|
Technology| Free Advertising Forums|
SBA Articles| Terms of Use| Security/Privacy| Software| |
|
Home| Business
Services & Products|
Books & eBooks| Success Stories| Contact Us| Link to Us |
|
|
|
Home based business
opportunities-Free html courses-Bookstore-Software-Make Money online and
offline |
|
Your Home Business Knowledge Center
Benefits-Benefits-Benefits |
|
|
The
Most Powerful Secret Ever Devised for Selling
Advertising On Your Web site, In Your Publication
Or In Your E-mail Newsletter by
Mark Smalley There's
a secret that most publishers, especially the wildly successful
ones would rather you didn't learn or understand. It's
called "The Formula" and it's really quite simple. Publishing
giant Ziff Davis capitalized on this approach to advertising
sales more than 40 years ago.
Although they continue
to use it today, those sales executives that have never
been on the "buy side" of an ad deal have lost most of its
essence and inherent truth. There
have been hundreds of other publishers who have learned
and applied the magic of The Formula, too.
And I'm going
to spell it all out for you right here! Everyone
who has advertising has an audience of some kind. From
now on you'll need to refer to this audience as "your subscribers." After all, these subscribers are
yours. They read
your publication or spend time on your Web site. Now
you just have to locate qualified advertising prospects. And
this is easier than it sounds. Let's
say that your Web site is about virtual gaming, and you have
articles about the hottest, new virtual games and role-playing
games (RPGs). You probably even have
regular columnists
that write about every aspect of virtual gamers and
their lifestyles. Who
would advertise on this type of a Web site? The
first thing you'll need to do is come up with an A and B prospect
list. Don't skip this step! Most ad sales people fail miserably
because they think everyone is an A prospect. Just
listen to what happened to me. Years
ago my wife and I were invited to dinner by a young couple.
After dinner, while sipping coffee, the husband started questioning
me about my financial plans, security and whether or not
I was providing enough for my family. (The answer was yes
but he didn't hear that.) Then
this young fella pulled out an easel and started diagramming
an MLM business, which showed that I could become
rich beyond my wildest dreams. Well,
I was offended for several reasons.
If he had taken some time
to get to know me he would've realized that I had already made a
small amount of money with network marketing. On top
of that his products, business plan and strategy were a
joke. Although I didn't wait until he
finished. I got up grabbed
my wife and 2-year-old son and walked out.
And the guy was
still yelling to me as we got into car saying, "This is an opportunity
of a lifetime! You're a fool if you
don't see it!" The
point is I was not an A prospect. I
NEVER showed any inclination
toward his business and products. But
he earmarked me as
an A prospect because I owned successful businesses. What's
more, he deceived my wife and I because he got us to come
to his home under false pretenses.
Sales people do this all
the time and then wonder why they fail so spectacularly. The first
thing you need to do is make a list of A and B advertising
prospects. An A
prospect is anyone that is ALREADY advertising in a publication
or on a Web site like yours. A B prospect would be anyone
that SHOULD advertise in your publication or Web site because
their products or services are a perfect fit for YOUR READERS. Once
you have a list a of qualified A prospects you'll need to approach
them with a simple letter or e-mail.
But what is important
to remember is that you're not trying to sell them in this
e-mail. You're simply trying to
further qualify them. You
can do this by saying: Dear
Tom: I read
about your new virtual games in a recent Gaming Review by so
and so. Our
subscribers would be very receptive to your games because they're
hard-core gamers and professional reviewers. We
reach more than 23,547 subscribers every week in our print and
e-mail publications. Can I
send you a quick overview of our subscribers? Thanks. Regards, John
Doe If this
prospect replies to your e-mail you'll know you have a top,
qualified A Prospect! Here's
the secret for selling advertising to him. The
infamous Formula states 4 crucial points when trying to sell someone
advertising. They are: 1) Market, 2)
Buyer, 3) Competition,
and 4) Solution. There's
not enough space in this article to go into all of these areas
right now. But you can get detailed
information in my e-book
"Formulas that Guarantee Advertising Sales." But
know this: It's crucial for you understand your A prospect's market
as well, or better than they do. For
instance, in the example of, the prospect's company develops virtual
software games, so you'll need to learn everything you can about
this market. This includes who are
his buyers, who are his competition,
and a real solution to his problem.
That solution may be
increased sales, it may be better editorial coverage, more respect in the
gaming community, or better PR so they can ramp their stock prices
up. If you
understand a prospect's market, buyer, competition and provide
a real solution to their problems you'll close more advertising
sales. I've proven this time and time
again and have
closed millions of dollars in advertising contracts. Most
sales people just contact people without any pre-call whatsoever,
and here's what happens. The
prospective advertiser
knows that you're an amateur. They'll
sense that your
credibility is next to nothing, and they'll think of you as a used
car salesmen. You
can't afford to appear less than credible.
You need to appear
as someone as knowledgeable or more so than they are. This
happens when you know their market as well or better than they
do! If you
apply The Formula to your advertising sales, your Web site
will see immediate results. ==================== Mark
Smalley is the author of "Formulas that Guarantee Advertising
Sales." To find out to close a $51,478 advertising deal
over the Internet -- without any phone calls, lunch meetings,
presentations or web conferencing, just click here.
*****************************************************
|
|
|
|
|
|
|