Our Basic Newspaper Advertising Sales Course

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Again, the department that creates live ads, that is, the final, sold ads that will appear in your publication, is usually called the production or creative services department.

 

It's important to keep in mind that they'll try to follow whatever instructions you give them to the letter, with as little creative embellishment as possible. Since a live ad that you send through to production should reflect what the customer wants, then even the slightest change in design or content might result in a surprised and unhappy customer who might not want to pay for the ad.

 

Sure, as long as you get your ad in early enough, many times production will be willing to give you a copy of the finished ad (called a proof) for you to bring out to the customer for final approval. But this is mainly a way to catch typos, not to make up for poor communication with production.

 

To avoid headaches and assure that you retain a good relationship with your advertisers and production people (which is always a good idea), you should make sure you clearly describe, on paper, exactly what you want your customer's ad to look like.

 

Most newspapers have a fairly formal approach to communicating with production. In fact, many production departments won't accept verbal communication of any kind. This not only helps reduce errors, but will protect you and them if a problem later arises and an advertiser wants a full or partial credit. Everyone will know exactly who was at fault and how to avoid the problem in the future.

 

If you're sending your work out electronically to a regional hub or overseas, then verbal communication is definitely out of the question.

 

Although many production departments know the time constraints an ad salesperson is under and will sometimes accept alternative ways of requesting an ad, if you follow these simple guidelines, you'll rarely see an error appear in your advertiser's ads. And when an error does appear, it probably won't be your fault.

 

Also, if you follow these guidelines, you'll be production's favorite sales rep, which, you'll find, won't be the worst position for you to be in. Eventually, you're going to need a favor.

 

Next: The Layout Sheet

 

 

Ad Layout: Put it in writing

ABOUT THIS SITE  |  This site is the home of Bob McInnis' Response Oriented Selling newspaper ad sales training program. It also shares a number of insights as well as offers a basic new hires program for brand new ad reps just looking to stabilize their territory.

 

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