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!

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Ad Sales: Are You Losing a Client to the Competition?



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Ad sales superstar Nancy O’Brien tells us how to keep a client on track…and not sign with the other guys!

You’re smoothly sailing along, knowing how to take care of your client and making your sales goals. Then all of a sudden, it seems like they somehow perceive your competition as a better fit! Yikes! Unsure how to proceed? Thinking that maybe you’ve lost the client and should move on?

Think again! We chatted up ad sales superstar Nancy O’Brien to find out how to re-direct this client’s misguided perceptions and get your advertiser back on track…with YOU.

[Read more…]

Ad Sales: Silence Can Be Golden!



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The big, long pause in a client meeting. Awkward!!! Here’s Carl’s 6 tips to get you through it.

Most of us have, at one time or another, found ourselves in awkward client meetings. You know, the meeting where no one is really excited to talk, there’s no apparent connection and worst of all–there are long, uncomfortable gaps in the conversation.

Long pauses in situations like this can drive salespeople crazy! They feel compelled to chat it up and eliminate the conversation gap–which is a mistake. I have encountered these kinds of client meetings in my sales career and have learned some tricks to turn things around.

Here are 6 tips to turn the big pause to your sales advantage:

  1. Breathe!: Remind yourself that pauses happen sometimes and it’s not a bad thing. Keep your cool and your client will too.
  1. Sum up: Use the pause to summarize the conversation so far and focus in on the main points of the sales call.
  1. Question: Ask your client to talk about their specific objectives and goals. You can even go for broke and ask a crazy question! What’s your sign? Your favorite cartoon as a kid? Anything to get a chuckle and get the client to relax.
  1. Change course: The pause can also be an opportunity to start another, NEW conversation topic. For example, talk about (or ask for your client’s opinion) about current hot topics or future trends they see coming.
  1. Don’t give up too soon. Resist the temptation to bail from the conversation too early. Yes, it’s uncomfortable to sit there but it’s important to leave the client with the best impression you can.
  1. Acknowledge: If the above 5 tips don’t work to move the conversation along and you are both just sitting there in stone silence, then acknowledge the pause: “Well, this is awkward!” Sometimes pointing out the obvious can put everyone at ease.

Above all, don’t take it personally. The client could be totally distracted, late for another meeting, mad at their boss or missing a deadline of their own. End graciously and with confidence. And try to get another meeting set for the future!!

 

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Carl Landau

About the blogger: Carl Landau is Grand Poobah of Niche Media. He is a media/event guru, SF Giants fan 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! 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!

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

Image from freedigitalphotos.net

 

Ad Sales: 5 Quick Lessons We Can Learn from Baseball



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Carl gives us 5 quick lessons to be learned from…you guessed it…baseball!

Ok, most everyone knows my favorite baseball team in the entire world is the San Francisco Giants. I love the games, the players, the coaches–even the hot dogs and beer. Since I have spent a great deal of my adult life in ad sales and also watching games, I see some connections.

So Carl, what can ad salespeople possibly learn from baseball?

[Read more…]

‘Share of Voice’ Sales Tips for New Ad Reps



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Ad Sales Guru Ryan Dohrn spells out SOV and other ad sales tips for the new ad salesperson.

Ok, the Big Game is over, we rated our favorite commercials and the snacks are nacho great anymore. Time to belly up to Monday.

If you are brand new to the niche magazine ad sales biz, it’s okay to not know every single term on the first day. The point is to learn as much as you can, as quickly ad you can. (That, plus learning your territory, sizing up your competition, creating integrated media packages and….don’t worry, we will get to that.)

Today’s lesson: Ad sales prospects often refer to SOV in Requests For Proposals (RFP’s) from my niche media clients. What exactly is SOV and how is it calculated? SOV stands for “Share Of Voice.” [Read more…]

Which Ad Sales Rep are You? The Good, The Bad and The Beautiful



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Our video, “The Good, The Bad and The Beautiful” was produced all the way back in 2006. But it still has some great ad sales examples for you.

Tune up your ad sales game! We were recently rifling through ad sales archives and we found a doozy of an ad sales training video. Sure, things have changed quite a bunch since 2006, but there are some fundamental ad sales truths in this little video.

Niche Media HQ presents the ad sales training video that does NOT take itself too seriously but does deliver sound-sales-strategy-with-actual-approaches-you-can-use. (Some parts were greatly exaggerated to make the point…or where they..?)

 The Good, The Bad and the Beautiful [Read more…]

How to Prepare for the First Call to an Ad Sales Prospect



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Carl’s top 5 tips on preparation for that first ad sales call will help you make a great first impression with your prospects.

