Say It Isn’t So! How to Handle Advertisers’ Email Rejections



Don’t let an advertiser’s rejection email get you down!

Don’t you hate it when you get a rejection by email?

You worked hard on a solid proposal, thought you had a good call with the client. Then they don’t call you back when you follow up…..and here it comes……the rejection by email.

Your first impulse might be to write back something negative—don’t do that.

Or you decide not to respond at all–don’t do that either.

Instead, look at this rejection email as a temporary roadblock. It’s actually an opportunity. The key is to create a long-term conversation. Here’s an example of how I would respond:

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Dear Joe Advertiser,

Hey, I appreciate you getting back to me—most people don’t. I’m still interested in a relationship with you and your company. (Here’s where you briefly reiterate some solid points of your presentation.)

Things can change so let’s continue this conversation during the course of the year.

 Cheers, 

Carl

*******

 If you wait to contact the prospect next year at budget time, you will most likely get the same response. So ease up and keep the door open to further dialogue all year long. You’ll be surprised by the results.

Don’t get frustrated by email rejection. Don’t accept them either. Keep on fighting for that sale. And continue on your path to creating successful, long-term business relationships.

 

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carl_headshot_2015More about Carl: Carl Landau is Grand Poobah of Niche Media. In his past life, Carl launched 5 successful niche magazines. He is a media/event guru, SF Giants fan, podcast host and part-time blogger. His 15 minutes of fame took place in the mid-eighties when he launched his famous, “Buy an Ad, Get a Cat” ad campaign. He has long since patched things up with the SPCA.

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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! Check out the all new Super Niche event, March 27-29, 2017!

– Web: NicheMediaHQ.com
– Blog:  Niche Media HQ
– Twitter: @NicheMediaH
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media HQ & Niche Media Network
– YouTube: NicheMediaHQ
– Google+: +NicheMediaHQ

Image from freedigitalphotos.net

 

 

How to Improve Your Event ROI



Improve your ROI by attending events about events!

Are you taking full advantage of this huge growth area? Over 84% of publishers today are producing events. Events can be high profit, increase your audience reach and retention, plus boost your brand visibility across your niche market.

It doesn’t matter whether you are B2B, B2C or Association, everyone wants to know more about putting on successful events. Should they create new ones? Should they go super-targeted, or big, big big? Should they overhaul or shut down their existing show that keeps declining in revenue?

[Read more…]

Lead the pack in revenue growth for your media business! 



Publishers, start your engines! Super Niche is coming to Charlotte March 27-29, 2017!   

Super Niche brings together Niche EventFest, our new Sales Management Masterclass, Camp Niche Ad Sales Training AND the Niche Media Conference all under one big top!

It’s the ultimate event for niche magazine publishers in one SUPER event. Super Niche 2017 will deliver actionable growth strategies for your media business. 

Pre-conference workshops: Monday, March 27, 2017

  • The all new Niche EventFest: Learn which new event models are right for your company, how to leverage your print and online media to boost event attendance and sponsorships, and how to creatively market your event. Events are high profit, increase your audience reach and retention, and boost visibility across your niche market.
  • Sales Management Masterclass: We’ve created a Sales Management pre-conference workshop just for Publishers, Owners, Ad Sales Directors and Sales Reps ready to take the leap into sales management. This laser-focused full day will help accelerate your sales team’s performance with focused sessions and real-world problem-solving.

Niche is all about practical, revenue-generating sessions:

Main Conference: Tuesday & Wednesday, March 28-29, 2017

  • Publisher track
    Comprehensive strategies to help you build your publishing business and generate new revenue, in print and online
  • Event track
    More than 85% of publishers now have events. Learn to effectively market, build audience, and drive revenue for your event portfolio
  • Audience Development track
    Concrete strategies to build your audience, develop revenue-generating social media programs, augment your data, and improve your bottom line
  • Camp Niche Ad Sales Training track
    Best-in-class ad sales training for media, covering print, online, custom programs, integrated packages, native advertising and more

Networking opportunities: Whether it’s Publisher Roundtables or the Revved Up Welcome Reception or the Super Niche Victory Lap Party, Super Niche has a ton of fun networking events that are guaranteed to help you make some new niche publishing friends. Meet publishing professionals just like YOU and amazing solution providers, learn and share ideas!

Don’t miss our 3 amazing keynotes: 

New Launches from Zero to 200 MPH… The Right Business Channels = The Revenue Fast Lane! Focusing in on the right channels for your media business means saying “YES” to revenue growth and unlocking serious audience value. Ted Williams, founder/CEO of Charlotte Agenda, launched with a tiny staff, no outside investment, and quickly drove revenues close to $1MM. Ted will share his path to developing and monetizing a digital audience with strategies that apply to both local media & other specialty niche brands.

