how to sell radio and magazine ads so I got a great question from one of my
got a great question from one of my
got a great question from one of my YouTube viewers Micheline who wrote in
YouTube viewers Micheline who wrote in
YouTube viewers Micheline who wrote in to say hi ever my name is Micheline
to say hi ever my name is Micheline
to say hi ever my name is Micheline Evans I really appreciate what you are
Evans I really appreciate what you are
Evans I really appreciate what you are doing and saying you’ve really
doing and saying you’ve really
doing and saying you’ve really encouraged me to step out up in my
encouraged me to step out up in my
encouraged me to step out up in my business thank you so much for insight
business thank you so much for insight
business thank you so much for insight and wisdom well thank you for commenting
and wisdom well thank you for commenting
and wisdom well thank you for commenting I’m starting an advertising business for
I’m starting an advertising business for
I’m starting an advertising business for small business owners and want to help
small business owners and want to help
small business owners and want to help them go to another level people knowing
them go to another level people knowing
them go to another level people knowing what products and service they render
what products and service they render
what products and service they render now I started off on radio and magazines
now I started off on radio and magazines
now I started off on radio and magazines I’m not getting a lot of customers
I’m not getting a lot of customers
I’m not getting a lot of customers understand that I can help them I’m not
understand that I can help them I’m not
understand that I can help them I’m not charging a lot of money for radio
charging a lot of money for radio
charging a lot of money for radio advertisement I don’t know what I’m
advertisement I don’t know what I’m
advertisement I don’t know what I’m doing wrong could you please give me
doing wrong could you please give me
doing wrong could you please give me some tips or ideas I would really much
some tips or ideas I would really much
some tips or ideas I would really much appreciate it thank you so much you
appreciate it thank you so much you
appreciate it thank you so much you can’t wait to hear from you
can’t wait to hear from you
can’t wait to hear from you so Micheline you’re selling to
so Micheline you’re selling to
so Micheline you’re selling to entrepreneurs you selling the small
entrepreneurs you selling the small
entrepreneurs you selling the small business owners it’s a really tough sell
business owners it’s a really tough sell
business owners it’s a really tough sell because entrepreneurs we’re tight with
because entrepreneurs we’re tight with
because entrepreneurs we’re tight with our money right when we spend on an
our money right when we spend on an
our money right when we spend on an advertising campaign it’s not for
advertising campaign it’s not for
advertising campaign it’s not for branding purposes we need to see a
branding purposes we need to see a
branding purposes we need to see a result right here’s an example so when I
result right here’s an example so when I
result right here’s an example so when I read I work with brands I work with
read I work with brands I work with
read I work with brands I work with companies I create a blog post for them
companies I create a blog post for them
companies I create a blog post for them I’ll help promote their content when I’m
I’ll help promote their content when I’m
I’ll help promote their content when I’m working with a big brand I’ll charge
working with a big brand I’ll charge
working with a big brand I’ll charge them $2,500 to create one piece of
them $2,500 to create one piece of
them $2,500 to create one piece of content a blog post to their site 2,500
content a blog post to their site 2,500
content a blog post to their site 2,500 bucks that’s a lot of money if I tried
bucks that’s a lot of money if I tried
bucks that’s a lot of money if I tried to sell that to an entrepreneur to pay
to sell that to an entrepreneur to pay
to sell that to an entrepreneur to pay 2500 you better get me some results on
2500 you better get me some results on
2500 you better get me some results on that son because that’s a lot of money
that son because that’s a lot of money
that son because that’s a lot of money that’s a big chunk of marketing for me
that’s a big chunk of marketing for me
that’s a big chunk of marketing for me that needs to generate results so that’s
that needs to generate results so that’s
that needs to generate results so that’s the difference right like this has to
the difference right like this has to
the difference right like this has to work if somebody spends money with you
work if somebody spends money with you
work if somebody spends money with you that could be their entire advertising
that could be their entire advertising
that could be their entire advertising budget for the year so it’s got to work
budget for the year so it’s got to work
budget for the year so it’s got to work there’s a lot of fear so for you my
there’s a lot of fear so for you my
there’s a lot of fear so for you my advice on how to sell radio or magazine
advice on how to sell radio or magazine
advice on how to sell radio or magazine ads to small business owners one target
