Grand Poobah Resigns: Wanda the Amazing Pug is Large and in Charge Now!



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Grand Poobah Carl turns over the reins to Wanda the Pug.

Chew on this: Niche Media HQ has gone to the dogs. No bones about it. We have been working really hard and we’re dog tired, so we have decided to turn the reins of the organization over to Wanda the Amazing Pug. (But just for today—don’t tell her. She has a very big ego for such a little dog.)    

Periodically, Wanda has given her sage advice here on this blog over the last couple of years. She’s actually quite popular. At least she thinks so.

In any case, we’ve asked Wanda what she will do with the company in our absence. Here are her top 5 agenda items to help niche publishers: [Read more…]

Carl’s Most Popular Ad Sales Rants



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Does the sales manager want fresh ideas on Mon AM? Try these.

It’s Monday and you probably need more of a pick-me-up than caffeine, we know. When’s lunch anyway? Before you write off Monday as a loss-leader, how ’bout a quick, pumped-up read to get you juiced?

Our Grand Poobah, Carl Landau, is a seasoned ad sales expert. He’s done training for years, sold all the ads for many of his magazines, etc. He doesn’t sell magazine ads so much these days, but he does sell event sponsorships.

Guess what? The principles of sales success are still the same. But you knew that.

Here are some of Carl’s most all-time popular rants. Yes, he vents–but he also gives ad sales reps some great, time-tested advice on to get their game on.

Time management:  Ad Sales Pros–PLEASE Pick Up the Damn Phone!

Overcoming objections: Media Buyer Personalities–Too Busy Bob

Grabbing attnention: Clever Email Personalization Goes A Long Way in the Ad Sales Game

And finally, one of the favorites: The Secret to Selling More Ads: Stop Talking!

So sip your Monday beverage of choice and have a quick read. It’ll be worth it.

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Diana Landau, Niche Content WranglerAbout this blogger: Diana Landau is the Content Wrangler for 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!

– Twitter: @NicheMediaHQ

– Facebook: NicheMediaHQ

– LinkedIn: Niche Media Network

– YouTube: NicheMediaHQ

Image from freedigitalphotos.net

Print on the Decline? Niche Publishing Tells a Different Story



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The question isn’t whether print is declining, but how publishers are leveraging print as part of their revenue strategy.

Is print really on the decline?

The Jan/Feb issue of Folio makes the point that most publishers are either underinvesting in print or running away from it.  The statistics on declining print were for a broad category of B2B and Consumer titles, where print is only around 45% of total revenue.

One notable exception of the print decline noted in the article is Active Interest Media (AIM), which is most like the type of niche publishers we see attending Niche Media events, where AIM describes print as “strong.” [Read more…]

Pro Ad Sales Insights from the Niche Media Conference



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Tips from the Ad Sales Pros: Training is the key to success!

Nancy O’Brien and Ryan Dohrn are seasoned ad sales professionals who also happen to have time to be our conference directors. They always want to know what’s on the minds of ad sales reps.

They just returned from the Niche Media Conference in Charleston last month. They shared some insights from the Ad Sales Training workshop:

Nancy O’Brien: It is always fun to teach the sales training workshop at the conference because I get to meet so many different people from widely diverse publishing companies.  Some attendees work for regional magazines serving their cities while others sell advertising for very technical B2B trade journals, and then there are all of the others in between.

However, here is one common thread among them all: every sales rep wants to learn how to overcome the objections that keep them from closing the sale.  It seems that most people who come to our sales training programs know their products well and understand the process of sales – they just get hung up when the client raises doubts or questions that causes them to say no to the sale.  What can sales people do to minimize these objections or answer them quickly and confidently when they do come up?  In the future, I’d like to see us do an entire session focused on overcoming the objections.

Ryan Dohrn: I am always surprised how much ad sales reps do not really understand their digital products and the power that these products bring to the total multi-media ad buy for their clients.  Further to this point, the number of basic digital questions surprises me.  To remedy this, I would suggest that ad sales reps commit to attending webinars, reading blogs, find ongoing ad sales training and attend yes, conference workshops.  

When an ad sales rep says they do not have extra time to “learn,” I always give them this example: What if Tiger Woods said he had no time to practice?  Sure, he would be a great golfer, but would he have been the best in the world?

Another popular discussion topic came from one of the observations of an attendee in Charleston this year: Ad sales reps must make a strong commitment to better time management.  I agree 1,000%!  Becoming a master of your calendar is critical to your success as a sales person.  The very best ad sales reps I know have a detailed plan to manage each day.  What a great goal to set for yourself this month!

