December 18, 2012 – Issue 48

PDF Version || Member Classifieds || Join the MNI Pages Program

MNA HOLIDAYS HOURS

The MNA offices will be closed December 24th and December 25th in observance of Christmas, and December 31st and January 1st in observance of New Years.

NO BULLETIN NEXT WEEK

There will be no Bulletin next week due to the Christmas Holiday. We will be back with a special Wednesday edition on January 2, 2013.

2013 MNA CONVENTION | JANUARY 24-25

It’s hard to believe, but the 2013 MNA Convention is just weeks away!  Visit the MNA website regularly for convention information and updates:  http://mna.org/mna-convention/

REGISTRATION
Be sure to register by Friday, January 11 to take advantage of special early-bird pricing!  First-time attendees (as well as students and educators) will enjoy special discounted registration rates.  Find registration materials and details on the MNA Convention registration page:
http://mna.org/mna-convention/registration/

HOTEL
Don’t miss a minute of the convention excitement when you stay at the DoubleTree by Hilton Minneapolis South.  MNA Members can take advantage of special pricing – rooms are just $99/night.
Find hotel location and booking information on the MNA Convention hotel page:
http://mna.org/mna-convention/hotel/

SESSIONS & SPEAKERS
We think you will agree, this year’s lineup of speakers and sessions makes the 2013 MNA Convention a can’t-miss event.  Visit the Sessions & Speakers page for weekly programming updates, schedules, speaker bios and more: http://mna.org/mna-convention/sessions-speakers/

Some highlights:

• Friday luncheon featuring Andrew Zimmern, James Beard Award-winning TV personality, chef, food writer and host of the Travel Channel’s hit series Bizzare Foods with Andrew Zimmern.
• Sessions you look forward to EVERY year:  The Best of the Best with Tara Brandl and Jody Hanson, Mark Anfinson’s Legal Update, the Small Newspaper Management session with Julie Bergman.
• Advertising sales sessions with Sam Richter.
• Editorial sessions with Writing Coach, Jim Stasiowski.
• Design/production sessions with Lisa Griffin, Boone Newspapers.
• A full program track dedicated to circulation, in partnership with the Northern States Circulation Managers Association.
• The BNC Banquet on Thursday, January 24, celebrating all of the winners of the 2011-2012 Better Newspaper Contest.

SUPPORT MNA BY SPONSORING THE CONVENTION

Consider becoming a convention sponsor. We have opportunities ranging from $100 to $3,500. Contact David Kaplan for more information (david@mna.org)

ADVERTISE IN THE CONVENTION BOOKLET AND THE BNC TAB

Promote your organization or business in the pocket-sized convention booklet and the keepsake booklet listing all winners of the MNA’s annual Better Newspaper Contest. Prices start as low as $175. Contact David Kaplan for more information (david@mna.org)

SILENT AUCTION ITEMS NEEDED

Support the Minnesota News Media Institute through our annual Silent Auction as part of the 146th Annual Minnesota Newspaper Association Convention by donating auction items. Past items have included hotel and resorts stays, airline tickets, gift baskets, artwork, wine, electronics, apparel, newspaper memorabilia, books, DVD sets, and much, much more.

To donate, contact David Kaplan (david@mna.org) with a description of the item you are donating and the approximate retail value or click here to learn more.

All proceeds of the silent auction directly benefit the training programs produced by the Minnesota News Media Institute.

MNA CONVENTION TRADE SHOW

It’s almost time again for the annual Trade Show as part of the 146th Annual MNA Convention. Do you know of a great company who should be taking part as a vendor? Contact David Kaplan (david@mna.org) and let us know about it.

If your new vendor agrees to exhibit at the Trade Show, you’ll get 50% off your convention registration!

Click here to see which vendors are attending.

2nd ANNUAL WALL OF WINE FUNDRAISER

Do you have a local winery? A favorite bottle you enjoying drinking with friends? Consider sharing a bottle with MNI as part of the 2013 Wall of Wine and support an organization that’s working to advance the news media industry.

