We asked several of our partners about selling against their lists.
Not just the products that make the most money, but the ones their reps truly enjoy selling.
Creating valuable products isn’t just about generating revenue for the media organization. It’s primarily about creating something of value for the community.
When your audience gets excited about a product, that’s what makes it a slam-dunk for your sales team!
What makes a product / section enjoyable to sell?
Not just profitable, but enjoyable to sell.
A product where the sales reps can’t wait for that time of year again, because of the conversations they get to have and the people they get to talk to.
A product that is information for the reader is enjoyable to sell. Advertisers benefit more and have better results because the reader is leaning in already. It’s all about content.
Terrie Easley at LocalIQ
And what makes your audience excited about a product? In a lot of cases, it’s uniqueness.
People get tired of the same-old same-old. They want something new, fresh, and unique. When you find the right partner and create truly unique products, you’ll feel it, and so will your audience.
A section is enjoyable to sell when the product offerings are unique in the market and clients feel excited and privileged to participate.
Kristin Merrick at Orlando Magazine
When it is tied to an award the customer has won or been recognized for.
Liz Schaefer at St Louis Magazine
What 2-3 products do you and your sales team most enjoy selling?
What’s unique and fresh? Just because something is new doesn’t always make it an automatic win. There are plenty of new bad ideas, too.
My reps would say social media advertising. It has huge reach and huge audience engagement.
Terrie Easley at LocalIQ
“Huge reach and audience engagement.”
The magic one-two knockout combo.
Huge Reach
Lots of people see. Lots of people talk about it.
This is not about raw numbers. It’s about the right kinds of people.
Audience Engagement
Your audience cares. They want to get the info, see the details, and dig into the product.
And again, this is about engaging the right segments of your audience. Your whole audience won’t necessarily care about your Top Doctors, for example.
Our professional profile sections are generally the most enjoyable to sell and among those our Annual Doctors Issue, Faces of Orlando and Women Who Move the City sections are most popular.
Kristin Merrick at Orlando Magazine
Across those 3 sections, we see a variety of audience segments being engaged.
This is an amazing unlock.
Not only does it keep your readers engaged with fresh new products, but it also gives your sales reps a wide variety of potential advertisers to connect with. AND it gives those advertisers a wide range of unique opportunities to invest in.
A win for the audience, the advertiser, and of course, the media organization.
Bonus Products
These are some products another partner mentioned they love selling.
Leading Women in Business Profiles
Evansville Gives (the Non-Profit Guide)
Holiday Gift Guide
Jessica Hoffman and Jennifer Rhoades at Evansville Living
If you don’t do products like this, and are interested, send Johnny an email at johnny@datajoe.com. We’d love set up a free call and brainstorm together!