5 Great Email Subject Lines Prospects/Clients will Open!



No doubt about it–email can be your lifeline to your prospects and clients. It’s frustrating when you can’t seem to get a response. But these people are very busy and inundated with emails.

How the heck do you get them to open YOUR email?   The key is personalization.  Make sure you always begin the subject line with their first name. It grabs their attention.

Here’s 5 subject lines that really work.…

Frustrated Ad Sales Professional

Frustrated Ad Sales Professional

1. <First Name>, Great talking to you!
You should be following up after every sales call. The info they were interested in during the call will float away within a few minutes after the call. Your follow up email will remind them of the important information discussed. I use this subject line because it reminds them that they know me (so they open it) and has a quick action item in it.

2. <First Name>, I just sent you a voice mail
OK, I hate leaving a voice mail with a prospect. They probably won’t listen to it. But, at some point you have to leave one. This subject line works. Much better chance they will listen to the vm plus they get hit twice with a message. (And you better leave them a great idea and not “The closing date is blah, blah, blah….” It’s a double hit with them that works.

3. <First Name>, You don’t send me flowers anymore! OR <First Name>, Are you still alive?
This one is really effective! This is a situation when the prospect has promised they would get back to you for weeks and

you use guilt. Is it OK to use guilt? Heck yes, we are in ad sales, you gotta use whatever you got.

4. We’re covering <Product> in the March issue!
We would have product round ups all the time in our magazines. You mention that you are  featuring their product in your magazine and you need info–you’ll get a response in a heartbeat.

5. <First Name>, We covered you on page 63 this month!
Any time you do a company or product mention in your magazine or on your website you want the client to know about it

. And you want the ad sales person to be the hero and get the credit.So don’t get frustrated, get busy. These are just 5 easy subject lines that I use with great results. There are dozens more. I’d love to hear from you what YOU use that works! Share with us and all the niche magazine ad sales people out there on Facebook or Twitter.

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
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How to Create Effective Brand Partnerships



I just finished reading a great book today. You should heed the wise advice of Andrew Davis in BrandscapingID-100110504

It’s the perfect biz concept for niche magazines.  Many niche magazines have limited marketing budgets compared to the biggies. Brandscaping is about exploring ways to partner with other businesses that complement and expand your niche–and stretch your marketing dollars farther. How do you release your own “power to partner?” First, look at what you have done successfully in the last couple of years.  What has worked best and why? Then look for ways engage, hone in on your most enthusiastic participants and get creative.

Some niche magazines are already brandscaping very well. and with great success.  For example, an editor of a regional real estate magazine told us that they effectively partnered with Senior organizations and came up with a big new focus for their magazine by publishing a Senior Housing edition. It has grown the magazine very successfully and has become an annual program. City Dog Magazine creatively partners with popular local events to build in a dog-loving component, such as “bring your dog day at the beer fest,” etc.

And Carol Muse Evans, Publisher/Editor of Birmingham Parent, tells us they learned (and listened) from their readers and a sales rep that there was a real gap in the community for special needs education and networking. The magazine bridged this gap by partnering with the community and creating a Special Needs Expo and two issues a year that are both a public service and money-netting opportunities.

No doubt there is a giant-brain-trust-of-creativity out there in the niche magazine world! Tell me more about what you think of partnerships on Facebook or Twitter.

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

 

 

 

Connect with Your Prospects – Weird Database Fields for Better Ad Sales – Part 2



I have always had weird Ad Sales database fields that yield great results. You need a better Ad sales database if you want to target your clients better, know your clients better. It means going beyond the typical fields with typical contact info and creating the weird database fields  I wrote about on a previously. Here is one key, kinda weird database field that deserves special attention:

Special Interest of Clients: When you talk to new prospects they often go into this monotone “Yes-and/or-No” robot mode when you call them. They are trying to give you no sign of life with the hope you will just go away.

DALMATIAN

Find out what your prospects enjoy in their spare time and you will be “spot on” in grabbing their attention.

A long time ago I had a big time prospect that would do this all the time. In frustration I said, “Jim, I just want to ask you ONE question and then I’ll let you go.  If you could do anything you want on a Saturday afternoon what would it be?”    I “heard” an immediate smile in his voice and he said, ” Play with my Dalmatian puppy.”

For two months I continuously sent him stuff in the mail that was in Dalmatian colors–black and white. He ended up buying a $40,000 ad program from me. So, whenever I talk to a new prospect or client I always ask them what they like to do in their spare time or what their hobby is — whether it’s knitting, cooking, rooting for Alabama football or brewing beer. I put the info into my database and have sold a ton of advertising as a result.

(Side benefit for Niche Magazine Conference Attendees–you make so many new biz contacts outside your own niche that I bet they can help you with ideas on what to send that client that enjoys foxhunting or knitting or home brewing or…..) How have you improved your Ad Sales database in 2013? Tell us on Facebook or Twitter.

