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Selling Response


Recorded May 9, 2019

1:00pm-2:00pm CDT

2:00pm-3:00pm EDT

Don’t have the highest circulation in your market or the lowest rates? Are your prospects claiming they have no money and that your print and digital publications no longer work? Are they turning to “free” social media instead?
Don’t let that prevent you or your ad staff from bringing in serious ad revenue. You just need to make the shift to selling response.
This webinar will explain how your department can make that shift including:

  • The philosophy of selling response
  • The differences between it and traditional approaches
  • How the approach overcomes most media-related objections
  • Why so many newspapers think they’re doing it already when they’re not
  • The architecture of a response-oriented sales process
  • Examples of selling response in action

And much more!

Click here to register for this archive. Please fill out the registration information at this link. If you participated in the live viewing, be sure to add in your discount code for free viewing. Once you complete the registration you will receive a link to view the archive.

**SNPA Members can now register free! Contact [email protected] for details!** *

Registrations submitted after deadline are subject to $10 late fee. Registrations accepted until the day of the webinar. Log in instructions will be sent 48 hours ahead of scheduled program. If you are interested in participating but are unable to attend the live webinar, we encourage you to sign up anyway. As part of your webinar package, you will receive free access of the archive of this webinar by registering for the live session.

 

Bob McInnis is a 30-year veteran of the business side of the newspaper industry. After graduating from Dartmouth College in 1984, he got a job as a newspaper ad rep at his hometown’s weekly newspaper group.
He eventually served as ad director there and at a larger group of 10 community newspapers before being hired by 750,000 circulation Newsday/New York Newsday as major accounts supervisor and training manager.
In 1993, he launched a consulting practice and has spent the years since working with community newspapers and newspaper associations throughout the world. While the variety of products have evolved over the years to include digital, the motivations behind why local businesses buy advertising has not, making the integration of paid digital—and even selling against social media—seamless.