Getting Advertisers to Spend in a Down Economy
Thursday, Feb. 25 • 10:00 a.m. to 3:30 p.m.
Clarion Meridian Convention Center,
737 S. Meridian, Oklahoma City
Provided by Oklahoma Newspaper Foundation
Raymond and Mildred Fields Memorial Fund Educational Series
Too many print media executives point to internet-based competitors as the primary reason for the decline in advertising revenue. How many of your bread-and-butter advertisers have left you for internet marketing? Probably very few.
The real problem is that sales representatives need to sell the value of newspaper advertising – both in print and online. Think about it. None of your media competitors can do what you do, which is the ability to customize a variety of effective reach products to meet the specific needs of each advertiser. That's what you provide, but that's not at all what prospective advertisers get when they meet with your sales people.
Participants will learn:
• Why Ad Sales are NEVER lost because of your rates
• What "I can't afford to advertise" REALLY means
• How to sell internet-based advertising effectively
• How to structure and lead the value-based sales process
• How to sell ROI, not "cost" or "expense"
• And much, much more!
PRESENTED BY LANDY CHASE
National Sales Trainer & Speaker, Landy Chase, MBA, CSP, has developed a workshop – “Getting Advertisers to Spend in a Down Economy: How to Maximize Your Newspaper's Value Proposition”- that will focus on emerging industry challenges and practical solutions that will drive advertising sales people to succeed within this economy.
Based in Charlotte, North Carolina, Landy Chase is a nationally active sales expert who specializes in increasing the effectiveness of account executives and advertising directors through high-impact, professional skills instruction. Since 1993, he has worked extensively with industry clients and associations as a sales trainer and speaker, including Knight-Ridder, Scripps, Morris Communications, Boone Newspapers, CNHI, Southern Newspaper Publishers Association, Newspaper Association of America, NY Press, Nebraska Press, FNAME, Oregon Publishers Association, and many others.
Registration Fee: $35 per person
Lunch is on your own. There are several restaurants within walking and short driving distance of the Clarion.
For more information, contact ONF Member Services Coordinator Emily Hood at (405) 499-0040, toll-free in Oklahoma at 1-888-815-2672 or by e-mail at ehood@okpress.com
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