfcef64ad23","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/christmas-and-new-years-deadlines-2022\/","title":"Christmas & New Years Deadlines 2022","date_published":"2022-12-20T00:00:00+00:00","summary":"Ahhh deadlines for the Christmas and New Years Break - don't you love this time of year?","content_html":"<p style=\"padding:0px; text-align:start; margin-bottom:20px\"><span style=\"font-size:0.875rem\"><span style=\"box-sizing:inherit\"><span style=\"color:#4f5358\"><span style=\"line-height:1.71429\"><span style=\"font-family:&quot;Open Sans&quot;, Helvetica, Arial, sans-serif\"><span style=\"font-style:normal\"><span style=\"font-variant-ligatures:normal\"><span style=\"font-weight:400\"><span style=\"white-space:normal\"><span style=\"background-color:#ffffff\"><span style=\"text-decoration-thickness:initial\"><span style=\"text-decoration-style:initial\"><span style=\"text-decoration-color:initial\">We all want our ad&#39;s on air in a timely manner - these are our deadlines for this week and next week:<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p style=\"padding:0px; text-align:start; margin-bottom:20px\"><span style=\"font-size:0.875rem\"><span style=\"box-sizing:inherit\"><span style=\"color:#4f5358\"><span style=\"line-height:1.71429\"><span style=\"font-family:&quot;Open Sans&quot;, Helvetica, Arial, sans-serif\"><span style=\"font-style:normal\"><span style=\"font-variant-ligatures:normal\"><span style=\"font-weight:400\"><span style=\"white-space:normal\"><span style=\"background-color:#ffffff\"><span style=\"text-decoration-thickness:initial\"><span style=\"text-decoration-style:initial\"><span style=\"text-decoration-color:initial\"><u style=\"box-sizing:inherit\"><strong style=\"box-sizing:inherit; font-weight:bold\">If you have any questions - please contact your Sales Representative on (08) 9581 2666.<\/strong><\/u><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n\n<table style=\"border-collapse:collapse; width:793px\" width=\"792\">\n  <colgroup>\n    <col style=\"width:102pt\" width=\"136\" \/>\n    <col style=\"width:254pt\" width=\"338\" \/>\n    <col style=\"width:97pt\" width=\"129\" \/>\n    <col style=\"width:142pt\" width=\"189\" \/>\n  <\/colgroup>\n  <tbody>\n    <tr>\n      <td class=\"xl63\" style=\"border-bottom:none; height:20px; width:136px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; background-color:yellow; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">DAY\/DATE<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl63\" style=\"border-bottom:none; width:338px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; background-color:yellow; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">DEADLINE FOR THESE DATES:<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl64\" style=\"border-bottom:none; width:129px; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; background-color:yellow; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">TRAFFIC DEADLINE:<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl64\" style=\"border-bottom:none; width:189px; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; background-color:yellow; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">APPROVED COPY DEADLINE:<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">TUESDAY 20-Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">for Wednesday\/Thursday<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">WEDNESDAY 21-Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">for Fri 23rd \/ Sat 24th \/Sun 25th &amp; Mon 26th Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">THURSDAY 22-Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">for Tuesday 27th\/Wednesday 28th\/Thursday 29th<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">FRIDAY 23-Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">Traffic working ahead for next week<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">SATURDAY 24-Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">Christmas Eve<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">SUNDAY 25-Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">CHRISTMAS DAY<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">MONDAY 26-DEC<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">BOXING DAY<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">TUESDAY 27TH<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">CHRISTMAS DAY &ndash; PUB HOL OBSERVANCE in W.A.<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">WEDNESDAY 28TH<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">for Friday 31st\/Saturday 31st\/Sunday 1st&nbsp;Jan&nbsp;<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">THURSDAY 29th&nbsp;Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">for Monday 2nd&nbsp;Jan &amp;&nbsp;Tuesday 3rd&nbsp;Jan<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl65\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">FRIDAY 30th&nbsp;Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl65\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">Traffic working ahead for next week<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl66\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:red\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">11.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">SATURDAY 31ST&nbsp;Dec<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">New Years Eve<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">SUNDAY 1ST&nbsp;JAN<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">NEW YEARS DAY<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl67\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">MONDAY 2ND&nbsp;JAN<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl67\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">NEW YEARS DAY - PUBLIC HOLIDAY<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl68\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"color:#375623\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">N\/A<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n    <tr>\n      <td class=\"xl69\" style=\"border-bottom:none; height:20px; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">TUESDAY 3RD&nbsp;JAN<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl69\" style=\"border-bottom:none; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">RETURN TO NORMAL DEADLINES<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl70\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">10.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n      <td class=\"xl70\" style=\"border-bottom:none; text-align:center; vertical-align:middle; padding-top:1px; padding-right:1px; padding-left:1px; white-space:nowrap; border-top:none; border-right:none; border-left:none\"><span style=\"font-size:13px\"><span style=\"font-weight:700\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"><span style=\"font-style:normal\"><span style=\"text-decoration:none\">10.30am<\/span><\/span><\/span><\/span><\/span><\/span><\/td>\n    <\/tr>\n  <\/tbody>\n<\/table>","image":"https:\/\/mmo.aiircdn.com\/202\/611b2f2a88ccb.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62186"},{"id":"o202-821-62d8aafd60496","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/5-frequently-asked-questions-about-radio-advertising\/","title":"5 Frequently Asked Questions About Radio Advertising","date_published":"2022-12-13T00:00:00+00:00","summary":"5 FAQ's and their answers - based on conversations we've had with new clients over the last week.","content_html":"<p>Radio advertising has never been easier for small businesses, but sometimes we hear the same questions from new or prospective clients, here are 5 common questions and their answers:<\/p>\n\n<p><strong>Why Radio?<\/strong><br \/>\nRadio helps your business be at the right place at the right time in a prospective customers lives and mind. You want to be top of mind with your customers while they&rsquo;re on the go, getting ready to make their next purchase. <strong><a href=\"http:\/\/www.commercialradio.com.au\/content\/mediareleases\/2022\/2022-07-06-huge-audience-gains-for-commercial-radi#.YtipLnZByUk\">Radio reaches a staggering 80% of adults in Australia every week<\/a><\/strong>, and because of that, there is no better way to advertise your product, service, or event to your customers - who are our listeners.&nbsp;<\/p>\n\n<p><strong>How do I Create a Radio Ad?&nbsp;<\/strong><br \/>\nWe ask that you write down a couple of bullet points about your product, service, or event, and our expert copywriter will put it together in script form. It will then be massaged and written into a script format, and you and our copywriter will go back and forth until you are happy with the resulting script. Once approved, the script it is sent off to be voiced using a professional agency voice. It is then produced up locally here in Mandurah by our trained staff, and then it&#39;s ready to run.&nbsp;<\/p>\n\n<p><strong>What&rsquo;s an Ad Impression?<\/strong><br \/>\nAn impression refers to an individual person&#39;s exposure to an advertisement &mdash; for audio, you can think of an impression as an estimated listen. It is similar to what digital and online marketers call an impression, but with audio you know someone will have heard it, online - people can scroll past it, in a paper people can simply flick past it or not see it if they are looking at a different page and on TV they can mute it - on radio our ads are un-skip-able, and they make an impression with people.<\/p>\n\n<p><strong>How do I Pick a Weekly Budget?<\/strong><br \/>\nThe minimum budget will vary depending on the package that you select, how many stations and the amount of times your commercial is repeated (that&#39;s what we call the frequency of ads that you are buying).<\/p>\n\n<p>Keep in mind, if you select the lowest possible budget you won&rsquo;t reach as many customers because your ad will run fewer times. This is because a lower budget results in fewer impressions and the more impressions your ad generates ultimately increases the number of customers who hear your ad, as well as the number of times.<\/p>\n\n<p>For this reason, radio campaigns that have larger budgets or longer schedules generally yield better results.<\/p>\n\n<p>Selecting a medium budget and scheduling your campaign at least 10 days ahead of the start date is a good way to ensure your ad has access to enough time on air to maximize delivery and reach your impression goals.<\/p>\n\n<p><strong>How Soon can my Campaign be on Air?<\/strong><br \/>\nAs soon as you choose your campaign, our team of experts can create compelling audio for your business. Most times we can have your ad ready to run within 24 hours. Although we can get your ad on-air fast, we recommend scheduling your campaign at least 10 days ahead of the start date whenever possible to ensure you reach enough people to get a result, and the more time you have to get your commercial written - the better the results will be as our expert copywriter really knows how to write to achieve results for you!<\/p>\n\n<p>Talk to one of our sales rep&#39;s and get started today.<\/p>\n\n<p>Call (08) 9581 2666.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62d8aabd1fa72.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62316"},{"id":"o202-821-62d7c422cfb47","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/can-your-business-solve-your-customers-problems\/","title":"Can Your Business Solve Your Customers\u2019 Problems?","date_published":"2022-12-06T00:00:00+00:00","summary":"Consumers don\u2019t want to buy products... they want their problems solved. BUT if they don't know you exist because you are only targeting a small market segment - you are missing out on so many more people who might their problems solved too!","content_html":"<p>Consumers don&rsquo;t want to buy products... they want their problems solved.<br \/>\nConsumers don&#39;t want to be sold a service... they want the service to solve a problem that they can&#39;t and don&#39;t know how to deal with.<br \/>\nSo if you can do it for them, and solve that issue, they will buy from you when they want that problem solved.<\/p>\n\n<p>Want an example?<br \/>\nI recently wanted to invest in a reliable set of tools that will (hopefully) last for years, but which ones should I buy?<br \/>\nThe answer&nbsp;can be, and most frequently is, much more complex than you think, and the marketing that I witnessed made me write this post.<\/p>\n\n<p>In a couple of words - the marketing I saw was... terrible!<\/p>\n\n<p>It wasn&#39;t aimed at someone like me, and certainly didn&#39;t aim to resolve any problems I had - so it got me thinking about other industries who do this and how often they miss the mark?<\/p>\n\n<p>Take the cosmetics industry, for example...<br \/>\nThe majority of companies in this space don&rsquo;t just sell make-up... they sell lifestyle ideals; glamour, confidence, and style.<br \/>\nBut do they target those who may have skin allergies? Prefer a greener product? Some do - but very, very few.