How to Have a Perfect (Ad Sales) Season

Are you gazing out the window at the fall colors, (or thinking about your favorite football team) instead of paying attention to all your unanswered emails? What about all the follow-ups? If you want to have stellar ad sales in 2019, think about making some changes NOW.

Are you ready to tackle 2019 ad sales challenges?

Here are 5 quick ways to get yourself motivated, organized and ready to play:

1. Create a Top 5 prospects list.

Make it a list that you will sell this year as new business. Concentrate your efforts on just those 5 new accounts in the next 9-12 months. Create a customized strategy for each of them. Devise a well-implemented plan of sales calls, email communication and market expertise. After you win those five, move on to five more.

2. Update your customer and prospect database.

Add new fields to help you better define and know prospects. Challenge yourself to find one person to call each day for a reason other than selling them an ad. Provide your clients with the latest market updates in your niche. (Then add what you learned into the database before you forget.)

3. Clean up your workspace!

Toss out old media kits, rate cards, and selling tools that are now outdated.  (Keep one copy in a file for  reference.)  Update your materials and bulletin boards with new data and fun infographics that motivate you.  But keep it uncluttered. Bring in one new item that means something special to you. Put it somewhere you can see it daily for inspiration.

4. Clean out your email inbox.

Quickly go back and look at each of the emails before you file or delete it. Sometimes you find that one sales lead, and here it was, ignored in your inbox. Delete the trash and spam and just clean it all up. You will feel so much better.

5. Get a new mindset.

Find inspiration in a new book, take a one-day, intensive Camp Niche, attend a magazine media conference, for example. Or organize a new group of colleagues for coffee. Just mix it up and learn from others. It’s not hard to do if you are committed to learning new stuff and sharing bright ideas.

Finally, the above tips are about getting back to basics, but sometimes that’s just the solid prep you need to win the ad sales game.



More about Nancy: Nancy works for Aviation International News as Associate Publisher and Ad Sales Guru. She also co-teaches Camp Niche Ad Sales Training. She’s a B-to-B publishing vet and previously worked at Petroleum Engineer, Oil & Gas Journal, and Electric Light & Power and been involved with aviation publications for the past 20 years.



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