Quick Bytes: Selling When Your Website is New and Small

in Community Content Engine, digital sales

We get the opportunity to work with publishers of all types and sizes and regularly field important questions.

We're introducing a new series called Quick Bytes where we'll answer their question(s) on video and produce a short post related to it so other publishers can learn from their experiences.

In this first episode we address the following question from a quarterly magazine (edited to shorten):

I am meeting with a real estate agency. My contact has a background in digital sales. He has asked me to bring information regarding website traffic. Specifically, he wants data from Google Analytics and our audience (i.e. who are we specifically reaching, how are they utilizing the site), etc. I know you said that we should talk more about audience and connections and not numbers but I would like specific ways to handle this. Who is our newsletter going out to? How is Facebook specifically being used with the website to make connections? Besides the obvious links from stories and site listings and sharing between friends- Social shares?

The Answer:

Don't sell statistics, sell a solution and tell a story. When your stats are small don't hide it. Explain they're small and growing and then proceed to help them understand what you're doing to increase online engagement using examples - if you can't help them understand then you probably don't understand.

Watch our print-to-web audience development webinar video or check out how effective local publishers are using Facebook and Social Promotions - the devil's in the details.

Have a question you'd like us to answer for you? Contact us to submit it.

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Looking for a little help executing your digital strategy? Talk with us about Membership and Consulting Services.

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