<\/p>\n\n<p>Think about this in a problem-solving context from the perspective of the cosmetic industry marketing teams; people who may not feel glamorous, confident or stylish - will if they use a particular product. This lies at the heart of most cosmetics advertising, and this concept applies to many other industries, too. They want to hit the widest possible target, and then sell to them. That way the money they spend is more likely to give them a return.<\/p>\n\n<p>But by doing so, they also miss out on other niche&#39;s who may be ripe for targeting with their message.<\/p>\n\n<p>Now, I agree that all marketing should be targeted, and most businesses try to spread that target as wide as they can - they do miss the target of people outside that area because of that sometimes extremely narrow targeting.<\/p>\n\n<p>Let me give you a metaphoric example - I may have used this before in a previous post - you as an archer are standing on a fog drenched medieval battlefield - you have lost your way - you can hear people fighting all around you - you can choose to fire one arrow in one direction - and you might hit someone - doubtful it will be the right person - or you could fire arrows off in all directions and maybe hit a couple of people - OR you could fire a bunch of arrows in a small narrow arch and increase your chance of hitting someone - but then you miss the big armour clad knight coming up from behind you ready to clobber you!<\/p>\n\n<p>Ignoring the other people in the wider market who might be looking for your products solutions will work against you. You are still might be able to solve their problems, but if your marketing message doesn&#39;t hit home with them - they won&#39;t know that you are there, and they could very well be a big market segment that you weren&#39;t aware of that exists.<\/p>\n\n<p>In my opinion, there is NO such thing as a perfect customer. Using data and demographics to find someone like them, gives you just an indication of who they might be. Letting them know you can help them solve their problem is all well and good.... AND maybe if you have a good, persuasive, compelling marketing the message will reach them - but what about everyone else?<\/p>\n\n<p>That&#39;s where mass media does it&#39;s best job - you are talking to the masses, a lot of people, some of whom may be those you are specifically targeting, but the rest aren&#39;t - yet! AND they might also know someone who can use your product or service, but if they don&#39;t know you exist... you get the point.<\/p>\n\n<p>Anyway, I was telling my father in-law about this problem and he said to me that he only buys X Brand of tools because they last - no matter how they are treated and how much work he does with them. Now THAT was exactly what I wanted to hear. So I purchased a full set of those tools (I have yet to use them - but I know that when I go to use them - they will take any punishment I can give them because of a personal recommendation).<\/p>\n\n<p>The thing is - these tools are not targeted at someone like me - they are meant for professional mechanics, working in a motor vehicle workshop. I have never, ever seen these tools marketed anywhere - because the company only sells to that niche market... they are missing out on so many more &#39;happy to spend with them&#39; customers because of this narrow marketing.<\/p>\n\n<p>Are you doing the same thing and just marketing on-line? Just in print? Are you ONLY targeting your demographic group or businesses?<\/p>\n\n<p>Having your marketing message target those groups is all well and good - but don&#39;t forget that there are other problems out there that your product or service could be the solution for - you just need to let people know that you exist and what you do.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62d8a3859189d.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62304"},{"id":"o202-821-62cfb88cea67e","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/best-of-2022\/","title":"Best of the B4C for 2022","date_published":"2022-11-29T00:00:00+00:00","summary":"We are taking a look back today at the year that was and point out some of the most popular posts that you may have missed...","content_html":"<p>In January we ran one of the most read posts of the year - in fact people are still reading it.&nbsp;<a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/why-conversational-ads-are-dead\/\"><strong>WHY CONVERSATION ADS ARE DEAD<\/strong><\/a> was a look at why you shouldn&#39;t attempt to have a conversation ad, unless it was genuine.<\/p>\n\n<p>In February we covered many topics - but <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/how-to-read-a-radio-script\/\"><strong>HOW TO READ A RADIO SCRIPT<\/strong><\/a> was the outstanding post of the month with many clients going back again and again to it, just making it squeeze into the top 10 posts.<\/p>\n\n<p>Our 2022 Survey was the most popular post in March as we really showed with hard data <a href=\"http:\/\/97.3 Coast FM beats 91.7 The Wave to the top as local stations gain and dominate in Mandurah\"><strong>97.3 Coast FM beats 91.7 The Wave to the top as local stations gain and dominate in Mandurah<\/strong><\/a> - and it was almost our number one post for the year. You can read the breakdown of it in our new JUST THE FACTS document and post - <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/new-2022-just-the-facts-post-mandurah-survey\/\"><strong>HERE<\/strong><\/a><\/p>\n\n<p>April was the month of hot posts too with two of the posts for the month in the top 10. First (at #3 most popular post) we finally solved (or busted) an old motoring myth about using your car radio and fuel efficiency - read the post <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/car-radios-fuel-efficiency-the-myth-solved\/\"><strong>HERE<\/strong><\/a> and the original post that started it - <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/does-using-your-car-radio-reduce-your-cars-fuel-efficiency\/\"><strong>HERE<\/strong><\/a>.<\/p>\n\n<p>Secondly April had the &#39;<a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/the-cliche-mention-this-ad-why-it-doesnt-work\/\"><strong>radio coupon<\/strong><\/a>&#39; post which generated quite a few conversations between many clients and myself - as well as being number 4 on our most popular posts for the year.<\/p>\n\n<p>Next at number 6 in our most popular posts was one in June with people in other mediums actually telling their clients to read it (thanks to those clients for letting me know) - read it yourself - <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/no-matter-where-you-are-advertising-youre-not-buying-an-ad-you-are-buying-an-audience\/\"><strong>No Matter Where You Are Advertising... You&#39;re NOT Buying An Ad, You ARE Buying An Audience!<\/strong><\/a><\/p>\n\n<p><a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/5-website-mistakes-small-business-make\/\"><strong>5 Website Mistakes Small Businesses Make<\/strong><\/a> in July was number 9 - as some clients went and made some subtle changes to their websites as a response - well done.<\/p>\n\n<p><a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/advertising-mistakes-and-how-to-avoid-them\/\"><strong>The top 10 Mistakes that Small Business&#39;s make in Advertising<\/strong><\/a> was number 5 on our list for most popular articles - its the longest read on our list - yet it was very popular.<\/p>\n\n<p><a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/have-you-got-a-tag-line\/\"><strong>Have You Got A Tag Line?<\/strong><\/a> was popular in August and at number 8 it was only 2 reads off jumping to number 7 on the list - but obviously it struck a chord with our readers<\/p>\n\n<p>And at the opposite end of that - one of our shorter posts of the year about <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/how-you-perceive-your-ad\/\"><strong>How You Perceive Your Ad<\/strong><\/a> was number 6 of the most read posts.<\/p>\n\n<p>A few notable mentions that just missed out (probably because they have been up for less time, but their numbers are almost there in the top 10) were the 3 posts:<\/p>\n\n<p><a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/remember-multi-level-marketing-sales-letters\/\"><strong>Remember Multi-Level Marketing Sales Letters?<\/strong><\/a><\/p>\n\n<p><a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/make-your-advertising-more-effective-easily\/\"><strong>Make Your Advertising More Effective - EASILY!<\/strong><\/a><\/p>\n\n<p><a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/use-radio-to-find-your-next-superstar-staff-member\/\"><strong>Use Radio To Find Your Next Superstar Staff Member<\/strong><\/a><\/p>\n\n<p>See you again next week.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62cfb9b0e9a10.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62181"},{"id":"o202-821-62d7b56a7845d","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/why-no-one-cares-about-your-usp\/","title":"Why No One Cares About Your USP!","date_published":"2022-11-22T00:00:00+00:00","summary":"If you think you have a Unique Selling Proposition - and yet no-one is buying from you - then you really don't. \r\nAnd if you don't have one - how do you find out what yours should be? \r\nWe show you 6 steps that might be a bit confronting - but once you do them you will have your USP ready to roll!","content_html":"<p>The old adage about using a Unique Selling Proposition (or USP) has become too confused, vague and honestly so mixed up with everything else that no-one, especially your customers seems to care about it - so what can we do to make your business unique?<\/p>\n\n<p>A real USP is something powerful, and will bring people in your door with their wallets open - but how do you know if yours is unique and if you don&#39;t have one - what should you do?&nbsp;<\/p>\n\n<p>Remember your USP should be no longer than 10 words (some are as little as 3 words), it should be short, sharp and to the point.<\/p>\n\n<p>Follow these 6 steps to uncover yours:<\/p>\n\n<p><strong>1.Brainstorm&nbsp;- ask yourself - what could it be.<\/strong><br \/>\nThis is a necessary step, but not enough alone to solve your problem. You need to be honest with yourself about what you think your USP just might be. Ask yourself a serious question - <em>&quot;Does any of your competition also offer each of your ideas?&quot;<\/em> If they do, then that&#39;s not it, or, do you have a way that you can do it better than them? The big thing to consider is that PRICE is not a USP! So take that off your brainstormed list now!<\/p>\n\n<p><strong>2.Brainstorm with your people &ndash; that&#39;s your team and employees.<\/strong><br \/>\nTruly listen to them, they are your number 1, best resource. I want you to REALLY listen very carefully to what your top salespeople have to say about your products and services. Ask them <em>&quot;what it is that they usually say to disarm objections, to explain how you are the best option?&quot;<\/em> Because what it is that they say that is usually the last thing that clinches the deal with a prospective client might just well be your USP?<\/p>\n\n<p><strong>3. Study your competition closely. <\/strong><br \/>\nMost business owners do not like to recognize how great their competition is at what they do. Because of this they try to stay tough and confident in the face of some hard truths. But you need to do it... SO: Carefully study them and their marketing materials, from front of shop posters to their advertising, social media, car signage, everything they do - why do they do it and is it effective? What do they offer that is above and beyond what you offer? And visa versa&ndash;what do you offer that they don&rsquo;t and can&rsquo;t? And how do they tell people about it - or don&#39;t they tell people?<\/p>\n\n<p><strong>4. Ask your clients - AND - REALLY LISTEN TO THEIR RESPONSES!<\/strong><br \/>\nYour existing and past customers are your most valuable resource, next to your front line staff. But I want you to ask them what they think is the thing that makes your service, your products, and your staff special, over the competition? Ask them why they chose you? Ask them why they didn&rsquo;t choose someone else? Ask them what they would like you to offer (really you really should be doing this on a regular basis anyway)?<\/p>\n\n<p><strong>5.Articulate your first ideas of what your USP might be.<\/strong><br \/>\nBy now you should have a very strong idea of what makes you special in a way the customer cares about. If you simply realize there is nothing at all, and in that case then... I am surprised you are still in business, and I bet you that you spend a lot of your time competing on price. Am I right?<br \/>\nIf you really don&rsquo;t have any USP, make one. You have a lot of info now from this process. You know what clients care about and what the competition is offering. Create a USP that blows them out of the water.&nbsp;<\/p>\n\n<p><strong>6.Express your USP really, really clearly.<\/strong> Use the same words that your clients used when they were talking to you about it. Ask your top sales people if that&rsquo;s the way they would say it to someone. Make it clear, strong and unambiguous.&nbsp;<\/p>\n\n<p>And that&#39;s it - you now have a USP that will make people take notice!