2. Traffic is a Powerful Motivator - there’s no getting around it - to many advertisers traffic numbers are key. I hope that this trend is changing (what I saw at ad:Tech in Sydney recently confirms this as advertisers are looking to get more niche in their focus) but in the mean time it does count. Keep working to build traffic and be ready to share your numbers and back them up with graphs/tables etc.
3. Collect Demographics - every ad agency I ever spoke with about buying space on my blogs asked about the demographics of my audience. Do some surveys and collect this data as it’ll help sell your case.
4. Start with Small Advertisers - The tactic worked - they bought up ad space at reasonable rates quite quickly. In time however traffic grew and the bigger campaigns started to appear - having advertisers already on board helped convince the big guys though.
5. Put together an Advertiser Pack - compile your stats, rates, advertising options (ie what you offer) reader demographics and any other relevant figures into a professional looking document that you can email to interested advertisers. Include your contact details and references from other advertisers if you can get them.
6. Sell the Niche Angle - the fact is that most of us will never compete with the broad publications that are out there - so don’t compete with them by trying to fool advertisers into thinking that you’re bigger than you are - sell the fact that you’re different and that you can reach a narrow and targeted group of people that makes the money an advertiser spends much more effective. ‘Spend $1 on a big site and you might reach a lot of people who are mildly interested in your topic - sell $1 on our site and you’ll reach people who are obsessed with your topic….’
7. Key Influencers - do other bloggers read your blog and pick up on what you write? If so - sell this too. You’ve got influential readers - not just passive ones
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