ads to small business owners one target
ads to small business owners one target your market you have to know who you’re
your market you have to know who you’re
your market you have to know who you’re selling to right you’ve got to know the
selling to right you’ve got to know the
selling to right you’ve got to know the right kind of people to sell to because
right kind of people to sell to because
right kind of people to sell to because you’re not going to sell that every
you’re not going to sell that every
you’re not going to sell that every single entrepreneur and what I would
single entrepreneur and what I would
single entrepreneur and what I would probably do is go look at competing
probably do is go look at competing
probably do is go look at competing magazines look at competing radio
magazines look at competing radio
magazines look at competing radio stations in different markets and see
stations in different markets and see
stations in different markets and see who’s advertising on their station what
who’s advertising on their station what
who’s advertising on their station what kind of businesses are advertising there
kind of businesses are advertising there
kind of businesses are advertising there and then go reach out to your local
and then go reach out to your local
and then go reach out to your local market so I don’t know where you are
market so I don’t know where you are
market so I don’t know where you are let’s say you’re in New York I’ll pull a
let’s say you’re in New York I’ll pull a
let’s say you’re in New York I’ll pull a model like la find a similar magazine or
model like la find a similar magazine or
model like la find a similar magazine or radio station that targets the LA market
radio station that targets the LA market
radio station that targets the LA market and see what kinds of businesses right
and see what kinds of businesses right
and see what kinds of businesses right you won’t have the exact same
you won’t have the exact same
you won’t have the exact same franchisor store here but similar kinds
franchisor store here but similar kinds
franchisor store here but similar kinds of businesses is it a jeweler is it real
of businesses is it a jeweler is it real
of businesses is it a jeweler is it real estate people is it you know
estate people is it you know
estate people is it you know manufacturers who is it
manufacturers who is it
manufacturers who is it that’s advertising on the radio chances
that’s advertising on the radio chances
that’s advertising on the radio chances are those same types of businesses will
are those same types of businesses will
are those same types of businesses will be interested in your local markets you
be interested in your local markets you
be interested in your local markets you have to really be specific because not
have to really be specific because not
have to really be specific because not every person is going to be interested
every person is going to be interested
every person is going to be interested you’re not just targeting small business
you’re not just targeting small business
you’re not just targeting small business owners you got to get a little bit more
owners you got to get a little bit more
owners you got to get a little bit more niche the second thing is reduced the
niche the second thing is reduced the
niche the second thing is reduced the risk you have to reduce the risk for
risk you have to reduce the risk for
risk you have to reduce the risk for them and this goes for anything in sales
them and this goes for anything in sales
them and this goes for anything in sales reduce the risk and make it easy to say
reduce the risk and make it easy to say
reduce the risk and make it easy to say yes so I don’t know how much it costs
yes so I don’t know how much it costs
yes so I don’t know how much it costs for you to get started on this thing if
for you to get started on this thing if
for you to get started on this thing if I wanted to sign up with you and take
I wanted to sign up with you and take
I wanted to sign up with you and take out a radio ID what that cost me you’ll
out a radio ID what that cost me you’ll
out a radio ID what that cost me you’ll find a lot of business owners say this
find a lot of business owners say this
find a lot of business owners say this is the catch-22 that you’re in they’ll
is the catch-22 that you’re in they’ll
is the catch-22 that you’re in they’ll say I’m happy to spend on it if it works
say I’m happy to spend on it if it works
say I’m happy to spend on it if it works right if I know that I spent a dollar
right if I know that I spent a dollar
right if I know that I spent a dollar with you and I get five back I’m going
with you and I get five back I’m going
with you and I get five back I’m going to do that all day long all day long but
to do that all day long all day long but
to do that all day long all day long but I’m not guaranteed it’s going to work
I’m not guaranteed it’s going to work
I’m not guaranteed it’s going to work and I have you know I don’t know
and I have you know I don’t know
and I have you know I don’t know anything on radio or magazine
anything on radio or magazine
anything on radio or magazine advertising most entrepreneurs won’t
advertising most entrepreneurs won’t
advertising most entrepreneurs won’t write that’s what they’ll say so there’s
