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How To Sell Ads - Part 2
Copyright © Marion Steans - All Rights Reserved
http://www.admistress.com/column
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6. Running Advertising Specials.
How much money WILL YOU personally spend to support each of
your advertising services? Hmmm....excellent question. You
want OTHERS to spend money... but do YOU spend any money?
If you sell the ad space yourself, remember that the revenue
should ALWAYS justify the amount of time you spend selling
ads.
Is your time worth $60.00 an hour? Probably not until you
have several years under your e-belt selling ads. Do YOU put
in enough TIME to be worth $60.00 per hour? IF you believe
that you ARE worth 60 bucks an hour......check this out....
If you spend ten hours of your time on ad sales, you will
probably have to consider selling $500 worth of advertising,
to justify your time. Are you reaching this level of ad
sales yet? If not, you're missing the boat and not following
a consistent plan.
To increase your productivity, efficiency and effectiveness,
you might want to consider some automation for your sales
process. Don't go overboard with automation because
relationship marketing is what YOU should be working toward.
Machines never build relationships.
7. Now You Develop a Possible Paying Advertiser LIST -- Your
Bread and Butter!
Create a special LIST of your potential advertising clients.
Readers don't pay your bills; BUYERS pay your bills.... and
mine.
You should include names, titles, company names, Urls, email
addresses, biz topics, and where they advertise, IF you know
this info.
Making contact takes time. Email OR call the proper contact
person at each company. Introduce yourself then give those
people reasons to advertise WITH YOU....in YOUR publication,
instead of IN one of your competitor's e-zines. If you have
to BE blunt...say you really want to show them that YOU can
BEAT their current deal!
You're trying to develop a business relationship with
possible bread and butter advertisers, so use names, mention
websites, AND let them know you already know who they are.
Next, evaluate their replies.
8. Get Your Proposal Ready & Close the Sale!
You need an advertising proposal for prospects. Include ad
size, frequency of your publication and your price. Special
offers JUST for NEW advertisers CAN work in YOUR favor!
If you did your job right.....and your e-zine APPLIES to
their target market, your proposition should be well taken.
IF they don't buy from you on the FIRST approach, get them
ON your special Bread and Butter Mailing LIST!
9. Keeping Advertisers HAPPY.
Establish a trust relationship with your key prospects and
advertisers. If you find an audience that your advertisers
need to reach, work to maintain a good relationship with
them. It's much easier to keep clients than to keep digging
for new ones. If you establish a long-term marketing plan to
really serve your customers and your advertising sales,
business should grow in the proper time frame. The time and
effort that you PUT forth will = your sales level. How hard
are you working to plant e-seeds?
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Marion Stearns, the Flashy Admistress, helps spunky men and
women understand equal income opportunity on the net. If
you're looking for a full-time income, without risk, visit
this site today: http://www.admistress.com/column
With elbow grease and determination, you can pay yourself
what you're worth.
This article may be reprinted in it's entirety with the
resource box in tact.ns 2004 - All Rights Reserved
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