<\/p>\n\n<p>Now, what you need to do is to go put it smack bang front and centre with every single thing that you do.<\/p>\n\n<p>In a radio ad it will need to be in the first 5 seconds.<br \/>\nOn a print ad or poster - at the very top in BOLD.<br \/>\nIn your social media - it should be the entire focus of what you are doing.<\/p>\n\n<p>If you haven&#39;t got it at the top - then it needs to be alongside the number one problem that you can solve!<\/p>\n\n<p>Until next time - keep on selling!<\/p>\n\n<p>&nbsp;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62d7b3e440080.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62302"},{"id":"o202-821-62d7aa14e4364","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/using-cliches-in-your-ad-please-dont\/","title":"Using Clich\u00e9s in your Ad? Please - DON'T!","date_published":"2022-11-15T00:00:00+00:00","summary":"My sarcasm meter is off the planet today as we look at some common Clich\u00e9s in advertising that really, really should not be used in any form of advertising - and yet - people always ask for them! Why?","content_html":"<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">Is your business really the <b>&lsquo;one stop shop&rsquo;<\/b> for everything mechanical? Really?<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><img align=\"left\" alt=\"Avoid Clich\u00e9s in Your Radio Ads - South Seas Broadcasting\" hspace=\"12\" 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61JMftWk45qiwzxql3GoqOHBLu8+hfnX4yb\/VUUMj71WNiCKgPv60JIzlZeBq08Gc9QaywRiK\/PnW6aPe969yajvFkyeNbyB7dRyNfaYW58DVoIAniaMsrlnPOt1uRvMts1\/4Ajm7Qu\/y63ai8mJXeBe6Q33IYaEUMP8ASKhW68qzLjyF9QotAd9N1vejNJ+g6f7cX\/\/EACwQAQACAQMDAwMEAwEBAAAAAAEAESExQVEQYfBxgaEwkbEgYMHRQOHxoHD\/2gAIAQEAAT8h\/wDMxqJ6CYLx8\/rAWg7E+WQ6U\/p2ZOCJlo+p9UGzOxcAv1A6d+pkKCPc+mCtAr26GRGkp\/xtJo9xe82WBuo\/UonYebDete32XqARdC6qVsybampHV\/UCPDB0tCUB6e0NS40sovV3WW+YCDsL2foLca0clQHtEK0x+mlmGpLsbHrAHPS7d\/1VM0a+S6P4hEA7fbo1iWIXe9xpu09YcSkoVXUYAMKx+H0VhyvghHrkm8ww1JvNYU403iYkYy\/xSZWqgnBsrvBYKf4JgN566HrLran\/AAyNlsHdBiIPYmti80IdYmgFwQscwnoL3Z0p4SMLLFLZToB6HqPvGJ41Bdfaee5h1evO1qaT7c1LntIanlOE8\/tG9niGkrhf9uhTQ4NsoEuyCJ4vlw+87dNZ7jw\/KJgxroOrmRWbj3xNEn9GPYjtwaiZOhRV0VCOqhuP4dfPczxfEYYTe5Uqm\/i8fme0+B\/MIJ5VDfchkGKE5tNNcT0hSo+YlqerDRp6nGigp3\/1HoZbfL41wlTwuyKDDwbmhTxZc1+hBSdMXSgLWVSB3Qluftue\/wBe8Wf6GZ20xfiY6sA7NJzCL0dLVLe5m2sxRSYby3jxGbd5jwSsKh1ptpdEy1vBHBM\/a3BO8XBPRmThOg9gMyrhTCfDQDW0\/wAImzhTYmYX0LKmPClVV3fzcdXphD1H3GMtFX5TFoObtxCks1tPHcJ5\/aOV0wWJA6BGjSDpbgRaSj4Ui0LWMv5mjpj406CEwH21NGvcxfaJQrhMdjNJXg0N0PZLH8E0GpDHt5hhd21+YbouUM7g+kDfTv0tCqd3bNIyZSsCPlOnnuZ4viHyBHBZTKppU04vp8D+Z5fiKiXCK7l7RbOR3fom+C5pPfZuGeAgjJUig7ys+FdDej09h7JlNgirrsmoa9BfxLmi4pbnndkXnR09\/wAwVDhkPRMd1WDUhc2KEtOHcLs7RbceCGZ1oY3OThmVJqHk2fraEE\/oj87MrGw0hNhxl\/UQpwo4bdVzsP42Pyv1l26Bxhrmyr9YIxinp0xsqH3hkFh\/j+enPjoUM0T7EaO16HnOYdXosNEHu\/6l57IevRFbDYn8J47hPP7dPKd5ph5\/EMNyb36algQB6eF7dPlfw9CUU157A\/uXhVRodp2UMCC9N5jM4Ppv4j3V1r9hK6D1Zs9Tr57meb46PPd+nwP5mJcDZTXMOQV1+HStnsLtczLBVsOwhhhsFWnr5HifLdPA7J4PmbzO7wqaC+UotmhZ+XRAocWBNx8nsTf6uuUKeDd+0yudV7VPHJ\/xyXD7duqRByl7J6aasB8J2xW7+CaJT7zpL83D2Ze8eN\/+OgLWj9t5bXGB2M9OfHQuNsHZI5gy9B6W4D1qzaR1ei06P0Mwe6ge518Bwnn9unnO8cWgC+sFOmj5b\/o8L26fO\/h6EU1gQ5sp\/BHPCX5HPSoQL3WUwc3oQwhBoaHmAABgG3Tz3M8Xx0ee79PgfzEVImcaRoNNnmb3nU\/3EG5Ddsj8xbCpnpXXyPE+W6eV2Tx\/PTw\/aY3w27REjUrw7\/4G2V7JTpHWJ1FhiUAV3lvtGW9HRIqIJmE0o05I\/VrfboOsoVqUcPaIgmaCvtAArS8nsVEw6XjIjKtTUDJUv8cD+s+UG0HsAxg+0S6jUspc3zRpsjsZqQ4PTo2oZO8GJSzqzyMpta7fmi13fUc3vKJXC0pxKgRcHhlsB8M1YzCVI2t1KzRLQ2HpP7Iwym8FqEJdLgzZ9XaJWR0cnrLAUMTdELFkQGn2iVo2lBhlUft99MDNeyR+CYPuOaDDZKbdWPVzc2uIurKilo4jQ2SGsLuxd7V0FFP7i1A38zF\/A0jZB8BRTntcDUITDeY31DKURon6yaE\/ASmhUYJViZpZUo9BJvWefc1lMHalP1m9JqMTNgIKj0c9Qt16egIY90raUgos45UsruLLXaS5b5Btb0NBK0EwQONzQGn2hABVOj3pvmKjSNdKl\/ChgrQG31czPP1s\/wCRn6WemeX632+3\/wBLWAGhekT6XUt+1yA3oqmarHDbvHX9pUvRRW3GsuBMR0BhxvCG+IgDcDpeK7x1h+47WfQRbbDIZ9JmyJoD+eiTl1KLv0ilHusIQ45M\/EFNc5JdngtqviNiQvXkgx6JCDZjM2aHoaPSGku1GVpvaVCW6z8Iy5uwb9EiFl0HZ\/YOZFaVyvo3gHEDoO13eZmLFzsrEoLVHonhu8dYUouiNHFxvDXm5qRjeukA7Q32ZYduhyMvzECE3l7Yg7XdkQrG7W3jfO1ngeOmV\/kM1k0CAzoChlWsNgC1VNyi4avZlNws9X7CV5PfoG\/a4JQfDd46sK3ooaKcvEQpHFBH3cRkw0Qq2ukj+NHEO6XBZwHvNfq6XnlYodpa954bmMez+Pp5bhgaAX\/eGqrBtnmMAbBe1yomaD9hdI4pnNO8C21VDgIEv1tiXBgoyzR16qd4CW1pVi4BktwK\/wDIc4AHMZGQykuVUAuZs3MYXoy\/qtrLly7FRHGwojzh8ghcEyu1EOIrpWnqMdVs3dTBxn6hSQrWAO2lOCdFlCw24YYtNL0AgvwbP2Dqra40TmG8\/FDxmXo\/fmOSFsa1n\/ayybVstcxURupCK07c3UrEo5uIoNe6JT8lQPuvmaF7lpXRshfriWTq2XNRTKrDaDSjxrjrnq2IqyS13MVA5tLXc1CGt8kepzLjjBE7txUOXZmK7sbTWv2BTkeV8LqVFLXC4+laTVjT6CgqLHvKcaytTyO0VboVdAVaqMj76EwA7HoP\/OL\/AP\/aAAwDAQACAAMAAAAQDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDEABDDDDWD4JDDoeBDIADIKDDwVSIDDDGd8DDDDDDDDDDwjyY6vmBEypBZquxGJ1BmjYJWQCmn7IUs34aHDDDDDDHpUIOfuvqJCrzRqQPRQsSygqIUdW+KgjUr+EuAhDDDDDEqShxgxyKZABgQ1sAoSjpjeBh12TeTTjDjpKSDiDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDFFDDBCBDBDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDS+b02iwz0gjHhDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDXLvbp2bTj4kejDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDRJTiSTd4yQjBShDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDzDDDDDTDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDD\/8QAIREBAAICAgMBAQEBAAAAAAAAAQARITEQQSBQUXGAMGH\/2gAIAQMBAT8Q\/mNaojp8vt4E3fgLUzIzyJu\/DpTRyNJjrcF1csDwBVErNMG4f86POIoU0xECOdblW1DNkiEAvQhztweRiNi2uMA\/ZfzqFgUBQi0tEpqLsXgQRo55AE1wCEtDEmzmW6jLdwC0xEjeM23UMRZiI0+RfUZDiP8AtBg+RKkmD8cgN+Bux74\/nG2jrT8mkaYVBFGLERqI6zEprgbPE9kS4xgHMXdTTNvG0\/EWcE4h5PK3dSzdRHZAd1GtUW24tUIwoMT4IwpMQSwYli6i\/mNENMmmEwjUaMRT1OwlgGGZ\/SDMEoaRVyw8SboQCgj6COhCmJcuUZXFqQtCBAe2IthqdgRbb9oJuGBO+dS\/S0wSWJVwg0M1gJVZggDuUyy4AAbhQpAKJBSuiCtOEuD0GsjWxB9CJUaAXLqSycXMWSiUpqGtY6A3M9NxWrv0FxbjKmZruBUsBKuYqWXBk1pbNSzLdxa3FDcsKd+mv+WP\/8QAKBEBAAICAQMDBAIDAAAAAAAAAQARITFBEFFhkaGxIFBxgDCBQMHw\/9oACAECAQE\/EP1jVS1m+prg6FDRg2X1C7sOyzcGyVcDLFl30vDm+I0FK6lcF5lUW0K3CUXf9F6KCN5HNCv40gaMszHWRHoXHgFf7iijG4ogwczClPzMSoWnbEheeIGI5DagkSlqD3YBUpSGSi1qVqCmVf2l+Gj1g12oDqaNXuIQZPmWgK94Ngwn98VKEK5LkjiM6kKgV25hkYsCxFFGVuVJswqG+YNQLWFVq8cQSDn6iZaJTRnvK2j8IAdxB2wWfmXB3JSx5mRm4HJ2n5qaPmDiOHCHPSj1JmtIhzB689owoV\/2YMVUCmz5lKUO8Ehz0w9SD2ptB8I+MXDqYQULu58L5nt+j93Fc9YjgSoBB19T66cnR82rjjKyUtskAAS1uT6QMuYtl3AJq8IORXvFFN1zK9Wk5JXKtSxHfEVitHzAF9c8zDuQ4mTXiXbm8VLdrGGYgiiu55iqnTtAAoliO45LcQg35lslPMRKYwrBCpZ8xnzTHK6YcfNVAb655luESEFNH3LHSxc4+lp1sKvpcpl9M\/YKHSr3hNVik5i1J3j7CcVFL2nMdFUMd6Tbh3YKuYMjxDITf1OOIA9\/2D28DYMQuBljuMjSnVxBKMlm7MdwK9xFgJshXC4QtqnzB4aHX2C8Aq4xDI4kKgYlAMxtEDaoPfyW5S1j3mrzw6AYMQBuAgGoFY\/z6Jj9Xf\/EACsQAQACAQMDBAEEAgMAAAAAAAEAESExQVFhcZEQgaGx8CAwYMHR8UBQoP\/aAAgBAQABPxD\/AMw+dN5f7qI0lPq8j5qXV\/iIJCM5Kr9dm23VPMLG40sLmfEELDHv+k90hayERBDKqB77fq6rjpLzX6mAZZagccd5RlcqHoCjRo1a0hloy7QQs87\/ABKHVsg+P2y7xgBazq9a5REoMIlP\/FY7VxeN1exXmLL6jUY4vZDzD9szxpZG+UHVhs2oQE1QNG8dYfj6DaYiyjdmKg0ysBo3DqT5T+l5ziHpSIWjCxNrifYIapZeVyMYuNOoKS1DVlfvKMgm7hx694M196B7aWZ1gXlUF2vNoeogAbdpuhqJcwm646xakJU1sep\/UrA0hFNdOtZe8erOcBj0FUsc201HJUukTXMujZKizB1QGlGLITMmMK2\/sMCktigEKo6pGtgKoRvFMomy21Ejq37FGytswgwBWBRD\/iIaE1irpC8U5ffWV7vgmX8B1sPoR8xDB1yp194sbmEBLJrqxp\/A8xkxlagdO8CNFjqHmErCxlHLmMA+rYvQIfELLF9nJM1FqlHul17zeIVAoCxLEbslGPZdpLu3e508RwGNJ+SometgR7oBpE75D61LDlnc6EtBALQ3hcu47gW3Z0Zmbn3IAKOf3laDglhzmGYCqAQyqYdZ2zGP9TqeIcCuRR4uJAE1ffFib20NLm0LV4N5GpvDU8mIU4bJQctZmfQ+FSFA0zk7QCZ2evVuRvfpXJwjn03cUBHJdSmnra475SqU6+n5vj6XhLsyRYVbl0LiD0iIFTVQygYpp0qH2owIUrvXGKQjQxHvBaotVREUgUNNmkLtO\/w2l+01uVGUOoZiKBSYRKT0BWtXghk+mwVS1fZH0CtEExm6lRXptLvTORisqWqLUF6vHvHicF0bwuL3+mkdRhpG5ta0diBXgsHPF3A6rqYOzQ+f396cVYxo8\/UN0ypO+hfljYIdHGd8iyXyFJhg1vInpq8DMJlhONYBYW6gDQCbpFpEEKLN6cQWu0QAze1BUZtA6Rqp0MkunUoFUsu30t5ZXaWGlN04zDI6q1S1mlmjLFwRJjiOB1iNJoACAWYfSguDTVbn7ab6EoYVaK2xRq9IFsWs4NadPMNuNtDsFbcGk+QzaW1I9+jPsHzFq4DhRq+rBi2q2HF3cEJtnCVsN69LHzP3hxtCzgY1lqq+aNjF9ow8kDVWggkS1Ap0Ti8fMNOVr9bW\/wBIf4swICjStOYakDFly1dVnvp7zXFmrBvSgih\/U6kyDvUpEqy1VE6Xn3lAEEu4\/tfgYUdg1z2Aa90bYHAtN6GjCxdpHyB\/SIjIBtWNpuAeZSQg1ypc4Dio8dVUbsb2dpzP9z6fi+PpeoD7LDUHwR2F0E0GL7R19M\/zXCWsoxEcq+ErB8ZdQUaBxcK1WHUCJwXddSNZZaBTDogOYSjRsq5FFNXoxZbgNBkJpf36OM09BS6MEaDpJRvQqMpm70u9WqcIFiK3uifDyCGpmD1OUcXRDQKWpLV8qgbiPOaO+axGHjj1VaPuUd2xGuCbDTHFzTr4oHFuWZNgK40M+QeOkTmxo\/7w\/e23OXWmP7PvKQLYhY4tAeYgkfNQbmo4Dl0NoepZEpRu97JrMuYXrp9SeJZfN3LdR3gZdXd9lv2gNqg5rNxvWqfC2vj0VJTR0DL8il5W3woMf5UTfyDcLaVnEH2x24y12Gg+JXom+Q+hh2sdMn0g9mg2LsrEhzTJAdq9Bj5n7w0J+Y4gYLPnEn1EsBjyADxbO0HBNd5MNZufBPyPMusaVNQvxPSFiiuyX7Qsmpu7z7NJfiy45\/MamlaA6y2DujYy9V5ZqvCiKaui+0ofexA+WupN\/T8Xx9D23p06+Pr0DPWA2yBh3J0hOjpj2KwBxrNQxh6xZgCMW3TgDxCdL231theVdOmJBIwpo6Hr+W5+nyfAS\/PcoYCa3MjkyhIJ1+Qs+oZyk3vVX2f3M2mKr8pgcqg6sCkRf7t5gEDc+C0o0rwlkZc8BP8AT\/4Rp+\/\/AAROR+DoR8ie5EFrvznr2bJ\/UZM8qcAy\/s94M8kZg1ge6\/KGStLHG09iZuJWuAWPXa1Z4LU5yubxFZlo0Da9gYBiWUzrn4IvztvTgpT3Buvhl4xujVrE8zeutQVwWVATK2wj7z5EYVexe6ph4vxGvVCaF\/8AT+hAvJ+8NCM\/A0gIzpOAFf3EIp71Uh7EPPruRlF\/7ZdfTV+Z6QH4qNnwXySvuNMKy84lVrOXE4aejRdhviDlysEPDP1MOC4C8YaXiPtG6KwKHu+mF35n0vakZJOvx8eiVUBTVsMJejpDY6oBNTen6iQHgmE2HImbhkebpcnal4lMNSKsHD4qVRmNNcev5bnNfM1nx0vE+5Dbv6Bo4CU5Yv5Jr4wBVddlnzANmVxn966vwhLalXd94qQB\/Fzi7v0zZWu0SDxLNM2bdLjyzLwAsRecxw1x4iklCbI3\/UVy6fJQ0XepF8BKt1sPGIxRE55R9r8Eck1x2eFkjTmGvpDAiJyLW+u9XeWHQDhE5G0eeliKFgq85YbLNG72p1KuUaaAAcrj510eYMGPMvMISM0C+m8YTJYpFZ5Z9D5pd0DcW\/wAnHVRmd6AK+UJ8BqsJt312xFr8AeqI5bgp7xlQq9cx42aTQGTGnHEvfsbW27zfWNo5jjCs8hfEJAtYXSqlsxU1mPI8LoRWlyBiUbI7S6aSxFlL4UeZaVpo3Cs3riBTosxtFhbqBYN5Y6nF5QLzpBZdSNVSNcgS2U4d3AtSCa2ZOedYQua0HI1rKNSBkqrlwR3bd0YO9wLG2gpcIYCDZfRpa6HT0wmWxxDHLlHtARSQcBDN9WVIgmlQTLWq+I8nnxRa831iJ5k01mz+5XFKCrWqvEarsvSdxvGkMBcb2OTUmgYuMHccRW4UjRqgmLIdyVSi4DrMzKsxHWss0coHm5ut6nRJrrGFvUfiJXfA+XPaDzw2H3agwZgvz1haHLpKs+edhUDJrHDbfWA\/c1KTnkhn9thFKvsIlwoZalV19YtvDHftehD0VdZ3gGCXJ2p5e8P3L5O28umr0ZbszM3uN7QWq\/r9DnYb2qfmkyaLfI1L5PmW4y4zN7tfuGNMTTQCCmkXvn0Z+dYY0K7R9v6lu0t3tO8V5fdlvL7xtz7aEHPZxLzdRuZ2KlvMtdWZ0FDvL5Okb3bnbQ0meCpRW0yOPO8NdCW8r0uZfS9AtbZlrqy9WTvLeWK67ws\/KlvLEx1\/N5bzDpczWPmdqPavqb5\/H1LGycYtzSX3uWuvt2iun3MlVtCzB9S+\/SfPSOasHuXHLn0P5Tcv+KsIDjqNGKvrCW6AsQFrWOFNz+LOBy1Q7JH1oFqVQtZqHX0v9GPS\/V\/QV\/AmZYylRqtX1D9dB5xV2xwbNC3gVsGtFmkeWsJ2j2zPy\/MYJ6wtKMXC\/DLLKRuU7BC9nXHUWYHiYrEqgzLDNQ7vWUonCUvtVGYAXLG4dnF74mUbqukt5OkxuydJNK0e8Owtcb2JgCJDxkoaWCZF8SwCgFZE00YisPJEeIBKOg3YkLzn3YYlceDRp40T0SO9aVSGp\/AdRHbZWhtLCROVYoDsQ0A0F0ebiWmvzfZPWrPaH9zMWfFT8XzGp3i+xpSFZ6BrGCq2pXfeLkkRVktTfep8cNih9TCoTY0I4t7UflCqbVdY8PhDo0O1D7xjGQahfGYwlU0r6ppoRRsaY1SV1GBY2V1dqgfcQGdZ1Io5tjgmLirvHgLOmFfRRxChFVGpaX6\/gP53gnx32jpMW5mO11\/kRm0AHvRPzfMUhkPoU5UcBmuwJMfY8JSMsjBZwu00X4WgcCjNWbHu10iuy1wG8gHbrANEpJxqvjGwRDr7tVNr5n4blBY2T66FXtjbisMYbTbDSQGYuCaOQhBBXFu3N3\/AAH8bxK7euw28NyJG2SqeuMQ83KswgB9gO7CcFRuRUKNcR0voTlaYc5gOc67QL1OJn\/Os8QNTKiR81nh64x7zDPBShKB8XHqq\/QaIpmU6aACN8pUBlPkZF71vHdQ0SnsJMw0GhfU2TtF6h5OqXUsqV2Cq0M0lSjtS3qE0haSkbt2AHVqPioCUG9MSwoLtHr2U8Mf1VDQ8iFS9p8mB3dfaVZcXMjj6zE1gX5mG9dLradM2NZPzP8A3\/43glBB8u1snDNXx+GXi40ICaN55O+IYknWOGfaoGBds\/6pQm8VkKziBYujgYvcm8PbvsNIngFr66E44gUvL1cq37y1mmQqMrcuZqWB0b7TAgMNHUINNcwwGMVFsav3hrY66iHKOvK0d5XriNSdNhh7lZQarbd8x8mAtg06bVLU3Qyh6N+8GAA0FeyQ1nUXZ2Cpb0I8auhFJU6Iw7kVVVvP\/fa45Y1apeVOg6aTCQoiBTcZ6QAxWGh5rf8AYLGY2wbuAcgDIMqplS9dWMMd0uEnSB7MoeyRsQ\/D8P7\/AIS6QxMzq67\/ALPMou6PH\/lv\/9k=\" style=\"width:332px; height:190px\" \/><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">What about... see us <b>&lsquo;for all your BLANK needs&rsquo;<\/b>? <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">And the same goes for <b>&lsquo;&lt;COMPANY NAME&gt; can help!&rsquo;<\/b> well good, that&rsquo;s why you are in business isn&rsquo;t it?<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">Or&hellip; <b>&lsquo;There&rsquo;s never been a better time to&hellip;&rsquo;<\/b> so what, has every time before now been the worst time to buy from you?<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&lsquo;Conveniently located&rsquo;<\/span><\/span><\/b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&nbsp;...OKAY... so since when has a business been inconveniently located?<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&lsquo;Locally owned and operated&rsquo;<\/span><\/span><\/b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\"> or <b>&lsquo;family owned and operated&rsquo; <\/b>I&rsquo;m sorry, but personally, I don&rsquo;t care. Saying that doesn&rsquo;t make me want to shop with you, unless your service and price is what I am prepared to pay for, or it&rsquo;s a secret family recipe that has been passed down from generation to generation, in which case then yes I will.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">The worse offender in my books is&hellip; <b>&ldquo;Friendly and knowledgeable staff&rdquo;<\/b> I would hope so, but the fact that you have to say it means that they aren&rsquo;t like that at all.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><img align=\"left\" alt=\"As COVID-19 Continues, Face Masks Become a Status Symbol - Rolling Stone\" hspace=\"12\" 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\" style=\"width: 312.969px; height: 228.991px;\" \/><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">And if you don&rsquo;t think that these are bad, then what about these ones:<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&lsquo;In these unprecedented times&hellip;&rdquo;<\/span><\/span><\/b><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&lsquo;Now more than ever&rsquo;<\/span><\/span><\/b><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&ldquo;Attention &lt;DEMOGRAPHIC GROUP&gt;&rdquo;<\/span><\/span><\/b><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&lsquo;The New Normal&rsquo;<\/span><\/span><\/b><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><b><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">&ldquo;We&rsquo;re all doing our part&rdquo;<\/span><\/span><\/b><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">During the pandemic the use of these became an epidemic in themselves &ndash; and every single ad seemed to use them, they turned listeners off in droves.