Launched in 2012, the Wall of Wine at the Minnesota Newspaper Association Annual Convention has become one of the most highly anticipated events on the convention schedule.

Click here to learn more – or contact David Kaplan (david@mna.org)

NOMINATE SOMEONE FOR HALF CENTURY CLUB MEMBERSHIP

Is there someone on your staff who has worked in the newspaper industry for 50 years or more? Nominate them for membership in the Half Century Club! Nominees must have worked in the newspaper industry for 50 years or more. Half Century Club inductees are honored at the Friday luncheon during the 2013 Convention (Jan. 25) and receive a certificate commemorating their 50 years of service to the newspaper industry. Click here for form

Questions? Contact MNA at 800-279-2979 or e-mail member@mna.org.

THANK YOU TO ALL BETTER NEWSPAPER CONTEST JUDGES!

We want to extend a very warm thank you to everyone who volunteered their time and talent to help judge the Hoosier State Press Association’s Better Newspaper Contest. We more than 60 individuals from over 40 member newspapers lend a hand. As a token of our appreciation, each volunteer will receive coupons from MNA – good for $10 off convention registration fees and a free registration to Minnesota News Media Institute training program in 2013.

Thank you to:

FULL COLOR 2013 PRESS PASSES NOW AVAILABLE!

MNA is pleased to offer full color Press ID Cards for members again for 2013. The customized ID cards feature the card holder’s photo and signature, as well as the newspaper’s name and phone number.
The press card is driver’s license-sized and printed in full color on durable plastic so it will last all year without tearing or bending. The cards have a professional look and may even be accepted as a second form of identification in some establishments.

ID cards for each publisher and staff member can be ordered for only $5 each. Cards can be ordered and paid for online via a secure server. You may order as many cards as you like.

Click here to complete your order.

The original yellow press passes will be printed and mailed to all members at no charge later this month. Extra copies are also available at no charge, simply email requests to member@mna.org.

If you have any questions, please contact MNA: member@mna.org or 800/279-2979.

SLIMP: FACTS – GETTING THEM RIGHT SAVES 23 PAPERS

Definition: Underwriter
One who assumes financial responsibility for; guarantee against failure. To insure against losses.

Hardly a day goes by that I don’t get a call or message from people, telling me how something I wrote changed their businesses, lives or both.

Such was the case last week, when my phone vibrated as I strolled through the aisles of my favorite department store.

(Read Full Article Here)

AD-LIBS: THE POWER OF THE RIGHT STORY

Thomas knows the power of storytelling. “I’ve found that the right stories help me sell more advertising,” he said. “After all, prospects are like everyone else. They like to hear stories and examples of things that have happened to other people.

Thomas is right. Every sales person should have an arsenal of stories for a variety of purposes – to establish credibility, illustrate product benefits and answer objections.

(Read Full Article Here)

AN ANNUAL MNA HOLIDAY TRADITION

HOW MARK ANFINSON SAVED CHRISTMAS

A 2008 poem written by Holly Wenzel, Lillie Suburban Newspapers.

‘Twas a few weeks before Christmas, and all through the place,
ROPs and tabs were staring us in the face.
The ad reps were out all hours beating the streets
At the risk of their sanity, not to mention their feets.

They couldn’t talk clients into “Letters to Santa,”
They couldn’t sell recipes, despite all their banta.
But a Christmas songbook — now that was a coup!
No one could refuse, from a Grinch to a Who!

And sure enough, just as our schedules got hairy,
The business owners agreed! “How festive! How merry!”
In quarter-pages, half-pages and double-trucks they thronged
Until it struck us: we hadn’t a song!

It hit like a Canadian clipper at night:
We didn’t know any songs without copyright.
Not a verse, not a word, not a trill, not a note
Could be taken from the jingle some genius wrote.

There was arguing, hand-wringing, fear and heart-burning
Before it dawned on us: “Call the attorney!”
“He knows we can’t tell a cake from a tort!
He’ll find a way to keep us all out of court!”