write that’s what they’ll say so there’s
write that’s what they’ll say so there’s a huge risk so you have to find a
a huge risk so you have to find a
a huge risk so you have to find a low-risk way to launch this thing you
low-risk way to launch this thing you
low-risk way to launch this thing you have to find a way to for me to get it
have to find a way to for me to get it
have to find a way to for me to get it either for free or to really reduce
either for free or to really reduce
either for free or to really reduce price as my first time shot through once
price as my first time shot through once
price as my first time shot through once you’ve qualified right you’re picking
you’ve qualified right you’re picking
you’ve qualified right you’re picking the right kinds of businesses that are
the right kinds of businesses that are
the right kinds of businesses that are the right size at work base in other
the right size at work base in other
the right size at work base in other markets and give them a low risk way to
markets and give them a low risk way to
markets and give them a low risk way to get started because a radio station or
get started because a radio station or
get started because a radio station or magazine once that air time where that
magazine once that air time where that
magazine once that air time where that magazine goes out if they don’t have the
magazine goes out if they don’t have the
magazine goes out if they don’t have the sponsors in there it still has to go out
sponsors in there it still has to go out
sponsors in there it still has to go out right that radio show is airing on this
right that radio show is airing on this
right that radio show is airing on this day regardless if they have sponsors or
day regardless if they have sponsors or
day regardless if they have sponsors or not so working with them to find deals
not so working with them to find deals
not so working with them to find deals where you can start off small free
where you can start off small free
where you can start off small free ideally or really super low-cost to get
ideally or really super low-cost to get
ideally or really super low-cost to get them to try one time and sure that it
them to try one time and sure that it
them to try one time and sure that it works if it doesn’t work then they’re
works if it doesn’t work then they’re
works if it doesn’t work then they’re not going to continue right and then
not going to continue right and then
not going to continue right and then that’s that’s on you because you pick
that’s that’s on you because you pick
that’s that’s on you because you pick the wrong client the wrong campaign or
the wrong client the wrong campaign or
the wrong client the wrong campaign or this station or this this magazine
this station or this this magazine
this station or this this magazine doesn’t work right you have to deliver
doesn’t work right you have to deliver
doesn’t work right you have to deliver results when it does work then it’s easy
results when it does work then it’s easy
results when it does work then it’s easy to upsell them and get them to sign into
to upsell them and get them to sign into
to upsell them and get them to sign into a full of campaign right so I sell I
a full of campaign right so I sell I
a full of campaign right so I sell I sell zuga guides for entrepreneurs I
sell zuga guides for entrepreneurs I
sell zuga guides for entrepreneurs I don’t do advertising for I wouldn’t go
don’t do advertising for I wouldn’t go
don’t do advertising for I wouldn’t go out and take a magazine ad out or radio
out and take a magazine ad out or radio
out and take a magazine ad out or radio show ad out right I wouldn’t do that
show ad out right I wouldn’t do that
show ad out right I wouldn’t do that it’s not part of the model but if
it’s not part of the model but if
it’s not part of the model but if somebody like you came to me
somebody like you came to me
somebody like you came to me and here’s a free way to do it as a
and here’s a free way to do it as a
and here’s a free way to do it as a trial and it worked then I would start
trial and it worked then I would start
trial and it worked then I would start spending money with you right if I can
spending money with you right if I can
spending money with you right if I can show that hey I spent a thousand dollars
show that hey I spent a thousand dollars
show that hey I spent a thousand dollars with miss Schilling she gives me five
with miss Schilling she gives me five
with miss Schilling she gives me five back I’m going to do that no problem
back I’m going to do that no problem
back I’m going to do that no problem let’s let’s ten times that let’s keep
let’s let’s ten times that let’s keep
let’s let’s ten times that let’s keep going right that’s the that’s the
going right that’s the that’s the
going right that’s the that’s the catch-22 it’s too risky for
catch-22 it’s too risky for
catch-22 it’s too risky for entrepreneurs to get into they can’t see
entrepreneurs to get into they can’t see
entrepreneurs to get into they can’t see the proof they can’t see the tangible
the proof they can’t see the tangible
the proof they can’t see the tangible results or they’re not going to do it so
results or they’re not going to do it so
results or they’re not going to do it so you have to make it easy for them to say
