June 11th, 2019
10 Habits of Highly Effective Sales Professionals
This workshop is all about sales lead generation! Pump up your in-bound sales leads by 25-35 percent in the next 30-days! Learn “the” 10 critical sales questions that move conversations forward.
Coupon Marketing on Steroids, A Case Study
Your readers want deals. But what is the best method of connecting your advertisers offers to the people who crave them? This case study will show how combining print, TMC with your local site and direct email marketing can result in significant new revenue from new business categories.
Pathways to a Sustainable Digital Subscription Business
The newspaper industry’s new reality is that it must shift from a business model that was nearly exclusively driven by advertising to one in which the consumer supports a greater share of revenue. This session explores all the ways—with content, loyalty and membership programs, premium user experiences and services—that newspapers can guide their digital audience through the revenue funnel, turning them from casual drive-bys to paid subscribers.
Winning Back Auto Revenue Using Promotions and Events
Learn how to use your newspaper brand to win back your share of this market. This session lays out in detail a campaign plan that includes digital, events, promotions and print that will bring auto dealers back into your advertiser mix.
June 12th, 2019
Closing Ad Buys On the First Sales Call, Secrets to Success!
What if you could close more deals on the first call? What would that mean to your sales team and to your revenue? Hear how more than 75 newspapers across the nation are using the Present, Competitive and Dominant (PCD) proposal template to present ideas to advertisers on the spot. Learn a simple yet effective way to present a multi-media solution to your advertisers on the very first call. This tool has increased revenues by 35% and close rates by 40% in many markets. Come learn the secrets from those that have put the program into action and have seen the results.
Case Study: Success with Small Market Weeklies
This session details how a weekly publisher in small Michigan markets was able to launch a new weekly, at the suggestion of local businesses, that was profitable from day one. Learn from the success of a small company that knows how to super-serve its readers and advertisers.
Booze, Pot & Gambling: Digging New Dollars from Debauchery!
Local businesses that sell vices to our audience are growing fast and have lots of money to spend. Hear from newspapers that have developed innovative ways to profit from these “sin” businesses.
Brand-new Branding Campaigns That Bring in New Revenue
Marketing is not just about instant ROI for the advertiser and click and acquisition metrics. It’s also about helping businesses properly position themselves in the local market place against their competitors. But offering effective branding campaigns to your advertisers requires superior salesmanship and a new focus on providing the right messaging. Hear how newspapers are generating new revenue by helping local businesses understand the need to invest in ongoing multimedia advertising branding campaigns. Learn how to add new full-year contracts from new advertiser categories immediately. Attendees will leave with actionable takeaways to implement immediately for sizable gains to their top line.
Just Text Me! Marketing the SMS Way
Text marketing is being used more and more by local SMBs as a new direct marketing tool. This form of marketing takes advantage of the most popular form of direct communication—SMS messaging or texting—to attract new customers, develop relationships and increase sales. Hear from local newspapers have found the secret to making money with messaging.
Making Money with Email Marketing
Email has become as one of their major ways local SMBs market to current and new customers. This session looks at the best methods to deploy in order to provide local businesses with the most effective solutions. Learn how email marketing can us build audience and reach new advertisers. Top experts at target marketing will break down what’s working and who’s making money with it.
Classifieds aren’t dead—they still provide a vital marketing vehicle for recruitment, real estate, automotive and services. This session focuses on how local newspapers can compete with digital verticals to keep making money from these essential classified categories. Learn how profits can still be made from this legacy revenue stream
June 13th, 2019
You Made How Much Doing What??!
One of our most popular session from Mission One: Revenue 2018 returns this year, as all attendees in a ” round-robin” exchange revenue ideas and successes. Everyone participates—and some will win big cash for the best money making ideas.
Using Your Digital Services to Find New (Digital & PRINT) Advertisers
We sell social media, contests, even lead generation services to our advertisers. How about using those same solutions to help our sales force get in front of more potential advertisers? Hear how GateHouse Media has generated more than $20 million by deploying online contests to get more appointments for their sales people. In another case study, learn how a newspaper in a Texas market used social media campaigns to bring prospects to local business workshops.
That’s Entertainment! That’s an Untapped Revenue Source
Too often, newspapers seem to simply give up on entire advertising categories and stop investing in the content that would attract readers and advertisers. That’s a big mistake when it comes to the entertainment category. Local entertainment businesses have plenty of money to spend. This session takes a close look at the ways some newspapers are generating hundreds of thousands in new revenue by bringing back entertainment content, posting online calendar listings—and aggressively chasing local entertainment ad spend.