Training That Turns Ad Reps into Newspaper Marketing Professionals
Newspaper marketing professionals require a multi-dimensional skill set. Quadrant training is all about transforming ordinary ad reps into true marketing professionals through the four quadrants:
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Sales
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Marketing
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Creativity
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Productivity
Mastering skills in each of the quadrants helps the ad rep perform to their true potential. They are better able to land new advertisers into the newspaper and keep them there for the long term.
Ad reps learn about the advertiser’s world, the multitudes of media options, the challenges of busting ad clutter and the harsh realities of P&L’s. They learn how to think creatively and transform thought into effective ads. They learn how to create professional ad budgets and how to track advertising. They learn the skills to be newspaper marketing professionals.
Program Highlights
Changing Your Vision
- How traditional advertising is sold and why reps need to rethink traditional sales methods.
- What advertisers really expect from you, but won’t tell you.
- Marketing’s Changing World—how to adapt to changes in the marketing ecosystem.
The Science of Marketing Behavior
- How to understand principles of human motivation to help you sell more and create better advertising campaigns.
- How to create a total advertising campaign that consistently gets results.
Selling Skills
- How to prospect better to get more out of your day.
How to interview to find the client’s core motivations and keys to selling them.
How to overcome common objections.
Ad Campaign Creation & Design
- Basics of typography and advertising layout and design.
- How to design merchandising and institutional advertising.
- How to design effective small space advertising.
Better Selling
- The 3 Step Power Sales Presentation.
How to close with authority.
Power Skills for Market Pros
- Break Even Analysis: How to prove advertising is working and cost justify any buy.
- How to track advertising results.
- Time and Territory Management; Lower stress and get more out of the sales day.
- Advertising Budgeting - how to prepare a professional advertising plan and budget.
- How to use the newspaper’s research to sell more long term contracts.
- How to package an integrated marketing campaign that keeps advertisers in the newspaper for the long term.
Quadrant 1: Sales
- The Basics of Newspapers
- What Advertisers Really Want
- Power Interviewing
- Making Presentations
- Overcoming Objections
- Closing with Conviction
- Up-Selling
- Selling Ad Agencies
- Selling Against Other Media
Quadrant 2: Marketing
- The Science of Human Motivation
- Positioning the Advertiser
- Creating Advertising Campaigns
- Creating an Advertising Budget
- Break Even Analysis—Proving Advertising Works
- Tracking Advertising
- Selling with Research
- Business Basics
- The 7 Irresistible Force of Deep Brain Marketing
Quadrant 3: Creativity
- Basics of Advertising Design
- Effective Institutional Ads
- Creating Effective Merchandising Advertising
- Headline and Copywriting
- Small Space Advertising
- Color in Advertising
Quadrant 4: Productivity
- Prospecting for Sales
- Time Management for Ad Reps
- Managing the Total Client Relationship
- Disaster Drill! Handling Problems
Packaged to Meet Your Needs
Training can be presented in half days, full days, or series of days over several months, whatever works best for your staff.
Give your ad reps the skills and confidence they need to excel. Invest in Mitch Henderson's Quadrant training!
Training Fees. Training fees vary depending on the total number of training days and number of ad reps being trained. Please call 360-551.0936 between 9 AM and 5 PM Pacific Standard Time for a quote.
