Hit your #s Now! 2017 VPA Sales Conference

The theme of this year’s dynamic conference is Hit Your #s Now! An Immersion in Multimedia Sales Best Practices, featuring nationally acclaimed media advertising sales consultant and trainer Mike Blinder. VPA’s one-day sales-focused conference will take place at VPA headquarters in Glen Allen, VA on Friday, June 9, 2017 from 9:30 a.m. – 3:30 p.m.

For more information and to register, CLICK HERE.

Program


Hit Your #s Now! An Immersion in Multimedia Sales Best Practices

 

Mike Blinder has made it happen! To date, his company The Blinder Group has helped generate over $100 Million Dollars of new digital & PRINT revenue for the global newspaper industry!

Mike has worked in hundreds of markets at newspapers worldwide proving that newspapers CAN sell multimedia solutions WITHOUT ignoring their core print assets.

Sales and advertising professionals (managers and sales people) are invited to attend VPA’s information-packed training where we will review the essential elements needed within the sales department to maximize revenue. We will also review the most lucrative products (digital AND PRINT) you can take to market, TODAY!

Attendees will leave with actionable takeaways they can use immediately to make sizable gains to their “top line.”


Schedule


Morning Agenda: GET YOUR SWAGGER BACK!

The morning will focus on the strength of the local newspaper enterprise. The best and latest research available on audience and advertisers that supports the value of your total assets will be discussed. Mike will cover the most lucrative advertising categories to prospect and some basic sales tactics you need to adhere to to boost your sales and increase your profits!

9:30-9:45 a.m.

Registration & Welcome


9:45-10:45 a.m.

Being Your Best on Every Sales Call

Mike will feature content from his Client 1st Training System that outlines the steps you need to take to prep for every single advertiser engagement. Mike will also talk about the attitude, style and traits you need to adapt into your selling style to help ensure you get in the door to do business!

Topics that will be covered in this fast paced session will include:

  • Blinder “Best Bets” to target for new business
  • Goals/ System for effective prospecting (Phone or face-to-face)
  • Making 1st contact to gain a 1st appointment
  • Building the right rapport with your customers

10:45-11:00 a.m.

Break


11:00 a.m. – 12:00 p.m.

What Makes You GREAT!

There is no question that digital disruption is effecting our audience and profits.

However, are we living a “self-fulfilling prophecy” by moving our focus away from leveraging our editorial assets as a core revenue source? Mike will reveal the latest data from Media Audit, Scarborough Research, Borrell Associates and others that proves that your core newspaper product along with your digital assets have tremendous value for local advertisers. He will show that there is still a great perception within the local advertising community for local newspapers as well. The challenge is: “We have got to get out of our own way!”

Topics that will be covered will include:

  • Latest audience data on us and our competitors
  • What advertisers perceive as their best sources for results
  • How we need to shift our sales culture to Be at Our Best!

12:00-12:45 p.m.

Lunch 


Afternoon Agenda: Making Money with ALL Your Media Assets!

There is profit for newspapers when we focus on what we do best! And when we polish up our products and packages so they become more exciting to our audience and advertisers.

However, the process of adding digital components to our existing legacy products  has to be simplified. The value propositions that digital offerings brings to advertisers must be made clear and easy to understand. Mike will review real world case studies on how newspapers (of all sizes) are bundling digital products with their legacy offerings.


12:45-2:00 p.m.

Defining Digital Services 

P.T. Barnum was quoted as saying: “The Secret to Success is Find Out What They Want, And Give it to Them!” And, when it comes to digital services, we cannot ignore what the local small businesses are buying when it comes to digital services. In this session Mike will cover:

  • What are “digital services” and what products do they entail?
  • How do you fulfill these (locally or via vendor solutions) and what do they generally cost?
  • What digital services can be easily sold by legacy reps (And, which ones are problematic)?
  • Who sells this stuff? (Do you REALLY need a separate digital sales force?)
  • Which ones are the most profitable and which are not!

2:00-2:15 p.m.

Break


2:15-3:30 p.m.

Stop Overthinking and Just Sell Your Damn Audience 

It’s easier than you think to sell your multimedia assets to local advertisers, effectively. It sometimes means just stepping back and going back to the basics for success in any media program: “Reach & Frequency!”

Mike will show real world examples of how newspapers of all sizes are making money today with ALL their media solutions! Attendees will leave with all sales materials and training elements used that generated millions of dollars in new digital and PRINT revenue over the past few months.

Topics covered will be:

  • Bundling “impressions with inches”  taking digital on every sales appointment
  • Making more money with your “niche products”
  • Selling Extended Audience (Programmatic) to SMBs
  • Why social stuff (like Facebook) can not be ignored and how to make money TODAY with social media!
  • Easy to implement (AND PROFITABLE) Native/ Sponsored Ad Sales (that includes PRINT!)

Plus, Lots More!