Selling Your Publication Circulation vs. Readership Readership/Market Survey Your Competitors Daily Newspapers Weekly Newspapers Shoppers/Pennysavers Your Product: ROP Your Product: Classifieds Your Product: Sp. Sections Preprints and more The fastest way to increase sales! Participate in this award-winning, newspaper-specific ad sales course on-site or in a Webinar.  • Get past upfront stalls and objections without any pushing  • Make the account believe he really needs you  • Get better information from your prosepct  • Develop quick ad strategies that work the very first time  • Eliminate size, frequency, content, cost and most other objections before they ever arise  • Get dramatic responses for all kinds of advertisers  • Never have to push an advertiser to run again click here

Another product you will probably be able to sell are preprint inserts, otherwise known as free standing inserts, or FSI's. These would include any stand-alone advertising product that an advertiser would ask to be inserted in the newspaper, from a simple 8 1/2 x 11 sheet of paper that you print to full-color catalogs they ship to you. Again, this is where understanding CPM's comes in handy, since almost all preprint rates are based on this.

Preprints are useful if an advertiser has or can get pre-printed promotional pieces from his manufacturer on which he can simply print his name, address, and phone number, or for that advertiser who really only draws from people in a smaller area, such as a local pizzeria.

With preprints, most newspapers don't require that an advertiser goes in every issue. In fact, most newspapers are pretty sophisticated in terms of how targeted an area they can reach. If your advertiser is looking to place his inserts only in newspapers that circulate in a two-mile radius around his store, there's a good chance your newspaper can do it. Some newspapers can even deliver preprints and other products to non-subscribers, people who don't even read the newspaper.

More products to sell
When dailies and weeklies don't reach everyone in the market, many times they have another product that goes to non-subscribers. This makes it easier for them to compete with the total market coverage products out there, such as shoppers.

Your publication's Web site may be another place for you to sell advertising. How advertising is sold on many newspaper Web sites changes often, even monthly, so it is not something that's covered in this program. However, keep in mind that people are people and what motivates them to look at an ad, read on, and respond doesn't change just because they're looking at a Web page. This means our section on spec ads can be applied to spec ads for a Web site, even though you may have size restrictions and only text to work with.

In any case, these were some of the big products you'll probably be selling, though most likely you'll find there are even more available for you to sell into at your newspaper as your managers try to get every advertising dollar possible out of the market and compete with other publishers, including coupon books, tourist publications, and more.

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