Life as a Road Warrior: 99.9FM's Chad Sokol

Life in outside sales is not for everyone. It requires a certain personality that thrives stepping up to a challenge, meeting new people and being in a different place every day.

Chad Sokol has embraced his role as a "road warrior" for 99.9 The Fan. Working for The Fan, which is the Triangle area's only sports radio station as well as has the largest male radio audience, Chad is excited to hit the road each morning looking for businesses that will benefit from accessing this demographic.

"I enter each meeting like it's the first one of the day," said Chad. "They need to know you respect them enough to bring your best. When they hear we work for Capitol Broadcasting, it immediately catches their attention. This gives me confidence, but the bar is set high working for a company with such a great reputation."

Chad said the best part of his job is meeting with so many different decision-makers from so many different area companies. His meetings are generally in the greater Triangle area, traveling between cities like Raleigh, Durham, Chapel Hill and Wake Forest.

Quite often the prospect will be excited to speak with someone who works for Capitol Broadcasting since they will be very familiar with 99.9 The Fan, WRAL, the Durham Bulls, FOX 50 and other CBC properties.

This can be a great icebreaker, but regardless of what Chad chooses to talk about, it's key to start by connecting at a personal level. Going in knowing a little bit about the decision-maker and their interests also helps to engage with them.

"The first five or 10 minutes I try to spend on something other than the agenda of the meeting." Chad said. "I find something we can connect on and build some quick rapport that helps open them up to hearing about how we can help them achieve their goals."

Leaving them with a good impression is very important. Chad suggested outside sales representatives should arrive 15 minutes before the meeting. If you're going to be late, make sure to call ahead. Even if the client has canceled on you before and you're starting to think they are unreliable, show up on time ready to sell.

"It's a great feeling when you work with a local business and watch their company become more profitable," Chad said. "I take pride in that because we are one of the main reasons for their growth. It's great to hear success stories from your client."

Chad said cancellations are a downside of the job, especially when he's already left the office and is almost to the meeting. But, despite this frustration, overall the job is a fulfilling one. Chad is excited to hit the road every day to sell sports radio to Triangle area businesses and to continue to hone his outside sales skills.