One way to get better information from advertisers
You may have heard the old computer saying, “Garbage in, garbage out.” It means that the quality of input that goes into a system...
The value of simplicity
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos...
Be a better listener and get better reception
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using...
Tell them why – and sell more
Like some other kids, I learned how to drive before taking the drivers’ education class in high school. My father took me to the...
A strategy for organizing your advertisers’ information
I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he...
A key question: What’s next?
Gregory talked to me about a lesson he learned in his early days of selling advertising. “In one of my first presentations, the prospect...
Would you mind showing me around?
One of the most important questions you can ask an advertising client is, “Would you mind showing me around?”
Think about it. When you have...
Keep ’em talking and learn more
John Foust, advertising
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time...
An important question: Does this make sense?
As I write this, I have on my desk one of the most confusing ads I’ve ever seen. I saved it, because it’s an...
Advertising lessons from a car wash
Jerry used to be in the car wash business. One day, he was feeling down when he got home after work. When his wife...