Download The Findit App

Share Your Posts On These Major Social Networks

Instatag Your Posts to Instagram Facebook + Twitter

News

Ad Sales Training: Shweiki Media Company Presents a Webinar on How Salespeople Can Get Advertisers Out of Objection Mode and Into a More Open-Minded, Receptive Mindset

Often, before they're even approached by salespeople or have heard the pitch, advertisers have an objection-based mindset and are ready to automatically say no--in other words, they're in "red light mode." Here Shweiki Media teams up with Ryan Dohrn of Brain Swell Media and 360 Ad Sales to present a webinar on strategies to get advertisers into a more receptive, open-minded "green light mode," and eventually make the sale.

Austin 9/16/2014 2:08:27 AM

Shweiki Media Printing Company teams up with Ryan Dohrn of Brain Swell Media and 360 Ad Sales to present a webinar on how to get advertisers out of the objection-based “red light mode” and into the receptive, open-minded “green light mode.”
1. Remember Advertisers Are Typically In Red Light Mode…
Red light mode typically means that the prospect isn't listening, and the answer is ultimately going to be some version of no. For example, if one offers a client a free ad and they automatically decline, saying their budget is used up (which, of course, isn’t an issue if the ad is free), the client is clearly in red light mode and was planning on saying no from the get-go.
2. ...And Are Trained to Say No
It is very common when selling advertising for the advertiser to be engaged with the process, believe the product, and ultimately not buy. That’s because, as previously mentioned, advertisers are more often in red light mode than not, so even if they appear to be in green light mode, one needs to ask more questions. Showing signs of purchasing interest can ultimately be an objection if the advertiser just wants to fast-forward through the sales process, so one should combat this by asking questions like “Can we set up a time to review that?"
3. Don’t Give Up and Plan For Future Meetings
In today's environment, one will need to reach out to an advertising contact as many as 15-20 times to move them from red light to green light mode. Meanwhile, a brand needs to be in front of a new customer as many as 30 times before a customer will want to try out that brand. As a salesperson, one can use these stats to gain insight into the importance of earning sales trust and being persistent.
4. Ask a Bold Question...
If one has an opportunity to meet with an advertiser and encounters objections, one strategy is asking a bold question: "Why is our audience of readers not important to you?" Although it might take a bit of guts, it pressures the advertiser to come up with something more than a blatant “no.”
5. ...And Another One
Another objection-countering question that throws advertisers off guard: “Why is our audience not attractive to you?” Too often salespeople just give up, when it’s questions like these that throw the advertiser off guard and force them to think and actually evaluate one’s proposal.
6. Have an Advertising Engagement Process…
Often one will actually send out a message, get a response from an advertiser, and then never take that data the next step forward. What was one communicating? What day did one send the message? What time was the message sent? When sales start to slow, a systematic process will help salespeople get the ball rolling again. Sales preparedness is important, and one’s messaging strategy has to be sharp and needs to be tested. It’s important to find the messages that work really well and develop some type of engagement process.
7. ...And an Advertising Engagement Message
Using engaging messages and varying those messages is very important. The point of using templates isn’t just to use templates. It’s to save time and to take advantage of repeatable patterns of success. One should test their template messages and adjust them according to success rate.
8. Recognize Red Lights and Have a Response
There are no new objections in the marketplace; advertisers will simply rotate from a number of different objection phrases depending on their current business state. It's important for one to recognize that these aren't new, and to come up with a practiced, eloquent response for every one.
9. Promise Not to Waste an Advertiser’s Time
Few things are more valuable than time, and when trying to move an advertiser from red light mode into green light mode, it’s important for one to be an excellent manager of their time. It’s a good strategy to promise advertisers that their time won’t be wasted. For example: every sales call should run about 10 minutes or less. Transmitting a message quickly and effectively is the best way to get an advertiser’s respect and gain trust.
10. Create an Action Plan
There are three factors that go into putting a good habit into place: the first is knowing what to do, the next is knowing how to do it, and the third is gathering the desire to make it happen. When one has an action plan, it’s a simple matter of carrying it out. Success will follow.

