Clarence - 3:47 pm on Sep 19, 2012 (gmt 0)
Let me be Real, Advertisers Want Money, Sales, Conversions.
To get a new advertiser reach out and work on a commission only basis.
Take the risk, and give them a free month of advertising, then charge them monthly.
Common sense: Advertisers want the same thing they get from Adwords, Paying Customers.
The plan is common sense: Reach out to advertisers related to your niche "and who are already advertising to your niche", explain your value "if they advertise on adwords on the content network, they already know your site from their reports", offer them either "Commission only deal CPA, or a Free month of advertising to test".
That's how Google and Facebook did it. Free Advertising Credits/Coupons. Let the Advertiser Test your site and traffic before they have to make a commitment. Since you're small try a free month or advertising and not a fixed value. Also selling flat monthly fee will definitely help you out.