How many times have you talked with a prospect when they voiced an objection and wouldn’t agree with your answer even though you answered with evidence that was logically irrefutable? Now, maybe, we know why.
Since traffic driven by postings to Facebook and Twitter tend to be one-and-done, why not capture the greatest revenue you can at the point of entry?
Now, there is more evidence of those values that print delivers; values that readers and advertisers are, and will continue to be willing to pay for. “Study after study is showing what print can deliver to advertisers and to readers at the same time. The return on the investment is great for both customers.”
In our capitalist world, prices of inventory are simply the result of the mysterious workings of supply and demand. The massive growth of the supply of inventory isn’t within the control of publishers. But they can and should develop a genuine plan to drive up demand for their inventory. How do you drive demand?
You don’t have to be a television company to synchronize a campaign with a TV media-buy. Will your sales team know how to propose how to tie-in ads on the tablet-delivered site tie in with the TV ads on the screen across the room? If not you’ll be missing an opportunity.
Recent increases in print sales for Men’s magazines show why selling print and digital through the same “hybrid” sales force can be an advantage for print publishers. We have observed that when a print campaign is won, the timing on that will be well before the digital campaign is decided. Long-ago we wrote this ad-sales tip on how to leverage that print win into digital revenue.
It might need to be said that media companies too need to be built on teamwork because when it comes to advertising sales, advertisers tend to be like sheep. The more one sales person is successful, another will find it easier to win business because other advertisers will follow.
The objective for the 10-minute sales call should be clear; to get the client to agree that there is enough interest to schedule more time. You’ll either get the extra time on the spot or get another meeting scheduled with proper time.
The very best major account advertising sales people know 5 Secrets of selling more; Getting more high level appointments, bringing more ‘value’ to the sales conversation, achieving easy and early agreement to situation and needs before pushing their property, seeking and handling objections and closing on the ‘possible’ not the impossible.
We have all been there. We are so excited about our media property, and so convinced it is right for the customer, we talk too much. We never give the client the opportunity to tell us about their views, or their needs, or even objections. Here are some ideas from […]