Shweiki Media's mission has always been to help publishers improve by providing the most profitable, hassle-free printing experience possible. This includes guaranteeing the highest quality product, exceptional customer service, world-class communication, an on-time guarantee, and no surprises--whether printing magazines, postcards, flyers or anything else.
As a printer and publisher, Shweiki Media also believes that this hassle-free experience includes making their clients better. Utilizing relationships with industry experts, Shweiki Media strives to educate clients and help them thrive in the exciting world of publishing--while having lots of fun along the way!
For more great info from and about Shweiki Media, please check out our blog at shweiki.com/blog (and sign up for our FREE weekly expert webinars!), and subscribe to our Youtube Channel at youtube.com/shweikimedia.  You can also follow us @ShweikiMedia and "like" us at Facebook.com/shweikimedia.

More News

https://s3.amazonaws.com/findit-pictures/267592/1787417_267592_060515021713

How to Prevent Copywriting Mistakes That are Detrimental to Your Business

One of the most important skills for any creative entrepreneur and business owner to possess is hte ability to communicate a message through clear and effective copy, while poor copywriting can drive away potential clients, customers and partners ...

Released On: 5/6/2015
Views: 12761

View
https://s3.amazonaws.com/findit-pictures/267592/1787356_267592_040515015145

Shweiki Media Printing Company To Serve as Print Sponsor for Emancipet Anniversary Luncheon

Shweiki Media is pleased to announce that that they will be combining their printing prowess with their love of animals to serve as the print sponsor for Emancipet's Anniversary Luncheon on May 11th. For 16 years Emancipet has been keeping pets h ...

Released On: 5/4/2015
Views: 12972

View
https://s3.amazonaws.com/findit-pictures/267592/1787346_267592_040515084008

7 Rules You Must Follow When Creating Lead Generation Survey Questions: Shweiki Media Printing Company Presents a New Article on Conducting Successful, Profitable Surveys

When conducted correctly, surveys have the ability to effectively generate leads for companies and dramatically increase revenue. Here Shweiki Media Printing Company teams up with expert Matt Coen of Second Street Promotions Lab to present a must ...

Released On: 5/4/2015
Views: 12428

View
https://s3.amazonaws.com/findit-pictures/267592/1786785_267592_230415125420

How to Prevent Terrible Copywriting Mistakes That Are Detrimental to Your Business: Shweiki Media Printing Company Presents the First in a Series of Webinars

One of the most important skills for any creative entrepreneur and business owner to possess is the ability to communicate their message through clear and effective copy, while poor copywriting has the potential to drive away business and potenti ...

Released On: 4/23/2015
Views: 10159

View
https://s3.amazonaws.com/findit-pictures/267592/1786665_267592_200415092857

The Foolproof Guide to Ensuring Your Site is Mobile-Friendly: In Conjunction With Google's Update, Shweiki Media Printing Company Presents a Must-Watch Webinar

Timed perfectly with this week's Google algorithm update, Shweiki Media Printing Company teams up with Alicia Lawrence of WebpageFX to present a webinar detailing the ways that one can ensure their website is mobile-friendly--therefore giving the ...

Released On: 4/20/2015
Views: 12207

View
https://s3.amazonaws.com/findit-pictures/267592/1786298_267592_100415090842

Save Time, Save Money, and Make Sales WIth Killer Content!

When it comes to sales, content is key, and in many cases, quality content can even do the work of an actual salesperson, building trust and persuading customers to make purchases. Here Shweiki Media teams up with Marcus Sheridan of The Sales Lio ...

Released On: 4/10/2015
Views: 12013

View

Write Right: Shweiki Media Printing Company Presents a Webinar on 12 Surefire Strategies for Creating Incredibly Popular Blog Posts

Writing blogs is an essential aspect of content marketing and building and maintaining an audience, but many people waste time writing posts that never receive many shares or even views. Here Shweiki Media teams up with expert Gina Dietrich of Ar ...

Released On: 4/1/2015
Views: 10887

View
https://s3.amazonaws.com/findit-pictures/267592/1785477_267592_310315095949

Shweiki Media Printing Company Founder and CEO Travels to Pakistan to Compete in Fundraising Polo Match

Gal Shweiki--CEO and Founder of Shweiki Media and President of the San Antonio Polo Club--recently traveled with his team to Lahore, Pakistan to compete in The Seedout Polo Cup, a fundraising match benefiting the non-profit Seedout. The mission o ...

Released On: 3/31/2015
Views: 11204

View
https://s3.amazonaws.com/findit-pictures/267592/1785080_267592_260315021057

Don't Connect Incorrectly: Shweiki Media Printing Company Presents a Webinar on Developing 15-Minute LinkedIn Strategies That Could Lead to Millions in Revenue

LinkedIn is a valuable too, and there simple strategies that--when utilized correctly--can lead to millions of dollars in revenue. Here Shweiki Media teams up with social media expert Kevin Knebl to present an essential webinar on strategically a ...