As Nancy points out, overcoming objections isn’t anything new in the ad sales biz, but ongoing training can help sales reps master their craft. And as Ryan observed, digital ad selling is still new to some–but shouldn’t be!

The bottom line is ALL ad sales reps need to be open to getting more education. Constant learning and improvement leads to success.

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picture-132More about Nancy: Nancy O’Brien is an Ad Sales expert, Camp Niche Ad Sales Training speaker and Associate Publisher at Aviation International News.

 

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Ryan_New_HeadshotMore about Ryan: Ryan is President of 360 Ad Sales Training, an internet & sales consulting firm focused on developing print and online revenue strategies for magazine publishers.

 

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years, including the upcoming Niche Digital Conference this fall in Nashville. 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

What’s New in the Digital Publishing (and Reading) Space?



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Readers are now viewing magazines in many ways.

What’s new with digital readers is more like it. We live in a multi-media, multi-screen world now—literally right at our fingertips all the time. (Or your wrist soon, when Apple and the others release their new smart watches.)

Knowing how and when our readers are actually reading our magazines and what they kind of reading experience they want is key.

The days of traditional TV viewing, for example, has dramatically changed. How? More and more people are using their tablets to surf websites (including magazine sites), while playing app games and texting their friends on their nearby smart phones—AND all while watching TV. Plus the television is a smart TV that can connect to your computer. Have we come full circle yet?

Nielsen’s new 2014 Digital Consumer Report on what people are doing now in the digital space is an informative must-read. [Read more…]

Salespeople, Tell the Truth!



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Want prospects to call you back? Here’s some insight on how to get the results you want.

Do you ever get frustrated by salespeople who call you and leave misleading messages? Does that make you very receptive to what that sales person has to say? Thought not. Today I’m going to give you something very important:

The Manifesto for Truth in Voice Mails    [Read more…]

What’s the Big Deal About Birthdays?



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It’s not so much how many candles you have, but what you do with the day that counts.

Warning: This post has absolutely NOTHING to do with niche publishing. Just random thoughts about life in general. Fridays can sometimes be like that.

Been thinking a lot lately about birthdays. (Everyone has one.) It’s probably because our family has several birthdays in March, plus we have a good friend who is about to celebrate a BIG one.

Besides all the celebration and cake, why do birthdays matter anyway? When you are young, (up to 30?), it’s kinda special and you get to be told how wonderful you are by at least two people. Sometimes you get some great presents and maybe something unexpected and all that woo-hoo. Party, party.

But by midlife, it’s not necessarily so amusing. (Just ask our friend!) Yes of course we are grateful to be alive, but the milestone march makes you think hard about your own sense of where you are measuring up—and where you wished you had. [Read more…]

Promote Your Event with a Social Media Persona!



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Create a social media persona for your events and it will kick up your promotion to a new level.

About 80% of niche magazine publishers are organizing annual events for their niche audience. They are also partnering with existing events even more than ever before, plus niche-ing their niche even further with new special events. In all cases, publishers recognize the opportunity for a profitable new revenue stream and a powerful way to connect with their niche.

Ben Schwartz offers up some great tips to promote your events by giving them a voice and a personality. Here’s what Ben shared with us: [Read more…]

For Ad Sales Pros, It’s all in the Timing!



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Having trouble connecting on the phone with prospects? Carl’s tips can help.

In the dark ages of ad sales, you would randomly call a prospect or a client and they would randomly pick up the phone. Now, ad sales people tell me that one of their biggest concerns is that no one ever actually picks up the phone now. This is such a missed opportunity – phone calls are SUCH an effective sales tool if you do them right!

Successful prospecting these days is all about setting up phone meetings. This is a trend that has changed how we do business.

The catch is that everyone wants to schedule calls in the afternoon. This makes sense. You want to take care of their important business stuff, (i.e. picking out your NCAA Brackets,) in the morning– and will talk to YOU later in the day when their schedule is less hectic.

Just a few ideas to get people on the phone and engaged… [Read more…]

Social Media Selling Works! Start by Building Up Your LinkedIn Connections



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Chris Ware shares a bright idea on how to increase ad sales connections.

Hard data on the benefits of social media as a sales tool has been hard to come by – until now.

Jim Keenan, author of the new book The Rise of Social Salespeople reports that salespeople who use social media outsell their peers by 78%.

Read the full article over at Forbes.com –  Salespeople Using Social Media Outsell

So what’s an easy way to bulk up your LinkedIn connections? [Read more…]