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Posts tagged ad sales

21

Dec

Customer Retention – The gift that keeps on giving

posted on December 21, 2016 / 0 Comments

The year is winding down and ‘tis the season for contract renewals. Renegotiations, while at times painful, are the lifeblood of sales inventory. A returning customer is its own reward as he/she can increase your bottom line. Whether it is through advocacy, endorsements, via referrals, testimonials, or word of mouth, returning customers can often bring new business. Research shows that people trust their friends’ recommendations considerably more than any other form of advertising. Low defection rates and loyal clientele signal competency and excellent service. It reflects positively to prospective clients and makes you an attractive option when they are considering who …

ad sales manager Digital Ad Sales

23

Nov

Think like a Doctor, Not like a Salesperson

posted on November 23, 2016 / 0 Comments

Think about your last visit to a doctor’s office. What if your doctor ignored your stomach pains entirely and just amputated your leg? You still have the stomach pains and now you have no leg to boot. As ridiculous as this may sound, ad sales people do it all the time. We often get so blinded by getting the sale and filling ad space, we forget our advertising should ideally fit the customer’s budget and goals. Doctors gather information about the patient and then from there recommend treatment. Patients aren’t all the same, so a one size fits all cure …

ad sales marketing ad sales tips

09

Nov

Fall In Love with The Product and Prospects Will Do the Same

posted on November 9, 2016 / 0 Comments

Have you ever been around someone newly in love? They get enthusiastic just talking about it. They smile and light up describing it. They can (and will) tell you all the great things about that person, all the time. When they finally introduce this new great love to their friends, they typically highlight the things that make this person so awesome. All of their ‘features’ and ‘benefits’ are touted and celebrated. Consider taking this approach to your ad sales presentations. It should be like introducing a great love to people who’ve never met them. Tell buyers what you love about the …

26

Oct

Ad Sales that Scare Customers Away

posted on October 26, 2016 / 0 Comments

Tis the season to be scary, but not in your ad sales pitches. Good prospects are often turned off by salespeople who exhibit frightening practices. Sellers that are too pushy, inattentive, or even downright mean can be pretty terrifying. So be careful because these mistakes can come back to haunt you. Here are some sales tactics that scare customers away, hopefully none of these sound familiar! Becoming a Ghost – Do you pull a disappearing act the minute your prospect becomes a customer? If so, you are a ghost. Customers expect you to be available to them even after you’ve …

12

Oct

No Tricks, Just Mobile Treats

posted on October 12, 2016 / 0 Comments

It happens to the best of us. Few things are scarier for an ad sales rep than being caught totally unprepared for a presentation. Perhaps you forgot your work laptop in the car that’s being repaired this week, grabbed the wrong presentation materials rushing out the door, or lost your flash drive that had your entire project saved on it. These incidents don’t have to thwart your chances for getting the sale. In fact, if played correctly, this can show your potential client how well you work under pressure. Your smartphone or tablet, armed with the right apps, is all …

28

Sep

IAB Compliancy: Why it’s A Must for Your Digital Ad Sales

posted on September 28, 2016 / 0 Comments

Today’s association websites have gone from just being information hubs to vital non-dues revenue drivers for the organization. For associations, this site revenue comes from one of two sources: e-commerce or digital ad sales. Associations will consult with an advertising sales company, like AdBooom Advertising, regarding their digital and print ad sales but increasingly we are asked to consult with associations and advise them on how to become IAB compliant. The Interactive Advertising Bureau, or IAB, is a global nonprofit organization of tech and media companies that created an infrastructure for selling, delivering, and optimizing digital advertising. Why Become IAB Compliant IAB compliancy …

14

Sep

The Crimson Tide Guide to Ad Sales Success

posted on September 14, 2016 / 0 Comments

Coaching a football team is a lot like leading an ad sales team. Football season has us thinking about how the fundamentals that championship teams use also align with successful ad sales teams. Ad sales, or any sales for that matter, is by nature very competitive. So why do some sales teams operate like a solo sport, with one salesperson attempting to convert a marketing or procurement team? Consider some zone defense here. There are some awesome quarterbacks out there, but it’s the rare one that can take on an entire team alone. Successful teams are ones that work and collaborate …

