5 Expert Tips to Improve Your Product Conversations with Advertisers



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Here’s five tips on having successful product conversations with your advertisers.

“We don’t have the budget for that.”       

         “Management is skeptical about the ROI.”

“We want to focus ALL our advertising dollars on just…..”

Any of these sound familiar? It’s great when advertisers are committed to print or excited about the possibilities of digital. But sometimes, even now, you need to prove to your clients how “either-or” thinking can actually hurt their marketing efforts.

What are the secrets to having successful integrated product conversations? It’s important to remember that you are having a meaningful exchange with your clients. It’s not about you trying to convince them how great your magazine is. It is about a constructive dialogue on how the right combination of your print and digital products will help them maximize their impact (and results) with your niche audience.

Here are 5 tips from our NASBT (Niche Ad Sales Brain Trust) on having a better integrated product conversation: [Read more…]

Niche Digital Conference 2015: Savannah or Bust!!



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“Midnight in the Garden of Good and  Evil” embraces Savannah’s unique, passionate and sometimes eccentric spirit—a perfect fit for Niche!

The Niche Digital Conference is in about two months and Thursday, July 23rd is the final super-discount deadline day! Here’s the Niche BIG 20! (20 reasons to attend the 2015 Niche Digital Conference.)

Niche digital publishers need 3 BIG THINGS: Concentrated time for learning new ways to generate online revenue, super-networking, and they need it fast! We have the perfect solution for you:

[Read more…]

Trending Up, Up, Up in Niche Media!



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Here’s some top trends that might be worth holding onto!

Way back in the depths of 2009, Subaru CMO Tim Mahoney said, “All brands are niche brands.” But niche media companies already knew that. In 2015, niche magazine publishing has become a hot “new” trend. Here’s the latest on what people in our industry are talking about: 

[Read more…]

Ad Sales: Find Your Superstar Sales Voice!



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Yeah, you can rock it! Cultivate a superstar sales voice with these easy tips.

You meet with prospects and clients all week long. Are you making a memorable impression? Do you exude the confidence of a superstar? On The Voice, the contestants only have seconds to wow the judges and get them to swivel their fancy chairs around to commit. Don’t you want to improve your sales voice and prompt your clients to a stellar “YES!”– like a superstar?

Here’s 7 quickie tips to finding your winning sales voice: 

[Read more…]

Ad Sales: Rock Your Role-Play!



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You CAN rock your role-play with these 5 tips.

Do you sometimes feel like role-playing is just so forced? A waste of time? Why oh why do sales managers always insist on role-play? Because it’s proven to get results.

And because in your heart-of-hearts, you know practice really does make perfect. We can always learn new things and mentor others. So there really isn’t a reason NOT to role-play.

Here are some of our top tips on how to take your typical, boring, rote role-play to a whole new level (and reap the benefits!):

[Read more…]

Niche in the News: Think Big!



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Big interest, big debate, big opportunities in the wonderful, wide world of Niche!

Where is this year going?? What are people in the industry talking about?? When will I have time to scan the news?

We’re here to help. Here are 3 hot niche topics in the news for June:

[Read more…]

Carl’s Top 6 Tips on How to Have a Great Sales Meeting!



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You don’t want this! Here’s Carl’s 6 Tips on how to have a GREAT sales meeting.

You know the sales meeting we are talking about. Full of dread, the sales team mandatorily attends. Bad coffee, not enough windows and the management focus is on numbers, projects, numbers, goals, numbers and blah, blah blah for long soul-sucking hours where everyone at the table is mostly screaming on the inside. Plus some of the salespeople are bitching about clients, commission structure, territories, etc. Nothing about this kind of sales meeting is helpful to anyone.  

Sales meetings and trainings don’t have to be that way!!!

Here are my top tips on how to have a GREAT sales meeting—the kind of meeting where everyone, both management and sales team, is actually looking forward to attending:

[Read more…]

That First Time: 5 “Don’ts” When Contacting New Advertising Prospects



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Sometimes it’s a little stressful when contacting a prospect for the first time. Here’s Carl’s 5 DON’TS to keep in mind.

It can be kinda nerve-wracking that first time you contact a brand new magazine ad sales prospect, especially if they don’t know much about you or your niche publication. You know what you want to achieve. You are homed in your goal, at least in front of the mirror. Now it’s time to make actual contact…that’s the hard part.

The last thing you want to do is make a poor first impression. So what should you avoid doing to get it right?

Here’s my short list of 5 DON’TS when contacting new prospects for the first time:

  1. Don’t lead off by going on and on about your magazine or site. Your prospect does NOT want to hear all about how wonderful you and your product are. This is the time to ask questions and listen to the answers.

[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

Ask Carl: What’s New in Ad Sales?



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Indiana Carl talks about what’s changed
and what’s new with ad sales.

Hello out there, all you ad sales reps and raiders of the lost niche! To change things up a bit, we thought we’d go straight to the source for this niche magazine ad sales post.

Carl Landau is kinda like the Indiana Jones of Ad Sales—he’s been around the ad sales block, deep down in the trenches, bullwhipped his competition, soared to new sales heights—all while successfully avoiding the evil snakes and finding the holy niche grail.

We thought we would make him stand still for a moment and get him to talk about his ad sales insights with us. [Read more…]