5 Easy Tips for Improved Lead Management!



It can be utter chaos if your whole sales team is pouncing on the same new leads that come into the office. The last thing you want is salespeople sulking in the corner about unfairness.

I get this question often from frustrated sales managers: “How do I best distribute new sales leads that come in from our website?”

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Ryan gives us 5 quick tips on adding structure in new lead distribution. 

I have 5 quick tips that will help you simplify the distribution process for maximum ad sales success: [Read more…]

Ad Sales: Curb Your Enthusiasm!



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This ad sales person is excited about his niche product, but not too excited…….

Huh? Tone it down? What could we possibly mean?

Many advertisers complain that when media ad salespeople contact them, they are immediately talking a mile a minute, wildly enthusiastic about their product. They can’t help it, right?

Consider for a moment–that kind of approach can impede the initial advertiser engagement because their shields are already up, just waiting for you to sell some snake oil next. [Read more…]

Your Client Prospecting List: Time for Another Spring-Cleaning!



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It takes work but spring-cleaning your client list is totally worth it!

Okay, we know it’s still snowing blankets for some of you across the nation. But this time of year is a GREAT time for a quarterly spring cleaning—especially when it comes to your customer list. The “List” is your key asset in ad ales prospecting, so you need to keep it updated and fresh, right? Use these four guidelines to get a squeaky clean list:

DELETE: Here’s a BIG and very important List project—go through all email addresses of people who have not opened any effort in 6 months. Drop that person from the list and try to find a replacement person in that company who may be more interested. [Read more…]

Avoid “TMI” In Media Ad Sales!!



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Don’t pile on the percentages–avoid TMI!

You are a media ad sales rep on your game. You know your stats, your pricing, your integrated packages, your creative revenue strategies. You are positively full to the brim with great ideas for your advertising clients.

But wait! You’ve got all the data, but are you guilty of “Sales TMI”?

You know, by sending way too much information to your client before they are even ready to hear it. At best, you will bore them, confuse them and/or irritate them.

How does information overload slow your sales success? Here are some common mistakes and how to avoid them: [Read more…]

Ad Sales: Data-Driven Selling for Success!



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Your big data can puzzle your advertisers. Help them gain the insight they need!

Happy New Year! Time to get back at it…….

So there’s lots of blather-buzz lately about giant media companies using Big Data and “the media-buying capabilities of the DPM” and Programmatics. Competing, dizzying definitions make it all even more confusing.

What do you need to know about all that as a niche magazine ad salesperson?

You need to know that when you get right down to it, the key is to gather really good insight from your customer data and share that information with your advertisers so they can make better buying decisions.

Here are 5 quick tips to get you going:

  1. [Read more…]

4 Easy Tips for Getting Great Ad Sales Testimonials



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Here’s 4 easy tips from Carl Landau on how to get customer testimonials.

When talking to ad sales prospects who don’t know your niche magazine, do they trust their fellow vendors’ opinions about your product more than yours?

Probably. This is how the world works. If a prospect has never advertised in your print or online media or has not attended one your events, they will reach out to their vendor community for opinions about your brand and your products. This is why Yelp works — people tend to trust strangers’ opinions more than the word of an unknown restaurant or hotel. Right?

If you want to grow your advertising or sponsor community, you need to push for testimonials, but not any old comment. You need stellar testimonials that can ultimately lead to referrals!

Here’s 4 Tips on how to get great testimonials: 

1. Ask. I know if sounds silly, but your current happy vendor base can give you an endorsement if you just ask. In your next conversation with a happy customer, ask them if there are any other advertisers they know that would be a good fit for your audience. When you contact the new prospect, you want to mention front and center that you were referred to by a mutual friend/advertiser. [Read more…]

Carl’s Most Popular Ad Sales Rants



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Does the sales manager want fresh ideas on Mon AM? Try these.

It’s Monday and you probably need more of a pick-me-up than caffeine, we know. When’s lunch anyway? Before you write off Monday as a loss-leader, how ’bout a quick, pumped-up read to get you juiced?

Our Grand Poobah, Carl Landau, is a seasoned ad sales expert. He’s done training for years, sold all the ads for many of his magazines, etc. He doesn’t sell magazine ads so much these days, but he does sell event sponsorships.

Guess what? The principles of sales success are still the same. But you knew that.

Here are some of Carl’s most all-time popular rants. Yes, he vents–but he also gives ad sales reps some great, time-tested advice on to get their game on.

Time management:  Ad Sales Pros–PLEASE Pick Up the Damn Phone!

Overcoming objections: Media Buyer Personalities–Too Busy Bob

Grabbing attnention: Clever Email Personalization Goes A Long Way in the Ad Sales Game

And finally, one of the favorites: The Secret to Selling More Ads: Stop Talking!

So sip your Monday beverage of choice and have a quick read. It’ll be worth it.

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Diana Landau, Niche Content WranglerAbout this blogger: Diana Landau is the Content Wrangler for Niche Media. A former 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 – just launched a blog all about creating and marketing targeted events – blog.NicheEventNation.com  Check it out!

– Twitter: @NicheMediaHQ

– Facebook: NicheMediaHQ

– LinkedIn: Niche Media Network

– YouTube: NicheMediaHQ

Image from freedigitalphotos.net

Ask the Magazine Ad Sales Guru #1: Great Prospects!



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Have a question? Ask these Ad Sales Pros for their insights.

We asked three Ad Sales Gurus to chat with us about ad sales. What golden nuggets of ad sales wisdom can they share with our readers?

Lucky for us, this content wrangler roped ‘em in.  Here’s the first question:

Niche Media HQ: What is your favorite type of ad sales prospect to deal with and why?

Ryan:I like an ad prospect that has many products and services to market.  Companies that are all about branding seem, at first glance, to be easier clients.  But I find that not to be true all the time. Companies with various products and services tend to change their ads often and you can really see some nice ROI over the long haul advertising campaign.” [Read more…]

Hot Ad Sales Revenue Trends for Magazine Media



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Check out these positive trends in ad sales rom MPA’s Q3 report.

Sure, the economy is showing signs of improvement and advertising in general is up. But we think the real driver of niche magazine success is that the rapidly changing media landscape is demanding more and more targeted content–and that is exactly what niche magazines provide!

The market of today is perfect for niche media companies.

Need proof? According to the MPA Association of Magazine Media, their recent 3rd quarter PIB release shows that marketers continue to increase their commitment to magazine media across platforms.  In addition, PIB-member consumer magazine titles show print improving and tablet ad units with significant gains in Q3.

Here’s are 5 snapshot stats worth noting: [Read more…]

Be a Better Ad Salesperson: Become a ‘Hit Man for Hire!’



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Better watch out. This niche magazine ad sales pro is comin’ for ya. Or at least you’ll get a good kick outta what we have to tell you…

I want to make it clear that I’m very anti-violence, but in the ad sales game I’ve always had a “Hit List” on my desk.

What the heck am I talking about?

My “Hit List is the 5-10 advertising accounts that are perfectly targeted for our publication or website… but aren’t advertising with us at all. (Despite my sincere effort to work the account hard.) And they are running integrated plans with our biggest competitors. This really burns me. I failed.

There are two approaches to these “problem” accounts.

1) The Ostrich: I can bury my head in the proverbial sand. I can ignore that this situation is eeeeven happening.

2) The Head-Banger: Super-aggressive, this is the for those scoring at home.

OR

3) My strategy is do the opposite. Whatever I’ve been doing is not working, so I should stop doing it. Let’s change things up! [Read more…]