Find Your Audience-Centric Ad Sales Mojo



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Publisher Geoff Hird helps us find our audience-centric mojo.

We recently had the chance to interview Geoff Hird, Publisher of Westwick-Farrow Media. Geoff is a strong advocate of multiple media platforms and engaging with and influencing targeted audience groups. (He is also passionate about magazine media, surfing and his family – but not necessarily in that order.)

We asked him to share some key strategies with us on how to make that change from slogging along in the traditional ad sales way to soaring to new heights with a focus on audience.

Niche Media HQ:  Can you share with us some real life tips for niche publishers for shifting from ads and brands to being audience-centric?

Geoff: It really must start with the underbelly of your publishing business. The key lies in building (or buying) a CRM/operational system that allows easy access to subscriber data across each of your brands (magazine/newsletter/website), and across your business as a whole. If you cannot easily extract and sort subscriber data (preferably in real time), then an audience-centric sales model is not really an option. If as a publisher you do have this type of access to your audience, the next challenge is putting together some simple one-pager marketing sheets for your sales team and starting the education process with them. Some will get it immediately, some will get it in time, and some will just not get it – and that latter part of your team may well need to be moved on over time. [Read more…]