how do you sell advertising I got a question from a facebook reader faith
question from a facebook reader faith
question from a facebook reader faith who’s trying to start up a new
who’s trying to start up a new
who’s trying to start up a new publication and is looking for
publication and is looking for
publication and is looking for advertisers and her challenge here is if
advertisers and her challenge here is if
advertisers and her challenge here is if she doesn’t get advertisers for her
she doesn’t get advertisers for her
she doesn’t get advertisers for her business it’s not going to take off
business it’s not going to take off
business it’s not going to take off because even if she has great content a
because even if she has great content a
because even if she has great content a great idea if everything is coming out
great idea if everything is coming out
great idea if everything is coming out of her pocket it’s not going to last
of her pocket it’s not going to last
of her pocket it’s not going to last it’s not going to work because her
it’s not going to work because her
it’s not going to work because her pocket is not unlimited
pocket is not unlimited
pocket is not unlimited so she needs advertisers to pay for this
so she needs advertisers to pay for this
so she needs advertisers to pay for this thing to help it get off the ground and
thing to help it get off the ground and
thing to help it get off the ground and she wanted my step-by-step advice on
she wanted my step-by-step advice on
she wanted my step-by-step advice on what to do so faith great question
what to do so faith great question
what to do so faith great question Congrats we wanted to set up this
Congrats we wanted to set up this
Congrats we wanted to set up this business here are a few things for you
business here are a few things for you
business here are a few things for you really important step-by-step advice to
really important step-by-step advice to
really important step-by-step advice to help guide you along your way the first
help guide you along your way the first
help guide you along your way the first thing you want to do to find an
thing you want to do to find an
thing you want to do to find an advertiser is you start by making a list
advertiser is you start by making a list
advertiser is you start by making a list so you think about every single company
so you think about every single company
so you think about every single company that is already advertising to your
that is already advertising to your
that is already advertising to your target market I always prefer to go with
target market I always prefer to go with
target market I always prefer to go with companies who are who are already
companies who are who are already
companies who are who are already advertising because they have a budget
advertising because they have a budget
advertising because they have a budget if you’re trying to go to new companies
if you’re trying to go to new companies
if you’re trying to go to new companies we’ve never done any advertising before
we’ve never done any advertising before
we’ve never done any advertising before it rarely works out because you have to
it rarely works out because you have to
it rarely works out because you have to convince them to start advertising when
convince them to start advertising when
convince them to start advertising when they’ve never done it before it’s
they’ve never done it before it’s
they’ve never done it before it’s possible but it’s so much harder
possible but it’s so much harder
possible but it’s so much harder compared to companies who are already
compared to companies who are already
compared to companies who are already spending a lot of money in your space so
spending a lot of money in your space so
spending a lot of money in your space so start by making a list of every company
start by making a list of every company
start by making a list of every company who’s advertising to your market now
who’s advertising to your market now
who’s advertising to your market now faith is starting a publication for
faith is starting a publication for
faith is starting a publication for homeschooling parents so who’s her
homeschooling parents so who’s her
homeschooling parents so who’s her target audience in terms of advertisers
target audience in terms of advertisers
target audience in terms of advertisers anybody who’s trying to sell the parents
anybody who’s trying to sell the parents
anybody who’s trying to sell the parents and it’s huge there’s so many companies
and it’s huge there’s so many companies
and it’s huge there’s so many companies who are trying to target parents
who are trying to target parents
who are trying to target parents especially new parents especially young
especially new parents especially young
especially new parents especially young parents who have you know their first
parents who have you know their first
parents who have you know their first kids coming out so those are the
kids coming out so those are the
kids coming out so those are the comforts of target to find that list
comforts of target to find that list
comforts of target to find that list look at any trade shows that deal with
look at any trade shows that deal with
look at any trade shows that deal with babies or young kids look at any
babies or young kids look at any
babies or young kids look at any publications that are already out there
publications that are already out there
publications that are already out there look at any websites that are out there
look at any websites that are out there
look at any websites that are out there and just make a list of everybody who’s
and just make a list of everybody who’s
and just make a list of everybody who’s advertising in there the next thing is
advertising in there the next thing is
