Publishers and Ad Sales Reps To Meet in Chicago for Business Changing Conference

This awesome video will explain why every publisher and media sales rep should be in Chicago in September.
http://www.youtube.com/user/NicheMediaHQ

Learn how to find just about anyone email address online

Very often you know whom to call on but you do not have their email address.  In this video Ryan Dohrn shows you how to find just about anyone's email address online.

5 Critical Sales Questions Every Ad Sales Person Needs to Know and Ask

I wish I could say I was surprised when I go on an ad sales call with a client and they talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk so much? In most cases, it is bad training or fear. Fear of silence perhaps? Mostly fear of not knowing what the outcome of the meeting should be before the meeting begins. They just do not have a playbook to follow. It is sort of like placing 11 football players on the field and telling them to simply go out for a pass.  Every now and then you will score a point, but most of the time you get beat by a better team with a plan.   I preach a lot about having an ad sales process and holding meetings that win business. Ad sales training is mostly about understanding that there are several ways to win a ball game, but which one will maximize your potential to win. I have found that most meetings that win business are centered on the advertiser and have very little to do with the media you are selling. Sure, that is an important factor, but the meeting must be about them and their needs. Their desires. The things which are meaningful to them, like Making Money. So, how do you get to that winning moment where you ask for the order? You must first ask some really good questions of the advertiser. Lead them to the point where they realize that they need you more than you need them.

How Do Your Email Stats Compare?

As an internet consultant, I am often asked for average numbers for the clicks and open rates in the media industry in regards to emails and specifically email blasts.  Constant Contact reports that the publishing industry has an average open rate of 18.6%, a bounce rate of 8.6% with a click thru rate of 23.7%.  (See source link below for the full report.)  The media clients that I work with often report numbers that are slightly lower.  I compared 10 of my magazine clients to provide you these numbers…. an average open rate of 16.5%, a bounce rate of 6.6% with a click thru rate of 21.5%.  The two data sets are very close.

What is SOV, Share Of Voice in Online Advertising?

I am often asked about SOV in many Requests For Proposals (RFP) received by my media clients. What is it and how is it calculated?  SOV stands for "Share Of Voice". In comparison to other advertisers, what is a certain clients' share of the total impressions you will deliver in a certain period of time online for them. If there were 2 advertisers the SOV would be 50/50.  If there were 4 advertisers, the share of voice for one client would be 25% if all advertisers were given the same the number of impressions in the same period of time.

It is very important that all publishers know the details of their online stats to be sure that they can answer questions like this when asked.  In addition, it is important that ad sales reps understand what SOV is and how it effects clients and their ad campaigns online.  

More online:  http://en.wikipedia.org/wiki/Share_of_voice