Ryan Dohrn’s 5 Links to Sales Success!



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Looking for new revenue ideas? Check out sales expert Ryan Dohrn’s 5 links.

Ryan Dohrn gets around. As a sales coach, speaker, author and guest-blogger, he is always out there in the niche magazine universe, sharing his ideas and helping publishers and their sales teams find new ways to create revenue.

Here’s 5 quick links to stoke your sales week: [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…]

Top 5 New Big Ideas for Managing My Media Company



Every time I attend a conference, I wonder what, if any, take-aways there will be for me as a niche magazine publisher.  I recently attended the 2013 Niche Magazine Conference in Tempe, AZ, and  I got pretty inspired.

Here are my 5 top ideas from the conference that I can apply to my media company:

1. Not all Magazines are created equal:  Even though I print on the same paper with the same quality of editorial, I won’t be able to charge as much per thousand for a family magazine (B2C) as I can for a B2B magazine or a doctor’s (Association) magazine.

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Adding a new magazine to your portfolio or comparing ad rates? Type of magazine makes a big difference in ad pricing.

 

2. Be transparent:  Put our rate cards on the web and talk about the competition and our promotions.  Finally, I get it!

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Make your advertising rates easy to find, and make it easy to tell if your magazine is or isn’t a good fit for a prospect.

[Read more…]

Research Makes You An Ad Sales Superstar



We interviewed Nancy O’Brien recently, a popular speaker at our Camp Niche Ad Sales Trainings. She knows a simple, straightforward way  to make you a Superstar in Ad Sales. “When talking with your customers about ad sales, it’s important to also provide valuable research that they can use in their business. Think of yourself as not just an ad salesperson but also a marketing consultant with information that will make your customers look good,” Nancy tells us.  The carefully gleaned information you provide to your customers can be about a product, service, industry or about marketing in general–just as long as it’s helpful to them.
Here are some solid reasons for doing your (and their) homework:

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Research should be a key component of your advertising sales plan.

  • Research can prove that the customer made the right decision buying advertising from you in the first place
  • Marketers love research as it helps them understand their customers and their own products better
  • Providing research sets you apart from your competitors by providing a valuable service
  • Very few ad sales reps offer research for their customers – it puts you in the Big League
And don’t wait for your publisher to do it – be proactive and do it yourself. Make it part of your routine to research on an ongoing basis to provide your customers with current market trends. Sure, you do research for feedback when a new ad campaign is launched–but do it again at 12 months and at 18 months. Use a search engine to compile data. The search feature on your own website may be a goldmine of data for you.
And what’s in it for you to do all this “extra” work? Every research project you do MAKES you learn more about your customer and your marketplace. Who knows? If you become consistent at providing great customized data, you could have access to executive level decision makers who want to see what you have to show them. Solid research will also keep your customers coming back for more at contract renewal time too.
Want to learn more? We’ll give you 6 ways next week to conduct research for your clients and prospects. You can also ask us on Facebook or Twitter.

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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

2013 Inspiration for Your Niche Magazine from Wanda the Amazing Pug



Diana Landau, Niche Content Wrangler  By Diana Landau, Niche Content Wrangler  

Happy 2013, Niche Magazine Publishers!

Wanda the Pug poised for 2013.

Maybe it’s the prospect of knuckling down to work after the excess of the holidays, but Wanda, our amazing pug, has taught me some valuable lessons about getting inspired in 2013:

  • Be fully engaged in the present. When Wanda is about to get fed, she barks likes crazy and watches every single human movement with laser focus until that bowl is put down for her. When you are working your editorial calendar and setting sales goals for your niche magazine, give it your full attention. Put aside any other pressing concerns even though there are many in 1Q. Forget about multitasking–it means tasks that you away from your present top focus.
  • Set your goals and then prioritize them. Wanda’s top goals are very clear: chowing down, napping and going for walks. Baths and chasing cats are way further down the list. Don’t just set the top 2013 goals for your niche magazine, prioritize them. Understand which goals will affect your ROI and your time in the most profitable way.
  • Wag it. This little pug does not do anything half-way. When someone walks in, she is literally all over them and will instantly adopt a lap in record time. Use that same level of enthusiasm when you answer the phone, talk to and email your co-workers, customers and advertisers. Even in the cold stare of the first weeks of January, your genuine, enthusiastic effort will warm people to you. Wanda fully embraces this concept and will always, always let you know she is happy to see you.
  • Be loyal. She may jump over my dead body to get to a treat, but Wanda will never, ever abandon her best friend and pooch to cuddle with—Cosmo. (Especially when it’s very cold and she is also going after the top-level goal of napping, this is a Win-Win situation for Wanda.) Take the time right now to thank your best customers and advertisers sincerely. Tell them you appreciate their loyalty and why. Reach out right now without all the holiday fluff behind you to truly appreciate the commitment of those who matter.