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">Don&rsquo;t ask for the mundane or boring in your next radio script.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">Instead: be creative, use unexpected words and squirrels to get listeners listening out for your commercial.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"background:white\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"color:black\">Save the clich&eacute;s for your print ads &ndash; if you must have them at all in any advertising.<\/span><\/span><\/span><\/span><\/span><\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62d7a9e8a1ebc.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62301"},{"id":"o202-821-62cfc81178646","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/as-requested-some-basic-blog-writing-tips\/","title":"As Requested: Some Basic Blog Writing Tips","date_published":"2022-11-08T00:00:00+00:00","summary":"I have had a couple of people ask me my process for writing blog posts - it's not a secret and I will gladly share some ideas with you to start incorporating into your own website blog and help you to promote your business...","content_html":"<p>When the cursor blinks at you, winking slowly off an on, and time ticks slowly by, the stark white page stays empty and you just sit and stare at it.<\/p>\n\n<p>&#39;Well what do I do now that I have decided to start a blog - I need to write <em>SOMETHING!<\/em>&#39; you think to yourself...<\/p>\n\n<p>Most likely you end up in procrastination hell (more than likely in the kitchen!). But it&#39;s good to know that you dear reader, are not alone.<\/p>\n\n<p>The first thing I do at the start of the year is brainstorm some of the ideas for posts that I might use - people here at work hate that because I write them up on the big window on my office - liquid chalk pens are one of my favourite things next to post-it notes! No idea is too crazy at that point because it might spark an idea for something else - this usually takes a day to do.<\/p>\n\n<p>I then break that list down to a list of &#39;yes I will do&#39; posts, &#39;maybe&#39; posts, and then I wipe the board clean of all others.<\/p>\n\n<p>Then I sort them into different categories so that I don&#39;t have a bunch of the same posts all at once - unless I am doing a themed series of posts.<\/p>\n\n<p>But I digress - that doesn&#39;t help you - that&#39;s just my process.<\/p>\n\n<p>Here are some different types of content that don&rsquo;t require too much of your writing or creating, but will deliver value to your readers. They all begin with the word &quot;curation&quot;. Curating starts with collecting things that fit inside of a context (that&#39;s my brainstorming from above).<\/p>\n\n<p>For example, this article is a collection of ideas I use and have gleaned from others that fit inside the context of content creation. If you are in the fabrication business you might collect 5 popular articles within a context, like tools, new techniques, old techniques, interesting builds, and safety.<\/p>\n\n<p>You can then package your articles into separate posts with an intro: who this is for and why you chose to write it, then the body of the post. But I always add in a positive and a negative to the angle I take - then when I write a different version of the post and see which one I am more passionate about at the time, and use that.<\/p>\n\n<p>Something I haven&#39;t done much of lately - but you can easily do yourself... is to interview someone who has a complimentary service or product that would add value to your readers. If you are social media expert you might interview an expert in offline marketing, aka, networking. If you want to be extra nice, write the top ten takeaways from the interview for people who won&rsquo;t watch or listen. Speaking of top tens, people love top ten lists, or 20, 50, etc. Say you are a financial planner, you could do the top ten things that rob your nest egg.<\/p>\n\n<p>About once a year I compile a list of books I have read on the topic of marketing, advertising and promotions, and put them together in one post - it&#39;s simple but that post always gets a lot of hits. Mine for this year was done last week.<\/p>\n\n<p>You could, like we did, take a sneak peak into the day in the life of you or your product or industry - see our poor attempt at it - <a href=\"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/a-day-in-the-life-of-a-radio-station\/\"><strong>HERE<\/strong><\/a>.<\/p>\n\n<p>It can be a fun post, or a video story about how an especially good&mdash;or bad- day went. The bad day, the bloopers, owning the epic fail to your fans will always be a crowd pleaser.<\/p>\n\n<p>Remember:&nbsp;If you are going to write, take the time to write well. If your brain is dry - then leave it for now. So instead do something different - ditch your usual way of connecting with your readers and have some fun instead. Curate, run a contest, record a video, anything is fair game, but most importantly, post something and stay in touch with them.<\/p>\n\n<p>Writer&rsquo;s block is real but it doesn&rsquo;t have to crush the commitment to your loyal readers, (and the new ones who will happen upon your work) to show up with something good.<\/p>\n\n<p>Breaking from routine is one easy way to break the spell of &ldquo;everything has already been said, I&rsquo;m doomed&rdquo; mode of thinking.<\/p>\n\n<p>But most importantly - and not many people do this - tell people about your blog posts - we do it on LinkedIn and in emails we send to clients.<\/p>\n\n<p>Others do it on Facebook - and in their radio ads - whatever you do - let people know you have a blog where they can read more about their industry, and get more information from.<\/p>\n\n<p>You will be amazed how sometimes the idea for a post will spring from a conversation with someone else - and sometimes those have started as simple interactions on social media, someone talking to you across the counter or when you read something from another industry and you think &#39;Hey! This would make an interesting post!&quot;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62cfc88f5f996.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62185"},{"id":"o202-821-62cb845c024a7","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/top-16-books-for-business-on-advertising-and-marketing\/","title":"Top 16 Books For Business on Advertising & Marketing","date_published":"2022-11-01T00:00:00+00:00","summary":"Today we look at a variety of books to add to your wish list there are 16 of them - and they are what I consider to be the top ones for any businesses bookshelf.","content_html":"<p>There are no links in this post - copy and past the BOLD line into your favourite online book shop to search for a copy.<br \/>\n&nbsp;<\/p>\n\n<p>The number one book on this top 16 books is one of my favourites...<\/p>\n\n<p><strong>&nbsp;THIS IS MARKETING - SETH GODIN<\/strong><br \/>\n<img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78d136691.jpg\" style=\"width: 160px; height: 226px; float: left;\" \/>&nbsp;<\/p>\n\n<p>A book that is so much more than JUST being about branding, marketing, advertising and business growth.<\/p>\n\n<p>&nbsp;&quot;This is Marketing&quot; could almost be considered an essential book on every business bookshelf, as is every other one of Seth&#39;s books - but this one is my top pick.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>OGILVY ON ADVERTISING - DAVID OGILVY<\/strong><br \/>\n<img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78ca158a0.jpg\" style=\"float: left; width: 160px; height: 212px;\" \/>&nbsp;David Ogilvy, some might consider to be the biggest and brightest of everyone in advertising and marketing.<\/p>\n\n<p>&nbsp;It covers all aspects of advertising, and was written by the founder of Ogilvy &amp; Mather, an advertising agency with 450 offices in 120 countries.<\/p>\n\n<p>&nbsp;It covers what advertising does well, as well as what does not sell.&nbsp;<\/p>\n\n<p>&nbsp;My copy is dog eared and even has marginalia and comments and notes that I have written in - I really need a new copy now that I look at mine.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>CASHVERTISING -&nbsp;How to Use More Than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone - DREW ERIC WHITMAN<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78c932258.jpg\" style=\"float: left; width: 160px; height: 240px;\" \/>&nbsp;This is AMAZING - I even gave a copy of this book to our Sales Manager.<\/p>\n\n<p>&nbsp;Not enough business people knows these facts about creating powerful advertising.&nbsp;DO YOU?<br \/>\n&nbsp;FACT! Sixty percent of people read only headlines. Your headline must stop them or your advertising will likely fail.<br \/>\n&nbsp;FACT! Captions under photos get 200 percent greater readership than non-headline copy<br \/>\n&nbsp;FACT! Ads with sale prices draw 20 percent more attention.<\/p>\n\n<p>&nbsp;See in that little bit alone you have learnt something.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>STORYNOMICS - Story-Driven Marketing in the Post-Advertising World - ROBERT MCKEE, TOM GERACE<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78d1da0d1.jpg\" style=\"float: left; width: 160px; height: 243px;\" \/>&nbsp;Storynomics translates the lessons of storytelling into both business into economic and leadership success.<\/p>\n\n<p>&nbsp;Robert McKee&#39;s popular seminar writing workshops have earned him an international reputation. The cornerstone of this program is his singular book, &#39;Story&#39;, which has defined how we talk about the art of story creation.<\/p>\n\n<p>&nbsp;More importantly Storynomics shows you how to use story telling techniques in ALL of your media advertising.<\/p>\n\n<p>&nbsp;It is far more than just a beginning, middle and end.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><br \/>\n<strong>HEY, WHIPPLE, SQUEEZE THIS - The Classic Guide to Creating Great Ads - LUKE SULLIVAN, EDWARD BOCHES<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78cc39d21.jpg\" style=\"float: left; width: 160px; height: 240px;\" \/>&nbsp;<\/p>\n\n<p>The classic and updated guide to creating great advertising now covers all media: Digital, Social, and Traditional.<\/p>\n\n<p>&nbsp;&#39;Hey Whipple, Squeeze This&#39; has helped generations of young creatives make their mark in the field.<\/p>\n\n<p>&nbsp;Plus helped business people build successful campaigns by giving you an honest, real-world perspective on what it means to create great advertising and marketing.<\/p>\n\n<p>&nbsp;You&#39;ll learn how to tell brand stories and create brand experiences online and in traditional media outlets, and much more about the value of authenticity, simplicity, storytelling, and conflict.&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>RETAIL ANARCHY - A Radical Shopper&#39;s Adventures in Consumption - SAM POCKER<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78cf006b8.jpg\" style=\"float: left; width: 160px; height: 246px;\" \/>&nbsp;<\/p>\n\n<p>Why does no one blink when they are charged three to nine dollars for a cup of coffee?<\/p>\n\n<p>&nbsp;Why do grown men sleep on the street overnight to buy video game systems?<\/p>\n\n<p>&nbsp;How do variety\/&#39;Dollar Stores&#39; cheerfully charge a dollar for a 25 cent pack of gum?<\/p>\n\n<p>&nbsp;What are the pitfalls of Brand Name Loyalty?<\/p>\n\n<p>&nbsp;&nbsp;&ldquo;Stand-up economist&rdquo; Sam Pocker delves into these hard-hitting questions&mdash;and the result is a fascinating, wry, and amusing account of consumers&#39; non-sensical habits and the stores that prey upon them.&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>THE ATTENTION MERCHANTS - The Epic Scramble to Get Inside Our Heads - TIM WU<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78d038b95.jpg\" style=\"float: left; width: 160px; height: 247px;\" \/>&nbsp;<\/p>\n\n<p>Are you feeling attention challenged? even assaulted by the barrage of advertising and marketing you face daily?<\/p>\n\n<p>&nbsp;From messaging, advertising enticements, branding, sponsored social media, and other efforts that try to harvest our attention. you need to understand how and why your message isn&#39;t getting through - and how to fix it.<\/p>\n\n<p>&nbsp;Tim Wu is the author of the award-winning &#39;The Master Switch&#39; and the person who coined the term &quot;net neutrality&rdquo; comes a revelatory, ambitious and urgent account of how the capture and re-sale of human attention became a MASSIVE industry.