Selling Special Sections

Here's an idea for selling special sections that I learned from a Canadian Publisher. He lays out his tab with editorial before a single ad is sold. He leaves spaces for the ads he intends to sell. He produces a dummy showing the available ad spaces. Next he contacts all of his "sure thing" customers, the ones that buy into most sections, and sells them into the tab. When his reps hit the streets they have the mock-up with several key spots marked "Sold". This proves the value of the product and creates a sense of urgency.

Keep Smiling, Keep Selling!

Thanks Jim Busch