With all that’s being proclaimed about social media advertising, viral marketing, and guerilla tactics being the future of business, you’d think that solid, proven sales expertise is no longer relevant in today’s marketplace.
Social media hubs like Facebook, Twitter, and the like have huge audiences – hence the appeal to marketers – but they’re only that, audiences. And like all audiences, they can tune in and tune out at their discretion. No matter how great your Facebook page is, or how many tweets you make, there’s little that social media can do to make a direct sale. The exposure is great, but it doesn’t guarantee conversions. Sure, you can release coupon codes or special offers, but you can’t make a prospect use them. In most cases, this is just about as effective as presenting an offer or incentive via traditional media.
What is different, and what has been proven over decades to increase actual sales figures is a dedicated, talented, well-trained team of sales representatives. And the reason why it works is simple. An experienced sales team can answer questions, demonstrate products, clear up misconceptions, offer insight and advice, or even customize a deal to fit the needs of individual buyers.
In short, “marketing” doesn’t make sales… people do. That’s how Newspapers Inc. started out – as regular people making direct sales to other regular people… and getting impressive results. Nearly 25 years later, we’re still doing the same thing. Why? Because, quite simply, it works!
How Newspapers Inc. Makes Sales for You
We started out as door-to-door sales people making subscription sales on behalf of major, regional, and local newspapers. Actual customer sales were always the largest source of profitability, and ultimately the strongest indicator of success or failure. The same is true today. And although we’ve remained true to our door-to-door roots, we now use every resource available to connect with our clients’ potential customers. Phone, web, email, chat, presentations, and retail or kiosk sales all fall under the spectrum of Newspapers Inc.’s results-driven expertise. If it can be sold – our team is the one that can sell it! We do it through a proven method that has been shown to consistently deliver results, no matter what the product or service may be.
Want to learn more about how direct, human-based sales can work for you, too?
Call 704-527-8046 to speak to a Newspapers Inc. Sales Administrator.
We call it EZ Pay, but You’ll Call It Pure Genius!
Remember how we said Facebook and Twitter can only give you exposure? Well, similarly, buy-now-pay-later sales do essentially the same thing. It gets you in front of a prospect with a low (or no) investment opportunity, but then leaves you waiting and hoping it pays off in the end.
Several years ago, Newspapers Inc. pioneered the solution to this exact scenario by developing the EZ Pay sales approach. It signs clients up right then and there for either a defined subscription period or an automatically renewing weekly, monthly, or yearly subscription.
This significantly reduces the time needed for follow up, and dramatically lowers the acquisition cost for any customer in the pipeline. In fact, Newspapers Inc.’s EZ Pay approach has been so effective for our clients that it’s the only way we work. We back that up with superior customer care and after-sale support, which is how we’ve been able to achieve the highest customer retention rates in the industry.
Again, when you have experienced people making the sale, nearly anything is possible:
- Lower cost-per-lead that generic mailing or email lists
- Better sales conversions than bill-me-later sales
- Higher rate of customer satisfaction and recommendations
- Increased customer loyalty and retention
- More direct bottom-line impact than advertising or marketing alone
Working with Newspapers Inc. is just that easy.
We’ve worked with Universal Circulation for several years and the partnership has been a significant factor for paid re-sales with a valuable retention rate. As we’ve revised and re-invented our on-site processes they’ve accommodated us with each new phase. UCM provides outstanding customer service.
- Julie Achauer
Senior Circulation Manager of Audience Development, The Lexington Herald-Leader
Currently we have 64.3% of all North County Times subscribers on the “EZ-Pay” (auto pay) program. This is one of the highest, if not the highest, levels in the entire nation. The law of diminishing returns is real, but we still have not reached that point after nearly seven years of continuous growth! Prior to our introduction of the program in June of 1997, annual subscriber “churn” was as high as 134% in 1995. Today that number has declined to just over 45%. In Jan. 2001 we had 54,391 “core” customers. As of Jan. 2004 that has grown to 64,348 a gain of over 10,000! It truly is a strong indicator of the success of the entire newspaper.
- Mark Henschen
Circulation Director, The North County Times
Newspaper Association of America’s Circulation Sales Executive of the Year, 2003
Newspapers Inc. – Not Just Different – Better!
By now, you’re probably at least curious about the kind of boost your sales could get from a focused, highly-trained sales team. But you may be wondering if Newspapers Inc.’s team is the one that’s right for you. While it’s true that there are many outside sales networks out there, Newspapers Inc. is the only one that delivers Three Key Advantages:
#1 – Unbeatable Cost Control
If acquiring a sale costs you more than the price of your product or service, then that method is underperforming. Often, you’ll see sales companies boast machinery or equipment that can help manage your sales pipeline and minimize sales costs. But what about the start-up costs or administration costs? Some machines other companies use in the field cost as much as $3500 a piece, not including the costs of repair or maintenance. Software solutions can cost upwards of $500 to $1000 and charge $1 per order or transaction, in addition to monthly fees, regardless of the size of the actual sale. And as for “customized” solutions… expect to pay for every little detail you want individualized for your company or objectives.
Newspapers Inc. works on a simple hourly rate basis… with performance-based pricing discounts also available. No start-up costs or software installation costs.
#2 – Optimized Technology
Unlike some other companies out there, Newspapers Inc. hasn’t allowed technology to take the place of vital people in the sales process. Instead, we’ve incorporated technologies that help our people and yours work smarter, better, and more efficiently.
We collect information in digital format, eliminating illegible orders and hand-written errors. Any non-payment-related data we collect during the sales process is accessible to all departments, allowing for more streamlined operation. Built-in reporting sends nightly emails to Sales Managers on our team or on yours, eliminating the need for turn-in meetings.
We can also give live demonstrations of e-editions to customers that live outside of the delivery area, thereby extending the sales region and presenting additional sales opportunities that would otherwise be left untapped.
Newspapers Inc. shares all this information with your team, at no additional cost to you, allowing you to leverage our sales expertise into even more opportunities to build revenue.
#3 – Complete Customer Satisfaction
We strongly believe that high-volume, low-churn sales are the most reliable way to deliver the kinds of results your paper expects and deserves from an outside sales team. But in order to do that, we have had to make sure we offer a better sales experience than anyone else.
Hallmarks of the Newspapers Inc. customer experience include:
- Uniformed or professionally attired live sales representatives
- Instant notification of encryption of credit card data
- Confirmation of existing account information
- Immediate delivery of sales receipt via email
- 48-hour delivery from time of sale
As well, all sensitive information encountered by Newspapers Inc. is kept completely secure and PCI compliant. Only select newspaper employees that set access pass codes have access to sales files. Without a pass code, sales data – including credit card information – cannot be retrieved. Carbon copies, photocopies, or other unauthorized access methods are virtually eliminated.
The superior Newspapers Inc. experience, combined with the convenience of EZ Pay makes high customer retention levels not just possible – but achievable.
Isn’t it time your paper started enjoying the benefits and advantages of targeted, results-driven sales by Newspapers Inc.? The sooner you start working with us, the sooner you’ll see the kinds of positive change your paper has been looking for. Contact us today!