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>SOCIAL MEDIA MARKETING - Step by Step Instructions For Advertising Your Business on Facebook, Youtube, Instagram, Twitter, Pinterest, Linkedin and Various Other Platforms - NOAH GRAY, MICHAEL FOX<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78cb43aa4.jpg\" style=\"float: left; width: 160px; height: 256px;\" \/>&nbsp;The latest version of this book (sorry the cover photo is of my old copy) is on the ball and helps A-LOT!... but as&nbsp;Gray and Fox emphasize &#39;social media is constantly evolving, and so platforms will come, go, and change over time. What works in today&rsquo;s social media might not work in ten years or even in one year.&#39;<\/p>\n\n<p>&nbsp;This book is all about personalizing your approach, finding the right medium and mix for you and your industry and where your customers are.<\/p>\n\n<p>&nbsp;It&#39;s perhaps the most user friendly book I can recommend for social media - and I am only now just starting to dabble myself in it as I am not a big fan of it at all.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>THE ADVERTISING SOLUTION -&nbsp;Influence Prospects, Multiply Sales, and Promote Your Brand -&nbsp;CRAIG SIMPSON, BRIAN KURTZ<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78d28c199.jpg\" style=\"float: left; width: 160px; height: 242px;\" \/><\/p>\n\n<p>&nbsp;<\/p>\n\n<p>Some people might not like anthology style books, but this is one of m favourites I re-read often as it distil&#39;s 100 years of salesmanship and marketing down to 200 pages.<\/p>\n\n<p>Then in Chapter 10, it boils that down again to exactly what you need to know to be an effective marketer in 19 pages.<\/p>\n\n<p>I always manage to find some spark, something new and something that is a solid take-away even though I have read this many, many times.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>All Marketers are Liars -&nbsp;The Underground Classic That Explains How Marketing Really Works--and Why Authenticity Is the Best Marketing of All -&nbsp;Seth Godin<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78c8eeb95.jpg\" style=\"width: 160px; height: 224px; float: left;\" \/>&nbsp;The indispensable classic on marketing by the bestselling author of &#39;Tribes&#39; and &#39;Purple Cow&#39;.<\/p>\n\n<p>&nbsp;Seth Godin has three essential questions for every marketer:<br \/>\n1.&ldquo;What&rsquo;s your story?&rdquo;<br \/>\n2.&nbsp;&ldquo;Will the people who need to hear this story believe it?&rdquo;<br \/>\n3.&nbsp;&ldquo;Is it true?&rdquo;<br \/>\nAll marketers tell stories. And if they do it right, we believe them.<\/p>\n\n<p>We believe that wine tastes better in a $20 glass than a $1 glass. We believe that an $80,000 Porsche is vastly superior to a $36,000 Volkswagen that&rsquo;s virtually the same car. We believe that $225 sneakers make our feet feel better&mdash;and look cooler&mdash;than a $25 brand. And believing it makes it true.&nbsp;<\/p>\n\n<p><strong>DIRECT RESPONSE RADIO -&nbsp;The Way to Greater Profits with Measurable Radio Advertising -&nbsp;BRETT ASTOR, JEFFREY SMALL<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78cfa894c.jpg\" style=\"width: 160px; height: 242px; float: left;\" \/>&nbsp;While most of this book pertains to direct marketing in general not just radio it&#39;s &#39;truth&#39; in testing, lifetime customer value, etc are solid.<\/p>\n\n<p>&nbsp;The one big thing - and it is kind of a very BIG thing - is that it says a budget of $20,000 is required to do an effective direct marketing radio campaign. And knowing many small businesses, that&#39;s a big ask to just test your message.<\/p>\n\n<p>&nbsp;It is definitely biased towards radio (which is why I recommend it). And I strongly disagree with some generalizations made early on in the book, but I read this the same week I brought and read &#39;Cashvertising&#39;, so there was a bit of overlap and things made more sense after reading this first, then &#39;Cashvertising&#39;.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>OUTRAGEOUS ADVERTISING - That&#39;s outrageously successful - BILL GLAZER<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78ce695fe.jpg\" style=\"float: left; width: 160px; height: 239px;\" \/>&nbsp;This is not your normal book on marketing. The examples Bill gives in this book might stun some marketers that have always done things the normal way.<\/p>\n\n<p>&nbsp;&quot;My company wouldn&#39;t do something like that!&quot; they&#39;ll say as they keep getting horrible results from their generic advertising. They&#39;ll blame it on the economy or the area they are trying to advertise to. They just won&#39;t get it.<\/p>\n\n<p>&nbsp;Although it is very Americanized - read it with an open mind and don&#39;t be afraid to try some outrageous marketing.<\/p>\n\n<p>&nbsp;It&#39;s worked for Bill and countless others.<\/p>\n\n<p>Give it at try and I think \/ know you&#39;ll be amazed at the results you&#39;ll get.&nbsp;<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>Seducing Strangers - How to Get People to Buy What You&#39;re Selling - Josh Weltman, Jon Hamm<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78ccf24dd.jpg\" style=\"width: 160px; height: 205px; float: left;\" \/>&nbsp;The co-producer of the TV series MAD MEN tells you the secrets to: get someone, somewhere, to do something.<\/p>\n\n<p>&nbsp;Simply by using words, sounds, pictures, stories, and music to seduce strangers.<\/p>\n\n<p>&nbsp;In the industrial, mass-media, consumer economy of the past, the job was called advertising, and &ldquo;Mad Men&rdquo; behind it did it better than anyone else.<\/p>\n\n<p>&nbsp;In today&rsquo;s service-based, social media-focused, information economy, the job is called life, and everyone does it, and you&nbsp;can do it. And do it better.<\/p>\n\n<p>&nbsp;<\/p>\n\n<p><strong>PERSUASIVE ADVERTISING - Evidence Based Principles - J SCOTT ARMSTRONG<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78cd4e546.jpg\" style=\"float: left; width: 160px; height: 238px;\" \/>&nbsp;&nbsp;J Scott Armstrong, hints that he was trying to create an improved, updated, more scientifically sound version of Ogilvy on Advertising. Boy did he succeed.<\/p>\n\n<p>&nbsp;But unless you are into a more scholarly read, this might be heavy going at 400+ pages.<\/p>\n\n<p>&nbsp;He describes a principle, then cites evidence for it: research and case studies which all helps to take the principle from theory to practice.<\/p>\n\n<p>&nbsp;For example, he shows a Downy ad that didn&#39;t follow his principle. Then, Downy changed the ad to follow it, and found that 20% more people remembered the ad, and those people had 30% higher buying intentions.<\/p>\n\n<p>&nbsp;Worth it in my book.<br \/>\n&nbsp;<\/p>\n\n<p><strong>101 CONTRARIAN IDEAS ABOUT ADVERTISING - BOB HOFFMAN<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78c7b9f89.jpg\" style=\"float: left; width: 160px; height: 236px;\" \/>&nbsp;The Ad Contrarian blog - <a href=\"http:\/\/adcontrarian.blogspot.com\/\"><strong>HERE<\/strong><\/a> - is easily one of my favourite top 10 blogs to read (But the last time it was updated was 2021).<\/p>\n\n<p>&nbsp;Bob Hoffman is a long time ad guy who cut his teeth on the work of Ogilvy, Bernbach et al, and I just love the way Bob thinks and writes about our crazy business and even more crazy world.<\/p>\n\n<p>&nbsp;This is take no prisoners kind of stuff that is just superbly written always. And if you are easily offended, then I might steer clear of it.<\/p>\n\n<p>&nbsp;But seriously - Buy it, read it. If you are like me it will make you laugh, make you cry and shake your head in wonder.<\/p>\n\n<p>&nbsp;It&#39;s an amazing book.<\/p>\n\n<p><strong>THE ADVERTISING EFFECT - How to change behaviour - ADAM FERRIER<\/strong><\/p>\n\n<p><img alt=\"\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cb78c81a92f.jpg\" style=\"float: left; width: 160px; height: 256px;\" \/>&nbsp;Last, but by far not least - this is simply... The BEST advertising strategy book I have read and I have read a lot of them.<\/p>\n\n<p>&nbsp;If you want a great strategic framework that is explained without marketing buzz words and with entertaining examples then this is THE BOOK for you.<\/p>\n\n<p>&nbsp;BUT a word of warning here... Just because the framework is easy to understand, it doesn&#39;t mean coming up with inspiring insights and creative thinking is easy because it isn&#39;t.<\/p>\n\n<p>&nbsp;Packed with fresh ideas, all you need to do just put them into action.<\/p>\n\n<p>&nbsp;I highly, HIGHLY recommend this one!<\/p>\n\n<p>&nbsp;<\/p>\n\n<p>And that&#39;s it for this week - catch you next time.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/611b2f2a88ccb.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62150"},{"id":"o202-821-62cf7aab28eca","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/use-radio-to-find-your-next-superstar-staff-member\/","title":"Use Radio To Find Your Next Superstar Staff Member","date_published":"2022-10-25T00:00:00+00:00","summary":"If you are looking to hire staff - then there is no better way to do it than with a radio ad - why? You reach more people who are already working and may need some prompting to look to change direction - or their family members who know they are not happy - there are a tonne of reasons - today we look at some great examples.","content_html":"<p>You can make your radio recruitment ads really effective in several different ways - you can reach people who are looking for work, but you can also reach people who are already working and might be thinking that they need to change direction or just need a change of job. Plus listeners are not just those working - their partners may be listening too - the amount of calls we get for partners who have heard a job ad on our station and they want the details to pass on to their fly-in fly-out partner are staggering (about 10-20 calls a week). If people know that you, or your neighbour isn&#39;t happy in the job that they are in, and they hear an ad for a business that is hiring that might be the right fit... then they will pass that information on.<\/p>\n\n<p>So how could you do it?<\/p>\n\n<p>We can run the ad more heavily, earlier in the week. People are more focused on work-related matters early in the week, and starting to get really stressed by them by Wednesday. Then, towards the end of the week, they&rsquo;re more focused on how they&rsquo;re going to unwind on the weekend.<\/p>\n\n<p>Use a single point of contact for responding to the ad - don&#39;t give a phone number, a website and your location - it&#39;s just too much information. These days, your website is best and should be the ONLY point of contact you give in a job radio commercial. Your website can carry all that information and a lot more, including...<\/p>\n\n<p>A Frequently Asked Questions (FAQ) list relating to the specific job, to address your expectations as well as your prospects&rsquo; concerns and put it on the front page of your website. It&rsquo;ll save the both of you time in the long run.<\/p>\n\n<p>So let&#39;s look at some examples:<\/p>\n\n<p>Think about where your ideal candidate might already be employed, and what they might be doing right now - and make mention of that in your commercial - this is a 60 sec spot from America that I love as it ticks all of the boxes of what we have mentioned above...<\/p>\n\n<p>\n<audio controls=\"controls\" preload=\"none\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cf7ebc6fd16.mp3\">&nbsp;<\/audio>\n<\/p>\n\n<p>Make your company or the job itself sound like fun &ndash; but - make sure the humour you use... really works, and that it serves the message rather than calling attention to itself. Here&rsquo;s a great example used by Pizza Hut in the US from a few years back that I love...<\/p>\n\n<p>\n<audio controls=\"controls\" preload=\"none\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cf7ef9a04e6.mp3\">&nbsp;<\/audio>\n<\/p>\n\n<p>Treat the job vacancy as a problem that listeners can help you solve. Hiring a new key employee can let you FINALLY eat your lunch in peace. By targeting the right person, you can solve your problem...&nbsp;<\/p>\n\n<p>\n<audio controls=\"controls\" preload=\"none\" src=\"https:\/\/mmo.aiircdn.com\/202\/62cf7fa284d14.mp3\">&nbsp;<\/audio>\n<\/p>\n\n<p>Build your ad around the candidate for the job, rather than your company.<\/p>\n\n<p>Describe the job prospect using language that they would use, talking about the things that are important to them, then bring your company into the picture.<\/p>\n\n<p>Another example is for a business who was recruiting boilermakers, it began its message this way: &ldquo;You like working with your hands. You&rsquo;re good at putting things together. You take pride in the things you build&hellip;&rdquo; &nbsp;<\/p>\n\n<p>But, as with everything in advertising: don&#39;t do it if everyone else is doing the same thing. Be the first and create a niche for yourself as the type of business who does &#39;that&#39; thing.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62cf838516dd1.