Cold Calling Ad Sales Tips from the Pros!


Cold calling can be a bright idea! Try it this week and up ad sales your game.

Are you ready for spring yet? Tired of sloshing around in the cold, the rain, the snow, your own database? Well we have the perfect remedy for what ails you--Make more cold calls.   

Are we crazy? Heck no. This is the perfect season for you to ring up your cold call list and turn those awkward, dreaded calls into the fine art of introduction, possibly even conversion.

Here’s some solid tips from the Ad Sales Pros to get you going: [Read more…]

6 Ways to Bring a Dead Advertiser Back to Life!


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…]

Savvy Selling Tips from the Magazine Ad Sales Experts

In ad sales, you are always looking for something to keep you inspired and focused. Here are 3 great bits of timeless advice from our niche publishing experts to kick-off your magazine ad-selling week:

picture-454Audience-centric selling
Publisher Geoff Hird on finding your audience-centric mojo:
“Our experience is that advertisers are always keen to meet, or make time on the phone, if you have something ‘of value’ to share with them – and audience demographic data that fits their potential customer profile is a door opener like no other.  [Read more…]

Media Ad Sales Super-Sleuth: Determining Where Clients Can Use Your Help!


Be a media ad sales super-sleuth and find solution-based ideas to solve your client’s problems!

We all know how important it is to keep your ad sales clients up-to-date with helpful information.  But it isn’t enough for an ad salesperson provide info–you need to offer your clients solutions to their problems.

So what are some ways to determine what a client’s problems are in the first place? First, engage your client with probing questions such as:

-Current Pain:  Ask your client what issue they think is their biggest pain point. Is it identifying new prospects/ customers? Retaining existing customers? New competition? [Read more…]

Ad Sales Pros: No More Manic Mondays!


Ad Sales: Here’s some great tips from Carl on how to best manage your week.

What’s your week like? I mean….really? Most workdays have a certain feel to them, don’t you agree?

For example, most ad sales people dread Manic Monday. It’s the first day of the week and you really aren’t in the mood to hit the phones hard and most people are just trying to get a handle on all their emails and meetings and aren’t very excited to even answer the phone.

Wednesday, of course, is Hump day. The week is half over. It’s a good day. (You should celebrate by bringing in bagels for the staff.) Then there’s Friday and it really feels like TGIF! Everyone is in a great mood. The week is almost over and there is anticipation about the weekend.

So what does ANY of this have to do with publishing and specifically the ad sales game? A lot. I build my prospect plan specifically for each day. It’s worked well for a long time.

I’m going to share with you my super-selling strategy for managing….the days of the week. [Read more…]

Ad Sales…What’s Luck Got to Do With It?


Turn your luck into sales gold with these tips.

Although most Americans love St. Patrick’s Day just as much as the Irish do ( NYC has the longest running and biggest parade in the world), there’s always some buzz on this day about luck. Plus remembering to wear green unless you want to get pinched by some tricky leprechaun.

We are also pretty sure Grand Poobah Carl is looking for ANY excuse to offer green beer and corned beef sandwiches in the staff lunchroom today.

So since we’re in the shamrocky spirit, let’s talk about luck in sales. Can you really be just plain lucky in scoring some of those clients? …..Maybe.

But we’re willing to argue that most of the good fortune in the sales game comes to those who are prepared. It means being totally engaged on a daily basis and ready when opportunity strikes.

Here are some solid preparation tips that can turn your sales goals into gold: [Read more…]

Overcoming a Full Stop “No” in Magazine Ad Sales


Godin gives us a way to overcome the full stop “no” from advertising prospects.

It’s the New Year, you are on top of your game, your desk is all clean and you are so ready to tackle your 2014 sales goals.

But does everyone seem a bit grumpy?

Post-holiday funk? Maybe.

Seth Godin wisely explains to us why you may have the best presentation in the world, but try as you might, you still can’t seem to overcome the resolute “No” from your advertising prospect. [Read more…]

Manage Your Time – Please! 5 Steps to Time Management Selling

OK, I don’t know why, but the way most ad sales people manage their time these days drives me crazy. Maybe there are too many disruptions. Maybe we are constantly inundated by too much technology.


Time means money! Here are Carl’s 5 keys to “Time Management Selling.”

You CAN take your time back, and you need to if you really want to find time for prospecting for new clients and putting together big custom packages for advertisers. First you have to know what you’re doing. Here are the basics:

It’s also purely a numbers game. The more accounts you develop a relationship with — the more you sell. How you go about it and manage your time is critical.

Here’s Carl’s 5 keys to “Time Management Selling:”

1. You need a good CRM tool. This is the simplest way to organize yourself and set up your calls for the next day, week and month.

2. Stop replying to the latest email you received. I understand you are a sales person and you can be distracted/mesmerized by shiny objects. (I know, I’m a sales guy, too.) The most recent shiny object is the latest email in your in-box. Stop the madness! Develop a priority in-box based on importance. Or save all your replies for a certain time of day. [Read more…]

How to Recruit and Retain an Ad Sales Rock Star


Pump it up by recruiting and retaining ad sales rock stars.

Every magazine publisher wants to find and retain great salespeople.

Sales Rock Stars are high-energy, self-starting, persistent, creative, engaging, hungry and competitive. And they must be able to quickly build rapport with others. But how do you find them, and then how do you keep them?

Fred Parry, President and Publisher of Inside Columbia, gave niche magazine publishers a road map to finding and keeping the ad sales rock star earlier at the Niche Magazine conference earlier this year. We thought it’s worth sharing again.

Think of it as a recruitment refresh.

Good places to recruit ad sales rock stars:

  1.  Ask your own customers: Often your best customers deal with many ad sales people and they hear who’s out there and who’s good. Don’t underestimate word-of-mouth.
  2.  LinkedIn: Don’t just look for profiles. See who is participating in professional industry groups and what they have to say. [Read more…]

Media Buyers are People Too! How to Sell More Magazine Advertising by Improving Relationships with Buyers


Follow these guidelines and media buyers will LOVE you!

Media Buyers.  For publishers, those two words stir up both good and bad memories; perhaps even terror!  But no matter if they are good, bad or ugly; buyers are the flame to illuminate the path to publishing success.  Use them right and they can be a great resource; use them wrong and you may get burned.  So what can publishers do proactively to improve their success in the media buyer relationship? We asked seasoned media buyer Ryan Keough to give niche magazine publishers some tips on how to make media buyers love ad sales reps. It isn’t as hard as you might think!

  1. Know YOUR readers and be prepared with the data to prove it.
    The days of buyers trusting anecdotal perceptions of who you think reads your publication are over.  Today’s media buyers use data more than ever to compare their options and make their purchasing decisions.  Luckily, technology has made it cheaper than ever for you to get it.  Survey your audience, gather both quantitative and qualitative data, and make it a regular part of your media kit.  If you have a web property, get an analytics product (Google Analytics is FREE!) and get the hard numbers the buyers NEED! [Read more…]