Advertising Headlines

08/30/2019

John Foust on doing a little more and a little less for sales meetings

Kristen told me how she handles one of the biggest challenges of managing her newspaper’s sales department. “Sales meetings – like a lot of other things – fall into predictable patterns,” she said. “The boss talks, the staff members listen, and more often than not, it’s just a transference of information. No one feels motivated to do anything different after the meeting is over.

07/05/2019

Do you have a sales prevention department?

Every business has procedures in need of tweaking. Do any of those procedures at your newspaper involve the advertising department? It might be a good idea to take a look.

06/20/2019

Multi-tasking = multi-risking

Joseph was talking to me about something he feels is important to the ad staff he manages. “These days, there’s a lot of talk about multi-tasking,” he said. “But according to what I’ve read on the subject, there’s no such thing. We can shift back and forth between tasks, but doing two tasks at once would be like putting a stick-shift car in first gear and second gear at the same time. It can’t be done.

06/07/2019

Four words for ad professionals: 'Oh yeah? Prove it.'

I once encountered a car dealer who took advertising puffery to new levels. They publicized themselves as being number one in every conceivable category. Their general advertising theme was, “We’re number one.” Their new car slogan was, “We’re number one in new cars.” Their used car slogan was, “We’re number one in used cars.” Their service department’s slogan was, “We’re number one in service.” And of course, their logo featured their name inside a number one.

05/24/2019

Are you offering clients a full or half-load of advertising?

Greg used to help his uncle sell and deliver firewood on weekends. No doubt, that influenced one of his first phone calls when he started selling advertising for his local newspaper. His prospect asked, “Why are you asking so many questions?” and he said, “I’m just trying to figure out if you need a full load or a half-load.”

01/04/2019

The week after Christmas my publisher gave to me 15 new promotion ideas for 2019

It is January and time to empower new ideas to put money in the bank this year. Here’s an idea for every month plus and extra three to swell the pot.