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31

Aug

Ad Sales 101: Back to School

posted on August 31, 2016 / 0 Comments

I understand you are busy. The frenetic pace of sales including prospecting, qualifying leads and pitching potential clients leaves little time for anything additional. This is especially true for sales managers who are overseeing all of this with the additional task of team development, motivation and growing revenue. No matter how swamped you are there is one thing you should make time to include on a regular basis…continuing education. Sales teams and managers have many excuses for opting out of sales training courses, here are some common ones: Taking our team out of the field or off the phone will …

ad sales

17

Aug

The Gold Medal Guide to Getting Past the Gatekeeper

posted on August 17, 2016 / 0 Comments

If cold calling is a part of your ad sales prospecting process than you’ve likely run into the dreaded gatekeeper. A gatekeeper, if you’re unfamiliar, is usually the person or people you talk to before you get to the person you’d like to pitch to. This first line of defense is usually a receptionist or administrative assistant. If the gatekeeper can sniff out that you are trying to sell something they are usually going to make it as difficult as possible to reach your intended decision-maker. Believe it or not gatekeepers don’t have to be the enemy; in fact they …

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03

Aug

Strategies for Overcoming the 5 Most Common Objections

posted on August 3, 2016 / 0 Comments

As usual Zig Ziglar got it right. There are really only five basic reasons your prospects aren’t buying print or digital ads: need, money, hurry, desire, and trust. If you don’t land a sale you have not successfully overcome one of these common concerns. Can your ad sales team effectively counter each of these objections? Great comebacks won’t win them all, but refined lead generation and qualification can filter out the best ad sales prospects and increase results for your efforts. Know your ideal client and tailor responses and marketing to them. Here are some strategy suggestions for overcoming basic …

ad sales tips Digital Ad Sales tips

20

Jul

Your Ad Sales Firm Should Do More Than Just Sell Ads

posted on July 20, 2016 / 0 Comments

When your revenue-generation team begins vetting firms for ad sales representation, ask yourself this question: What else can my ad sales firm do for me? It’s no secret that an ad sales team can help bring in event sponsorships and advertisers to your association or B2B organization. But perhaps you were not aware of the other contributions they can bring to your ad sales and overall non-dues generating program. The Value of Investing in an Ad Sales Firm These days ad sales firms, like AdBoom Advertising, are providing additional value to their clients by becoming one-stop-shops for all things ad sales-related. This offers …

06

Jul

B2B Advertising: 5 Advantages of Association Marketing

posted on July 6, 2016 / 0 Comments

B2B Advertising: 5 Advantages Association Marketing Offers When it comes to B2B advertising, mass marketing may be bigger but not necessarily better. There’s no arguing that mass market publications are bigger, with larger ad sales teams, budgets and territories. However, there are still advantages that trade marketing offers advertisers that mass market publications do not. Competing for B2C and B2B ad sales with large mass market publications is no easy task. In many cases however, advertising in a trade/association publication or website is a more strategic, cost-effective solution for advertisers. Here are just a few reasons why B2B association or trade advertising benefits …

01

Jun

5 Advantages Association Marketing Offers

posted on June 1, 2016 / 0 Comments

When it comes to B2B advertising mass marketing may be bigger, but not necessarily better. While, there’s no arguing mass market publications are bigger, with larger ad sales teams, budgets and territories. But there are still advantages association and trade marketing offers advertisers that mass market publications do not. Competing for B2C and B2B ad sales with large mass market publications and their websites as an associations or B2B publishers, is no easy task. In many cases however, advertising in a trade or association publication or website a more strategic, cost-effective solution for advertisers. Here are just a few reasons why B2B …

