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Generating New Revenue From Small Business Advertisers

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Learn how to master the art of; finding, selling and retaining local, small and medium sized business advertisers. An innovative, fact based approach to the strategies and structure you need to effectively grow new, incremental and sustainable revenue from the most lucrative advertiser pool in America. ~ Mark Greene

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Generating New Revenue From Small Business Advertisers

  1. 1. Generating New Revenue from Small Business Advertisers Presented by Neil Tanner, Global CEO at NRS Media Facilitated by Mark Greene, Midwest Director of Business Development (312) 473-0673
  2. 2. 1: MANY SALES SKILLS • Value based. • High maintenance. • Renewal + retention. • Large # customers. • High cost of sale. 1: FEW SALES SKILLS • Relationship based. • Deeper engagement. • High recurring Rev • Smaller # customers. • Field based • Lower cost of sale. 1:1 SALES SKILLS NATIONAL SALES LOCAL SALES NRS SALES SMALL/MEDIUM MID MARKET LARGE (Some marketing resources) (No marketing resources)
  3. 3. Don’t like being sold to. See advertising as a cost, not an investment. Advertise only when they need to. Have little, or no dedicated marketing resources. LOCAL ADVERTISERS
  4. 4. Spend more time servicing current clients. Prospect “when they have time”. Lack a disciplined, scientific sales approach. Have varied skills in different aspects. DIRECT SALES TEAMS
  5. 5. Overcoming advertiser reservations with market education TEACHES THE BENEFITS OF LONG TERM ADVERTISING EDUCATES THEM ON YOUR BUSINESS AND HOW TO USE IT SUCCESSFULLY PROVIDES A SIMPLE BUT COMPELLING REASON FOR THEM TO BUY FROM YOU LONG TERM RECALL, LOCAL ADVERTISERS: Don’t like being sold to. See advertising as a cost, not an investment. Advertise only when they need to. Have little to no marketing resource MARKETING EDUCATION
  6. 6. INCREASING TEAM PRODUCTIVITY with extensive trainings CHANGES & INSTILLS EFFECTIVE BEHAVIOURS SELF FUNDING MEASURABLE TRAINING REWARDING PERSONALLY AND FINANCIALLY BUILDS CONFIDENCE IN YOUR SALES TEAM RECALL, DIRECT SALES TEAMS: Spend more time servicing current clients. Prospect “when they have time”. Lack a disciplined, scientific sales approach. Have varied skills in different aspects . TEAM TRAININGS
  7. 7. Thank you Download The “Top 7” Guide Resources Great topics to cover with ad sales staff on a regular basis - http://nrsmedia.com/resources/ and/or The “Squeezed Markets” White Paper http://nrsmedia.com/battling-short-termism-squeezed-markets/ Call Mark Greene at 312-473-0673 with any questions

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