you have to make it easy for them to say
you have to make it easy for them to say yes the third thing is helping with the
yes the third thing is helping with the
yes the third thing is helping with the creative a lot of entrepreneurs even if
creative a lot of entrepreneurs even if
creative a lot of entrepreneurs even if they agree to it they don’t know how to
they agree to it they don’t know how to
they agree to it they don’t know how to make your radio ad they don’t know how
make your radio ad they don’t know how
make your radio ad they don’t know how to make a magazine ad so how can you
to make a magazine ad so how can you
to make a magazine ad so how can you help them give them either tools
help them give them either tools
help them give them either tools resources people a campaign something to
resources people a campaign something to
resources people a campaign something to help them make that easy because I might
help them make that easy because I might
help them make that easy because I might say yeah I love that but I don’t what
say yeah I love that but I don’t what
say yeah I love that but I don’t what does the radio spot sound like I don’t
does the radio spot sound like I don’t
does the radio spot sound like I don’t know how to do that so train them work
know how to do that so train them work
know how to do that so train them work with them give them people to help them
with them give them people to help them
with them give them people to help them so that that fear is gone you’re you
so that that fear is gone you’re you
so that that fear is gone you’re you eliminate all their objections right the
eliminate all their objections right the
eliminate all their objections right the big two is going to be well I don’t
big two is going to be well I don’t
big two is going to be well I don’t think it’s going to work it’s too risky
think it’s going to work it’s too risky
think it’s going to work it’s too risky for me and I don’t have the resources to
for me and I don’t have the resources to
for me and I don’t have the resources to make this campaign together you can
make this campaign together you can
make this campaign together you can eliminate those you get people to say
eliminate those you get people to say
eliminate those you get people to say yes but all is going to come from
yes but all is going to come from
yes but all is going to come from targeting the right people you don’t
targeting the right people you don’t
targeting the right people you don’t know waste all this time and energy and
know waste all this time and energy and
know waste all this time and energy and the you know the collateral you’ve built
the you know the collateral you’ve built
the you know the collateral you’ve built with the stations your you know radio
with the stations your you know radio
with the stations your you know radio stations of the magazines you don’t
stations of the magazines you don’t
stations of the magazines you don’t waste all that time only to have
waste all that time only to have
waste all that time only to have somebody come through and then not sign
somebody come through and then not sign
somebody come through and then not sign up right if you’ve delivered them
up right if you’ve delivered them
up right if you’ve delivered them results and they don’t sign up then you
results and they don’t sign up then you
results and they don’t sign up then you need to do a better job qualifying
need to do a better job qualifying
need to do a better job qualifying upfront make sure you get the right
upfront make sure you get the right
upfront make sure you get the right people who can potentially afford this
people who can potentially afford this
people who can potentially afford this thing when it takes off that’s my advice
thing when it takes off that’s my advice
thing when it takes off that’s my advice believe I love to hear what you guys
believe I love to hear what you guys
believe I love to hear what you guys think if you guys have ever done an
think if you guys have ever done an
think if you guys have ever done an advertising campaign with a magazine or
advertising campaign with a magazine or
advertising campaign with a magazine or radio station leave it below let me know
radio station leave it below let me know
radio station leave it below let me know what your fears are let me know what
what your fears are let me know what
what your fears are let me know what worked what didn’t work what you would
worked what didn’t work what you would
worked what didn’t work what you would change you have other advice for
change you have other advice for
change you have other advice for Micheline leave it in the comment
Micheline leave it in the comment
Micheline leave it in the comment section below I really want to hear from
section below I really want to hear from
section below I really want to hear from you you guys like this video thumbs up
you you guys like this video thumbs up
you you guys like this video thumbs up below you want to see more like this
below you want to see more like this
below you want to see more like this click on my face subscribe to the
click on my face subscribe to the
click on my face subscribe to the channel thank you so much I’ll see you
channel thank you so much I’ll see you
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”
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