A deals program requires consistent effort in order for everything to run smoothly. Every step of the process needs to be planned – from prospecting to turning over purchasers’ email addresses after the deal runs. To round out the sales process, let’s change our focus to preparing the advertiser for their deal and what they should expect after their deal runs. Continue reading
How to Overcome Deal Objections and Negotiate with Advertisers
In the sales process, dealing with objections is a common occurrence. Ideally, the more objections you hear, the better you will be at countering them. Deals programs are still relatively new and sometimes the concept can be difficult for advertisers to understand. Below I listed a few of the more common objections I have heard and how I counter them. Continue reading
Developing a Winning Deal Sales Process
Before you can start targeting advertisers you need to first understand who your audience is and what type of consumers subscribe to your email list. Knowing the dynamics and demographics of your list will steer you towards deals success. Let me walk you through how I have successfully used this approach with my deals program at the Rockford Register Star. Continue reading
