What configuration of the Response Oriented Selling program is right for me and how much does it cost?

Platinum

Dailies 15,000+

Circ.& Larger Weekly Groups

$12,000-$18,500+

GOLD

Dailies 8,000+

Circ.& Med Weekly Groups

$8,000 - $10,000

Silver

Dailies Under 8,000 Circ.& Small Weekly Groups

$4,000 - $8,000

bronze

Very Small

Dailies

& Weeklies

$1,200 - $3,000

startup

Pre- and Early Daily, Weekly, & Monthlies

$850

maverick

Lone Salespeople Investing Personally In Self

$495

newbie

Just Starting Out  And Trying To Survive

$59

How our program is rolled out often comes down to money. Each publication and its needs are different, so we always try to come up with a customized program for our clients. Below are some typical configurations based on our experience working with large, medium, or smaller-sized dailies or weekly newspapers, startups, individual ad rep paying their own way, and those just looking to learn the basics.

Details About Each Configuration

These are only examples of some of the ways we can configure and price our program to fit your needs. Contact us for more details.

Platinum Configuration:

Daily newspapers 15,000+ circulation or

weekly groups 100,000+ circulation

Typical investment: $12,000 - $18,500+

 

A newspaper your size usually has 10 or more ad reps and brings us on-site for two or three days. This includes:

 

On-site:

  • Three mornings with your ad staff and managers teaching the techniques.
  • A two-hour afternoon session with your designers
  • A two-hour afternoon management coaching/follow-up session
  • A 90-minute current/prospective advertiser seminar

 

Via Webinar:

  • One-on-one target account sessions where we coach each ad rep through an actual sale.

 

Ongoing:

  • Once per week each ad rep receives a set of videos, a spec ad, and a Powerpoint for a high-potential category
  • Ongoing support
  • Access to our new hires ad rep training

Gold Configuration:

Daily newspapers 8,000+ circulation or

Weekly groups 40,000+ circulation

Typical investment: $8,000 - $10,000+

 

Your publication usually has closer to 5 ad reps. We still come on site, but for only two days. We cut back on the advertiser seminar and because there are less one-on-one's and we charge based on the value we provide, it's a lower price.

 

On-site:

  • Two mornings with your ad staff and managers teaching the techniques.
  • A two-hour afternoon session with your designers
  • A two-hour afternoon management coaching/follow-up session

 

Via Webinar:

One-on-one target account sessions where we coach each ad rep through an actual sale.

 

Ongoing:

  • Once per week each ad rep receives a set of videos, a spec ad, and a Powerpoint for a high-potential category
  • Ongoing support
  • Access to our new hires ad rep training

Silver Configuration:

Smaller daily newspapers under 8,000 and weeklies groups under 40,000 circulation

Typical investment: $4,000 - $8,000+

 

Depending on your market, your publication is usually on the border of being able to fly in specialist consultants like us. If we do come on site, it would be for one longer day of ad sales training. Designer and manager sessions could be conducted effectively via Web meeting.

 

On-site:

One day with your ad staff and managers teaching the techniques.

 

Via Webinar:

  • A two-hour session with your designers
  • A two-hour management coaching/follow-up session


Ongoing:

  • Once per week each ad rep receives a set of videos, a spec ad, and a Powerpoint for a high-potential category
  • Ongoing support
  • Access to our new hires ad rep training

Bronze Configuration:

Our lightest version of the program for the very smallest dailies, weeklies, & monthlies

Typical investment: $1,200 - $3,000

 

Unless you pair up with one or more other publications in your area, you likely can't afford to do on-site training. This configuration allows the smallest publications to get the full benefit of the Response Oriented Selling techniques without the expense. Sales, designer,, and management sessions are conducted via Web meeting.

 

Via Webinar:

  • Two private 90-minute sales training sessions for your ad reps, designers, and managers teaching the highlights of the Response Oriented Selling techniques.
  • A two-hour management coaching/follow-up session

 

Ongoing:

  • Access to our new hires ad rep training
  • Ongoing support

 

Optional:

  • Once per week each ad rep receives a set of videos, a spec ad, and a Powerpoint for a high-potential category

Startup Configuration:

For brand new or soon-to-be publications wanting to ensure they survive and thrive

Typical investment: $850

 

We get calls all the time from individuals starting up small publications. They have everything figured out—the editorial content, design, circulation, distribution, even rates. But they often lack that minor detail of knowing how to sell advertising.

 

Whether you're still in the planning stages or have spent a demoralizing day or two getting beaten up by prospects and are now asking yourself "what have I gotten myself into?", we have a program for you that'll ensure the limited time you have to spend on sales pays off big. It'll not only teach you the ropes but feed you presentations for the most likely prospects to run big and frequently.

 

Via Webinar:

 

Two semi-private 90-minute sales training sessions

  • Once per week each ad rep receives a set of videos, a spec ad, and a Powerpoint for a high-potential category for two months
  • Ongoing support
  • Access to our new hires ad rep training

Maverick Configuration:

Individual ad rep paying out of pocket

Typical investment: $495

 

While we can't offer this rate to newspapers who want get their ad reps up to speed, if you're a motivated ad rep who wants to invest in yourself, we've been there and we'll give you a break.

 

We'll give you access to our 150-page new hires course, get you into our Response Oriented Selling ad sales Webinar, and work with you one-one one in a pair of target account sessions.

 

Includes:

  •  access to our new hires ad rep training

 

Via Webinar:

  • Two semi-private 90-minute sales training sessions
  • One pair of target account sessions

Newbie Configuration:

Individual who just wants to get their territory stabilized

Typical investment: $59

 

Two-week's access to our 150-page new hires course. Learn more about this course.

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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