It’s good to show the advertiser what they can expect. Often expectations are left by the wayside, and advertisers aren’t given the opportunity to accurately understand what they’re going to receive in terms of performance.
Austin, TX (PRWEB) May 28, 2014
Shweiki Media Printing Company teams up with sales expert and media consultant Ryan Dohrn of 360 Ad Sales and Brain Swell Media to present a must-watch webinar on six simple but effective sales strategies that media teams can take and implement to increase online revenue.
1. Utilize Visuals to Help Advertisers Understand
Experts say that adding visuals to the ad sales agenda allows one to increase comprehension by as much as 400 percent. That said, when selling digital advertising, it's important to use visuals to help clients accurately understand what is actually being sold and what digital advertising really means.
2. Pair Digital Offerings With Success Stories
Very often, when it comes to digital advertising, advertisers don't want to participate because, quite honestly, they don't want to be pioneers. So when talking about digital offerings, it’s important to talk about much more than banner ads and to address and dispel any misconceptions they may have. One effective way to do this is by pairing every digital option on offer with a success story.
3. Create Mock-Ups to Explain Digital Editions
One effective idea to consider is actually creating a four- or five-page mock-up of a digital edition to show advertisers, immediately getting to the heart of the matter and showing them the cool things they’d be able to do inside of that digital edition: what it looks like to embed a video, how easy it is to link to their website, how they can integrate slide shows, lead-generation forms, and so many other things.
4. Show Risk-Adverse Advertisers What They Can Expect
At the very beginning, it’s good to show the advertiser what they can expect. Often expectations are left by the wayside, and advertisers aren’t given the opportunity to accurately understand what they’re going to receive in terms of performance. One should show them sample reports and explain what they can expect in terms of results.
5. Close the Value Gap
A good thing to focus on is bridging the value gap in terms of what advertisers are paying and what they’re going to get. This can be done by walking them through the scenario and helping them understand that they need to be advertising in multiple ways on multiple days.
6. Explain Total Touches
It might be necessary to sit down in a meeting and ask an advertiser how many times it takes a new customer of theirs to see their advertising message before making a decision to do business with them. That number used to be seven, meaning that a new customer would need to see someone’s advertising message seven times before making a decision to do business with them. Now marketing experts believe that that number—the number of touches—is 15, 20, 30. It’s important for advertisers to understand that.
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