Selling online advertising

The Center for Sales Strategy Blog

target-1.jpgMid-February is an interesting time of the year. The stores, malls, and grocery stores are jam-packed with people shopping for Valentines Day. If you like to shop, this may be paradise… heading out with all of the other crazed shoppers, trying to find that one special thing for that special someone. But if you're not into shopping, you probably want to minimize the places you have to go.

Imagine if you only gave yourself one opportunity to find that special gift—you're determined to go to only one store. Some of you would get lucky. Others might find that is it out of stock, while others find that the one store chosen never even carried that special something. So what do you do if you weren’t lucky? Since you only gave yourself one shot, you have two options—find another gift or go home with no gift.

Don’t like those options? Me either, but when it comes to digital marketing, I see salespeople and marketers do just that all the time when using ad targeting to reach their target consumer—their someone special if you will. Instead of using multiple targeting options available to them, they make the decision to hyper-target… using just one behavior, age group, or a small geographic area. Doing that is the same thing as just going into one store to find your target gift. You might get lucky and generate results, but more often hyper targeting minimizes your chances to deliver results.

Read More

Selling_Digital.jpg Topics: Digital, selling digital advertising, integrated media solution, understanding target audience

Over the years, I've seen—and still see—a pattern with media sellers in the pursuit of prospects who welcome ideas that include digital. Selling digital as part of an integrated solution requires a certain kind of prospect that will "get" what you're talking about with respect to integrated solutions. To help navigate through your best opportunities, try these tips as you prospect and plan your approach:

Read More

Topics: Setting Appointments, Digital, selling digital advertising, integrated media solution

Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. Everyone wanted to know those three or four questions that would magically give them everything they needed to put together a fool-proof digital solution. The truth is: there are no magical questions.

Read More

Topics: Digital, selling digital advertising

As digital marketing continues to grow, so does the demand for demonstrating an ROI. Marketers want to know that the dollars they are spending are making an impact on their business. They are looking for ways to use all of the available data in the digital space to help them correlate the dollars spent to tangible results.

digital_ad_salesWhile there are a variety of website analytic tools that businesses can use, a good number of them are using Google Analytics. And why shouldn’t they? A free tool that can provide some great insights into how potential customers use a business website… seems like a no-brainer.

Read More

Like most people nowadays, I spend a lot of time online. Due to my profession, a lot of that time is spent looking at the ads on the screen. I find myself analyzing and critiquing the message, the look, and the layout of the ads, without even realizing that I am doing it. I have seen some good and some bad.

Read More

My three-year-old grandson led me to a meaningful epiphany recently. We were sitting at the kitchen table playing with some Play-Doh when he watched me sink my thumb into a small ball of the clay. He pointed to my thumbprint and asked, “What’s that?”

AnalyticsI answered, “That’s an impression.”

Like most three-year-olds will do, he followed my answer with a question: “Why?”

“Because when I touched the Play-Doh, I left a mark on it.”

He proceeded to copycat the procedure, pressing his fingers and handprints into several lumps of clay; after each masterpiece, he would attempt to form the new word he had learned: “Look, Grandpa, I made a ‘preshun’.”

“I left a mark on it.”

I had been to a marketing conference earlier in the week, where much of the focus was on falling CPMs, and rightfully so. Once upon a time, the cost of access to consumers was high, thanks to the relative scarcity of media. There were only one or two newspapers in most major metropolitan areas, and only a couple dozen radio and television stations (even fewer in smaller markets, of course). The law of supply and demand favored companies who distributed advertising messages, where the supply of big audiences was (comparatively) limited, and the demand was high.

Read More

A few nights before the Super Bowl, we were all gathered around the dinner table, discussing the upcoming “big game.” My daughter suggested that the Super Bowl should be a national holiday. I asked why and she said, “It happens every year no matter what, everyone pays attention, even if they don’t like football, because they want to see the commercials, and we watch the whole game just for the commercials. So we should get the day off of school, making it a holiday!”

Read More

If you work for a media company that sells digital advertising, you no doubt are following the buzz around . There is an important point for all salespeople related to Native Ads that I don’t want you to miss. The dictionary shows several definitions for the word native. A few that are relevant for this conversation are; belonging to a person since birth, living or growing naturally in a particular region.

Read More

Topics: digital marketing, Digital, selling digital advertising

Read More

If you play a hand in your company's marketing efforts or sell traditional media, there's a study worth paying attention to for two reasons:

Read More
Digital_Creative ad-industry-wrong-impression I_bet_you_didn’t_think_about_this_with_Native_Ads
Resources
  • site
1909 Ad Indestructo Trunk National Veneer Woman Travels Around World Customs Agent Searches Luggage - Original Vintage Advertisement
Entertainment Memorabilia ()
  • Product type: Original Print Advertising (Vintage Ad)
  • Source: 1909 Country Life in America Magazine
  • Condition: Very good
  • Measures about 8.5 X 12
Related video
Online Car Advertising -WTF Vehicle Remarketing
Online Car Advertising -WTF Vehicle Remarketing
"Selling Luxury Online in China" - Thoughtful China
"Selling Luxury Online in China" - Thoughtful China
Copywriter: Written Communication, The Formula for Writing Copy that Connects, Psychological Triggers, SEO Copywriting That Sells, Writing Good Advertisement
eBooks (FreniQ Books)
online advertising sales training
online advertising sales training
Sales Agents Wanted | Selling Advertising Space | Onlinine
Sales Agents Wanted | Selling Advertising Space | Onlinine ...
1906 Ad Battle Creek Sanitarium Asks Are You in Search of Health - Original Vintage Advertisement
Entertainment Memorabilia ()
  • Product type: Original Print Advertising (Vintage Ad)
  • Source: 1906 Country Life in America magazine
  • Condition: Very good ++
  • Measures about 5.5 x 8 (ad is not cropped and full page will be sent).
Post Card Cinerama Search For Paradise Advertisement
Entertainment Memorabilia ()
  • Shop our Amazon Store with over 35, postcards, photography, and much, much more!!
  • We have a wonderful and rare collection of vintage collectibles, paper, autographs, movie memoriblia,
  • Postcards, Vintage Photographs Vintage Pinups, Tra
Blue Crab Magnets Crawfish Sign Fridge Magnet (2 x 3 inches)
Kitchen (Blue Crab Magnets)
  • Size: 2 x 3 inches
  • Material: Metal and Hard Plastic
  • The Highest Quality Magnet Available
  • Made in USA
  • Search Thousands of Unique Magnets in Our Store!
Related Posts