First impressions are important in all facets of our life. First impressions are even more crucial in the ad sales game. How you come across in that first ad sales call will have a major effect on the way a new prospect views you.

You can be viewed as a typical ad sales person that just wants to talk about their publication and sell a quick ad.

OR

You can present yourself as an industry expert who really is interested in the prospect’s business and wants to help market their product or service. The key to this consultative sales approach is in the preparation.

Here’s Carl’s top 5 ideas on preparing for success on the first call:

1. Prepare fast! I’ve seen ad sales people spend and hour or more preparing for a call to a new prospect. But if you spend an hour per call, how many calls can you make? Not many. You need to be making A LOT of calls. So give yourself 10 minutes at most to prepare for the call. I do this all in the afternoon before my calls the next morning. [Read more…]

Does Your Ad Sales Customer Database Include This Field? Maybe It Should.



Ad Sales pros need to know how to correctly pronounce prospects' names to be effective. Chris Ware gives us some pointers on how best to do that.

Ad Sales professionals need to know how to correctly pronounce prospects’ names to be effective in sales. Chris Ware gives us some pointers on how best to do that.

I was a December graduate from college.  This meant that I had a much smaller graduation ceremony than the rest of my classmates.  So small in fact that our class president called us each up to the stage, by name, to get our diplomas. The spotlight was on.

Then I remember my name being called out, clear as a bell. Christopher WAH-Ray.

My last name is Ware.  As in software, hardware, or as in kids in elementary school liked to remind me, underware.  This guy kinda ruined my graduation moment by pronouncing my name wrong. And my last name isn’t really hard to pronounce!

And then there’s first name issues…..Try calling an “Ahn-DRAY –ah”  instead “Ann-DREE-ah” and see how far that gets you on an ad sales call.

So what do you DO about all those people in your sales database with challenging, even crazy-sounding (to you) first and/or last names? [Read more…]

5 Ways Magazine Publishers Can Boost Online Advertising Sales



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Boost your online sales AND your online revenue.

So you showed up late to the web party and you gave your online ads away for years... the search for the elusive online ad dollar seems to be like a never ending game of cat and mouse, doesn’t it?  So, should publishers just give up on the web and move to new dollars?  Perhaps look harder at mobile or tablet technology?  The answer is a flat out…

Yes and No.

Should publishers just give up on the web and move on to emerging technologies?  Yes, you need to keep your eye on new technology! However, you should still be skeptical of revenue potential: even recent advancements by Google in the mobile advertising space have held little hope of near future revenue.

And No— you should not give up on the web.  The issue is training.  You have trained your clients to undervalue your digital products and your sale staff continues to tell a boooooring story about it.

Here are 5 great yet simple ways you can try to boost online sales this week: [Read more…]

Ad Sales Pros – Give Prospects a Reason to Talk to You!!!



Carl LandauBy Carl Landau, Niche Media’s Grand Poobah Carl Landau, Super Nicheman!

All  ad sales people know it – the number one reason prospects don’t want to talk to you is because you want to talk about the dreaded “advertising word”. Don’t be so transparent. Anyone can try to sell advertising, but the great ad sales people have ideas that can really help their prospects.

Running an effective traditional advertising program is important, but what clients really want – and what makes you stand out as a resource – are creative ideas that can help them accomplish their marketing goals within their budget. This is particularly true of your small- and medium-sized clients that just don’t have a lot of marketing expertise.

If you get this right you will never get the cold shoulder from prospects again. Here are 5 key areas where you can really help your prospects  or offer creative solutions.

1. Driving web traffic: You need to become an expert in search engine optimization. At the very least know the SEO basics. So many prospects really need help with this, and it is an easy way to become a resource.

2. Social Media: Offer to run a short post on Facebook or Twitter about a product of theirs that your audience would be interested in to get the prospect interested in social media advertising.

3. Surveys & Research: Find out what your prospect wants to learn about your audience and run a short, 3-question survey to a part of your list.

4. Contests: Develop a contest for your client using your magazine and website as the launching pad (this is part of an ad program they will be buying).

5. Lead Generation: Help them develop a lead program using unique web landing pages and unique 800 numbers.

These are just a few ideas. Literally there are hundreds of creative ideas you can use. By becoming your prospects’ marketing guru you will gain their trust. They will want to take your phone calls and buy bigger advertising and sponsorship packages. It all starts by selling them a few ideas.

Have some great ideas to share? Tell 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