7 Ways To Improve Your Monthly e-Newsletter to Advertisers

Here are 7 ways to really improve your monthly sales e-Newsletter:
1.    Keep it very short.  While context is good, bullet points are better.  Plus, bullets are easy to read.  Short is good.  Less is more.
2.    REALLY, really focus on success.  Get a quote from an advertiser and include it each month.  Success sells!
3.    Remove all your sales pitch “stuff”.  The idea is to “give a little and get a little.”  Become a resource.  If you pitch it they will run.  

Boosting Fall Ad Sales Efforts

I am often asked by clients how they can keep their sales teams "pumped up" during the fall selling season if budgets do not allow a coach to come onsite to offer ad sales training.  From my perspective, the critical issue to address is how to eliminate distractions  and help maintain focus during a fall filled with football, great weather and holidays that demand significant energy from everyone.  October and November are important months as many companies are planning their ad spending for 2013.  Did your ad sales reps sell in advance and get in the ring for these important decisions?  It is not to late to boost your sales efforts. Here are eight ways to help your team boost fall ad sales.

Facebook Pricing Gone Wild

Pricing your sponsored tweets on Facebook is an active and moving target.  The first step is to understand that the number of “likes” you have has become an irrelevant way to price your sponsored posts.  Yes, you did hear me use this number in the past to set prices.  Like I said, pricing your sponsored tweets on Facebook is an active and moving target.  Today, most of my ad sales training clients are using a solid metric that I have observed working very well in markets across the nation.

Bring in 50 New Advertisers

I am often asked about tools for prospecting.  As you all know, having a process, any process, is better than no process at all.  This 100% applies to prospecting for new advertisers.  To that end, I spend an entire day on location in ad sales training teaching my prospecting idea called the “Big 50 Prospect Plan”.

Team Call Zones Drive Sales

Looking for a way to drive sales over the next 48 hours?  Team Call Zones might be the answer. Recently a client shared with me that their sales reps lacked focus and seemed to wander around all day.   I immediately asked about daily call volume tracking and client tracking in their CRM tool. (CRM stands for customer relations management software.)  These tools where not in place and would not be in place for several weeks even if the ad sales manager liked the idea.  I shared with them an idea that I have seen work in markets big and small.  It has also worked in consumer and B2B markets.   Team Call Zones are specific times of the day where sales reps call new prospects or old clients for 35 minutes non-stop.  They are allowed 2 minutes between calls to research the next call.  The entire team must participate even the “super-star” sales reps.  After 35 minutes, the group takes a break together and grabs coffee or just takes a break away from their desk.  The break is mandatory.