Forum Moderators: skibum
My website is currently making its income on AdSense. For the past year I have been trying to attract advertisers to place banners directly on my website so I get paid without the middleman (AdSense). I mainly have two ad types, button banners at the top right and bottom left (120x60) and I have leaderboard banners at the top (468x60). I have a max of 3 leaderboards which rotate everytime the users refreshes the page or goes to a new page.
I would like to increase the number of advertisers I have and would like to charge the right amount. I currently get about 19,000 unique visiters (Analytics) or 22,000 (AwStats). I charge $150/month, $500 for 4 months and $1,200 for a year. By charging that, I am trying to get advertisers to get the higher up plans as they get a free month or two.
Even though I have these plans which seem good to me, I dont have many advertisers. I think it could be that I'm not attracting them correctly or perhaps my price is to high and I receive too little visitors.
Does anyone have experience doing this that could help me out? How can I attract more advertisers. Am I doing something wrong?
Thanks in advance for your help!
Wes
In your figures is that unique visitors per day or per month?
Have you thought about text links?
I think my price might be OK but I think I need to spruce up my media kit and really throw some benefits of advertising on my site at them.
It looks like my problem is, I get someone who is curious of advertising on my site but I don't convert them to actually take action and sign up.
[edited by: eljefe3 at 4:33 am (utc) on Mar. 1, 2007]
WFERNLY, it seems like your prices are fair...however, here's your first lesson in "Sales 101"...:-) don't round your prices off.
Make them $147, $487, $1187...notice the 7's?
Here's a senerio... on $487 package...start with $687 a quarter with 1 or 2 months months extra free as a first time advertiser...then to renew it's only $487...
Lesson 2...ALWAYS start with your highest package and talk about that only...if you meet resistance drop to your quarter package...
still resistance? drop to monthly...with the attitude of "h*ll anybody can afford that"...NEVER start low...you can't work up.
The next 3 lessions are the mainstay of sales...
#1. ALWAYS...ALWAYS (now here's the keyword) "ASSUME" that the deal IS DONE OR WILL BE MADE! Act like it, speak like it...you get the picture...have confidence.
#2. ASK FOR THE SALE and don't be AFRAID of the answer.
If it's NO...so what? if it's Yes, Great, congratulate them on a good decision and write it up...BUT if it's MAYBE, I'll think about it...that's BS...they'll think about it until the phone hits the cradle...that's it. When I'm doing phone work and I get a maybe, I say out loud...NEXT! (after I've hung up of course, it clears the mind for the next call)
I won't waste my breath on a maybe...it won't feed my family...
If they say call me later, I say I'm really too snowed under with my regular advertisers, so Mr._____, get a pen and paper and I'll give you my number in case you become interested in doing some advertising on our top site, YOU give ME a call. Don't hold your breath waiting by the phone. This puts you in a better frame of mind for the next call...FA GET ABOUT IT!...NEXT!
#3. REALIZE IT'S A NUMBERS GAME...ALWAYS REMEMBER THIS!
Here's an extra freebee lesson...#4. Make a plan and work it.
Put aside x number of hours a day for x number of calls...AND STICK WITH IT. Mine is 2 hours a day...4 days a week. I don't work on Fridays, I go fishing.
Best Advice...Buy some phone sales books and study.
Hope this helps...if you have questions regarding different sales situations, drop me a sticky or post it. Glad to help.
Fish Texas
I sell one banner ad per page, and I always have another advertiser looking at that space ...and I really do...remember all the MAYBE'S...get the picture? :-)
I will have to use your suggestions to rearrange my sales tactics.
I'm testing out a new advertising location which will only allow one advertiser per section of my site. I will allow one on the homepage, one on product pages and one on the forums. I hope this will help instill urgency like you talked about ;)
I have a question regarding clicks....I'm not sure how easily this can be answered though. When an advertiser is paying $150/month, how many clicks should they be expecting? I understand some are looking for clicks and some are just looking for branding. I find the banners I have on my website will receive anywhere from 3 clicks a day to 20. Do you ever go by a CPC method for figuring out your prices? Like if an advertiser receives 10 clicks a day at lets say 0.30 a click, I should charge $90 a month?