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62178"},{"id":"o202-821-62cf7324df23f","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/make-your-advertising-more-effective-easily\/","title":"Make Your Advertising More Effective - EASILY!","date_published":"2022-10-18T00:00:00+00:00","summary":"There is one simple and easy thing you can do to make your advertising work more effectively, no matter what type of advertising you do... read on to find out what it is!","content_html":"<p>Effective advertising not only yields positive returns, <em><u>but the longer you do it, the better it works.<\/u>&nbsp;<\/em><\/p>\n\n<p>I&rsquo;ve seen it happen again and again in my nearly four decades of working with local advertisers on local radio, in newspapers, online, and on TV.&nbsp;<\/p>\n\n<p>And do you know what - it&#39;s something so simple that you might already be doing it.. the ONE simple principle you need to succeed in business is the very same one that will make your advertising successful: <em><u><strong>just keep showing up!<\/strong><\/u><\/em><\/p>\n\n<p>After working with hundreds of businesses over the last four decades - there is one thing that I have noticed - that always made the world difference - those that stayed open, they kept on advertising.<\/p>\n\n<p>Sure they may have slowed down their intensity at times, and increased it at others, going from branding style ads to call to action ads when needed - but they always kept their message out there.<\/p>\n\n<p>BUT - when they stopped marketing themselves - they stopped getting business in the door - all because they (or their accountant) saw that advertising was a cost, not an investment in getting people in their doors and buying their products or services...<\/p>\n\n<p>So let&#39;s look at things that &#39;good advertising&#39; can accomplish for you:<\/p>\n\n<p><strong>1. Advertising Allows You to Control Your Message.<\/strong><br \/>\nMany businesses have found out the hard way that the world of social media can be very fickle, people can be petty and they can be down right venomous when they hide behind their keyboards and throw stones like trolls.<\/p>\n\n<p>You have little to no control over what is said about you in online reviews and social media posts, or even in coffee-shop conversations for that matter. Responding to them might make you feel better, but online it makes you look even worse.<\/p>\n\n<p>But you do have complete control over your advertising. And unlike in print media where your ad may compete with others on the same page for a reader&rsquo;s attention, radio advertising provides an exclusive showcase for your message.<\/p>\n\n<p><strong>2. Mass Media = Mass Reach. <\/strong><br \/>\nEveryone knows that word-of-mouth is powerful, but it&rsquo;s also can be slow to provide any momentum.<\/p>\n\n<p>Radio advertising multiplies your word-of-mouth messaging exponentially and instantaneously when done right.<\/p>\n\n<p>Micro Media (such as social and other online forums) equals minor reach, because only a small percentage of the audience who are in that niche who access it and see it.<\/p>\n\n<p><strong>3. Radio + Your Website is a VERY powerful combination.<\/strong> &nbsp;<br \/>\nUse radio advertising to drive traffic to your website, where you can further engage customers at their convenience and on their schedule with a longer message, video content, photos and more. All of this will help to extend your message and hook people into the action that you want them to take.<\/p>\n\n<p><strong>4. Your Share of Voice = Trust When The Need Arises<\/strong><br \/>\nBecause advertising increases your familiarity with consumers and customers prefer to buy from people they know and like. Then what you want is to be the brand that people think about first and feel the best about when the need arises?&nbsp; How? Advertise!<\/p>\n\n<p><strong>5. Advertising = Staff Attraction<\/strong><br \/>\nAs a side benefit of advertising... it has been said that businesses that advertise regularly also tend to attract the best employees. &nbsp;<\/p>\n\n<p>Job applicants prefer to apply for jobs at companies they know and like. <em>(On a related note, radio advertising can also help fill job openings faster, with better-qualified applicants.<\/em>)<\/p>\n\n<p>These are just a few of the many things that good advertising can do for your business, if you keep on doing it.<\/p>\n\n<p>What do you think? Let us know below.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62cf7160676a3.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62177"},{"id":"o202-821-62c7e72f99d63","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/a-leprechaun-and-a-rainbow-and-a-radio-station\/","title":"A Leprechaun and a Rainbow AND a Radio Station...","date_published":"2022-10-11T00:00:00+00:00","summary":"As a radio station - what do we, and the ads we run - have in  common with a leprechaun and a rainbow? It's a tough question - but it has a nice answer to it.","content_html":"<p>Many years ago my daughter and I saw a rainbow. We were able to almost walk right up to it. It was amazing. And it was magical...<\/p>\n\n<p>But I wanted to know - where was the leprechaun? Where was his pot of gold?<\/p>\n\n<p>My daughter (always the astute one) said that there were three possibilities...<br \/>\n1. There is no pot of gold at the end of any rainbow.<br \/>\n2. Someone else could have gotten there first and already taken it.<br \/>\n3. The leprechaun was already there and had already given me his pot of gold - and then she hugged me (AWWW)<\/p>\n\n<p>I recently remembered this when recently I had paused when chatting to a long term client of ours.<\/p>\n\n<p>We had worked with them over the past 14 years to build his business, from opening day to now. It had grown and grown.<\/p>\n\n<p>Together we had worked day and night to make it work and reach his goals - but how did &#39;you&#39; help I hear you ask?<\/p>\n\n<p>Simple - I had created the advertising campaigns year in and year out, as a station we had cheered him and his team on at annual store opening birthday parties and anniversaries, we had been through lean times together, and good times, and no matter what - we were there for them.<\/p>\n\n<p>We were the leprechaun, offering 24 hour attention to his business through advertising, and supporting him in some pretty hair brained promotions too where we used the magic of radio to do the almost impossible for him - so yes - we have a lot in common with a leprechaun and the end of the rainbow.<\/p>\n\n<p>Do you have a leprechaun in your corner?<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7e669d9e14.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62114"},{"id":"o202-821-62c7e345510c8","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/how-you-perceive-your-ad\/","title":"How You Perceive Your Ad?","date_published":"2022-10-04T00:00:00+00:00","summary":"Physics governs time and space - and creates a reality that is the same for all of us - right?","content_html":"<p>OK - so if, in physics, a plane of existence is described - it should be a reality that is the same for all of us - right?<\/p>\n\n<p>Maybe!<\/p>\n\n<p>Because: When 2 people are in a room together... one person can be cold, and the other hot?<\/p>\n\n<p>It is the perception of the universe that makes all the difference - and the same can be said for your advertising.<\/p>\n\n<p>While some people may say that it is their &#39;opinion&#39; that the room is too hot or cold, it is still their opinion - and they can be either right, wrong, or both, or none of them.<\/p>\n\n<p>Advertising may be the ultimate downfall of physics because it doesn&#39;t affect the physical reality of the world - yet it has an affect on the mind of people. This is also why the smallest of minded people say that they are unaffected by advertising as they drive their branded car, while wearing branded clothing, watch &#39;their&#39; news, and listen to &#39;their music&#39; - no effect at all?<\/p>\n\n<p>If you hear an ad - any ad - and it has no affect on you - is it a bad ad? Is it a good ad?&nbsp;<\/p>\n\n<p>It depends - are you the target market for that ad? Or are you then one who is having the ad produced for you to sell your products and services?<\/p>\n\n<p>Someone who is paying for the ad wants results - someone listening to that same ad wants a solution - maybe not now, but the may do eventually.<\/p>\n\n<p>So are you the best person to judge the effectiveness of your ad?<\/p>\n\n<p>It depends, doesn&#39;t it?&nbsp;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7e324a1093.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62113"},{"id":"o202-821-62c7dff904939","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/remember-multi-level-marketing-sales-letters\/","title":"Remember Multi-Level Marketing Sales Letters?","date_published":"2022-09-27T00:00:00+00:00","summary":"Do you remember getting those 'Time-Share' offers in the mail? People selling Cleaning products, crystals, make-up, plastic kitchen storage, and the list goes on and on... what can you learn from that - or have you learnt anything from them?","content_html":"<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">I think that it is because of claims like this one that we have a LOT of people who don&#39;t trust advertising and marketing:<\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><em><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">&quot;You have definitely won one of the following five prizes... 1. a BMW, 2. A Sports boat, 3. A $10,000 savings bond, 4. His and hers motorcycles, 5. a Rolex Watch! Please call this number now and let us know when you can pick up the prized, please bring along proof of identification.&quot;<\/span><\/span><\/em><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">Now this was taken from what I remember of the classic Multi-Level Marketing letter (I may be wrong - but I am not far off the mark).<\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">Any advertising these days MUST provide proof to convince people to even show some interest, let alone make them act. <\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">So worn out clich&eacute;s and loud attention getting sound effects aren&#39;t going to cut it any more. They may work for some people, but only a small percentage.<\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">Instead we need (as both a creator of advertising and you as a business owner) to offer and be able to demonstrate to them, that what we are talking about will solve a problem and be better than any other solution.<\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">How we do that is where the magic happens. It is no longer enough to use a low sexy voice or yell louder than the next ad - you need to tell a story and tell it so that the casual listener is persuaded to both listen and believe what you are telling them.<\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">So your next radio script or any other form of advertising should do 2 things:<\/span><\/span><\/span><\/span><br \/>\n<span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">1. Demonstrate your product or service<br \/>\n2. Make an offer or offer proof that what you say you will do - you will actually do.<\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">Have you noticed, by the way, that you haven&#39;t received any of those multi-level marketing letters for a long, long time? <\/span><\/span><\/span><\/span><\/p>\n\n<p><span style=\"font-size:12pt\"><span style=\"font-family:&quot;Times New Roman&quot;,serif\"><span style=\"font-size:11.0pt\"><span style=\"font-family:&quot;Calibri Light&quot;,sans-serif\">That&#39;s because they stopped mailing them when they stopped working!<\/span><\/span><\/span><\/span><\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7db0e6bfd7.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62112"},{"id":"o202-821-62c7d8e362781","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/have-you-got-a-tag-line\/","title":"Have You Got A TAG Line?","date_published":"2022-09-20T00:00:00+00:00","summary":"Does your business have a tag line that you use on EVERYTHING? From media ads to posters, business cards and Shirts - today we look at why you should TAG everything with your message!","content_html":"<p>What is a tag line? It is the written equivalent of a logo: &quot;It&rsquo;s a brief, catchy phrase that&nbsp;accompanies all of a company&rsquo;s marketing materials.&quot; But it takes a long time to get those simple words right.<\/p>\n\n<p>Yes writing a tag line is exhausting - believe me - I&#39;ve had to write about 50 in my time for companies who never had them.<\/p>\n\n<p>BUT - once agreed upon, the tag is used repeatedly for a very long time, and only occassionally updated.<\/p>\n\n<p>Tag lines are essentially condensed expressions of one of two things:<br \/>\n1. <u>Your Position:<\/u> That&#39;s what you do (or are) for what kind of&nbsp;people (or market).<br \/>\n2. And your USP - What is special about&nbsp;your product or business, and what audience it wishes to reach with those special qualities.<\/p>\n\n<p>For example: Both pieces of information can make a priceless&nbsp;contribution to your tag line like:<br \/>\n&bull; <strong>Coca-Cola:<\/strong> Coke has run through a number of tag lines in its long&nbsp;history. One tag that sticks in my mind is &ldquo;It&rsquo;s the real thing&trade;,&rdquo; a&nbsp;statement that positions Coke as the genuine drink for people who&nbsp;value authenticity. <em>(At the same time, the tag line implies that&nbsp;Coke&rsquo;s competitors are fake and that the beverage is consumed,&nbsp;therefore, by phonies - it was the Cola wars - remember them?)