    Life Lessons from Wanda the Pug

    Wanda the Pug knows how to get what she wants.

  • Be consistent. Wanda knows that the best place to be right now is in front of a warm fire. Period. Have the wisdom to know what integrated media plan works best for your niche magazine and stick to it.
  • Always be open. As a highly opportunistic pug, Wanda never misses a chance to inhale anything that might fall to the floor. Never. Be at the ready and open to new opportunities in 2013 that may benefit your magazine in ways you haven’t anticipated. Are there new revenue streams you keep thinking about but have not taken action on? Now’s the time to jump on it.

No bones about it, these lessons from Wanda may seem like common sense. But she works her plan daily and gets the results she wants. I am going to let her be an inspiration in my planning process in 2013. The Niche Magazine Conference is my favorite source for publishing inspiration. Tell us where you find your inspiration in 2013 in the comments or on Facebook or Twitter.

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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!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

5 Things Your Prospects Wish You Did on Ad Sales Calls



Better ad sales calls add up to more revenue for your niche magazine, but why do so many calls end in disaster? Recently I endured the Worst Sales Call of My Life, one so bad it drove me away from the company. It was for a service that I was really interested in checking out from a company I had done business with before – the perfect prospect, right? So how did it all go so wrong?

Now, I am not a sales person at all and don’t pretend to be (just ask the Niche Grand Poobah). But after the pain ended I realized that the call was so bad that it was a perfect example of what not to do and contained valuable lessons. Speaking for the sales prospects of the world, just follow these guidelines and we won’t run and hide when you call. (Want to see them in action? Check out the awesome little ad sales movie The Good, the Bad, and the Beautiful!)

1. Do your client research and be prepared before you call. I know it sounds basic, but you can’t build a house without a solid foundation. Know the history of an existing client with your publication, or research a fresh prospect, before a sales call.  If you are going to take your prospect/client on a tour of your new digital or print offerings, have everything set up before the call (rates, packages, list of URLs, sites open if doing a screen share, passwords ready, or whatever else you need) and know your product, packages, and examples backward and forward.

2. Ask leading questions to find out what your prospect is looking for or what your existing client would like to add (or what isn’t working). Really listen. Don’t be so eager to give that pitch you’ve been practicing in your head that you miss hearing what you client needs. This will help you to…

3. Focus on how your product will benefit the client, not just that you really want/want to keep them as a customer. If you asked good leading questions and did your homework, then you should be able to adjust your sales pitch on the fly to deliver maximum value to the prospect.

4. Be persistent about new products, but lead with the products that will deliver maximum value for your prospect/client. You don’t want your first impression to be mediocre value! If something is a long shot, save it for a quick pitch at the end. No matter how cool you think your new product is, if a prospect says it isn’t a good fit for their business, then move on to greener pastures.

5. Think about the future with prospect/client relationships! Don’t encourage time wasters who will never commit, but just because someone doesn’t advertise or upgrade to your new product this time around doesn’t mean they won’t in the future (or won’t share how awesome you are to others). If an existing client doesn’t take the upsell but wants to talk about maximizing return from what they already buy, then taking a little time with them goes a long way to building and maintaining your relationship with them for the future.

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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!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

Success Story: Cygnus Show Publications Take Flight with Publishers Press



Timing is everything. For Aircraft Maintenance Technology, Ground Support Worldwide and Airport Business, published by Cygnus Business Media, this couldn’t have rung more true as they prepared for a large aviation convention.

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Aircraft Maintenance Technology is flying high with Publishers Press

With minimal time to print the three publications, Publisher Press’ customer service team came in to work on Saturday to personally ensure the publication’s show copies were shipped on time. Publishers Press was also able to print their show sticker inserts on the flexo press within the same workflow.

