Sales Strategies for Freelance Business Journalists: Day Three

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Maya Payne Smart presents the free business journalism Webinar, "Sales Strategies for Freelance Business Journalists: Day Three," hosted by the Donald W. Reynolds National Center for Business …

Maya Payne Smart presents the free business journalism Webinar, "Sales Strategies for Freelance Business Journalists: Day Three," hosted by the Donald W. Reynolds National Center for Business Journalists.

For more information about free training for business journalists, please visit BusinessJournalism.org.

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Transcript

  • 1. Day 3: Closing the Sale Presented by Maya Payne Smart
  • 2. Today ’s Agenda
    • How are you going to sell to new clients?
    • How are you going to win repeat business?
  • 3. Goals for Today
    • Understand the path from a lead to a prospect to a customer
    • Learn tried-and-true methods for winning repeat assignments
    • Explore various methods for storing prospect and client information
  • 4. POLL
    • Which social media site has helped you win the most business?
  • 5. Business Cards
    • Old School
    • Print
    • Email, phone, address, URL
    • New School
    • Digital and print
    • Photography
    • Social media profile links
  • 6. LinkedIn Tips
    • Flesh out your profile and keep your status bar updated.
    • Reconnect with current and former colleagues, including editors and fellow writers.
    • Join groups.
    • Check the job boards.
    • Research new markets in the Companies section.
    • Seek and give advice in the Question and Answer sections.
    • Adjust privacy settings to avoid spamming your network.
  • 7. Facebook: Formal and Informal
  • 8. Twitter
    • Keep tweets newsy.
    • Put your spin/angle on everything.
    • Post less than 20 times a day.
    • Focus on one thing.
    • Use descriptive keywords and include you URL in your profile.
  • 9.
    • Learn to make and post video to your site or blog
    • Create your own channel
    • Register the .tv version of your sites
    Tips
  • 10. Website
  • 11. Search Engine Optimization
    • SEO starts at home
    • Use key words
    • Make your site mobile compatible
    • Add fresh content
    • Put navigation at the top of the site
    • Add social sharing buttons
  • 12. Public Relations
    • Announce business openings, service offering shifts, location changes
    • Publicize awards and fellowships
    • Conduct polls and surveys
    • Create tip sheets
    • Host contests
  • 13. Why Blog?
    • Share compelling information and insights and build credibility
    • Keep your web presence fresh and boost your search engine traffic
    • Build a readership or community of your own
  • 14. Blogging: Two Approaches
    • Informative
    • Trends in your niche
    • Interesting reporting that didn ’t make it into your story
    • Behind-the-scenes audio, video, photos and commentary
    • Links to related industry news and blogs
    • Promotional
    • Case studies
    • Testimonials
    • Advice on how to work with freelancers effectively
    • Your story—why you do this work
    • Work samples
  • 15. Pay-per-click Advertising
  • 16. Managing Contacts
  • 17. Step by Step
  • 18. Pitching Yourself
  • 19. Pitching Your Ideas This cartoon is by Dave Walker.
  • 20. POLL
    • What ’s your best referral source?
  • 21. Evaluating Sales Results Prospect Referral Source Contact (LOI, query, call) Result (Y,N,M,0) Notes
  • 22. Winning Repeat Business
    • Be a positive , punctual , problem-solving professional .
    • Convey enthusiasm for the assignment.
    • Make every effort to meet deadlines and communicate early when challenges arrive.
    • Handle small problems yourself. Share big problems with the editor AND propose some solutions for consideration.
    • Double check your draft against the assignment and writing guidelines prior to turning it in.
    • Remember that the editor is a client, not a friend.
  • 23. Staying Connected
  • 24. Questions?
    • Please e-mail me at [email_address] .