Generating New Revenue fromSmall Business Advertisers

Presented by Neil Tanner, Global CEO at NRS MediaFacilitated by Mark Greene, Midwest Director of Business Development (312) 473-0673

1: MANY SALES SKILLS• Value based.• High

maintenance.• Renewal +

retention.• Large #

customers. • High cost of sale.

1: FEW SALES SKILLS• Relationship

based.• Deeper

engagement.• High recurring

Rev• Smaller #

customers.• Field based • Lower cost of

sale.

1:1 SALES SKILLS NATIONAL SALES

LOCAL SALES

NRS SALES SMALL/MEDIUM

MID MARKET

LARGE

(Some marketing resources)

(No marketing resources)

Don’t like being sold to.

See advertising as a cost, not an investment.

Advertise only when they need to.

Have little, or no dedicated marketing resources.

LOCAL ADVERTISERS

Spend more time servicing current clients.

Prospect “when they have time”.

Lack a disciplined, scientific sales approach.

Have varied skills in different aspects.

DIRECT SALES TEAMS

Overcoming advertiser reservationswith market education

TEACHES THE BENEFITS OF LONG TERM ADVERTISING

EDUCATES THEM ON YOUR BUSINESS AND HOW TO USE IT SUCCESSFULLY

PROVIDES A SIMPLEBUT COMPELLING REASON FOR THEM TO BUY FROM YOU LONG TERM

RECALL, LOCAL ADVERTISERS:

Don’t like being sold to. See advertising as a cost, not an investment.Advertise only when they need to.Have little to no marketing resource

MARKETING EDUCATION

INCREASING TEAM PRODUCTIVITY with extensive trainings

CHANGES & INSTILLS EFFECTIVE BEHAVIOURS

SELF FUNDING MEASURABLE TRAININGREWARDING PERSONALLY AND FINANCIALLY BUILDS CONFIDENCE IN YOUR SALES TEAM

RECALL, DIRECT SALES TEAMS:Spend more time servicing current clients.Prospect “when they have time”.Lack a disciplined, scientific sales approach.Have varied skills in different aspects

.

TEAMTRAININGS

Thank youDownload The “Top 7” Guide Resources  

Great topics to cover with ad sales staff on a regular basis - http://nrsmedia.com/resources/ 

and/or The “Squeezed Markets” White Paper http://nrsmedia.com/battling-short-termism-squeezed-markets/

Call Mark Greene at 312-473-0673 with any questions