FREE REPORT The Most Powerful Secret Ever Devised for Selling Advertising On Your Web site,

The Most Powerful Secret Ever Devised for Selling Advertising On Your Web
site,
In Your Publication Or In Your E-mail Newsletter
by Mark Smalley

There's a secret that most publishers, especially the wildly
successful ones would rather you didn't learn or understand.

It's called "The Formula" and it's really quite simple.

Publishing giant Ziff Davis capitalized on this approach to
advertising sales more than 40 years ago. Although they
continue to use it today, those sales executives that have never
been on the "buy side" of an ad deal have lost most of its
essence and inherent truth.

There have been hundreds of other publishers who have learned
and applied the magic of The Formula, too. And I'm going to
spell it all out for you right here!

Everyone who has advertising has an audience of some kind. From
now on you'll need to refer to this audience as "your
subscribers." After all, these subscribers are yours. They
read your publication or spend time on your Web site.

Now you just have to locate qualified advertising prospects.
And this is easier than it sounds.

Let's say that your Web site is about virtual gaming, and you
have articles about the hottest, new virtual games and
role-playing games (RPGs). You probably even have regular
columnists that write about every aspect of virtual gamers and
their lifestyles.

Who would advertise on this type of a Web site?

The first thing you'll need to do is come up with an A and B
prospect list. Don't skip this step! Most ad sales people fail
miserably because they think everyone is an A prospect.

Just listen to what happened to me.

Years ago my wife and I were invited to dinner by a young
couple. After dinner, while sipping coffee, the husband started
questioning me about my financial plans, security and whether or
not I was providing enough for my family. (The answer was yes
but he didn't hear that.)

Then this young fella pulled out an easel and started
diagramming an MLM business, which showed that I could become
rich beyond my wildest dreams.

Well, I was offended for several reasons. If he had taken some
time to get to know me he would've realized that I had already
made a small amount of money with network marketing.

On top of that his products, business plan and strategy were a
joke. Although I didn't wait until he finished. I got up
grabbed my wife and 2-year-old son and walked out. And the guy
was still yelling to me as we got into car saying, "This is an
opportunity of a lifetime! You're a fool if you don't see it!"

The point is I was not an A prospect. I NEVER showed any
inclination toward his business and products. But he earmarked
me as an A prospect because I owned successful businesses.

What's more, he deceived my wife and I because he got us to come
to his home under false pretenses. Sales people do this all the
time and then wonder why they fail so spectacularly.

The first thing you need to do is make a list of A and B
advertising prospects.

An A prospect is anyone that is ALREADY advertising in a
publication or on a Web site like yours. A B prospect would be
anyone that SHOULD advertise in your publication or Web site
because their products or services are a perfect fit for YOUR
READERS.

Once you have a list a of qualified A prospects you'll need to
approach them with an simple letter or e-mail. But what is
important to remember is that you're not trying to sell them in
this e-mail. You're simply trying to further qualify them.

You can do this by saying:

Dear Tom:

I read about your new virtual games in a recent Gaming Review by
so and so.

Our subscribers would be very receptive to your games because
they're hard-core gamers and professional reviewers.

We reach more than 23,547 subscribers every week in our print
and e-mail publications.

Can I send you a quick overview of our subscribers?

Thanks.

Regards,

John Doe

If this prospect replies to your e-mail you'll know you have a
top, qualified A Prospect!

Here's the secret for selling advertising to him.

The infamous Formula states 4 crucial points when trying to sell
someone advertising. They are: 1) Market, 2) Buyer, 3)
Competition, and 4) Solution.

There's not enough space in this article to go into all of these
areas right now. But you can get detailed information in my
e-book "Formulas that Guarantee Advertising Sales."

But know this: It's crucial for you understand your A prospect's
market as well, or better than they do.

For instance, in the example of, the prospect's company develops
virtual software games, so you'll need to learn everything you
can about this market. This includes who are his buyers, who
are his competition, and a real solution to his problem. That
solution may be increased sales, it may be better editorial
coverage, more respect in the gaming community, or better PR so
they can ramp their stock prices up.

If you understand a prospect's market, buyer, competition and
provide a real solution to their problems you'll close more
advertising sales. I've proven this time and time again and
have closed millions of dollars in advertising contracts.

Most sales people just contact people without any pre-call
whatsoever, and here's what happens. The prospective advertiser
knows that you're an amateur. They'll sense that your
credibility is next to nothing, and they'll think of you as a
used car salesmen.

You can't afford to appear less than credible. You need to
appear as someone as knowledgeable or more so than they are.
This happens when you know their market as well or better than
they do!

If you apply The Formula to your advertising sales, your Web
site will see immediate results.

====================
Mark Smalley is the author of "Formulas that Guarantee
Advertising Sales." To find out to close a $51,478 advertising
deal over the Internet -- without any phone calls, lunch
meetings, presentations or web conferencing, just click here:

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