Generating New Revenue From Small Business Advertisers
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Transcript of Generating New Revenue From Small Business Advertisers
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Generating New Revenue fromSmall Business Advertisers
Presented by Neil Tanner, Global CEO at NRS MediaFacilitated by Mark Greene, Midwest Director of Business Development (312) 473-0673
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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)
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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
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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
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Overcoming advertiser reservationswith market education
TEACHES THE BENEFITS OF LONG TERM ADVERTISING
EDUCATES THEM ON YOUR BUSINESS AND HOW TO USE IT SUCCESSFULLY
PROVIDES A SIMPLEBUT 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
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INCREASING TEAM PRODUCTIVITY with extensive trainings
CHANGES & INSTILLS EFFECTIVE BEHAVIOURS
SELF FUNDING MEASURABLE TRAININGREWARDING 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
.
TEAMTRAININGS
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Thank youDownload 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