Just wondering if my prices are too high for my CTR.
The new section I added does have a better CTR. Looks like it is an average of 35 clicks a day.
If they do bring it up...
Answer like this...BEGIN: Mr._____if I were to charge by the click, I'd have to have 5 or more advertisers on the same page leaving too many choices and that wouldn't be fair to you or to me...(keep going, don't stop)
Mr.___A flat rate insures that YOUR Company gets ALL THE ATTENTION, and NO ONE can ever take your AD SPACE...it's YOURS as long as you want it and I believe that's fair...END
Remember this phrase and use it in your pitch a few times..."YOUR COMPANY GETS ALL THE ATTENTION.
Now Wfernly, after you answer either an objection or a straight genuine question...CLOSE THAT DOOR. NEVER LET SILENCE TAKE OVER AT THIS POINT. It only opens another door (question)
What you want to do is address the issue and then DEFLECT the subject...by YOU asking a question...
When you answer a question...don't even take a breath...ask him one.
Have a pat question ready related to your field, something generic, that requires some thought on his/her part. Deflect/Change That Subject!
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Now here's what works like a charm and let's you know their interest and weeds out the tirekickers.
I use a 2 call approach. First I go through the usual stuff and IF I've received some buying signs... I'll say...BEGIN: Mr._____I'll tell you what I'll do...I know it's hard to buy something site unseen, so I'll go ahead and create a knock out banner ad for you and let you see how nice it will look. I'll even waive the usual $75 set up fee. I know you'll like it. Fair enough?
Okay I'll create a great ad for you and I'll call when it's finished...we can go over it together. <<<<ALWAYS TOGETHER>>>>
2nd call: chit chat, get them online, go over prices, (yearly first)
Great looking ad...right Mr. ____? etc.
THE CLOSE: after you've made your pitch, and gone over ad size, pricing, looks great, etc. THEN THE CLINCHER:
BEGIN: Mr.____I believe I've covered everything and if I haven't I'll be happy to answer any further questions, but first I'd like to ask you a final question if you don't mind...(don't even take a breath)
I know you've put blood, sweat and tears into your company and you want only the best and most exposure for your advertising dollar...am I correct? (answer HAS to be yes, of course)
After his/her 'Yes, Of Course answer...KEEP GOING.
And its a great looking ad so let's do this...let's get you started with the quarterly package (don't mention price again) with EXCLUSIVE PLACEMENT...In other words, ALL THE ATTENTION GOES TO YOUR COMPANY AND YOU HAVE THE ENTIRE PAGE TO YOURSELF FOR 4 SOLID MONTHS for virtually pennies on your advertising dollar...I'll throw in another month free, and I guarantee that you will want the yearly package next time. Fair Enough? END.
At this point TOTAL SILENCE...DON'T say a word...
Here's the rule: The first one who talks, loses.
Now, here's where you get the sale OR a maybe, I'll think about it...which as you know is B.S. Don't fall for it...NEXT! :-)
If they ask any question, you got them, it's a done deal, unless you blow it by your answer. Answer the question and say Welcome Aboard...(don't forget Welcome Aboard) tell them you'll fax them the paperwork for their O.K. (not signature or sign) thank them again and tell them you are looking forward to a long business relationship with them etc. and get off the phone after that. Don't talk yourself out of the sale...Too many salespeople do that. They get the sale and talk themselves right out of the d#%m thing.
Suggest you take these words and put in double space and tape where you can read them verbatum. Put in your own speaking style first. After awhile you'll only need them for reference.
After 30 years, I still use a script (either by memory or posted) for anything I sell. It keeps me on topic even when I'm tired. I simply refer to it to find my place if I get off topic.
I create 2 ads a day...8 a week and close 2 or 3.
I don't stop calling until I have 2 good prospects to make ads for.
Okay you have enough info to go to work and sell some advertising...
Shoot for 3 quarterly packs a week.
Good Luck
Fish Texas
The problem is, there are not a lot of companies that will want to advertise on my site.....for now anyways as the industry my site focuses on is still fairly new.
I will need to get advertisers on my website but I will need them to be satisfied with my service - so much so that they keep advertising.