ad sales manager ad sales marketing ad sales tips Digital Ad Sales tips

18

May

A Team Win: Three Ways Independent Sales Reps Benefit from Working Together

posted on May 18, 2016 / 0 Comments

The term "independent sales reps" probably makes you think of lone professionals working on your behalf to sell your ad products. However, there are advantages to having these reps working as a team, and they're the same fundamentals that guide championship athletic programs. Independent sales reps are driven in part by competition. They thrive on capturing leads, closing deals, and outperforming other providers. The same is true of BCS-winning football teams and NBA franchises. The difference? No one expects a quarterback to outscore the other team single-handedly. No one thinks one-on-five is a good way to play against the Los Angeles Lakers. …

ad sales marketing ad sales tips Digital Ad Sales tips

04

May

Make your Prospects Fall in Love with the Product

posted on May 4, 2016 / 0 Comments

Have you ever been around someone newly in love? They get enthusiastic talking about it. They smile and light up describing it. They can (and will) tell you all the great things about that person, all the time. And when they finally introduce this new great love to their friends they typically highlight the things you and them have in common. Consider taking this approach to your ad sales presentations. For all intents and purposes it should be like introducing a great love or your best friend to people who’ve never met them.Have you tried telling them what you love about …

ad sales marketing ad sales tips Digital Ad Sales tips

20

Apr

Don’t be Modest, BRAG!

posted on April 20, 2016 / 0 Comments

Bragging is rude. It’s obnoxious and it’s annoying. At least that is the belief in most areas of life. Ad sales, however, is not most areas of life. Bragging is vital for sales survival. Reputation means a lot in advertising sales. A bad one will scare off prospects. Customers are not concerned that you are nice guys or that you have a cool logo. They want to know that you can boost their business and grow their revenue. Make it a point to include in every sales presentation, every pitch, and every website a portion where you brag a little. Be …

ad sales tips Digital Ad Sales

06

Apr

What are People Saying About You?

posted on April 6, 2016 / 0 Comments

Online Referrals On one hand, it is an acknowledgement of a job well done. On the other hand, it is high-impact lead generation with minimal overhead, high conversions, and typically shorter sales cycles. Traditionally, referrals funnel in from customers telling others about your services. These days, however, it’s also become more common to search online for referrals and recommendations. Industry forums, blogs, and social media can all be sources of information and feedback about your company and its services. These can be make or break your reputation. Your reputation can be built and reach your prospect long before you ever cold …

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23

Mar

Meet these 4 Needs to Clinch Ad Sales

posted on March 23, 2016 / 0 Comments

Every client is different. They come from different industries, company cultures, and geographic locations. Company size and budgets all vary across the board. But when it comes to a prospective client’s needs they can generally all be lumped into at least one of four categories: short-term needs, long term needs, perceived needs, and unrecognized needs. Understanding how their specific needs fits into one of the category allows us as the ad seller to provide clients with the most effective products for reaching their goal. Even better if you can provide solutions to meet all of these needs, here are some suggestions. Immediate …

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09

Mar

Is Body Language Hurting Your Sales Pitches?

posted on March 9, 2016 / 0 Comments

Did you know... A thumbs up or ok sign are both considered offensive gestures in some countries? Both signal agreement, but in the wrong context they can be perceived quite differently. Believe it or not, body language could be coming between you and sales. Take notice of your and your prospect’s hand gestures, eye contact, body position, and unintentional facial movement. Good ad salespeople project confidence and enthusiasm about their product while showing interest in their product. It may seem like a lot, but that can usually be accomplished with simple gestures like smiling and making eye contact. Don’t be creepy, …

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24

Feb

Rescue prospects from the “Island of Forgotten leads”

posted on February 24, 2016 / 0 Comments

The Island of Forgotten Leads What happens to your ad sales leads when it’s clear they are not ready for your services at this time? Are they banished to the island of forgotten leads? Or are they cultivated and returned to the sales pipeline for follow-up somewhere in the future? B2B sales cycles can be notoriously long, research firm SiriusDecisions found over the past 5 years sales cycles have become 22% longer and typically include three more decision makers. Adjust your prospecting time accordingly. Invest time in nurturing quality leads. Don’t assume a prospect who does not want to advertise right …

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