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Wendy Montes de Oca

Muscle Marketing

By Wendy Montes de Oca

About Wendy

Often referred to as the "marketing maven" by industry peers, Wendy Montes de Oca, MBA has nearly 20 years of experience in marketing, media, and publishing with expertise in multichannel, direct response, and Web marketing. Wendy has generated more than $150 million in total revenues for Fortune 500 companies, top publishers, consulting clients, and her own firm, Precision Marketing and Media, LLC. She is the creator of the groundbreaking SONAR Content Distribution Model and author of the best-selling book Content Is Cash: Leveraging Great Content and the Web for Increased Traffic, Sales, Leads and Buzz [Que Publishing, Paperback].
 

The Power Punch

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Ruthless B-to-B Marketing

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Are You Buying ‘Smart Media?’

 
Media buying, or online advertising, is more than just a Web strategy to help grow your business. It's both a science and an art. It involves a bit of finesse, competitive research, creativity and good negotiation skills.

Sadly, with most online advertising experiences, the lagging partner is typically the business owner by no real fault of his or her own … it's simply from sheer lack of industry knowledge and media savoir-faire.

I've been buying online ad space for more than a decade. Here are my personal powerful and money saving tips to buying smart media. These are "must ask" questions that will help you get the most bang for your buck:

1. Competitive analysis—Find out what the typical industry rate is for that particular ad spot and placement in your niche. For instance, if you're interested in running a 300x250 banner ad, do some research. Call some ad networks and find out what that ad unit costs on the home page and '"run of site" within your target niche. What ad units typically get the best clickthrough rates (also known as CTR)? Read some online e-zines or blogs and get an idea on average metrics so you have a benchmark to measure your campaign against.

2. Ad targeting—Find out if the publisher allows day parting (running ad during specific time periods). This can save you money on ad rates, especially using the CPM (cost per thousand) pricing model.

3. Dedicated email—Find out the size of the list you're thinking of renting, the frequency the list goes out, and the average unit sale (AUS) per subscriber. Ask the publisher who's mailing for you if there will there be a lift note (an introduction or implied endorsement). Lift notes help "warm up" the list (subscribers) and boost conversions.

4. Out clause—Ask your account executive if the media agreement has an out clause or termination right. This is important as if your campaign is not working, you don't want to have to ride it out and waste money. You want the ability to end it and cut your losses. Also find out if you can pause your ad during a slow traffic times (i.e. summer, holidays) as not to waste impressions (CPM).

5. Reporting—Ask your account executive if you will be given daily/weekly reporting OR access to the online ad serving system. This will allow you real-time access to clickthrough rates and more to evaluate if creative (banner and landing page) is striking a chord with the target audience.

6. Seasonality—Each industry and niche has its highs and lows. But, generally speaking, it's typical to see drops in website traffic during summer (June to Aug.) and around certain U.S. holidays. Research your industry and use consumer purchase behavior to your advantage. For instance, in some industries, the days around Thanksgiving are slower than usual. If you're running a campaign that falls on this timeframe, ask about getting lower rates or pausing your ad during the slowdown. DoubleClick and ClickZ are great sources of information and often release quarterly consumer Web reports on buying patterns and traffic.

7. Exclusivity—Similar to economies of scale (where the more that's produced, the cheaper the unit price), if your banner ad is sharing space with other advertisers for less "solo" time, you should be paying less. It's important to ask whether your ad will get 100 percent of the rotations or sharing ad exposure. And if sharing, find out what percentage of exposure you are ultimately getting during your ad run. This is known as being "fixed ad placement" or "shared ad placement." If you're told you have shared placement, this is a great bartering tool to get a more competitive rate.

8. Site targeting—You've heard in real estate it's always about location, location, location, right? Well, online real estate is no different. Find out if your ad will be run of site (ROS), run of channel (ROC) or on specific high-traffic pages. Typically, the further you drill down, the more you pay. It's known as "site targeting." Similarly, the higher you go up, the less you pay. ROS is the highest (most broad) level, so it's usually the cheapest ad location. Next is usually ROC, whose ads appear on certain channels or sections of a website. Then there are also specific pages or demographic targeting. Your goals and budget will determine which placement is best for your needs.

9. Remnant space—Often the forgotten about query, remember to ask if remnant space is available. Remnant ads are those ad units that the publisher or ad network is having a difficult time selling for whatever reason. They can also be last-minute specials or units that are now available due to another deal falling through. With more popular, high-traffic websites, you can save a fortune buying remnant media. Just pay close attention to the terms and conditions in the insertion order, as with most special deals, there are usually restrictions and little leeway.

All of these factors will help determine the value of your ad space and, ultimately, the cost you're willing to pay to access that audience. Good luck!

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