Anfinson answered the phone at first jingle,
And gave out a chuckle just like Kris Kringle.
“I teach this specific subject at school,
“And gets lots of questions from papers each Yule.”

“You’d need to find songs that are older than time,
“From before folks were counting each per-use dime.
“Avoid all those ‘Rudolfs’ and ‘Frostys’ and ‘Rocks’
“Unless you’re OK with risking your socks.”

But where would they come from? We’d tried the Net.
We knew “Santa Baby” was about all we’d get.
Then Holly said: “Hey! My mom has a book
“Of songs that might work — let’s take a look!”

The pages were yellowed, tattered and torn,
They’d been printed 30 years before Holly was born.
Her mother, Phyllis, had bound it with tape,
Lest the songs or illustrations escape.

But despite the “Antiques Roadshow” patina,
That book surely saved us from a subpoena.
Its angels on high, its shepherds afield,
Its holly and ivy our songbook would wield.

For its melodies were not constrained by edition;
They were mostly credited to “Tradition.”
The words were also from authors long gone,
Unless they were by the prolific “Anon.”

The ad director cheered, the editors raved.
The publishers smiled. Christmas was saved!
On, typists, on artists, on pagination staff!
Run this to the pressmen! Watch them all laugh!
And the ad director cried, as he left for a beer,
“Merry Christmas to all! Let’s do another songbook next year!”

MILLENNIALS: WE WOULD SHOP LESS WITHOUT NEWSPAPER INSERTS

A new study by marketing services company Valassis finds that while Millennial shoppers (ages 18-34) are accustomed to receiving advertising messages on a daily basis from a variety of online and offline sources, newspaper inserts play an important role in their shopping routines, purchasing decisions, and often spur online shopping.

(Read Full Article Here)

HELP KEEP MNA UP-TO-DATE

In order to keep the MNA Directory and our records up-to-date, we need to hear from you. Email MNA with any changes to your phone number, address, email, fax number and key staff. Contact us at member@mna.org.

VISIT THE NEW MNA MEMBER CLASSIFIEDS

The MNA job board and member classified have been redesigned to make it easier for members to list job and “For Sale” postings. Click here to view the new MNA Member Classifieds.

SUPPORT MNA’S TRAINING EFFORTS

MNI is the nonprofit training arm of the Minnesota Newspaper Association, founded in 2010 to take over the training and education missions from the Minnesota Newspaper Foundation and Minnesota News Council.

In 2011, news media professionals attended more than 32 in-person and online MNI trainings; “Cohort 7” graduated from the Editors & Publishers Community Leadership Program ready to make a difference in their local communities; and the training provided at the 2011 Minnesota Newspaper Association Convention was a great success. In addition, 70 high school students gained real world experience interning at 59 MNA newspapers through the Pohlad Internship Program, and members of the public joined MNA members in discussions on public policy as well as the role of social media in newspapers at two public forum events presented by MNI. You can learn more in our annual report.

We are proud of our accomplishments, but we need your help and support to expand the training programs, events and other services we offer. MNI is funded exclusively by generous donations and grants. MNI’s future goals include:

• Developing internship and scholarship opportunities for college students;
• Conducting a statewide readership study focusing on public notice, as well as newspaper and online readership;
• Reaching more members with quality training, NIE and mentor programs.

Please show your support for MNI programs and consider an one time or recurring individual donation, or join the Pages Program to invest in the future of MNI. The Pages Program allows MNA member newspapers to donate the net proceeds of one full page of advertising each year through either by MNA ad sales deductions or invoiced payment. This program is an easy way to support MNI. You can find information on the Pages Program here.

If you have any questions, contact David Kaplan at 612-278-0235 or david@mna.org

SEND A COPY OF YOUR STATEMENT OF OWNERSHIP TO MNA.

Please remember to mail or fax or email a copy of your Statement of Ownership once it has been published in your newspaper.

All circulation figures that MNA uses for advertising, directory information and contest classification purposes must come from a published Statement of Ownership.

