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Yearbook Advertising Sales. John Cox-Jostens Yearbooks. Advertising Sales. Why is Yearbook Advertising important? Helps pay for the Yearbook Keeps cost of book low for students Gives Staff Real-Life experiences Provides for Recognition and Reward Preserves school and community history.

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yearbook advertising sales

Yearbook Advertising Sales

John Cox-Jostens Yearbooks

advertising sales
Advertising Sales
  • Why is Yearbook Advertising important?
    • Helps pay for the Yearbook
    • Keeps cost of book low for students
    • Gives Staff Real-Life experiences
    • Provides for Recognition and Reward
    • Preserves school and community history
sales kits that sell
Sales Kits that Sell
  • Your yearbook
  • Business Cards
    • Give you a professional appearance
  • Informational Sheet
    • Number of pages, books, enrollment
  • Rate Card
    • The prices and sizes of the ads
  • Ad Mock-Up
sales kits continued
Sales Kits (continued)
  • Sales Contact List
    • Don’t go to the same place twice!
  • Advertising Flyer
    • Rates, sizes and contact information
  • Survey Results
    • Where do your schoolmates shop?
  • Thank you notes, posters, etc.
    • We want to know we are loved
tips for advertising sales
Tips for Advertising Sales
  • ALWAYS……
    • check you sales kit for all materials (ink pen).
    • Be on time.
    • Look neat and professional.
    • Be confident; you CAN do this.
    • Explain the benefits of yearbook advertising.
    • Get complete info and signed contract.
sales tips continued
Sales Tips (continued)
    • Don’t ask YES or NO questions.
    • Say thank you, no matter the outcome.
  • NEVER….
    • Go during the busiest times (restaurants).
    • Don’t ask for a donation.
      • You sell a valuable product.
    • Wait until the last minute.
how do you sell advertising ask
How do you sell Advertising?ASK!!
  • Which size ad you want this year?
  • Would you prefer an eighth-page ad or a larger ad to include a photo?
  • Do you want the same size or something different this year?
handling sales objections
Handling Sales Objections
  • It’s not worth my money to buy an ad.
    • The ad you buy is permanent, lasting forever. The yearbook is read by many people.
  • You messed up last year’s ad, so NO.
    • We are sorry for the mistake. We can bring you a proof of your ad before it is printed.
  • I don’t have the budget to buy an ad.
    • Your ad costs pennies per person that would see the ad forever and we can also bill you .
objections continued
Objections (continued)
  • I can’t make a decision, and the boss is out.
    • May I make an appointment with the person responsible for advertising?
  • You only look at the book once a year.
    • Yearbooks are forever, and will be seen several times this year and in the future.
  • Students have no money, so why bother?
    • But we do. Students spend or control the spending of more than $100 per week!
objections continued1
Objections (continued)
  • Nobody sees ads in the back of the book.
    • We do several things like adding candids and stories to brighten up the ad section. Our ads are also spread throughout the book.
  • This is basically a donation, right?
    • No, you are buying permanent advertising that will benefit your business for years.
10 steps to selling an ad
10 Steps to Selling an Ad
  • Maintain a business like appearance
  • See the right person, the decision-maker
  • Make a good first impression
  • Talk benefits
  • Sell the ad sizes and prices
  • Show an idea
  • Handle objections
steps continued
Steps (continued)
  • Ask the business to purchase
  • Get complete information
  • Say Thank you
  • BE: Prompt, Polite, Prepared, Persuasive, Persistent