Sell Online Advertising Effectively
You are a step ahead of many people who offer online advertising options to local businesses
. Because your directory is so focused on your niche, you can give local advertisers exactly what they are after: their target audience. So, the more clearly that you show that you can do just that, the easier it will be to sell advertising to them.Understand Your Site's Audience
Beyond understanding your audience based on the obvious theme of your local directory, you can get a more detailed and precise understanding of your sites visitors by using Google Analytics. This service is free and easy to implement into your site. You'll be able to show advertisers geographically where your sites visitors are coming from, how they arrive at your site, what their keyword searches were and more. With this information, you'll be able to show potential advertisers who is visiting your site, namely their target audience.
Know You Competitors
There is surely at least one competitor in your area, either a website or a print publication, that has an audience similar to yours. Being able to show how you are different than these existing advertising options is the key to winning their business. Many local businesses will have a limited budget, so explaining how you are a better choice is crucial.
Tips When Speaking To A Prospect
- Don't bash your competitors. Do tell them how you are different.
- Emphasize "return on investment". Show that you deliver more for the money than your competitors.
- Emphasize niche. Since you only attract a highly-targeted audience, you can deliver their exact customers.
And remember to "cast a wide net". The cliche is true, it is a numbers game, so reach as many prospects as you can. Possibly visit your chamber of commerce and see if there is a local database of businesses available. Hand out fliers and brochures to businesses in your area. The more people you contact, the more sales you will ultimately make.
Sell Online Advertising Effectively
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