ONA fall training calendar commences in September
Publishing consultant Chuck Nau returns to Columbus on Sept. 10 to kick off ONA’s fall training calendar. After receiving rave reviews from attendees of the basic advertising sales training session on March 19, he returns to lead the advanced advertising sales session in Pickerington.
Nau will begin the program with “Know Thy Enemy and Know Thyself,” a discussion of competitive media and selling strategies that will reinforce a salesperson’s product knowledge while exploring the strengths and weaknesses of competing media. Included topics will be:
- The major competition challenging all media
- ONA member newspapers SWOT analysis
- Competitive selling: Three stepping off points
- Direct Mail
- Yellow Pages
- Cable & Television
- Radio
- Billboards
- Internet
“Out of Sight, Not Out of Mind” will coach salespeople (and sales managers) on selling strategies for retailers and potential advertisers where the decision maker is located outside of the newspaper’s market. Included topics will be:
- Reaching and selling the absentee owner
- Multiple location retailers
- Knowing your market
- Pitchbook selling
- Large revenue vs. small revenue accounts
- Media kit vs. marketing package
- Telemarketing skills
The session is aimed at advertising managers, sales representatives and support staff.
Nau, of Murray & Nau Inc., has over 20 years of experience, having served the Seattle Times, Knight-Ridder Newspapers and the Chicago Tribune Co. in a number of management, marketing, media and sales capacities. Nau ’s work as a publishing consultant includes a client list of newspapers, publishing associations and niche publications.
Watch for details of these additional session topics on the fall ONA schedule: new strategies in customer service, innovative newspaper design, classified ad sales strategies, and using video to grow online revenue.
The ad sales training session has limited seating so be sure to register as soon as possible. For more information visit www.ohionews.org/member/training-calendar/.
Contact Sue Bazzoli, administrative services manager, with questions at sbazzoli@ohionews.org or (614) 486-6677.