 

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

 

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How to Get the Most Out of All That Conference Face Time



We really want everyone attending next week’s Niche Magazine Conference to have a great experience. We really do, we’re just like that.  So, because we want YOU to get the most bang for your buck when you are attending the conference in Tempe next week, we have some tips for you. Even if you are not able to attend the conference this year, these tips will help you when attending any conference. Except maybe Comic Con. Scratch that–have you seen the Superheroes who plan on attending the Niche Magazine Conference?

Anyway, after exhaustively researching online about “How to Make the Most out of Attending a Conference,” here are the best of the best, with a few of our own thrown in:

Before the Conference: Get Ready!

  • Check out speakers and other attendees online beforehand to find out who you want to meet and learn from while you’re there.
  • Tweet about sessions you want to see before you go, speakers you are excited about, what sessions you plan to attend.  Tap into the preconference buzz.
  • Prepare thoughtful and thought-provoking questions to ask during the sessions that you plan to attend–and try to make your questions not about your own personal issues but ones that can benefit others in the session too.
  • Craft a quick bio for when you meet people there –simply who you are, what you do, why you are attending, what you want to learn

During the Conference: Stay present!

  • Ignore all the work emails on your cell phone. Look away. Don’t start answering work emails or you will slide into the abyss and you will end up wasting an hour, gritting your teeth and that dull headache will come back.
  • Network as in “Helllooo!”  Introduce yourself, smile, and don’t look at that phone.
  • Participate fully in sessions and events. Ask questions, sit in front, show up on time, shake hands and be a schmoozing, albeit very charming, fool. It’s good for you.
  • Tweet a bunch–what sessions you attended and liked and why.
  • Snap photos during events and post them to your social media of choice, even your magazine’s website. Be kind.
  • Remember it’s quality vs quantity. Try to make some meaningful connections instead of blanketing the room with a biz card (with the photo from 5 years ago.)
  • Hydrate and wear comfortable shoes. And if you go outside, yes–wear sunscreen! It’s the AZ desert.
  • Listen, Learn and Laugh. Repeat.
  • Don’t just hang with your co-workers or even your niche colleagues you already know. Get out of your comfort zone and meet Supercreatives outside your niche too. Try this: Split up your cozy little group, learn some new things about people, come back to your group later and share. Think of it as a networking scavenger hunt.

After the conference, keep expanding your network and don’t forget to follow up with all the cool people you just met.  Now go pack your suitcase and get ready for some Niche Magazine FUN.  See you on  Facebook or Twitter!

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

 

 

 

 

 

 

 

Weird Database Fields for Better Ad Sales (Part 1)



A good customer relationship management (CRM) system is the life blood of an Ad Sales person. You have all the normal fields in place–Name, Company Name, Email Address, Websites, etc.

Here are some weird (aka unique) fields that I have added over the years of selling that have really helped us become more successful….    ID-10013485

  • Advertiser product/service category field:  The more personalization you can do by “category” the better chance prospects are going to be interested.  Most prospects fit under one of about 20 categories. When I ran a home brew beer magazine we had categories like: beer kits, hops, barley, glassware, educational classes, etc. When we would send out broadcast emails, it made it super easy to target emails to all the beer kit people or glassware vendors all at once.
  • A-B-C Accounts:  I have a field that defines prospects by the size of their budgets. “A” accounts have the big budgets and “C” are the small fry. Why in the world would you spend the same amount of time and effort talking to someone that potentially has $50,000 vs. someone that has just $400 to spend? But you would be amazed at how much time reps will spend on the C accounts. This is a great time management tool.
  • Mode of contacting prospects:  One of the questions a lot of prospects enjoy is when I ask them how they would like to be contacted–via phone, email, text, or in person. They appreciate and respond better. I am a little surprised how many people like to be contacted via text and respond well and quickly to it.
  • Best time to call someone:  People are creatures of habit. Clients often respond way better depending on when you contact them. I have some clients that like the early AM call,  some prefer late in the day after their work is just about over. The results can be dramatic when you contact them at the right time. I just note it in my database time field and get better results.

Keep ad sales databases weird!!! Stay tuned for the best weird database field of all time next week.

How weird or unique are YOUR categories and how do they help you? Let us know on  Facebook or Twitter.

 

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

 

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Magazine of the Month: CHARLIE – Moving from Digital-Only to Digital and Specialty Print In Style



Each month Niche Media recognizes a niche magazine that really stands out. This month’s pick: CHARLIE – a regional magazine and website for Charleston, SC. Cover_lowRes

How do you recognize a really great regional magazine? When members of Team Niche have been in Charleston, locals mentioned and referenced it all the time. All. The. Time. It was obvious that its target audience reads it cover-to-cover – either in print or online – and finds it valuable enough to share. We’re in California and we fought over a promotional copy when it came though the office. What makes it more amazing is that it started as a digital-only publication and later added print.