Niche Fortune & Glory: How to Make Friends, Rank High, and Get Famous Online Andy Crestodina, co-founder of Orbit Media and one of the foremost authorities on building online audience, will outline a step-by-step process for building relationships that leads to better content and more traffic. Separate yourself from the competition by leveraging your relationships to build truly interactive audience, content, and revenue!

Mike BannanThe Great and Powerful Oz Tells the Past, Present, and Future of Niche Media! The Great Publishing Wizard Mike Bannan, Chief Development Officer at Inspire 360, knows the future of print, digital, social, web, data, events and apps. He will explain the options, the cost/benefit analysis, and guide you through possible obstacles so you can leverage your content and find your way to a profitable future.

 

Don’t wait! January 26 is the last day for Super Early Bird discount — save up to $500!! Register today!

[Read more…]

5 Strategies for Getting Advertisers to Commit!



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Super-sell this last quarter so you can soar next year! Here are Carl’s tips on getting advertisers to commit!

ARGH! Is it just me, or are clients just not committing these days?! It’s crazy how far into the year it takes before advertisers are willing to commit to next year’s program. Back in the day, I’d have everything wrapped up for most of next year by now.

Like me, you probably have a TON of prospects you need to contact over the next 2 weeks. The key is ORGANIZING AND PRIORITIZING your calls. Here are some of my tips for keeping clients on track for making solid commitments for next year’s program: [Read more…]

Ad Sales and LinkedIn: Carl’s 6 Tips for Success!



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LinkedIn can be a a valuable sales tool if you use it to it’s full potential.

Are you making the most of your LinkedIn? There is intrinsic value in having connections in common with your prospects. Actively using LinkedIn paves the way for you to get to know your prospects better. And your prospects can get to get to know YOU better. The best part? These initial connections can begin before you actually meet the prospect in person.

I routinely use LinkedIn in my workday. For now, let’s focus on what ad salespeople should be doing with it: [Read more…]

Scared Straight: 7 Spooky Sales Fears and How to Overcome Them!



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Don’t let fear spook your sales confidence!

Yeah it’s that holiday where people big and small dress up in costumes and try to scare each other. Possibly score some candy too. (I like Reese’s myself.)

And even though it’s not my favorite holiday, (Gasp!) it got me thinking–as salespeople, what do we fear most? Here are 7 “sales” fears and how to overcome them: [Read more…]

Media Ad Sales: TGIF!!



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When is the best time to make a prospect call? Carl shares his secret to success.

When I graduated from Miami University in Ohio, there was no back up plan. (My adoring mother decided to live her own life by getting out of Cleveland and moving to Florida.) I sent out hundreds of resumes, determined to land a fine job in marketing. In the meantime, I had to eat, so I took a job for a few weeks at TGI Friday’s. So many red-and-white-striped shirts!

I shared this story with my wife recently. As Niche Media’s Content Wrangler, she’d also been bugging me all week to write an ad sales blog post. Then it hit me……..

I LOVE Fridays! I’ll tell you why. [Read more…]

The ROI Roller Coaster: Or Why You Should Attend the 2016 Niche CEO Summit



I’m talking to you, CEOs.ceo-logo-lo-2016

Publishing is moving at warp speed.  As CEO of a niche media company, how do you anticipate – and profit from – the seismic changes occurring in the niche magazine & media market?

The Niche CEO Summit is changing the way media leaders think about and plan for the growth of their businesses. We believe in the power of niche media and the power of conversation and connection to help you drive growth.

To that end, we’ve created an exclusive event for just 50 Niche CEOs. We’ve brought together top niche media experts to lead the conversation in a relaxed (yet focused) atmosphere so you can learn from the experts and your peers (plus share your own ideas) on the best ways to run your media business. It all takes place at the hip Hutton Hotel in Nashville, TN on November 14­-15, 2016. [Read more…]

New Products to Sell? Carl’s 3 Tips for Sales Success!



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Your publisher has new products and you’ve got big ideas. Here’s Carl’s tips for starting off right.

Your publisher is niche-ing their niche with new products for you to sell and you are totally excited. You’re ready to hit that prospect list hard. But there is just you—one sales rep—taking on a huge prospect database of probably 300 prospects or more. The assignment can be quite daunting. The sheer size of the prospect list can even be so overwhelming it becomes paralyzing.

So what’s next? [Read more…]

Faced with new competition? Carl’s 7 smart tips on what to do next!



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New competition got your head spinning? Here’s Carl’s 7 smart tips on what to do about it!

You are a successful magazine publisher, hitting your stride, feeling good about the health of your niche market. Your editorial content is widely respected, your readership is growing and you have a healthy bank of advertisers. All good, right?

So what do you do about a NEW competitor? And how can you turn that competition to your advantage?

My 7 smart tips on what to do in the face of new competition:

1. Start with facts. If the other guys claim that they have any circulation before the first issue has come out, that is ridiculous. This is a good time to get YOUR numbers in order, too. It’s not just about circulation, however. You need to deeply research your audience, your market, and what’s changing now. [Read more…]