Author Jack Hoban wrote about Ninjas: “They would walk through fire, stand beneath freezing waterfalls, and hang over the edges of cliffs in an effort to overcome fear and assume the powers of nature.”
You know, pretty much like being an ad salesperson in niche publishing.
Here’s our 10 Tips to Kicking Some Ad Sales Butt this week:
1. Zen your work area! Toss out outdated media kits, rate cards, and selling tools. Update your materials and bulletin boards with new data and fun visuals that motivate you. (*Click here* to view or download our FREE ad sales infographic!) Bring in something new that has special meaning to you. Put it somewhere you can see it daily for added inspiration.
2. Clear out that email inbox! Review your emails quickly and then file or delete them. Sometimes you find that one sales lead, and here it was, ignored in your inbox! Delete the trash and spam and just clean it all up. You will feel SO much better.
3. Set aside specific time for in-office tasks. Plot your path. Address emails early, before you call your clients. Work on desk duties at the end of the day so you can use the best part of your day for client interaction.
4. What’s your perfect sales day look like? Plan your time based on the optimum number of sales calls and emails you need to perform daily to accomplish your sales goals. Sales trainer and speaker Ryan Dohrn advises: “Understand that ad sales is a numbers game. Rather than set an unrealistic $200,000 media sales goal, break that down. Then create a plan to attack the smaller pieces. Once you have the number broken into manageable pieces, then back yourself into your numbers. For example, if your goal is $200k and your product sells for $10k, then you will need to close 20 deals. If you close 50% of the clients that you meet with, then you need to prospect 40 potential clients. I would advise you to prospect 50. You need a buffer to stay on track.”
5. Schedule out a week ahead. Become the master of your calendar. Don’t start planning your work week on Monday. Always try to schedule appointments far ahead. Fill in any calendar gaps with new prospect calls geographically near your existing appointments.
6. Update your client and prospect database. Add weird new fields to help you better define them. Are there any new people you can add to comp? Challenge yourself to find one person to call each day for a reason other than selling them an ad. Provide your clients with the latest market updates in your niche.
7. Allow a time slot for unexpected issues that need to be addressed. Running from fire drill to fire drill is an inefficient use of your valuable time and takes you away from your most important task–selling.
8. Create a Top 5 Prospects list. Target potential clients that you will sell this year as new business. Concentrate your efforts on just 5 new accounts in the next 9-12 months. Develop a customized strategy for your new list by creating a solid plan of sales calls, email communication and market expertise for each client. Then implement your plan like a ninja. After you win those five, move on to five more.
9. Don’t procrastinate. If something comes up and only takes 5 minutes or less to address, better to do it right then. Putting off the tiny tasks can morph into one big, mundane time-suck for you.
10. Build in time every week for working on your selling skills. Role-play, listen to or read motivational presentations, ask for feedback. Check out the latest books, blogs and ad sales workshops. “He who is taught only by himself has a fool for a master.” -Ben Jonson
Get organized, plan carefully, be ready for action. And then leap out of your weekly rut and get your ad sales warrior on!
About this blogger: Diana Landau is the Content Wrangler for Niche Media. A former sales director and 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.
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–also created a blog all about creating and marketing targeted events: blog.NicheEventNation.com Check it out!
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