How to Sell Online Advertising SpaceSelling online advertising space
Selling advertising space on your website
You want to sell advertising space on your website? But if you want to try it yourself, here are my ten best hints for the sale of advertising space on your website. You need a system to place advertisements on your website. Marketers often want to address specific areas of your website or your targeted group.
If you' re not a very diverse seller, it's likely that you' re better qualified for one kind of sale than for another. While some salespeople use 100 focused phone hits per night, others want to visit 2 or 3 weekly sessions.
The majority of major marques use advertising companies to schedule and buy their advertising campaign. These are the ones you will usually sell to. You can sometimes make a direct deal directly with the franchise (especially if you are a Niche player in their area), but if you hit yourself back to the franchise, it can be quite tough work to find who you should be speaking to.
There' a number of subscriptions that will help you through this mine field - one we've used is BRAD Insight's ALF, which gives you a great overview of which agents act for which customers. When you sell directly to the customer, first make sure that you talk to "THE MAN" / "THE WOMAN" - i.e. they have the cash, the authority and have to take care of you.
At the end of the conversation, always ask for a deal - that doesn't have to be blatant - just ask for the deal. Likewise, when doing retail demonstrations, make sure you are spending some quality effort to pull together a great demonstration that conveys everything you want to say and then practise your shipment in front of the mirrors.
It is an abbreviation for Customer Relationship Management and if you are going to have a lot of conversations (or if you only need one way to organize yourself), these schemes are inestimable. In the system, you can create alerts so that you can call or see someone at a pre-determined point in your schedule, and generally web-based CRM can be customized to your needs.
They like to know what to look forward to and are always amazed when you supply too much. You will always exceed the original expectation and you will gain the rebate (and leave the following week). We have many success ors in our lives because we are thrilled by their excitement.
The sale is an expansion of this: if you are not passionately interested in your products, it will not be anyone else. Make your hundredth call of the morning as sparkling as the first - even if in the last 99s folks have said "no" - and think of the old advertising proverb - "Every no will bring you one little bit nearer to the next yes".
Everybody wants to know what your USP is. Humans have the opportunity to "remember" things. As a rule, publishing houses do not conclude publishing contracts, but have their own reservation system with their own general terms and conditions - use these if necessary to obtain a signed contract. A few folks are still jogging on deal, but I know someone who went miscarriage for the sake of £250k when a customer rejected on their pledge, so why take the chance?
After all, point 12 of 10 (always tradition against expectation, remember!) sets you goals. You feel good about exceeding goals, and when you look at your month to month selling numbers, it feel good to have exceeded your goals! If you do all this and don't make any more disposals, I will make my woman have one of her caps to eat. I will.