How to search for advertisers

Advertisers are a necessary component of many types of successful business. Whatever the type of business: a media company or an advertising agency, a publishing house, or even just your own blog - for this to be cost-effective, customers need to pay for advertising. It’s good if you could once and for all find advertisers to forget about this concern, but in reality you have to search all the time.

Instruction manual

1

Customer searches can be organized in several ways. First you need to decide what your advertiser is, where you can find it. The most convenient and common search databases are the yellow pages, business directories of your city, search engines, and other resourceful resources. The method of working with them is good for small cities, as there are relatively few companies.

2

For those who are looking for advertisers in large cities, you can try to search by target area, or focus only on large companies as potential large advertisers. There are sites that constantly publish ratings of the largest enterprises in certain industries. Your task is to find such sites in your field of activity, since there are many of them and new ones are constantly appearing.

3

In a number of specific cases, when you need to get a response from a certain group of customers located in a small city, a certain area or within the trading platform, you need to contact them directly. Several people, the number of which depends on the size of the territory covered, are suitable for all individual entrepreneurs and offer a package of advertising services. An agreement can be made right on the spot. If the entrepreneur himself is not there, his coordinates are found out, you can leave a commercial proposal. Sometimes this is the most effective way.

4

If the search is not done by you, but by your employees, then to increase the efficiency of their activities, you can enter a plan for customers found. Their number should be calculated based on how much would be enough. If we assume that at present there is already the right number of advertisers, it must be taken into account that approximately 20-30% of customers are eliminated during the year for various reasons. Therefore, you need to find new ones every month. Actually, the working months of the year are not 12, but 10, since January and August can hardly be counted. This figure, which is the percentage of annual loss of customers, divided by 10, and must be replenished by each manager within a month. Introduce a reward system as well as a lower pay ratio if the plan has not been implemented.

5

An approach may be effective in which managers are divided into two camps: some bring new customers and deal with them for the first 3-5 months, the second ones deal with all regular customers. In this case, since the work of the former is much harder, their percentage should be significantly higher, while the percentage of the latter is greatly reduced. They have a large customer base, so the managers of the second group receive an incentive to expand cooperation with the advertiser.

6

It is advisable that a special employee be engaged in the search for advertisers, and if the company is large, then several. Someone should "sit on the phone", calling customers from the database, to clarify whether the person decides what the approximate size of the company is (you need to develop signs specific to your industry), from time to time passing this information to those who will work directly with by customers.