If we do not receive a new Statement of Ownership for your newspaper, we will use the circulation figures from the most recent one we have for your paper, which may be quite old, or we may have to indicate that your paper’s circulation is “not verified.”

Please fax your Statement of Ownership to 612-342-2958 or 612-342-2064 or email member@mna.org

YOUR AD COULD BE HERE

Advertise in the MNA Bulletin and reach over 750 newspaper professionals each week. Options include:

• 660×150 banner ad
• Story Style Advertisement (like this)

Contact David Kaplan for more information at david@mna.org or click here.

NETWORK EARLY DEADLINES

Instead of moving the deadlines up 4 days, Deadlines for BOTH weeks of 12/30 & 1/6 are:

Week of 12/30: Deadline is 12/26 @ 9AM for BOTH Classified and Display – FIRM.

Week of 1/6: Deadline is 1/2 @ 9AM for BOTH Classified and Display – FIRM.

4TH QUARTER MCAN/2X2 TRACKING FORMS

The 4th quarter information for 2012 is due back by Friday, January 4th.

If you need a new form from 2012, you can get one here.

NEW Forms for 2013 will be emailed to all Network newspapers soon.

DUE NOW: 2013 MNA ADVERTISING RATE QUESTIONNAIRE

We have NOT received completed 2013 MNA Advertising Rate Questionnaires from the newspapers listed below. If you do not send updated rates, MNA will continue to place display ads at the rates we have on file. To ensure we have the most current information for your newspaper, please fill out the questionnaire completely and return it to MNA immediately via fax or email as directed. If you have any questions, please contact Dan at 612-278-0223 or dan@mna.org. The 2013 Advertising Rate Questionnaire can be downloaded here.

If your rates are NOT changing from 2012, please send an email to advertising@mna.org stating that MNA should “hold” your rates for 2013 – no additional form is required.

Newspapers who have NOTsubmitted a 2013 Rate Questionnaire as of 12/18/12 at 11:00 a.m.

