1st Keynote Announced for Niche Media Conference 2014!



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Publisher Bryan Welch of Ogden Publications, Inc. will be our keynote speaker in Charleston in February. You won’t want to miss it!

We are bubbling over with excitement to announce our first super-cool keynote speaker for the Niche Media Conference, coming up soon in Charleston in February 2014.

We think he is a great fit for our audience of super-creative niche publishers. Why? Because he’s an author and thought leader who also happens to publish highly successful niche magazines. A bunch of them. Maybe you’ve heard of a few… Mother Earth News, Mother Earth Living, Utne Reader, Capper’s and GRIT, just to name a few.

That’s right! We’ve got Ogden Publications’ own Bryan Welch!

Bryan is CEO, Publisher and Editorial Director for Ogden Publications.  Ogden Publications is the leading information resource serving the sustainable living, rural lifestyle, farm memorabilia and classic motorcycle communities. Bryan knows reader engagement inside and out and how to get eyes on pages and revenue rolling in. [Read more…]

Avoid These 7 Deadly Sins of Ad Sales Pitching!



Every successful magazine ad salesperson should know by know that sales-pitching is out. Building customer relationships is in. If you don’t know this yet, go back and read Sales Coach Ryan Dohrn’s previous post, Ditch the Sales Pitch. Or read it again to refresh, it’s good stuff.ID-100172662

Inc.com had an entertaining yet informative post about sales presentations and we thought we’d share. (They have really amusing, cartoony images to go with it too, for you creative types.)

Here is an abbreviated version of the 7 Deadly Sins of Sales Pitching:

1) You don’t build suspense. The second your listener says, “I get it,” you’ve lost them. Make your presentation captivating throughout, not just the first 5 minutes.

2) You are too available. Always give a time frame first before presenting. It’s respectful to your client’s time and will make your listeners feel more at ease from the start. [Read more…]

What’s New in Web Tools for Niche Magazine Publishers



When it comes to great marketing, Andrew Davis is part entertainer, part evangelist and all educator. He is a speaker and an author and he also recently taught a seminar at our Niche Digital Conference in Nashville. Drew is always a big hit.  Did you catch his appearance on the Today Show last week?

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Andrew Davis, CEO of Monumental Shift, shares with us his list of 52 cool new web tools.

So how many of us are trying to keep up with the latest happenin’ stuff in the web world and don’t know where to start?

Drew Davis has created a great, comprehensive list complete with ratings and posted it on his blog. It encompasses the latest technology in presentations, television, music, audio, search tools, video, infographics—even print. Plus there happens to be 52 new tools–so you can learn a new one every week. [Read more…]

How to Debate Digital with Your Advertisers



Now more than ever advertisers are fleeing from niche magazine ad salespeople. Why? For Google Ad Words, Facebook, and many other new opportunities out there in the multimedia landscape.ID-100172662

Ad sales coach Ryan Dohrn showed us how to handle advertising objections with detailed facts and stats at his recent seminar at the Niche Digital Conference in September.

Advertisers have more marketing options than ever before. Are you prepared for the debate?

First, remember that any confusion on the advertisers’ part usually results in a “No.” Do you have an “Advertiser Education” plan?

Here’s some areas where you can seize the opportunity to educate your advertisers about your advertising programs: [Read more…]

The Real Reason Why Social Media Matters for Niche Publishers



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Social Media is not exactly new. Sure the medium has evolved but we’ve been sharing with each other for ages.

Tom Standage has recently released his new book, “Writing on the Wall.” In his keynote speech, he posits that social (media) sharing is actually a very old thing—going back centuries. His talk is almost 48 minutes long, so here is our short version:

Standage refers all the way back to the Roman Empire, where the elite had slaves who collected their personal messages and scribes to write them.  All of them were active social sharers. (We can probably make the argument that social sharing goes all the way back to the prehistoric age with hieroglyphics.) [Read more…]

Why Email is Madonna and Facebook is Lady Gaga in e-Marketing



We know this to be true:  Everyone’s inbox is exploding! Daily messages come from email, Facebook, Google+, texts, Youtube, Pinterest, Linkedin and more, more, more.

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Maybe they are not as different as they seem.

Facebook gets a ton of attention, but when you go beyond the hype and the hoodie you find that, for publishers, it is remarkably similar to an old communication standby……..the email.

Digital marketing adviser and author Jay Baer was our keynote speaker recently at the Niche Digital Conference in Nashville.  He shared with us a few of his insights so we can gain some clarity on how to use, and combine, these two marketing platforms. [Read more…]

Be a Better Ad Salesperson: Become a ‘Hit Man for Hire!’