advertising in there the next thing is step number two is you want to make a
step number two is you want to make a
step number two is you want to make a list of the people who you can contact
list of the people who you can contact
list of the people who you can contact at those businesses now this step is a
at those businesses now this step is a
at those businesses now this step is a little bit harder so say for example
little bit harder so say for example
little bit harder so say for example pampers is a company you want to target
pampers is a company you want to target
pampers is a company you want to target you need to find somebody at pampers so
you need to find somebody at pampers so
you need to find somebody at pampers so you can talk to about your campaign now
you can talk to about your campaign now
you can talk to about your campaign now who you find really depends on
who you find really depends on
who you find really depends on what your market is going to be so for
what your market is going to be so for
what your market is going to be so for your own publication are you looking to
your own publication are you looking to
your own publication are you looking to go just for your state just for your
go just for your state just for your
go just for your state just for your city are you trying to go nationally
city are you trying to go nationally
city are you trying to go nationally trying to go international the person
trying to go international the person
trying to go international the person you connect with that the company will
you connect with that the company will
you connect with that the company will really depend on what the scope of your
really depend on what the scope of your
really depend on what the scope of your market is going to be so if you’re just
market is going to be so if you’re just
market is going to be so if you’re just trying to do a local regional campaign
trying to do a local regional campaign
trying to do a local regional campaign something in your state then you need to
something in your state then you need to
something in your state then you need to find somebody local if you’re going for
find somebody local if you’re going for
find somebody local if you’re going for a national campaign then you get bumped
a national campaign then you get bumped
a national campaign then you get bumped up the scale a little bit my favorite
up the scale a little bit my favorite
up the scale a little bit my favorite way to find people has actually been
way to find people has actually been
way to find people has actually been through a website called jigsaw comm I’m
through a website called jigsaw comm I’m
through a website called jigsaw comm I’m not affiliate them in any way other than
not affiliate them in any way other than
not affiliate them in any way other than being a customer but it’s a great way to
being a customer but it’s a great way to
being a customer but it’s a great way to find people who work at a specific
find people who work at a specific
find people who work at a specific company and have a specific job title so
company and have a specific job title so
company and have a specific job title so you could go to the website type in
you could go to the website type in
you could go to the website type in pampers to type in Johnson Johnson type
pampers to type in Johnson Johnson type
pampers to type in Johnson Johnson type in marketing or type in advertising and
in marketing or type in advertising and
in marketing or type in advertising and it’ll generate a list of people who work
it’ll generate a list of people who work
it’ll generate a list of people who work at that company and if you want to get
at that company and if you want to get
at that company and if you want to get their email address you want to get
their email address you want to get
their email address you want to get their phone number then you have to pay
their phone number then you have to pay
their phone number then you have to pay $1 to do it but it’s a highly targeted
$1 to do it but it’s a highly targeted
$1 to do it but it’s a highly targeted list and so you can go to the website
list and so you can go to the website
list and so you can go to the website and start finding the people who you
and start finding the people who you
and start finding the people who you need to connect with and you can see
need to connect with and you can see
need to connect with and you can see what their title is you don’t want to
what their title is you don’t want to
what their title is you don’t want to shoot too high if you’re just trying to
shoot too high if you’re just trying to
shoot too high if you’re just trying to do something in your city you don’t want
do something in your city you don’t want
do something in your city you don’t want the national advertising manager as you
the national advertising manager as you
the national advertising manager as you start to build your list then you get a
start to build your list then you get a
start to build your list then you get a targeted group of people who you can
targeted group of people who you can
targeted group of people who you can actually connect with and then the next
actually connect with and then the next
actually connect with and then the next step is to start reaching out to them
step is to start reaching out to them
step is to start reaching out to them and if it’s by email or by phone or by
and if it’s by email or by phone or by
and if it’s by email or by phone or by person you need to start reaching out
person you need to start reaching out
person you need to start reaching out and don’t hesitate if they start
and don’t hesitate if they start
and don’t hesitate if they start rejecting you or if they don’t respond
rejecting you or if they don’t respond
