Insight taken from Dan Ambrose, online advertising expert
New types of online advertisements are intriguing. They are a bit different than traditional advertisements and are welcomed by consumers.
Regardless of the acceptance of new online advertisements, it’s important to keep other parts of online advertising in mind as well, since it’s not just about creating media-rich advertisements that viewers will enjoy. Online advertising also includes capturing new revenue streams, selling integrated programs, designing factors for accommodating online advertisements and successful sales strategies, among others.
Online advertising does change throughout the digital environment, so although it may be hard to wrap your head about the processes all the time, it can be learned when an experienced teacher and practitioner is involved.
Our Maximizing Online Advertising Revenue webinar features insight from digital advertising guru Dan Ambrose. Take a look at some of his insight below.
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Online Advertising Tip #1: Listening is incredibly important: If a sales pitch is given and the prospect objects, take the time to build a relationship off the objection. For instance, Dan has given this example: If the prospect says, “I know everything I need to know about your property”, this statement can be listened to and interpreted, as “Unless something changed since our last meeting, I don’t need a meeting.”
In this instance, the sales person can specifically state from the beginning that the meeting would entail a discussion on how the industry is changing and how those changes can be directly addressed to ensure success. This type of sale initiative will be of greater value to the prospect and may help develop a relationship.
Online Advertising Tip #2: Create an agenda for the meeting: Having an agenda for a sales meeting will help eliminate awkwardness associated with silence or breaks in the communication. This way, there won’t be a need for silence filling and the prospect will feel more comfortable knowing how the time will be spent. Starting off by discussing ways to benefit the individual may even lead to a sense of trust that will allow the prospect to open up about what he or she is looking for.
Online Advertising Tip #3: Know your audience: Before engaging in a meeting with a prospect, research the company and the industry. You may find out places where competitors are gaining the edge over them, and you may be able to offer solutions to that issue that will lead to a sale.
These three tips are valuable in all types of sales, regardless of the industry you are currently in.
For more insight on sales, with a focus on online advertising, check out our Maximizing Online Advertising Revenue webinar with Dan Ambrose.
