Ad Sales Training Nation Closing Techniques of Media Sales Superstars, ad sales training with Ryan Dohrn
Jan 26, 2018
Shannon McBride, a digital advertising and publisher services pro at January Spring, explains platform shifts and publisher strategies. She discusses Facebook’s meaningful interactions update and why paid, creative-rich approaches matter. Conversation covers multimedia paths to purchase and how publishers can help advertisers navigate changing reach and ad tactics.
AI Snips
Chapters
Transcript
Episode notes
Be Honest With The No Promises Close
- Use the No Promises Close to be ethical while requesting commitment: disclaim guarantees then state why you believe they'll succeed.
- Script: “I can't promise results, but based on our data I think you'll be successful. Are you ready?”
Use Scarcity To Drive Decisions
- Use a Fear Of Missing Out Close to create urgency by offering limited inventory or time-limited discounts.
- Examples: last radio drive spot, last back-cover magazine ad, or 20% off if they sign up today.
Control Follow Up Within 48 Hours
- Always control follow-up when prospects say they need to think about it: schedule a follow-up within 48 hours.
- Ryan Dorn: set a 5-minute meeting, tell them you'll call or email, and respect their answer if they say no.