Caroline Nuttall, CHARLIE’s Publisher, tells us in her own words what makes CHARLIE special and how it made the jump from pixels to print:

“I started CHARLIE as an online-only magazine four years ago in the height of the recession. The focus was on building a strong brand through fiercely unique content and high engagement with a quality, hyper-local audience. Since then, we’ve launched several extension platforms including emails, a social calendar, a CLUB, a social buying model, and events. Our biggest extension platform came last year when we launched two special issue print editions.”

“I wanted to evolve the print model. I have tons of unread magazines stacked up around my house and I’m in the magazine business, for heaven’s sake! How do you create intense demand and consumption around a traditional model in an overly-crowded market? The answer: high-end, long shelf-life, collectible special issues. No re-purposed content between web and print. Limited runs to drive urgency.”

“The result? CHARLIE’s first-ever magazine, 50 Most Progressive, was profitable. Three hundred issues flew off shelves in 24 hour periods, 10,000 were gone in 2 weeks, hundreds of locals ordered them online for $10 a copy (they were free locally) just to ensure they got theirs. Our second magazine, The 2012 Book, was up 56% in advertising and saw a 208% profit increase. Wider brand recognition of CHARLIE, 700% increase in web traffic, happy readers and happy advertisers. We are launching four books this year.”

“It’s not digital that’s the future. It’s an evolved model of the new and the old.”

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

The Sky is the Limit with UP!, the In-Flight Magazine of WestJet Airlines, and the Magazine Manager



U-02-13-cover-low-resThe Sky is the Limit with up!, The In-Flight Magazine of WestJet Airlines. What makes a publisher successful? According to Stacy Haakonson, Sales Resource Manager at Redpoint Media and Marketing Solutions, “success is measured by the people that we have and the caliber of products we create”. The leading independent print and digital publishing and communications company based in Calgary, Canada, RedPoint also publishes Avenue and Wine Access and provides digital and print marketing expertise across a wide range of various sectors.

Their strategy is to remain focused, stay driven, be passionate about what they do, know their audience, be nimble, and create a culture that makes employees want to be there. It’s a winning strategy that has placed them in “Canada’s Top 50 Employers” for years.

Stacy keeps her sales staff on task with The Magazine Manager®. Within the first six months of implementation, management noticed a huge difference in reporting capabilities when compared with their prior system and with the tools their sales people use to organize contact lists and manage clients in a more organized, detailed fashion. “This provides great customer service to our advertiser base which ultimately establishes trust and a relationship which is so important to have in today’s sales market.”

To learn more about The Magazine Manager®, contact Susan Beattie at (877) 256-0362 or sbeattie@MirabelTechnologies.com, or visit our website: www.MirabelTechnologies.com

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This is sponsored content from Niche Media’s Niched Out News e-newsletter.

Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

Research Makes You An Ad Sales Superstar



We interviewed Nancy O’Brien recently, a popular speaker at our Camp Niche Ad Sales Trainings. She knows a simple, straightforward way  to make you a Superstar in Ad Sales. “When talking with your customers about ad sales, it’s important to also provide valuable research that they can use in their business. Think of yourself as not just an ad salesperson but also a marketing consultant with information that will make your customers look good,” Nancy tells us.  The carefully gleaned information you provide to your customers can be about a product, service, industry or about marketing in general–just as long as it’s helpful to them.
Here are some solid reasons for doing your (and their) homework:

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Research should be a key component of your advertising sales plan.

  • Research can prove that the customer made the right decision buying advertising from you in the first place
  • Marketers love research as it helps them understand their customers and their own products better
  • Providing research sets you apart from your competitors by providing a valuable service
  • Very few ad sales reps offer research for their customers – it puts you in the Big League
And don’t wait for your publisher to do it – be proactive and do it yourself. Make it part of your routine to research on an ongoing basis to provide your customers with current market trends. Sure, you do research for feedback when a new ad campaign is launched–but do it again at 12 months and at 18 months. Use a search engine to compile data. The search feature on your own website may be a goldmine of data for you.
And what’s in it for you to do all this “extra” work? Every research project you do MAKES you learn more about your customer and your marketplace. Who knows? If you become consistent at providing great customized data, you could have access to executive level decision makers who want to see what you have to show them. Solid research will also keep your customers coming back for more at contract renewal time too.
Want to learn more? We’ll give you 6 ways next week to conduct research for your clients and prospects. You can also ask us on Facebook or Twitter.

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau – Niche Media’s Grand Poobah – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

 

Image from freedigitalphotos.net