rejecting you or if they don’t respond to you and that’s going to happen
to you and that’s going to happen
to you and that’s going to happen especially at the beginning so the key
especially at the beginning so the key
especially at the beginning so the key elements in making them say yes is
elements in making them say yes is
elements in making them say yes is looking at your pitch and if you’re
looking at your pitch and if you’re
looking at your pitch and if you’re going to break down your pitch I’d say
going to break down your pitch I’d say
going to break down your pitch I’d say there are three key things that you need
there are three key things that you need
there are three key things that you need to remember the first is sustained for
to remember the first is sustained for
to remember the first is sustained for something what is it that makes your
something what is it that makes your
something what is it that makes your publication so much different better
publication so much different better
publication so much different better unique compared to everything else
unique compared to everything else
unique compared to everything else that’s out there because if you’re the
that’s out there because if you’re the
that’s out there because if you’re the same thing as everything else there’s no
same thing as everything else there’s no
same thing as everything else there’s no reason to go with you remember these
reason to go with you remember these
reason to go with you remember these advertisers are getting pitched on an
advertisers are getting pitched on an
advertisers are getting pitched on an ongoing basis by publications by all
ongoing basis by publications by all
ongoing basis by publications by all sorts of different outlets trying to get
sorts of different outlets trying to get
sorts of different outlets trying to get their money so you need to be different
their money so you need to be different
their money so you need to be different you need to be unique you need to stand
you need to be unique you need to stand
you need to be unique you need to stand out and you do that
out and you do that
out and you do that by standing for something so what do you
by standing for something so what do you
by standing for something so what do you stand for are you trying to get more
stand for are you trying to get more
stand for are you trying to get more people to become homeschooling parents
people to become homeschooling parents
people to become homeschooling parents are you trying to make the lives of
are you trying to make the lives of
are you trying to make the lives of homeschooling parents easier what is it
homeschooling parents easier what is it
homeschooling parents easier what is it like why are you starting this thing
like why are you starting this thing
like why are you starting this thing that’s going to come across in your
that’s going to come across in your
that’s going to come across in your message if they believe in the same
message if they believe in the same
message if they believe in the same thing as you do it’s going to be so much
thing as you do it’s going to be so much
thing as you do it’s going to be so much easier to convince them to give you
easier to convince them to give you
easier to convince them to give you their advertising others that’s the
their advertising others that’s the
their advertising others that’s the first thing the second thing is show
first thing the second thing is show
first thing the second thing is show some momentum a lot of times the people
some momentum a lot of times the people
some momentum a lot of times the people who are pitching these advertisers have
who are pitching these advertisers have
who are pitching these advertisers have zero – no momentum they don’t have
zero – no momentum they don’t have
zero – no momentum they don’t have anything going yet it’s really hard to
anything going yet it’s really hard to
anything going yet it’s really hard to give dollars to a startup that’s never
give dollars to a startup that’s never
give dollars to a startup that’s never proven themselves right why am I going
proven themselves right why am I going
proven themselves right why am I going to spend ten thousand dollars five
to spend ten thousand dollars five
to spend ten thousand dollars five thousand dollars a thousand dollars
thousand dollars a thousand dollars
thousand dollars a thousand dollars whatever it is with you if you’ve never
whatever it is with you if you’ve never
whatever it is with you if you’ve never done anything before so show some
done anything before so show some
done anything before so show some momentum wherever you are at in your
momentum wherever you are at in your
momentum wherever you are at in your progress show that you’ve done something
progress show that you’ve done something
progress show that you’ve done something show some examples of the stories are
show some examples of the stories are
show some examples of the stories are going to write show some examples of the
going to write show some examples of the
going to write show some examples of the feedback that’s already coming back do
feedback that’s already coming back do
feedback that’s already coming back do something online create a campaign if
something online create a campaign if
something online create a campaign if it’s on Facebook something to show that
it’s on Facebook something to show that
it’s on Facebook something to show that you have a readership base that people
you have a readership base that people
you have a readership base that people need this thing obviously if you’ve
need this thing obviously if you’ve
need this thing obviously if you’ve already published a few it’s easier to
already published a few it’s easier to
already published a few it’s easier to show that but if you haven’t done that