<\/em><br \/>\n&bull; <strong>Nike:<\/strong> Nike gathered a lot of attention (if not a big increase in sales)&nbsp;with its tag line &ldquo;Just do it.&reg;&rdquo; In one direct imperative of three&nbsp;monosyllabic words, Nike told the world that it makes a serious&nbsp;athletic shoe for active people who don&rsquo;t accept excuses for not&nbsp;being active.<\/p>\n\n<p>To write your own company tagline, try this three-step process:<br \/>\n<strong>1. Pick your positions and\/or USPs.<\/strong><br \/>\nMake a short list of possible position statements or unique selling&nbsp;propositions for the product or service you&rsquo;re selling.<\/p>\n\n<p>These form the&nbsp;base for your work, for the tags you&rsquo;ll improvise, so limit yourself to no&nbsp;more than five. Here are two examples:<br \/>\n&bull; Position: Melody Matchmakers is the online dating service for music&nbsp;lovers.<br \/>\n&bull; USP: Melody Matchmakers is the only dating service that matches&nbsp;people based on musical tastes.<\/p>\n\n<p><strong>2. Play with your positions and\/or USPs.<\/strong><br \/>\nNow for each position or USP,&nbsp;write at least five brief, catchy phrases that embody the meaning, spirit, or&nbsp;intent of your underlying position or USP. Have some fun with it - you&#39;ll be amazed what happens when you give yourself permission to be stupid.&nbsp;Puns, wordplay, rhymes, metaphors &mdash; they can all&nbsp;play a part in coming up with the right line. Feel free to let your imagination roam you are just&nbsp;generate ideas for now.<\/p>\n\n<p>Here are&nbsp;two ideas for each of the tag approaches:<br \/>\n&bull; Position:&nbsp;&nbsp;Make beautiful music together. or&nbsp;Because the best love songs are duos.<br \/>\n&bull; USP:&nbsp;Find someone in your key. or&nbsp;Where dates are in tune.<br \/>\n&nbsp;<\/p>\n\n<p><strong>3. Pray for cooperative collaboration.<\/strong><br \/>\nSuppose that you write 5 witty variations on 5 positions and\/or USPs for a&nbsp;total of 25 tag line options.<br \/>\nNow is the time to sit down and critically assess your&nbsp;work: Which option most memorably represents your business&rsquo;s special&nbsp;purpose?<\/p>\n\n<p>Then, once you have chosen it - leave it - come back in a day or two and see what you think then. You may want to change one word, or a comma, or all of the words. It&#39;s along process but believe me it works when you get it right!<\/p>\n\n<p>Cheers - see you next time.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7d3eac324b.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62111"},{"id":"o202-821-62c7d33a9bb6d","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/running-a-radio-ad-how-are-you-supporting-it\/","title":"Running A Radio Ad? How Are You Supporting it?","date_published":"2022-09-13T00:00:00+00:00","summary":"So you are running a radio ad - are you doing anything else to make sure it works? Today we look at some ideas to make sure it succeeds!","content_html":"<p>This is a simple thing to do - and I am surprised that the majority of businesses do not do this.<\/p>\n\n<p>Support your radio ad with the same message in print from, from A5 flyers at your business, to posters and even newspaper ads (if you are targeting an audience who reads papers).<\/p>\n\n<p>You may be able to also target more of your audience by using the radio ad in a podcast which is specific to your demographically targeted audience - you will need to speak to us about doing this is as there is a minor cost involved in releasing the ad for this use.<\/p>\n\n<p>You can also target with an online ad buy, on google ads (or similar) and\/or with Facebook ads.<\/p>\n\n<p>By tracking this message - that is a direct reflection of your radio spot - you will be able to see how that message tracked with online users - just remember that not everyone is online - or on social media - so you are only able to track a small percentage of your audience.<\/p>\n\n<p>But doing a media mix of radio and online has the potential to lift your sales by at least 23% (according to one set of research I have seen - but it is a few years ago now - and I think the numbers would have increased rather than decreased).<\/p>\n\n<p>This mix will not only re-enforce your message, but also assist with branding in your customers minds.<\/p>\n\n<p>Try it - it will increase your success rate by at least 23%!<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7d206f0eab.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62110"},{"id":"o202-821-62c7c93e27099","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/thinking-its-time-for-a-change\/","title":"Thinking Its Time For A Change?","date_published":"2022-09-06T00:00:00+00:00","summary":"Reinventing your business can be done - if you stay true to who you are and what you do - to get there though you need to listen, watch anticipate and react to your customers.","content_html":"<p>Don&rsquo;t be afraid to keep reinventing yourself.<\/p>\n\n<p>The original Star&nbsp;Trek series back in the 1960s ran its course on television before&nbsp;reaching the big screen in feature films. Some good, some - not so much.<\/p>\n\n<p>There was the cartoon series next. That was okay, but very &#39;kid&#39; friendly.<\/p>\n\n<p>Then the&nbsp;next generation began &mdash; with Patrick Stewart as Captain&nbsp;Picard, Deep Space Nine, then (my favourite after the original series) was Voyager with female Captain&nbsp;Janeway, then Captain Archer took us back to before&nbsp;Kirk.<\/p>\n\n<p>We then had the reimagining of young&nbsp;Kirk and Spock on a new time-line in the hit 2009 movie and it&#39;s sequel.<\/p>\n\n<p>And then followed up with the new series of Star Trek Discovery and Star Trek-Strange New Worlds.<\/p>\n\n<p>One product, so very many variations. But why does it work?<\/p>\n\n<p>The team behind the franchise&nbsp;sees a changing public with different needs, different expectations, and different points of view.<\/p>\n\n<p>They create something that they hope meets the demand.<\/p>\n\n<p>And we as&nbsp;individuals must keep on doing the same and reinventing ourselves.<\/p>\n\n<p>Sometimes it is a&nbsp;subtle shift, other times a total change of direction. The golden rule of Star Trek, though, is... give them what they want.&nbsp;<\/p>\n\n<p>To do this for your business you need to do 4 things - Listen to your customers, Watch what they do - where they are headed and what they are doing, Anticipate their next move to get there first, and React - put a plan into action and surprise and delight them with the results.<\/p>\n\n<p>Most importantly you keep on delivering the true version of&nbsp;yourself, but change up the dressing, how you are presented and how you are represented. That way your own personal and business brand&nbsp;will be in demand.<\/p>\n\n<p>Being switched on like this will always&nbsp;keep you steps ahead of your competitors.&nbsp;<\/p>\n\n<p>Take time today and look at where your business currently is...<br \/>\n\u0001 How can I do this differently?<br \/>\n\u0001 Do I need to update my business look\/my selling techniques\/my products\/my service\/my website?<br \/>\n\u0001 What excites people today? Am I in that field? Can I take advantage of that?<br \/>\n\u0001 How fast should I&nbsp;move? Start planning now!<\/p>\n\n<p>Until next time - live long, and prosper.<br \/>\n&nbsp;<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7c51265fca.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62109"},{"id":"o202-821-6311561d88bb6","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/the-wave-k-9-dog-rescue-quiz-nights-results\/","title":"The Wave K-9 Dog Rescue Quiz Nights - RESULTS!","date_published":"2022-09-02T01:00:00+00:00","summary":"We raised a truly paws-itive $10,000 to assist in the running of the K-9 Rescue Group in Nambeelup at The 91.7 The Wave, Gunners and Ali\u2018s K-9 Dog Rescue Quiz Night held on Friday the 26th of August (National Dog Day) with the thanks of Peel Thunder. ","content_html":"<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">The 91.7 The Wave, Gunners and Ali&lsquo;s K-9 Dog Rescue Quiz Night held on Friday the 26<sup>th<\/sup> of August (National Dog Day) with the thanks of Peel Thunder was a Paw-Some success!<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Showing that anything is paw-sible, we sold out weeks before the event, with 25 tables unleashed, and the crowd really raised the woof on the night!<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">We raised a truly paws-itive $10,000 to assist in the running of the K-9 Rescue Group in Nambeelup.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">There were quiz questions from 91.7 The Wave&#39;s breakfast team and dynamic duo of Ali Hill and Daniel Gunn and some were a bit ruff (requiring some people to become true Sherlock-Bones to solve them) and some tables were fur-tunate to win some truly hot-dog prizes.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Donated prizes included pamper packs to weekends away, meals and other prizes that players went mutts about.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">But the night itself wasn&#39;t over when the last question was asked by our hosts Gunners and Ali - please fur-give us, but all the businesses who donated prizes were also in the draw for a magnificent prize of $5000 +GST advertising package thanks to 91.7 The Wave.<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Which was won by&hellip; drum roll please: <\/span><\/span><i><span style=\"font-size:12.0pt\">Peel Personal Injury Lawyers!<\/span><\/i> <\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">P.P.I.L. had provided us with a big-ticket item, the 55&rdquo; smart tv from Samsung, valued at $1,200 (which was highest-earning item in the silent auction, going for $880)<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Thanks to everyone involved, and all the sponsors listed below (in no particular order) - we couldn&#39;t have done it without your support...<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Sebel Mandurah<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Mandurah Cruises <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Reading Cinemas Mandurah<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Little Stillers<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Catch 22 <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Bar Therapy <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Boundary Island<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Mandurah Performing Arts Centre<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Mandurah Mitsubishi <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Cachet Homes <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Peninsula Personal Injury Lawyers<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Mandurah Cruises <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Adventure 4x4 <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Houndstooth Studios<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Jessica Brydon<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">The Dermal Room<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Kebab Masters <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Escape Squad <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Ocean And Earth Surf Warehouse <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Pharmacy 777 Mandurah <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Clean &amp; Pure <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Harvey Norman Electrical Mandurah <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Rhys Williams Mayor <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Cabello by Stephanie Bellairs<\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Joanna Waddell <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Lake Clifton Boarding Kennels <\/span><\/span><\/span><\/span><\/span><\/p>\n\n<p class=\"MsoNoSpacing\"><span style=\"font-size:14pt\"><span style=\"font-family:&quot;Century Gothic&quot;,sans-serif\"><span style=\"font-weight:bold\"><span style=\"font-size:12.0pt\"><span style=\"font-weight:normal\">Faith Choularton<\/span><\/span><\/span><\/span><\/span><\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/631155cf43e8d.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62767"},{"id":"o202-821-62c79e060acd6","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/are-you-an-archer-in-the-fog-with-a-plan\/","title":"Are You An Archer In The Fog, With A Plan?","date_published":"2022-08-30T00:00:00+00:00","summary":"Is your 'advertising and marketing' just like an archer, standing in the middle of a dense fog, shooting arrows in every direction? Praying that one or more of them will hopefully hit the intended target? Or do you have a plan?","content_html":"<p>There&#39;s a noise over that way - quick shoot... (TWANG) it&#39;s a miss.<br \/>\nNow it&#39;s over there... shoot! (TWANG) another miss<br \/>\nDamn the torpedoes... just shoot everywhere!