before you hire: sell your own media Ads… it’s your best bet for future growth
Good morning media folks ☀️
If you’re thinking about exploring newsletter Ads as an email publisher, there are two key strategies you can’t live without: understanding the nuances of selling your Ad product and setting the stage for smoother and faster revenue growth.
I’ll break it down for you:
1. understanding your product
Selling media sponsorships yourself means you get to really understand what makes your newsletter click with advertisers. You need to know your audience like the back of your hand, how to sell to it, your creative capabilities, and understand where you can add value. This is how you can establish a playbook that actually works.
2. refining, refining, refining
When you’re engaging with potential Ad partners, you need to know what hooks them, what doesn’t and how to ask the right questions that point to what value you can bring. This won’t come without taking time to get in front of Ad partners to test your approach. Once you have the framework, a good media salesperson can do the rest.
3. building long-term relationships
Even if you’re not good at it, it’s important to get out there. This doubles as a networking opportunity. Build new relationships. They can turn into long-term partnerships. And can even become repeat business, referrals, and a strong rep in the niche.
4. setting the foundation
If you’ve never sold your Ad product, you’re not going to understand what your media sales team needs. Too many publishers have done this… don’t do the same. Your experiences, insights, and established processes will be invaluable in guiding them. Help them hit the ground with less guesswork and more strategy.
5. scale
Now that you’ve set the right framework, you can trust. You’ll be able to give your team full autonomy. You know what works, and those tactics can turn into a revenue-generating engine. They’ll benefit from your experiences.
It’s not easy. But these tactics are invaluable to long-term sponsorship success. Finding the right person to hire is notoriously difficult. Preparing them for success is not. Make their lives easier, see revenue 📈
see you next week,
shaan
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