Magazine Advertising Sales Training: Competition is Getting Tougher

On May 15, the New York Times reported that starting this Fall, Turner TV is offering advertisers spots that capitalize on the content of the movies!

AMC cable network is teaming up with Nielsen Media Research to offer Audience Identity Metric so they can offer packages to advertisers that are tailored to the behavior of the consumers who watch those movies.

Contextual online advertising is commonplace, and while online advertising grows, it is changing the way advertisers think about traditional print media.

Publishers Information Bureau recently reported consumer magazines ad revenue decreased 1.2% the first quarter 2008 and ad pages sank 6.4%.

You may be surprised to read this in my monthly newsletter as its usually filled with tips. Here's the point, if your continue to sell ink on paper, you are going to fall into this downward spiral. Some systematically beat the economic trend. When I sold advertising, I always did. How?

Make sure your sales approach gets you there. Remember: if you continue doing what you've always done, you'll get the results you've always gotten. Now, more than ever, it's imperative that you dare to make some changes in your sales strategies and tactics. Go back through my previous newsletters, and select one new idea to implement today. Or buy a CD. Top atheletes practice their skills every day. When was the last time you practiced your ground strokes?

Welcome to Stress-Free Selling,
Jenae

P.S. If I can help you overcome sales challenges and reach new goals, call or email me.
954-290-9896
Jenae@MagazineAdvertisingSales.com

Magazine Advertising Sales Training: What's the best way to convince people to choose your magazine?

Recently a seminar attendee told me, "Jenae, I'm having trouble convincing people my product is the best. What should I do?"

For starters, stop trying to convince people! When you approach a sale from the vantage point of "convincing others," you are focused on what you need to tell them about you.

How many times have you heard, "No one cares about you until they see how you care about them?" Well then, pay attention! Start the sale by asking a ton of questions and not talking about yourself... at all.

Out of this information, identify their obstacles and goals. Show prospects how you can help overcome obstacles and achieve goals. It's truly this simple.

Now record or write out your conversation. I'll guess for every ten times you say "I" or "we," you say "you" or "your" one. Reverse it, and you're talking about them. Learn how to say "you" and "your" for every "I" and "we." I promise this will change your results.

Practice makes perfect. If sales is important to your success, start practicing now!

Welcome to Stress-Free Selling,
Jenae

P.S. If I can help you overcome sales challenges and reach new goals, call or email me.
954-290-9896
Jenae@MagazineAdvertisingSales.com

Magazine Advertising Sales Training: Competition is Getting Tougher

On May 15, the New York Times reported that starting this Fall, Turner TV is offering advertisers spots that capitalize on the content of the movies!

AMC cable network is teaming up with Nielsen Media Research to offer Audience Identity Metric so they can offer packages to advertisers that are tailored to the behavior of the consumers who watch those movies.

Contextual online advertising is commonplace, and while online advertising grows, it is changing the way advertisers think about traditional print media.

Publishers Information Bureau recently reported consumer magazines ad revenue decreased 1.2% the first quarter 2008 and ad pages sank 6.4%.

You may be surprised to read this in my monthly newsletter as its usually filled with tips. Here's the point, if your continue to sell ink on paper, you are going to fall into this downward spiral. Some systematically beat the economic trend. When I sold advertising, I always did. How?

Make sure your sales approach gets you there. Remember: if you continue doing what you've always done, you'll get the results you've always gotten. Now, more than ever, it's imperative that you dare to make some changes in your sales strategies and tactics. Go back through my previous newsletters, and select one new idea to implement today. Or buy a CD. Top atheletes practice their skills every day. When was the last time you practiced your ground strokes?

Welcome to Stress-Free Selling,
Jenae

P.S. If I can help you overcome sales challenges and reach new goals, call or email me.
954-290-9896
Jenae@MagazineAdvertisingSales.com

Magazine Advertising Sales Training: How to Make It About Them

I'm sure it's at least a million times you've heard, "Make sales About Them." But how do you do that???? Here's one easy way how.

Take a look at a recent letter or proposal you wrote. Count how many times you see "I" or "we." Now count how many times you see "you" and "your." If you're like most people, there are ten times more "I's" and "we's" as there are "you's" and "your's." The easy solution is to reverse that. when you write in "I" terms, you are writing about yourself. When you write about "you," well... I think you get the picture.

I say this is easy because the tactic is. The execution is challenging... until you get it... then it's a snap. Just think about what their goals and obstacles are. Write about helping them achieve goals and overcome challenges. Write about what they are looking for not what you are providing.

Succeed at this challenge, and your letters will be read and you will be chosen... because you fulfill needs. When I work in the magazine publishing industry, I tell my clients, people don't want ink on paper. They want what the ink does for them... bring their stores more traffic, improve their reputation, announce a new product, etc. What do your prospects want from you? Focus on this, and you'll have the winning formula.

Welcome to Stress-Free Selling,
Jenae

P.S. If I can help you overcome sales challenges and reach new goals, call or email me.
954-290-9896
Jenae@MagazineAdvertisingSales.com

Magazine Advertising Sales Training: Phone vs. Email

Should I send a letter/email or call?
I'm periodically asked this question about how to respond to a situation. The answer is simple. . . fortunately!

Is it urgent?
Pick up the phone. You don't know if they're out of town, out ill, on vacation, or just don't check their email that frequently. If you need to communicate now, communicate now!

Is it sensitive?
Pick up the phone! Some people, not you, of course, use email to avoid conflict. Unfortunately, words have many meanings and intonations, and if you are not on the other end of the line to hear the response, you could unintentionally be igniting a flame.

Do you need documentation?
Send an email. This is good proof that you did what you said you were going to do. . . if you think you need it.

How do they like to communicate?
If it's not urgent or sensitive, and you don't need documentation, be client/prospect friendly. YOU may prefer email, but if THEY prefer voice-to-voice, please them. . . not you!

Avoiding problems is just one more way to make new and repeat sales more easily.

Welcome to Stress-Free Selling,
Jenae

P.S. If I can help you overcome sales challenges and reach new goals, call or email me.
954-290-9896
Jenae@MagazineAdvertisingSales.com