show that but if you haven’t done that
show that but if you haven’t done that yet again show as much momentum as you
yet again show as much momentum as you
yet again show as much momentum as you can instead of you’re saying hey I have
can instead of you’re saying hey I have
can instead of you’re saying hey I have an idea and I’m looking for an
an idea and I’m looking for an
an idea and I’m looking for an advertiser because you’re not going to
advertiser because you’re not going to
advertiser because you’re not going to get through you’ve got to show that
get through you’ve got to show that
get through you’ve got to show that you’re more than just an idea and then
you’re more than just an idea and then
you’re more than just an idea and then three find a way to help get them
three find a way to help get them
three find a way to help get them started at really low cost low
started at really low cost low
started at really low cost low investment and then over deliver like
investment and then over deliver like
investment and then over deliver like crazy this one is so important starting
crazy this one is so important starting
crazy this one is so important starting off a new relationship with any company
off a new relationship with any company
off a new relationship with any company is always risky it’s a risk not just in
is always risky it’s a risk not just in
is always risky it’s a risk not just in terms of their money but also in terms
terms of their money but also in terms
terms of their money but also in terms of their time right they’re spending
of their time right they’re spending
of their time right they’re spending time with you they’re not spending time
time with you they’re not spending time
time with you they’re not spending time with somebody else and they don’t want
with somebody else and they don’t want
with somebody else and they don’t want to make the wrong decision they don’t
to make the wrong decision they don’t
to make the wrong decision they don’t want to invest their money in the wrong
want to invest their money in the wrong
want to invest their money in the wrong company and spend their time on projects
company and spend their time on projects
company and spend their time on projects that aren’t going to work out so because
that aren’t going to work out so because
that aren’t going to work out so because of that risk they’re probably going to
of that risk they’re probably going to
of that risk they’re probably going to say no and so the way to get them to say
say no and so the way to get them to say
say no and so the way to get them to say yes is to reduce that risk make it super
yes is to reduce that risk make it super
yes is to reduce that risk make it super easy to get them involved either free or
easy to get them involved either free or
easy to get them involved either free or really minimal commitment at the start
really minimal commitment at the start
really minimal commitment at the start and then over deliver like crazy show
and then over deliver like crazy show
and then over deliver like crazy show them some results
them some results
them some results and as you do that you’re going to be
and as you do that you’re going to be
and as you do that you’re going to be able to increase your prices on
able to increase your prices on
able to increase your prices on go off and get new advertisers as well
go off and get new advertisers as well
go off and get new advertisers as well so as an example from my background I I
so as an example from my background I I
so as an example from my background I I was hired a number of times to write
was hired a number of times to write
was hired a number of times to write blog posts for companies and the first
blog posts for companies and the first
blog posts for companies and the first blog post I wrote they asked me for 250
blog post I wrote they asked me for 250
blog post I wrote they asked me for 250 words 300 words something like that and
words 300 words something like that and
words 300 words something like that and instead of just doing that instead of
instead of just doing that instead of
instead of just doing that instead of just doing the bare minimum I wrote like
just doing the bare minimum I wrote like
just doing the bare minimum I wrote like 2,000 words 1,500 words I included a
2,000 words 1,500 words I included a
2,000 words 1,500 words I included a video I promoted to my audience I got
video I promoted to my audience I got
video I promoted to my audience I got way more results in what they were
way more results in what they were
way more results in what they were expecting they just wanted me to write
expecting they just wanted me to write
expecting they just wanted me to write an article and instead I wrote a way
an article and instead I wrote a way
an article and instead I wrote a way longer article added video content
longer article added video content
longer article added video content promoted to my audience
promoted to my audience
promoted to my audience drove tons of traffic to their website
drove tons of traffic to their website
drove tons of traffic to their website and over delivered like crazy as a
and over delivered like crazy as a
and over delivered like crazy as a result they hired me back again and
result they hired me back again and
result they hired me back again and again and again and I increased my
again and again and I increased my
again and again and I increased my prices that first blog post they paid me
prices that first blog post they paid me
prices that first blog post they paid me $500 to do now to write a blog post is
$500 to do now to write a blog post is
$500 to do now to write a blog post is $2,500 it’s the same content the same
$2,500 it’s the same content the same
