How to Make the Sale When There’s “No Money in the Budget”


Ad Sales–Do you ever get this response?

These are the 5 dreaded words that we ad sales people HATE.  Media buyers LOVE saying, Soooorrrry, there is NO money in the budget.”  

We’ve been talking about how to handle this objection in our Camp Niche Ad Sales training program for years.

Media buyers like saying it because most ad sales people freeze and say something clever like, “Oh, that’s ok, when will you be working on next years budget?” The answer is almost always the same. “Check back with me in 6 months.” Media buyers love it because you won’t be bugging them for those 6 months.

Don’t give up!  Here are 3 things you can say to counter the objection and make the sale…. [Read more…]

Social Media Revenue for Niche Magazines? It Does Exist!

Social Media is not a buzz word any more. It’s a integral part of doing business for everyone now. At least is should be if you don’t want to get left behind. Left behind with the people who still bust out a paper map to search for the nearest pay phone. Billions of Facebook fans  “like” and Tweet is now very much a verb, but most niche magazines still struggle with one simple fact:  How do we make any money with social media?

Implementing even one new idea can have a HUGE return! Have fun with 50!

Sponsored product tabs, posts/tweets, and contests can increase your magazine’s revenue AND keep your page fresh for your fans!

Here are my 10 tips to get you started:

1. Most niche magazines have more Facebook fans than People, GQ and Rolling Stone magazine! This is a selling point with advertisers!

2. Create new tabs to highlight sponsored product debuts. If you do not know how, Google it or hire a consultant. [Read more…]

Ad Sales Pros – Give Prospects a Reason to Talk to You!!!

Carl LandauBy Carl Landau, Niche Media’s Grand Poobah Carl Landau, Super Nicheman!

All  ad sales people know it – the number one reason prospects don’t want to talk to you is because you want to talk about the dreaded “advertising word”. Don’t be so transparent. Anyone can try to sell advertising, but the great ad sales people have ideas that can really help their prospects.

Running an effective traditional advertising program is important, but what clients really want – and what makes you stand out as a resource – are creative ideas that can help them accomplish their marketing goals within their budget. This is particularly true of your small- and medium-sized clients that just don’t have a lot of marketing expertise.

If you get this right you will never get the cold shoulder from prospects again. Here are 5 key areas where you can really help your prospects  or offer creative solutions.

1. Driving web traffic: You need to become an expert in search engine optimization. At the very least know the SEO basics. So many prospects really need help with this, and it is an easy way to become a resource.

2. Social Media: Offer to run a short post on Facebook or Twitter about a product of theirs that your audience would be interested in to get the prospect interested in social media advertising.

3. Surveys & Research: Find out what your prospect wants to learn about your audience and run a short, 3-question survey to a part of your list.

4. Contests: Develop a contest for your client using your magazine and website as the launching pad (this is part of an ad program they will be buying).

5. Lead Generation: Help them develop a lead program using unique web landing pages and unique 800 numbers.

These are just a few ideas. Literally there are hundreds of creative ideas you can use. By becoming your prospects’ marketing guru you will gain their trust. They will want to take your phone calls and buy bigger advertising and sponsorship packages. It all starts by selling them a few ideas.

Have some great ideas to share? Tell us on Facebook or Twitter!


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 – just launched a blog all about creating and marketing targeted events –  Check it out!

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