Help on my pitch please

[rpr 73]

Hi all, am new to the forum, looking for bit of advice. launched a magazine end of last year which at the moment is breaking even. The pitch we use is on the lines of.

My name is Rob, im the owner of a local business called NW media, now the end of last year we launched our first magazine called Local Life

Are you aware of the magazine at all ?

I notice you advertise in the _________ , what kind of response do you get ?

[Will have responses ready for the answers]


Local Life is distributed monthly to 10,000 homes and businesses in _________ with key pick up points in ASDA and Morrisons, which makes it the the most read local mag in the area.

Struggling a bit on the price close.

Can i have a little feed back on the pitch and also any ideas on a close, Would be much appreciated

 

[Geoff Carter]

Hi

I think you may be coming at this from the wrong angle.

You need to offer something of value so he/she can
try it out for free and from that, they may be convinced
it's worth paying for it.

Mentioning a price in a 30 seconds pitch seems somewhat
premature.

I'm sure others will have an opinion, but receiving any
pitch in this form would for me be a no-no.

I look forward to reading the replies.

Cheers

Geoff

 

[HFE Signs]

Main things advertisers look at are:

1) Distribution figures
2) Is the market audience applicable
3) Is it junk mail or a paid for publication
4) How well known is the publication (credibility)
5) Price

Sell it first, then ask is this the kind of publication you would like to be in if I can do you a special rate.....

Good luck..

 

[rpr 73]

Thanks for your replies, the magazine is a free mag, its a B5 glossy.
The businesses that are in there at the moment i think give it credibility such as The Money shop, Holiday inn, the areas biggest shopping centre and a lot of the well known businesses from the area which some where happy to take on 12 month contracts after seeing the mag.

Feedback from advertisers and the gen pub is all very good, im just after advice on a short pitch to target the local tradesmen and smalller businesses who usually havn't got that much time while there at work.

Cheers

Rob

 

[Mike W]

My name is Rob, im the owner of a local business called NW media, now the end of last year we launched our first magazine called Local Life

Are you aware of the magazine at all ?

I notice you advertise in the _________ , what kind of response do you get ?

[Will have responses ready for the answers]


Local Life is distributed monthly to 10,000 homes and businesses in _________ with key pick up points in ASDA and Morrisons, which makes it the the most read local mag in the area.

.....

We already have a good mix of local businesses and larger nationals like The Money Shop and Holiday Inn but we're now focusing on getting just a couple more local ones in before we close the books.

We only have a quarter page and a half page left. (or whatever)

Cost aside, would it be something you are interested in? [yes/no] (I'll leave you to deal with the no)

yes/maybe - Well our rate for a 1/4 page is £x and for a 1/2 page is £y. But, as we're close to deadline, we're prepared to reduce those to £y and £z.

PLUS (only if true), if we can sort this out now, I can guarantee you solus status. You'll be the only xxxxx in the magazine and we'll close our books to any other.

[now keep schtum..... He who speaks first loses ]

 

[MH1]

I would concentrate on what the customer wants to know, what the call is about, and what is in it for them by advertising with you.

My name is Rob, I am the owner of a magazine called Local Life which is distributed to 10,000 homes and businesses in _________ which makes it the most read local mag in the area. It has key pick up points in ASDA and Morrisons, .....

I think you need to stress why they might be interested in using your magazine to promote their businesses, ie the demographics, no offence intended but few people are interested in the name of your company, that can come later, stick to what is in it for them, you probably have 5 seconds if you are lucky to gain their attention, so mentioning a special offer can help grab some interest.

You need to experiment and see what works for your own style of selling, no single approach works all the time.

 

[Borobar]

im no sales person in-fact the oposite... however i have advertised in a number or national newspapers and magazines so used to get these calls all the time... when closing id be saying no all the way threw but when closing they came at me with an extremley high figure.... when i said no and no again they'd keep cutting the figure right down from say £1200.. to £400 then im a sucker for sales people would agree as think ive got this big bargin but then realise £400 is about the price ..... but is somehow worked everytime i dont talk to sales people now

 

[patientlady]

Are trying to open & close the sale on the phone or get an appointment to do that?

 

[rpr 73]

Thanks again for the replies.

I am trying to get the deal on the first call as i only have a 2 week window to sell in the mag, so looking for that quick pitch but want it to be good.

thanks again and keep the advice coming its appreciated.

Rob

 

[Phil Richardson]

Hi Rob,

Your very first question is a closed one, and could potentially stop the conversation immediately. If I hadn't heard of a magazine then it is not very well known, I haven't seen it being given away so why would I pay to advertise in it. And you are highlighting all these negative thoughts in the very first question. Even if they have heard of it it doesn't move the sale on at all.

The pitch needs to be about your prospect not what you want. You need to understands what the prospects goals are, who they target, how they market and whether they are looking at growing sales.

If they say they are looking at growing new sales, have a budget and target the market that are your readers closing the deal is a lot easier. I'd have thought very few buyers purely buy on cost.

 

[sludgate2]

My role in the business I work for is pretty similar to that of the script you are reading however what I do is at the piont of pricing ....rather than tell a price ...I ask would it be ok for me to email you some prices....to which i usually get a YES ....I then agree to email prices and agree on a mutual day for me to call back.
By doing this I am getting to no the potential client ,get there email and name so 2nd call is friendly therefor easier to discuss prices.
Sharon

 

[Mike W]

....rather than tell a price ...I ask would it be ok for me to email you some prices....to which i usually get a YES ....I then agree to email prices and agree on a mutual day for me to call back.
By doing this I am getting to no the potential client ,get there email and name so 2nd call is friendly therefor easier to discuss prices.
Sharon

The theory's good but I bet in practice when you ring you get a lot of not ins, on phones and in meetings. They now know the price, after all...

 

[wwdg]

Try and make it more human , When people talk to me like a robot i quickly turn off. Would much rather somebody try to sell me something by talking in the way they normally would.

How some people get investment on Dragons Den by talking like a robot it beyond me

Just my 2p