Five Tips for Making Your Small Business Famous on National TV

By: Bill Glazer on: August 6th, 2009 13 Comments

A single appearance on national TV can drive a flood of sales, spark more word-of-mouth and raise the percentage of people who buy from your small business.

When your clients see you on national TV, they’ll never look at you like a salesperson or marketer. They’ll see you as an expert – even a celebrity.

Here are five tips for marketing your small business in order to get it on national TV:

  1. Try to tie-in with something timely or in the news.
  2. Tell the viewers something they don’t already know.
  3. Offer producers ideas for visuals.
  4. Write a tailored one-page pitch that sells the show idea.
  5. When possible, meet producers face-to-face.

Now let’s take an actual case history so you can see how to apply this. Gold Plus Member Mahesh Grossman came to Steve & Bill Harrison (Platinum Members) because he wanted to get more publicity. He took advantage of the training and resources provided and did all five things to get himself booked on Fox News Channel’s Fox & Friends Show.

1) Try to tie-in with something timely or in the news.

Mahesh runs a ghostwriting business in which he gets books written for people who don’t have the time or talent to do it themselves. But let’s face it, the average Joe or Jane watching TV isn’t looking for a ghostwriter. So what did Mahesh do? He created a timely topic he could address and which would interest the average viewer. At the time, the presidential primaries were going on. Mahesh offered to talk about how each presidential candidate had hired a ghostwriter to write his book and then went on to compare how honest and appreciative each candidate had been.

2) Tell viewers something they don’t already know.

A producer at Fox News Network liked the idea of having a ghostwriting expert pull back the curtain and reveal things most people wouldn’t know about the candidates and their books. In fact, when they introduced Mahesh on the air, they called him the “ghostwriting guru” – a description that will be quoted on his web site and promotional literature for years to come.

3) Offer ideas for visuals.

Remember, TV is a visual medium. Producers usually want to show the audience something rather than just telling them something. With Mahesh, they knew they could use “B-roll” of the candidates campaigning – file footage they had and could run a couple times during the segment featuring Mahesh.

4) Write a tailored one-page pitch that sells the show idea.

You’ll increase your odds of getting booked tremendously by giving producers a compelling one-page pitch letter that immediately sells them on your show idea. Think of it as a sales letter going to the media where you’re selling yourself. But unlike most sales letters, be sure to keep your pitch letter short. Media folks are very busy and don’t have a lot of time to read, so make your proposal in one-page and then send it to producers. (For an example, go to

5) When possible, meet media face-to-face.

Producers are busier than ever. The best way to stand out from all their cluttle of faxes, phone calls and emails is to meet them in person if they come to one of your industry trade shows. Or attend an event like my National Publicity Summit in New York City which is where Mahesh met the Fox producer who booked him.


Bill Glazer is one of the most celebrated Marketing Gurus in the world. Bill and his "Outside The Box" Advertising Strategies have often been featured in the most prestigious Marketing Magazines in the world. Bill is the author of the best selling book, "Outrageous Advertising That's Outrageously Successful: Created for the 99% of Small Business Owners Who Are Dissatisfied with the Results They Get".

13 Responses

  1. Rob Anspach says:

    I’m not a big fan of TV (except Sci Fi) – but even now and then I watch QVC and the HSN just to see how they sell a product… what keys words they use… the placement and language of the people selling the products… how carefully they use call-ins to show how people like the product.

    Watch a few infomercials and carefully disect every second of each one… what is it that makes the product great? Do they use testimonials? What kind of guarantee do they have? Do the people talking about the product genuinely look believable?

  2. I still do NOT understand why you are GIVING this away, Bill and Dan? Why are you not charging $1,000.00 for this?

    Thanks, Both of you.

    Really, I mean it. You’re the best.

    Stage Hypnotist Simone
    King of Sway

  3. Rob Anspach says:

    … give away something in the front end… maximize return on the back end!

  4. Joel Bauer recently said to me, “You guys have been giving your a%$ away for years” It’s time to get paid. I get it though! I give away the “secrets”–the power, you pay me for.

    Who wants Power?

    Stage Hypnotist Simone
    King of Sway

  5. Rob Anspach says:

    the secret is making common sense sound so awesome you want to pay for it…

  6. I just got word from Glazer-Kennedy that I won Second Place in the Glazer Outrageous Advertising Video Contest. My winning video will be featured at Bill Glazer’s big event in Orlando, FL Jan 15-17th. I can bring two guests. Who’s interested in hanging with me for three days of marketing bliss and fame-building together?

    Stage Hypnotist Simone
    Contact me for details how to be my guest.

  7. Rob Anspach says:

    Ooo, that would be me… hows about it?

  8. I posted a video about this on my youtube channel.

  9. I’ve done 5 or six movies, and appeared (in the audience) of America’s Got Talent. No significant national tv yet, but I think that’ll change in 2010. I was recently invited to the Today Show, but was asked for $15,000.00 Coaching Fee. Naah, I’ll earn it.

    Stage Hypnotist Simone

  10. Rob just get your A@$$ to the Glazer event in Orlando. We’ll hang out.

  11. Rob Anspach says:

    … working on it.

  12. Hey Rob,

    I think I know how it happened now on that amazing day in September, 26th to be exact.

    After I saw your video entry in the “Outrageous Book Video Contest”, I pretty much dropped everything to get my own video entry made. What happened next was truly amazing…

    Was I on auto pilot or something when I flipped on the webcam and spontaneously broke into 4 split personalities, now famous – Tex, Charlie, Lenny and Jacques as they promoted the Outrageous Advertising Book by Bill Glazer, in their own unique ways?

    I have seen stage hypnotists before, like your good self on TV, where people are hypnotized to essentially perform outrageous acts, much to the audiences delight, but never before have a been the subject of such powerful persuasion.

    Perhaps your talents are that good that I just went nuts (completely unaware what was really happening) on driving traffic to the video over the next four days. So good that my video took out first place, with the most views on the Youtube competition.

    Did you trancitize me into my outrageous alter eogos, through your hypnotic video or was it something that lay burried deep within my own psyche?

    Looking forward to meeting up with in Orlando in Jan 2010 15 – 17 to find out the mysterious answer to this most outrageous event. And that just might be a news worthy national TV story.


    PS. “the best laid plans of mice and men”…

  13. Simone… Rob… I would have liked to meet you at the OUTRAGEOUS Academy & Workshop in Orlando. Make sure you find me at the SuperConference in Dallas!

    And thanks for some more great advice, Bill. I’m working with a publicist right now and will S&D whatever she does for me to use in future PR campaigns for myself and my clients.

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