Media Ad Sales: 5 Easy Ways to Educate Your Clients!



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Check out these 5 easy ways to educate your advertisers!

Quote of the day from Paul Jarvis:

“Amateurs get frustrated with clients. Professionals educate them.”                                   

The best way for ad salespeople to set and manage the expectations of their prospects and existing clients is to consistently educate them. Here are 5 ways to educate your advertisers and keep them coming back for more:

  1. Be helpful. Whether they are an existing advertiser or not, be sure to consistently keep in touch with all of your contacts by passing along the latest industry/niche news and stats. They will appreciate your effort.
  2. Teach them how to interpret your data. Don’t just hand them a sheet with your latest numbers. Walk your clients through it, help them see the connections and trends that will benefit them.
  3. Advise them on the best metrics to use. Some clients still just want to focus on CTR’s for example. With the availability of advanced analytics, talk to your advertisers about how to best measure their ad sales program. Agree on what “success” looks like.
  4. Share testimonials. Good reviews from your existing clients can boost credibility. Make sure the ones you share are current and authentic.
  5. Talk about something new with your product. Need some fresh ideas? Here’s some areas where you can seize the opportunity to educate your advertisers about recent innovations in your advertising programs, such as:
  • Monthly eMarketing Update
  • Quarterly Lunch & Learn
  • Conference Calls
  • Webinars
  • Sponsored Videos
  • Direct Mail
  • Contests
  • Non-profit partnerships
  • Premium programs coming up

The ad sales pros know you can build trust for long term by sharing fresh ideas, valuable information and industry knowledge.

Class dismissed……

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Diana Landau, Niche Content Wrangler

About this blogger: Diana Landau is the Content Wrangler for Niche Media. A former sales director and corporate marketing hack, she has now found nirvana in writing and wrangling quality content. Diana is a food, wine, art and SF Giants enthusiast…who sometimes gets carried away.

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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 HQ & Niche Media Network
– YouTube: NicheMediaHQ
– Google+: +NicheMediaHQ

Image from freedigitalphotos.net

Ad Sales: 5 Quick Tips to Boost Your Advertisers’ Online Conversion Rates



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Here’s 5 Quick Tips to help YOU help your advertisers!

Why is it your job to help with their ad creation and conversion, you ask? Because pretty much everyone does consultative selling now. Plus, niche ad sales reps have the built-in advantage of a targeted audience. That’s what everyone wants!

It’s pretty simple—increase online conversion rates for your advertisers and you will sell more advertising. So how do you become the ultimate sales/marketing consultant, helping your advertisers to turn your niched-out readers into customers?

Here are 5 Quick Tips for YOU to help your advertisers boost their online conversion rates: [Read more…]

Give Smaller Advertisers What They Need and Make a Customer for Life!



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Get creative with these 2 ideas:
It will brighten your ad sales results!

Large, sophisticated advertisers and agencies know the value of long-term strategies using several media platforms for their advertising message, but let’s face it: most of us are dealing with small to medium-sized companies who look at their advertising budget month to month.

To sell integrated ad packages to these clients, we have to educate our customers and help them implement effective, integrated marketing campaigns with a consistent message across a wide range of media options.

This means transforming our ad sales approach from reps selling advertising to marketing consultants offering research, creative solutions, and a customized One-Stop-Shop for clients’ multimedia advertising.

Here are two ideas submitted by fellow publishers and ad sales professionals to help supercharge your advertisers’ multi-media campaigns: [Read more…]