&nbsp;(TWANG) (TWANG) (TWANG) (TWANG) (TWANG) (TWANG) OUCH!&nbsp;(TWANG) (TWANG) OWW! MY FOOT!<\/p>\n\n<p>Well you hit one, but which one was it? Which direction? Without a plan you won&#39;t know.<\/p>\n\n<p>The theory behind some branding efforts or mass marketing is that you just want to &ldquo;get your name out there&rdquo; ...wherever &#39;there&#39; is!<\/p>\n\n<p>But what is going to happen when you do hit something? When your name is finally&nbsp;arrives &ldquo;there&rdquo; what next?<\/p>\n\n<p>One theory of branding says that if you put any message about your business out there enough times, you&rsquo;ll in-print your message in their mind, and when they need your product or service, they are more likely to remember you. Maybe?<\/p>\n\n<p>If that sounds a lot like the archer, flailing about in the fog, shooting&nbsp;his arrows here there and everywhere, even in his foot and hoping and praying just to hit anything at all. Then you&#39;ve got it.<\/p>\n\n<p>Another argument is that &mdash; if he just shoots enough arrows in all&nbsp;directions, surely he&rsquo;s bound to hit his target eventually.<\/p>\n\n<p>Right? Maybe, if you are large business then yes.<\/p>\n\n<p>But I don&#39;t know many small to&nbsp;medium sized businesses who can do that.<\/p>\n\n<p>In fact I would suggest to them that they are wasting their money!<\/p>\n\n<p>Why? Because you will never, ever have enough arrows (i.e., money) to hit their target enough times to&nbsp;get a good return on their investment.<\/p>\n\n<p>To be a successful small business marketer you need laser-like focus of your message, on a&nbsp;narrow target market, sometimes called a niche.<\/p>\n\n<p>For example: if your business is targeting the &#39;niche&#39; of young parents with kids, then your ad shouldn&#39;t be targeting everyone - it&#39;s core message needs to be hyper focussed on young parents with kids.<\/p>\n\n<p>Focus your message and blow away the fog of that target, then you will be able to hit them with your message and then slowly expand your branding so people who know people with young kids, will be able to say &quot;Hey, have you heard of XYZ Business - they do great things with kids!&quot;<\/p>\n\n<p>Cheers and good luck with hitting those targets!<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c79ca1404fe.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62108"},{"id":"o202-821-62c79b94b80ba","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/in-the-shadow-of-darth-vader\/","title":"In The Shadow of Darth Vader","date_published":"2022-08-23T00:00:00+00:00","summary":"Are you blindly following the 'leader' or are you a 'rebel' prepared to step outside of the normal and blow up big time?","content_html":"<p>Nowadays, have you noticed that the majority of other businesses are out there waving their arms and screaming,&nbsp;&ldquo;Hey, don&rsquo;t forget about us! We&rsquo;re right here! HEY! WE&rsquo;RE&nbsp;OVER HERE! WE&#39;LL GIVE YOU 30% OFF THAT PRODUCT THIS WEEK!&rdquo; once or twice a day?<\/p>\n\n<p>What do you think people think when they see that type of behaviour? Are they bored with it? Do they pay attention? Should you copy them? Joining them on the dark-side? Well... no!<\/p>\n\n<p>You could say that eventually those other businesses will get eaten alive because they are addicted to a quick fix sale to bump their numbers up. Scary, but true. Soon they will be offering 40%, 50% or 60% just to get the same type of result.<\/p>\n\n<p>You could easily argue that, for your business, trying to get a listeners attention while they are doing that is going to be a very hard thing to do. It&nbsp;is a real dilemma.<\/p>\n\n<p>But the situation is not hopeless... NO - instead you should advertise, but with more frequency.<\/p>\n\n<p>&#39;FREQUENCY&#39; HERE WE GO!!!!<\/p>\n\n<p>Back in the 1960s, a psychologist said that &quot;in order to break&nbsp;through advertising clutter, you would need to achieve a frequency&nbsp;of three with consumers. In other words, a consumer would have to&nbsp;see or hear an ad at least three times before making a decision on&nbsp;whether to buy.&quot;<\/p>\n\n<p>Now, sixty years later should we still be&nbsp;recommending a frequency of three? I don&rsquo;t think so. Nowadays we are flooded with advertising messages.&nbsp; Just open your eyes and ears and you&rsquo;ll&nbsp;realize that with increased advertising, sponsorships, and marketing&nbsp;clutter, perhaps more logically we should be recommending a frequency&nbsp;of at least six, maybe even eight.<\/p>\n\n<p>The average person,&nbsp;is exposed to a minimum of 5,000 and a maximum of 10,000 commercial&nbsp;impressions EVERY SINGLE DAY!<\/p>\n\n<p>That estimate is up substantially from the early 1990s when researchers had estimated the number at a&nbsp;mere 2,500 per day.<\/p>\n\n<p>This jump is significant, and as you can imagine,&nbsp;global access to the Internet, high-speed connections, text messaging,&nbsp;spam, smart phones, more TV channels, streaming of tv, movies, podcasts, music, increased media sponsorships, print media, websites and apps, and - arghhh there&#39;s just too much media clutter.<\/p>\n\n<p>So to compete against all of that noise - you need to play your commercial more times than anyone else - no matter what your message is - from branding ads which traditionally ran 3 times a day - increase them to double that - call to action ads - increase it from 3 times a day to triple that.<\/p>\n\n<p>Stop copying and start getting in front of the competition - be a rebel - and you&#39;ll soon leave the dark side behind.<\/p>\n\n<p>Until next time - may the force be with you!<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c7984826021.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62107"},{"id":"o202-821-62c796183516f","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/5-things-you-should-always-include-in-your-ad\/","title":"5 Things You Should ALWAYS Include In Your AD","date_published":"2022-08-16T00:00:00+00:00","summary":"Not all radio ads are created equal, some are quick Call To Action Sale or event ads - others are branding ones - but all of them should have the following 5 elements...","content_html":"<p>Not all radio ads are created equal, some are quick Call To Action Sale or event ads - others are branding ones - but all of them should have the following 5 elements...<br \/>\n<br \/>\n<strong>1) Beginning Right<\/strong><br \/>\nMost of us are now exposed to between a massive 4,000 to 10,000 ads per day (that&#39;s on radio, branding, posters, billboards, packaging, tv, newspaper, online and in-store) and we do tune most of them out, most of them. What this means is that you need a have a very powerful message that can hook your audience within the first few seconds of your ad (some estimations are no less than 3 seconds - others the first 7).<\/p>\n\n<p>Here are some powerful ways to capture their attention right away:<\/p>\n\n<ul>\n  <li>Open with a shocking fact that is relevant to those who need or want your product.<\/li>\n  <li>Begin with a humorous line, motivating the listener to pay attention (remember that humour is very subjective and should change often, or be middle of the road so as to not offend)<\/li>\n  <li>Asking a compelling question that does not have a &quot;yes&quot; or &quot;no&quot; answer<\/li>\n  <li>Use sound effects: for example Coca-Cola captivates listeners with a radio ad that opens with the sound of ice going into a glass (80% of the time)&nbsp;followed by the sound of a can of Coca-Cola being opened and poured over ice.<\/li>\n<\/ul>\n\n<p><strong>2) Sonic Branding<\/strong><br \/>\nThis includes using the same music bed all the time, creating, and using a jingle in every ad, using tag lines, and common phrases. It helps to build an image of trustworthiness in a listeners mind with consistent, repeatable expressions of your brand. When it is done right, Sonic Branding can transcend radio and spill over to your print, in-store displays, on TV and online.<\/p>\n\n<p><strong>3) Targeted Messages<\/strong><br \/>\nTargeted messages are the cornerstone of an effective radio ad campaign. They motivate the people you are trying to reach to act.<\/p>\n\n<p>Here are some tips to do this:<\/p>\n\n<ul>\n  <li>Start with market research: The path to a targeted message begins with knowing your audience wants and needs.<\/li>\n  <li>Always keep your target audience in mind, their unique needs, wants,&nbsp;and pain points.<\/li>\n  <li>Use the language of your target audience. There is no use using jargon if your target doesn&#39;t know what it means, so if you need to use terms that the public understands - do so.<\/li>\n<\/ul>\n\n<p><strong>4) A Specific Goal<\/strong><br \/>\nAs you craft your message, think about what action you hope listeners will&nbsp;take, for example - call now - see our website - find us on Facebook - google search us - type our number into your phone for when you need us.&nbsp;<br \/>\n<br \/>\n<strong>5) Uniqueness<\/strong><br \/>\nREMEMBER: If your ad sounds like every other ad on the radio, it won&rsquo;t stick in listeners&rsquo; minds. Be different to your competitors, do something that will set your&nbsp;message apart, that people will&nbsp;talk about after listening to it. These word of mouth discussions will help spread awareness of your brand.<\/p>\n\n<p>Ands that&#39;s it for this week - catch you next week.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/62c795d9f148d.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/62106"},{"id":"o202-821-629474a7bc932","url":"https:\/\/www.coastlive.com.au\/blogs\/blog-for-clients\/post\/do-you-know-the-value-of-your-customers\/","title":"Do you know the value of your customers?","date_published":"2022-08-09T00:00:00+00:00","summary":"Today we take a quick look at the potential value of your customers and how to increase it with advertising! Don't worry, the maths is easy! Plus you might discover how investing in advertising will pay off for you.","content_html":"<p><em>*Please note that this formula will only work IF the Client Average Sale you make is more than $70.<\/em><\/p>\n\n<p>If you are mathematically inclined (if not, stick with it and you will see how simple this is), here&#39;s a&nbsp;formula to work out the potential value of each of your client&#39;s. It is simple and is based on the old Return on Investment formula... you start with:<\/p>\n\n<p>The <u>Client&#39;s Average Sale<\/u> (CAS - that&#39;s the average value across all sales in say a month) multiplied by the <u>Gross Profit<\/u> (GP - that&#39;s sales minus the cost of inventory, or cost to you).<\/p>\n\n<p>Then multiply that figure by the <u>Selling or Closing Rate<\/u> (SCR - that&#39;s the number of closed deals you have in a month, divided by the total number of leads who contact you or come through your doors, multiplied by 100 will give you a percentage amount).<\/p>\n\n<p>This gives you a <u>Potential Value<\/u> (PV) of each client who comes into your business.<\/p>\n\n<p><strong>(CAS X GP) x SCR% = PV<\/strong><\/p>\n\n<p>Now, take that <u>Potential Value<\/u> (PV) and divide it into the cost of your <u>Monthly Advertising Schedule<\/u> (MAS) - this will give you the <u>Number Of Prospects<\/u> that you need to pay for the schedule (NOP).<\/p>\n\n<p><strong>PV\/MAS = NOP<\/strong><\/p>\n\n<p>Then to discover the break-even point expressed as <u>Gross Sales<\/u> (GS), multiply the NOP figure by the <u>Selling or Closing Rate<\/u> (SCR) which will give you the number of sales needed to pay for the advertising investment that you have made, expressed as a number that is a gross sale, not the leads who come in through the door - but actual sales that you can make.<\/p>\n\n<p><strong>NOP x SR = GS<\/strong><\/p>\n\n<p>So, let&#39;s see that with some real numbers instead of letters...<\/p>\n\n<p>Clients Average Sale value is = $210&nbsp; &nbsp; &nbsp;Gross Profit per sale = $150&nbsp; &nbsp; &nbsp;Selling\/Closing Rate for the month = 50%&nbsp;<\/p>\n\n<p><strong>(210x150) x 50% = $15750 = Potential Value.<\/strong><\/p>\n\n<p>Potential Value = $16800&nbsp; &nbsp; &nbsp;Monthly Advertising Schedule = $2,000<\/p>\n\n<p><strong>$15750 \/ $2000 = 7.8 = (lets round this up to 8) Number of Prospects you need to attract with your advertising to pay for the schedule.<\/strong><\/p>\n\n<p>Number of Prospects = 7.8&nbsp; &nbsp; &nbsp;Selling Rate = 50%<\/p>\n\n<p><strong>8.4 x 50% = 3.9 (let&#39;s round that up to 4) sales needed to pay for your $2,000 advertising investment.<\/strong><\/p>\n\n<p>So your advertising need only attract 4 extra sales of the 8 new prospects coming in to your business that month to pay for your advertising investment anything above that number of sales and it is profit for your business and you.<\/p>\n\n<p>The low number of sales needed to break even shows you how little risk there is in advertising your business.<\/p>\n\n<p>If you want to know more, call our office and talk to one of our sales team (08) 9581 2666.<\/p>","image":"https:\/\/mmo.aiircdn.com\/202\/629471e1d4e51.jpg","author":{"name":"Earl"},"_mobile_inapp_url":"https:\/\/www.coastlive.com.au\/_app_pages\/stations\/3424\/blogs\/posts\/61628"}]}