Year-End Tips for Ad Sales Pros!



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Don’t stop thinkin’ about tomorrow. Here’s Ryan’s 5 key points to consider this time of year.

For most media ad sales professionals, the fiscal year does not follow the calendar year. By late fall you are pretty much done with 2016. When you add the holiday season and new year celebrations to the mix, you have a double whammy that often brings ad sales to a slow crawl across the December finish line.

Here are 5 key points media ad sales pros should consider this time of year: [Read more…]

Media Ad Sales: Don’t Just Provide Info, Offer Solutions!



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Don’t just provide info, help your clients by offering solutions!

Lately a bunch of people have been randomly poking around my son-in-law’s cul-de-sac, at all hours, glued to their phones, probably looking for a Dragonite or a Mew.

Of course by now most of us know why–it’s the wildly popular Pokemon GO mania. Everyone walking around, hoping to find their next stardust.

This latest craze made me think of how some salespeople are constantly bumping around too–looking for ways to help their clients, but not always sure what they’re looking for.

And although it’s important to keep your clients up-to-date with helpful information, that isn’t enough! An ad salesperson needs to offer their clients solutions to their problems. [Read more…]

Are Your Emails to Ad Sales Prospects Producing the Results You Want?



I asked my daughter to create this cartoon to illustrate how important it is to send the right email subject line to your prospects and clients. You want to get them to respond to you vs. annoy them. So what’s the solution? Know your clients and treat each email as unique. I’m not kidding.

Here’s some of our most popular past posts on “the art” of emailing prospects: [Read more…]

6 Ways to Bring a Dead Advertiser Back to Life!



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Is it RIP for this advertiser? Ryan gives us 6 ways to bring your ad clients back to life!

How was your Halloween? All the ghosts and zombies made me think about how all too often, a qualified advertiser will just go dead, dead, dead.

They said they liked your idea and you agreed to send them a proposal. Now they are not responding at all no matter how hard you try. The deal and the business relationship seem to be stone-cold-six-feet-under-lifeless-dead.

So how do you bring them back to life? Here are 6 ways to fix this common ad sales problem: [Read more…]

Putting It All Together: Integrated Ad Proposal Perfection



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Ad Sales expert Nancy O’Brien gives her insights into the perfect product packaging.

Do you try to sell a little of everything, sometimes wondering if you’ve got the right mix? Do your your prospective clients understand the value of each of your products? We caught up with with Ad Sales superstar Nancy O’Brien to get insight on this ad sales hot topic.

NMHQ: First, how should publishers and their sales teams determine the value of each of their products?

Nancy O: The value for selling advertising should be based on the size and quality of the audience it reaches. If you have an e-newsletter with 10,000 recipients but they have not opted-in to receive it and the open rate is less than 20%, then that would be priced less than one with opt-in subscribers and a higher open rate.

The same goes for website advertising – how many impressions will the ad get each month? The more impressions the higher the value. As for print advertising, we have always looked at CPM as a gauge for determining the value and the price of advertising.

Most importantly, however, is to be in tune with the competitors and their pricing. Sales reps should always be prepared to defend their pricing, and their value, with data.

NMHQ: What are 3 key guidelines for niche publishers to consider when creating a truly integrated ad proposal? [Read more…]