Released On: 3/26/2015
Views: 10539

View
https://s3.amazonaws.com/findit-pictures/267592/1783474_267592_130315112601

Two-Thirds of College Students Will Spend $500 Or More On Spring Break This Year: Study Breaks College Media Presents The Results of Their Spring Break Survey

Study Breaks, a leading college life entertainment company, surveyed over 200 college students, asking questions about their Spring Break planning, spending and booking. Here, Study Breaks presents the results, including how much money students w ...

Released On: 3/13/2015
Views: 13300

View
https://s3.amazonaws.com/findit-pictures/267592/1783351_267592_120315025247

Exactly What You Need to Know to Create The Perfect Pay-Per-Click Ad: Shweiki Media Printing Company Presents a New Webinar

Pay-per-click ads, when done correctly, have the ability to be very effective and help companies expand their reach and create more conversions. Here Shweiki partners with experts Alicia Lawrence and Katie Kelly to present a webinar on the absolu ...

Released On: 3/12/2015
Views: 12605

View
https://s3.amazonaws.com/findit-pictures/267592/1783276_267592_110315120618

Get More Views Now: Shweiki Media Printing Company Presents the Ultimate SEO Checklist For Making Your YouTube Videos Viral

While everyone wants their YouTube videos to get millions of views and go viral, very few people are familiar with the tools and strategies that have the ability to increase the odds of this happening. Here Shweiki Media teams up with SEO expert ...

Released On: 3/11/2015
Views: 11302

View
https://s3.amazonaws.com/findit-pictures/267592/1782786_267592_270215081936

Internal Sales vs. External Sales Representatives: Shweiki Media Printing Company Presents a Must-Watch Webinar to Help Publishers Determine Which is Right For Them

Advertising revenue is the lifeblood of magazine publishing, which means it's extremely important for publishers to figure out the most beneficial structure possible for their sales team. Here Shweiki Media teams up with John Lawo, Jr. of Magazin ...

Released On: 2/27/2015
Views: 10615

View
https://s3.amazonaws.com/findit-pictures/267592/1782379_267592_190215120529

Optimizing Twitter Accounts: Shweiki Media Printing Company Presents a Helpful How-To Webinar

Twitter is straight-forward but extremely effective social media tool, and since its creation, it has helped both individuals and organizations alike generate millions of dollars. That said, it's important to know how to utilize it effectively, a ...

Released On: 2/19/2015
Views: 10192

View
https://s3.amazonaws.com/findit-pictures/267592/1782293_267592_130215122453

Shweiki Media Printing Company Announces Print Sponsorship of the 28th Annual Old Settler's Music Festival

Shweiki is excited to announce that they will again be serving as a sponsor of Old Settler's Music Festival by printing all flyers, programs and mailers for the event. Old Settler's is a four-day event, taking place April 16-19 and featuring 30 m ...

Released On: 2/13/2015
Views: 11727

View
https://s3.amazonaws.com/findit-pictures/267592/1782292_267592_130215121852

Generating and Capturing Blog Post Ideas: Shweiki Media Printing Company Presents the First in a Series of Must-Watch Webinars

Shweiki Media teams up with Gini Dietrich of Arment Dietrich to present a must-watch five-part video series on how to get blog posts read and shared. Here, in the first part of the series, expert Dietrich discusses how to effectively generate and ...

Released On: 2/13/2015
Views: 11993

View

Selling Quiz Sponsorships to Advertisers: Shweiki Media Printing Company Presents a Step-By-Step Guide to Success

Due to their shareability, effectiveness at reaching an audience, and ability to drive traffic, quizzes can serve as promotion and a great way to get advertisers involved. Here Shweiki Media teams up with Matt Coen of Second Street Promotions Lab ...

Released On: 2/6/2015
Views: 10381

View
https://s3.amazonaws.com/findit-pictures/267592/1780836_267592_300115101854

Five Essential Rules For Successful Content Marketing: Shweiki Media Printing Company Presents a Must-Watch Webinar

Effective content marketing is a key component of success at any company, but in many cases, it's easier said than done. Here Shweiki Media Printing Company teams up with expert Marcus Sheridan of The Sales Lion to present a webinar with five ess ...

Released On: 1/30/2015
Views: 11343

View
Load More wait