$2,500 it’s the same content the same process that I go through but I’m
process that I go through but I’m
process that I go through but I’m offering way more value and I can prove
offering way more value and I can prove
offering way more value and I can prove it to them and now when companies ask me
it to them and now when companies ask me
it to them and now when companies ask me how much is it and I say $2,500 and they
how much is it and I say $2,500 and they
how much is it and I say $2,500 and they say $2,500 to write one blog post I can
say $2,500 to write one blog post I can
say $2,500 to write one blog post I can show them what I’ve done there’s a track
show them what I’ve done there’s a track
show them what I’ve done there’s a track record there’s a history and so you need
record there’s a history and so you need
record there’s a history and so you need to build that up and so if you go in
to build that up and so if you go in
to build that up and so if you go in right away asking for top dollar they’re
right away asking for top dollar they’re
right away asking for top dollar they’re probably going to say no so find ways to
probably going to say no so find ways to
probably going to say no so find ways to reduce that risk at the start so you can
reduce that risk at the start so you can
reduce that risk at the start so you can show that you’re going to be able to
show that you’re going to be able to
show that you’re going to be able to deliver solid results for them hopefully
deliver solid results for them hopefully
deliver solid results for them hopefully that helps if you want send me your
that helps if you want send me your
that helps if you want send me your pitch send me what you’re sending out
pitch send me what you’re sending out
pitch send me what you’re sending out and I’ll do a review for you and let you
and I’ll do a review for you and let you
and I’ll do a review for you and let you know what I think of it and where you
know what I think of it and where you
know what I think of it and where you can improve because this is so important
can improve because this is so important
can improve because this is so important it’s so important because a lot of
it’s so important because a lot of
it’s so important because a lot of entrepreneurs have these great ideas
entrepreneurs have these great ideas
entrepreneurs have these great ideas have noble ambitions and and doing it
have noble ambitions and and doing it
have noble ambitions and and doing it not just for yourself but doing it to
not just for yourself but doing it to
not just for yourself but doing it to better your community right if this is a
better your community right if this is a
better your community right if this is a resource that is really lacking in the
resource that is really lacking in the
resource that is really lacking in the homeschooling community then this needs
homeschooling community then this needs
homeschooling community then this needs to get done you need to find a way to
to get done you need to find a way to
to get done you need to find a way to make this happen if you’re doing this
make this happen if you’re doing this
make this happen if you’re doing this just to make money then then I’m not
just to make money then then I’m not
just to make money then then I’m not interested in helping you but if there’s
interested in helping you but if there’s
interested in helping you but if there’s a reason behind that something powerful
a reason behind that something powerful
a reason behind that something powerful something where you want to give back
something where you want to give back
something where you want to give back and have an impact on people then people
and have an impact on people then people
and have an impact on people then people can wrap
can wrap
can wrap léa around that and it’s so important
léa around that and it’s so important
léa around that and it’s so important that you get this thing done and I don’t
that you get this thing done and I don’t
that you get this thing done and I don’t want something as simple as finding
want something as simple as finding
want something as simple as finding advertisers to hold you back from
advertisers to hold you back from
advertisers to hold you back from achieving your dream just because it’s
achieving your dream just because it’s
achieving your dream just because it’s not an area of expertise that you’re
not an area of expertise that you’re
not an area of expertise that you’re really good at with work with effort
really good at with work with effort
really good at with work with effort with passion you can overcome that
with passion you can overcome that
with passion you can overcome that challenge and build a hugely successful
challenge and build a hugely successful
challenge and build a hugely successful company believe for those of you
company believe for those of you
company believe for those of you watching you liked the video please give
watching you liked the video please give
watching you liked the video please give it a thumbs up below and always want to
it a thumbs up below and always want to
it a thumbs up below and always want to do more for you and hey I want to hear
do more for you and hey I want to hear
do more for you and hey I want to hear we have to think please leave a comment
we have to think please leave a comment
we have to think please leave a comment underneath let me know what you think if
underneath let me know what you think if
underneath let me know what you think if you have a question for your business
you have a question for your business
you have a question for your business leave it below I’ll do a video response
leave it below I’ll do a video response
leave it below I’ll do a video response thank you guys I’ll see you soon
”
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