• Adams – The Monitor Review         
• Adrian – Nobles County Review
• Aitkin Independent Age
• Alden Advance
• Annandale Advocate
• Apple Valley – Sun Thisweek Apple Valley/Rosemount
• Arlington Enterprise
• Askov – Askov American
• Bagley – Farmers Independent
• Baudette – The Baudette Region
• Baudette – The Northern Light
• Belle Plaine Herald
• Benson – Swift County Monitor-News
• Brainerd – NewsHopper
• Brainerd Dispatch
• Brandon – West Douglas County Record
• Brooten – Bonanza Valley Voice
• Burnsville – Dakota County Tribune Business Weekly
• Burnsville – Sun Thisweek Burnsville/Eagan
• Byron Review
• Caledonia Argus
• Chisholm Tribune-Press
• Clara City Herald
• Clarissa – Independent News Herald
• Clinton – The Northern Star
• Comfrey Times/Darfur Gazette
• Cottonwood Tri-County News
• Crosby – Ironton Courier, Inc.
• East Grand Forks – The Exponent
• Eden Valley Journal Patriot
• Edgerton Enterprise
• Elysian Enterprise
• Erskine Echo
• Fairfax Standard-Gazette
• Fergus Falls – The Daily Journal
• Floodwood – The Forum
• Fulda Free Press
• Gaylord – The Gaylord Hub
• Glencoe – The McLeod County Chronicle
• Glencoe Enterprise
• Grand Meadow – Meadow Area News
• Grand Rapids Herald Review
• Granite Falls/Clarkfied Advocate-Tribune
• Greenbush – The Tribune
• Hancock Record
• Hanska Herald
• Henderson Independent
• Heron Lake – The Tri County News
• Hibbing Daily Tribune
• Hinckley News
• Houston – The Houston Banner
• Isle – Mille Lacs Messenger
• Karlstad – North Star News
• Kerkhoven – The Kerkhoven Banner
• Kimball – Tri-County News
• La Crescent – Houston County Newspapers, Inc.
• Lafayette – Nicollet Ledger
• Lake Park Journal
• Le Roy Independent
• Littlefork – The Littlefork Times
• Long Lake – The Pioneer
• Madelia Times-Messenger
• Mahnomen Pioneer
• Mapleton – Maple River Messenger
• Middle River – The Middle River Honker
• Minneapolis – Finance & Commerce
• Minneapolis – Minnesota Lawyer
• Minneapolis – North News
• Minneapolis – Northeaster
• Minneapolis – Russian Newspapers of MN
• Minneapolis – Star Tribune
• Minneapolis – The Circle
• Minneota Mascot
• Minnesota Lake Tribune
• Montevideo American-News
• Montgomery Messenger
• Moose Lake – Star-Gazette
• Morgan Messenger
• Mound – The Laker
• New Prague – The New Prague Times
• New Richland – NRHEG Star Eagle
• Norwood Young America Times
• Olivia – Renville County Register
• Outing – Northland Press
• Paynesville – The Paynesville Press
• Pelican Rapids Press
• Pequot Lakes – Lake Country Echo
• Perham – East Otter Tail Focus
• Pine River Journal
• Preston – Fillmore County Journal
• Proctor Journal
• Raymond/Prinsburg – The News
• Redwood Falls – Redwood Gazette
• Rochester – Agri News
• Rochester – Olmsted County
• Sandstone – Pine County Courier
• Sauk Rapids Herald
• Silver Lake Leader
• Slayton – Murray County News
• Sleepy Eye Herald-Dispatch
• St. James Plaindealer
• St. Paul – Access Press
• St. Paul – Saint Paul Pioneer Press
• St. Paul – The Park Bugle
• St. Paul Legal Ledger
• Stephen Messenger
• Stillwater Gazette
• Two Harbors – Lake County News-Chronicle
• Verndale Sun
• Wabasso Standard
• Waconia Patriot
• Wahpeton / Breckenridge – Daily News
• Watertown – Carver County News
• Waterville – Lake Region Life
• Wayzata – Lakeshore Weekly News
• Wells Mirror
• Westbrook Sentinel/Tribune
• Wheaton Gazette
• White Earth – Anishinaabeg Today
• Winona Post
• Winthrop News
• Worthington Daily Globe

MNA STATEWIDE NETWORKS: HEALTHY MEMBER PARTICIPATION, IDEAL OPTION FOR ALL ADVERTISING CLIENTS

MNA has 343 active newspaper members, with a total circulation of 2,786,916. Of the active newspapers, only 46 do NOT participate in at least one statewide network advertising program! MNA networks provide participating members with a cost effective turn-key advertising option for their clients. Earn more revenue for your newspaper, earn more revenue for your territory, and earn personal sales bonuses also! MNA advertising networks are simple to execute and deliver proven results! For more information on how your newspaper can participate in the MDAN (Display Ad Network), MCAN (Classified Ad Network), or MINN (Interactive Newspaper Network) please contact Randy at 612-278-0225 or randy@mna.org

PARTICIPATE: MNA REINTRODUCES THE QUARTER-PAGE (QP+) DISPLAY ADVERTISING NETWORK

Originally discussed but temporarily tabled in mid-2011, MNA is excited to reintroduce the Quarter-Page (QP+) Display Advertising Network. Success in other states has proven there is now an appetite for a larger space statewide saturation advertising program aimed directly at non-traditional newspaper advertisers. Sold as a “high reach/low cost multi-market turnkey advertising solution,” the QP+ Network will offer unparalleled reach of Minnesota households, but with larger page presence that advertising clients who are looking to test newspaper campaigns are seeking.

To create a sense of urgency and increase demand with potential advertisers, only ONE QP+ Network ad will be available for sale per week. As with all MNA advertising networks, each participating newspaper has the option to accept or refuse an ad that is sold into the network.