“I want to pass on a sincere thank you for the extra effort in seeing that our aviation books were completed and delivered to Orlando for last week’s NBAA show,” Ron Donner, Editorial Director of Cygnus Aviation, said. “It goes without saying we struggled to get October to you in a timely manner. Everyone’s efforts at your company were over and above and we had a great show.”

Publishers Press

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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!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

Creating the Perfect Call-to-Action in Your Emails



Emails and e-newsletters are crucial to the success of your niche publication. The right design paired with the correct content can make your e-newsletters stand out from the rest. One component of a great email is the call-to-action. We have rounded up some helpful tips for crafting the perfect call-to-action in your emails. Have a look:

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Check out some tips for creating calls-to-action.

  • Keep it focused: It is important that your reader is able to identify the call-to-action and the end result that you are pushing him or her towards. Make sure your calls-to-action are focused as to not confuse readers and better encourage them to engage.
  • Say it early: It is also a good idea to place the call-to-action in a position that is early in the email to help catch the reader’s attention. Placing it in an upper location will help to encourage the reader to take the action you are encouraging him or her to do.
  • Don’t make it a button: Calls-to-action that are designed as buttons can actually hurt the email more than help it. If a reader has image settings turned off in email, he or she may not be able to see the call-to-action. This is why it is best to create a call-to-action in URL format.
Calls-to-action are essential to a successful email or e-newsletter, which means you should make sure you are putting your best foot forward for the success of your niche magazine.

 

Photo from Free Digital Photos

Spotlight On: Niche Magazine Conference 2013



Are you ahead of the curve? Wanna be way, way ahead? The Niche Magazine Conference will be here before we know it and we can hardly contain our excitement! This conference is an excellent way for target-interest magazine publishers to learn how to generate new revenue streams for their niche markets. Plus, as an attendee you get to connect with super-creatives and cool niche media types like your business-savvy self. We have all the latest info you will need to take your biz to the next level and have some fun, too. (And we mean it about fun – we are having a blast with this year’s SUPERHERO theme!!!)

The Niche Magazine Conference will take place on February 11th and 12th, 2013 in sunny Tempe, AZ. Plus there’s the bonus Niche Event Workshop on the 13th –it’s just about targeted business-

Marcus Sheridan and Scott McCafferty, our Superhero Keynote Duo!

to-business, consumer, and association events. For three mind-bending days, you will have the chance to take courses with cutting edge speakers, network with other niche magazine professionals and discuss latest strategies and trends. Its time to up your game in 2013! Just check out our keynote speakers Marcus Sheridan and Scott McCafferty for a little inspiration.

Designed to be intimate and interactive, the Niche Magazine Conference is limited to just 250 attendees. There are also no-holds-barred-breakout sessions that you can join during the conference that include: Integrated Ad Sales, E-marketing, Mobile, Audience Development, Content Marketing, Budgeting & Forecasting, and Social Media. Which ones will you choose?

Register today and secure your spot! You can still save up to $400 as a Super Early Bird! We don’t won’t want you to miss out on this exciting, informative game-changing conference.

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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!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Inc & Niche Media Network
– YouTube: NicheMediaHQ

Photo from Free Digital Photos

3 Ways to Keep Your Ad Sales Team Motivated



We understand that sometimes you may lost your motivation when trying to sell ads for your niche publication. However, ad sales are crucial to your magazine, which means it is vital to keep your ad sales team motivated. Niche Media is here to help! We have rounded up 3 ways to stay motivated and sell more ads. Have a look:

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Check out some ways to sell ads and boost motivation.

  • Stay flexible: Make sure you are paying attention to what your advertisers want and need and be sure to remain flexible. If they need extra time or different options, try and work with them to create a package that best meets their needs and keeps them coming back.
  • Brainstorm new ideas: Take some time to work with your team to come up with new and creative options for advertisers. There are so many opportunities to expand within your niche if you get creative! If you can come up with an advertising opportunity that is unlike anything prospects have ever seen before, chances are you will sell more ads.
  • Be enthusiastic: Maintain a positive attitude and chances are your advertisers will be much more receptive. Plus, it helps to get them talking about what they love and what works for them.
Finding new ways to sell ads and stay motivated can sometimes be challenging, but it is so important part of generating more revenue for your niche publication!

 

 

 

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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!

– Twitter: @NicheMediaHQ
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Network
– YouTube: NicheMediaHQ

Photo from Free Digital Photos