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Amazing Formulas Guarantee Advertising Sales
Amazing Formulas Guarantee Advertising Sales
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Mark generated tens of millions of dollars in advertising sales by applying amazing the "formulas” discussed in this book.
What's more, Mark has also trained advertising sales teams. One of these teams
produced more than $10 million a year in advertising sales!
He is retained by high-profile publishers, newspaper groups, magazine hot
shots, email newsletter publishers, social media gurus and website owners around the world.
These tactics probably worked great during the dot-com hysteria and
IPO boom. But will the formulas work in today's climate?
The answer is yes!
There were 39,756 business bankruptcies in the US from December 2000 through December 2001.
But in 2012 there were more than 100,300 business bankruptcies!
That’s not counting the companies and entrepreneurs which didn’t bother filing for
bankruptcy!
It’s hard times right now!
Companies are slashing advertising budgets and laying people off in droves.
On top of that, hundreds of publications are going belly up every single day
because of a lack of interest from readers and a lack of advertising sales.
Advertising sales is only part of the answer, but it's a big part.
In fact, I think even more publications and Internet ventures will be thrown out of
business if they don't understand the advertiser's demands.
Table of Contents
Introduction
Who benefits from reading this book and why
Here’s my story and I’m sticking to it
Chapter 1
An Amazing Formula That Generated Billions of Dollars in Advertising Sales
The incredible structured sales approach
Will this work on the Internet and with email publishing?
“Forget the multi-billion, I just need to avoid going under”
Chapter 2
Why Do People Advertise?
To solve a problem
The Fear of Loss or Going Bankrupt
Because everybody’s doing it
To call attention to something (the definition of advertising)
Chapter 3
A $50,000 Email Conversation
An actual email conversation that closed a $50,000 sale
Chapter 4
Readers and Subscribers Are the Holy Grail
Why most publishers can’t handle the truth
Forget the “bingo cards” and just call the readers yourself
The fallacy of reader and subscriber counts
Why most readers could care less about your drivel
How to hook readers for life
Chapter 5
The Big Picture
Why passionate readers are a key to a constant flow of repeat ad buyers
How to increase ad revenue for ANY publication
How to stand out from all of the other slop
Throwing conventional publishing out the window – Advertorials and more
Chapter 6
Secrets that Cause People to Buy Advertising
Understanding the advertiser’s customer and user
Understanding the advertiser’s competition
Assuming the risk and guarantee results
Become an expert on your reader’s needs
Chapter 7
Lose the Account Executive Approach and Try This
You can’t wear ties on the Internet
The “sales presentation” is not what you think it is
Schmoozing doesn’t work on the Internet
Why travel, trade shows and client dinners are history
Chapter 8
How to Increase Ad Sales in A Depression, Recession or a Raging Bull Market
The paradox of ad sales – trying too hard to make a sale
Understanding fear and how people are motivated by it
Become passionate about your readers and build credibility at the same time
Focus on the ad buyer’s buyer
If you’re trying to sell ad space you’ll fail
Chapter 9
An Endless Flow of Hungry, Qualified Prospects
Would you like some cheese with that whine?
Have you mastered the searching power of the Internet?
Prospect lists are a dime a dozen
The A and B Prospect Formula built several fortunes
Chapter 10
The Deal Is Never Done Until the Second Check Clears
The second sale is always the best
Watch how companies pay their bills
The dot com slaughter and how to rip a phone out of the wall
The mother lode – Your current client list
Chapter 11
The Thrill of the Hunt
What turns me on about the advertising game?
It’s a numbers game
The Great Muskie Rocks!
Cocktail Answers in Ten Seconds or Less
Chapter 12
The Actual Process
Locating the best advertising prospects
Tie your email Introduction to the news
The address book of life
Qualifying them and all the pre-call stuff
Chapter 13
The Actual Process (Continued)
When people reply with a question just answer it
Focus
What's more, Mark has also trained advertising sales teams. One of these teams
produced more than $10 million a year in advertising sales!
He is retained by high-profile publishers, newspaper groups, magazine hot
shots, email newsletter publishers, social media gurus and website owners around the world.
These tactics probably worked great during the dot-com hysteria and
IPO boom. But will the formulas work in today's climate?
The answer is yes!
There were 39,756 business bankruptcies in the US from December 2000 through December 2001.
But in 2012 there were more than 100,300 business bankruptcies!
That’s not counting the companies and entrepreneurs which didn’t bother filing for
bankruptcy!
It’s hard times right now!
Companies are slashing advertising budgets and laying people off in droves.
On top of that, hundreds of publications are going belly up every single day
because of a lack of interest from readers and a lack of advertising sales.
Advertising sales is only part of the answer, but it's a big part.
In fact, I think even more publications and Internet ventures will be thrown out of
business if they don't understand the advertiser's demands.
Table of Contents
Introduction
Who benefits from reading this book and why
Here’s my story and I’m sticking to it
Chapter 1
An Amazing Formula That Generated Billions of Dollars in Advertising Sales
The incredible structured sales approach
Will this work on the Internet and with email publishing?
“Forget the multi-billion, I just need to avoid going under”
Chapter 2
Why Do People Advertise?
To solve a problem
The Fear of Loss or Going Bankrupt
Because everybody’s doing it
To call attention to something (the definition of advertising)
Chapter 3
A $50,000 Email Conversation
An actual email conversation that closed a $50,000 sale
Chapter 4
Readers and Subscribers Are the Holy Grail
Why most publishers can’t handle the truth
Forget the “bingo cards” and just call the readers yourself
The fallacy of reader and subscriber counts
Why most readers could care less about your drivel
How to hook readers for life
Chapter 5
The Big Picture
Why passionate readers are a key to a constant flow of repeat ad buyers
How to increase ad revenue for ANY publication
How to stand out from all of the other slop
Throwing conventional publishing out the window – Advertorials and more
Chapter 6
Secrets that Cause People to Buy Advertising
Understanding the advertiser’s customer and user
Understanding the advertiser’s competition
Assuming the risk and guarantee results
Become an expert on your reader’s needs
Chapter 7
Lose the Account Executive Approach and Try This
You can’t wear ties on the Internet
The “sales presentation” is not what you think it is
Schmoozing doesn’t work on the Internet
Why travel, trade shows and client dinners are history
Chapter 8
How to Increase Ad Sales in A Depression, Recession or a Raging Bull Market
The paradox of ad sales – trying too hard to make a sale
Understanding fear and how people are motivated by it
Become passionate about your readers and build credibility at the same time
Focus on the ad buyer’s buyer
If you’re trying to sell ad space you’ll fail
Chapter 9
An Endless Flow of Hungry, Qualified Prospects
Would you like some cheese with that whine?
Have you mastered the searching power of the Internet?
Prospect lists are a dime a dozen
The A and B Prospect Formula built several fortunes
Chapter 10
The Deal Is Never Done Until the Second Check Clears
The second sale is always the best
Watch how companies pay their bills
The dot com slaughter and how to rip a phone out of the wall
The mother lode – Your current client list
Chapter 11
The Thrill of the Hunt
What turns me on about the advertising game?
It’s a numbers game
The Great Muskie Rocks!
Cocktail Answers in Ten Seconds or Less
Chapter 12
The Actual Process
Locating the best advertising prospects
Tie your email Introduction to the news
The address book of life
Qualifying them and all the pre-call stuff
Chapter 13
The Actual Process (Continued)
When people reply with a question just answer it
Focus
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