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Better watch out. This niche magazine ad sales pro is comin’ for ya. Or at least you’ll get a good kick outta what we have to tell you…

I want to make it clear that I’m very anti-violence, but in the ad sales game I’ve always had a “Hit List” on my desk.

What the heck am I talking about?

My “Hit List is the 5-10 advertising accounts that are perfectly targeted for our publication or website… but aren’t advertising with us at all. (Despite my sincere effort to work the account hard.) And they are running integrated plans with our biggest competitors. This really burns me. I failed.

There are two approaches to these “problem” accounts.

1) The Ostrich: I can bury my head in the proverbial sand. I can ignore that this situation is eeeeven happening.

2) The Head-Banger: Super-aggressive, this is the for those scoring at home.

OR

3) My strategy is do the opposite. Whatever I’ve been doing is not working, so I should stop doing it. Let’s change things up! [Read more…]

Group Tour Media – Niche Out Your Niche for Magazine Growth!



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Group Tour Media found niche magazine success by identifying new niches within their market. This is a great growth strategy for ANY niche magazine!

Each month we highlight a niche magazine that is innovative, creative, and great at serving its readers. This month’s pick: Group Tour Media’s Group Tour. Since 1987, this magazine for international tour planners has expanded its offerings and gone international by niching its niche: regional tour magazines, student tour magazines, special interest tours, and more! We caught up with Group Tour Media’s President Elly DeVries to get the story of how they built a growing and thriving niche media company by finding new markets within their existing niche:

A need to provide more and better travel information for group tour planners inspired Group Tour Media to expand its publishing business. That was in 1987.

When Elly DeVries purchased the 33-year-old company in 2007, she expanded on that idea. “We recognized that tour planning itself was becoming more and more specialized. More niche driven, even six years ago,” DeVries said from her company’s headquarters in Holland, Michigan.

“We began with state-themed magazines—like Wisconsin Group Tour and Michigan Group Tour—and they flew out of here.” On the heels of that success, Group Tour focused on developing regional products for the U.S. and Canada.

“Tour planners don’t stay in one state but branch into surrounding areas so the need for a regionally presented resource was in place and I am delighted that we anticipated that happening,” she said. [Read more…]

Destination Publications Flies Away to Sunnier Cash Flow with A/R Outsourcing



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Accounts Receivable outsourcing helped Destination Publications focus on what they love: getting YOU on a sandy beach!

Picture yourself going on vacation to visit sun and sandy beaches. As you board the airplane you’re handed a magazine entirely about your destination. You spend your flight flipping though the pages, dreaming about the culture, history, activities, and local hot spots that you will soon be exploring. Savor this lovely thought for a moment.  Now ask yourself, “How did this magazine get here just for MY trip?”

The answer is Destination Publications! They publish destination-specific magazines for St. Maarten, the U.S. Virgin Islands, and other exotic locales. Vacationers love the magazine for the timely information, and advertisers love it for the captive audience with lots of disposable income to use when they land. Together that makes for a very happy publisher!

Destination Publications faced one major hurdle, though – one that’s faced in one way or another by any publishing company: How could they collect payments from advertisers without pulling sales reps off the job?

Twelve years ago Destination Publications solved this dilemma when they made the choice to hire out their invoicing and collections to Media Receivable Management, a company specializing in media industry collections, [Read more…]

Real World Ad Sales Truths



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Here’s some advice on how to meet those ad sales challenges you face every day.

It’s always refreshing to read about what everyone is often thinking but rarely says.

If you are reading this, you are probably a sales manager looking for some inspiration for the team to start off the week or you are kinda new to the magazine ad sales biz, looking for insight. Or maybe you just need to read a bit, waking up your ad sales mind before you start tackling those phone calls today.

This post by Jeff Schmitt in Forbes hits home and we thought we’d share with you. You know—to give you that fresh jolt of reality on a Monday instead of that 3rd cup of coffee. You can thank us later.

Schmitt attacks the common myths in ad sales and directly addresses the issues most ad sales professionals have to deal with every day in the real world.

 Sales Truths You Don’t Want to Admit

Are there any that you would add to this list?  Share with us on Facebook or Twitter.

Even if you don’t agree with all the “truths” in the Forbes’ post, there is a grain or two that will help you face your sales challenges head on. Now go for it!

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Diana Landau, Niche Content WranglerAbout this blogger: Diana Landau is Content Wrangler of Niche Media. A former corporate marketing hack, she has now found nirvana in writing and wrangling quality content. Diana is a food, wine, art and SF Giants enthusiast who sometimes gets carried away.

 

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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!

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