As November approaches, most advertisers have finished their 2015 planning and budgeting. The perfect time to perfect your sales game, right?
If you want to be a top performer in niche magazine ad sales, you have to avoid the easy mistakes. You know, the ones where you are on auto-pilot, doing the same thing the same way every day. Everyone gets in a rut sometimes, with that nagging feeling that you are not achieving the success you want.
Here are the top 5 ad sales mistakes to avoid:
1. Mail a media kit. Don’t do it! If your prospect has all the info, why do they need to talk to you? Always present your media kit in person and inform your customer in an easily absorbable way.
2. Go on and on about your magazine. Don’t just talk up your magazine, solve your clients’ problems–only then will they be really interested. Listen instead, learning what your customers objectives are and how you can help them achieve goals. [Read more…]