Depending upon member newspaper participation interest, multiple networks may be created (eg. Dailies, Dailies + Weeklies, Statewide.) Participating newspapers will receive 20% of their general net rate, paid monthly. In addition, any participating newspaper that sells a QP+ ad into the network will keep 10% of the total sale.

The QP+ Network will provide an innovative opportunity to many new print advertising prospects, the benefit of which is an incremental new business revenue source for our member newspapers. If your newspaper is interested in being a part of this exciting new display ad network, you can find the QP+ Agreement Form here.

Please contact Dan at 612-278-0223 or dan@mna.org if you have any questions or for more details.

PROTECT YOUR REVENUE: AVOID “DID NOT RUN’S” (DNR’S)

We continue to receive complaints from clients about incorrect ad creative running or insertion dates being missed. It’s crucial to provide the highest level of service to ensure our customers are confident in the value they receive from our newspapers. If you have any questions regarding insertion orders, dates, placement, or creative please contact MNA immediately for clarification. We’re here to help!

NIELSEN: U.S. AD SPENDING ROSE IN THIRD QUARTER

There was a relatively strong increase in advertising spending in the United States during the third quarter, according to data to be released on Wednesday morning by Nielsen. Ad spending rose 7 percent compared with the same quarter a year ago, Nielsen reported,  stoked by advertising related to the Summer Olympics and political campaigns. That gain is nearly three times the increase that Nielsen reported for the second quarter —  2.4 percent — when compared with the same period of 2011. For the first three quarters, Nielsen reported, United States ad spending rose 2.5 percent from the same period last year.

Read more here: http://nyti.ms/W9ivyM (Courtesy of NYTimes.com)

DIGITAL: PAYWALLS AND IPAD APPS ARE THE FUTURE, BUT ADS STILL MATTER

A large annual survey of magazine and newspaper publishers finds that 90 percent have some sort of mobile presence — whether it’s on a tablet, smartphone or e-reader. And while less than a quarter (22 percent) say that their smartphone and tablet apps are profitable, more than half expect they will become profitable in the next two years. Sixty-three percent of publishers surveyed “agree that tablets are the most important digital channel for their publication’s future.”

Read more here: http://bit.ly/12k6Qlc (Courtesy of PaidContent.org)

MEASUREMENT: DEFINE “SUCCESS” BEFORE A CAMPAIGN EVEN BEGINS

In any kind of advertising, an advertiser (or prospect) often says something along these lines: “If this works, I’ll invest more.” And we’re often confident that we’ll deliver positive results and keep an advertiser on a long-term campaign. But then, as the campaign nears an end and the discussion of continuing comes up, the advertiser indicates the campaign either didn’t “work” or they weren’t sure if it worked. The advertiser opts not to continue and — boom — we’ve burned that bridge; the advertiser won’t come back for long time. Why? Because of the lack of expectation setting.

Read more here: http://bit.ly/12kxrhT (Courtesy of INMA.org)

MNA SALES QUOTE OF THE WEEK:

“If you are not moving closer to what you want in sales, you probably aren’t doing enough asking.” – Jack Canfield, author of Chicken Soup For The Soul

REFLECT, REBOOT, REJUVENATE

As we wrap up our last sales for 2012, it’s the ideal time to look back upon the successes we had and look forward to the opportunities that will exist in the new year. Unfortunately in sales, there is very little “off” time during the course of the year. But hopefully you’ve been proactive in conducting strategic planning sessions with your clients and have their January ad programs laid out so you can take a breather over the holidays while you celebrate with family and friends. I affectionately refer to this time away as “rebooting” – just like a computer, sometimes you need to shut things down and let the system refresh before powering back up again. I find copious amounts of egg nog really helps the process!

It’s a well known fact that 20% of salespeople earn 80% of the money. There are many factors that separate the best from the rest, but one of the most important is a salesperson’s commitment to learning. Your mind is your most precious asset, and the quality of your thinking determines the quality of your sales career. Commit yourself to lifelong learning. I cannot emphasize this too often. Read books, attend seminars and training programs, (click here for a calendar of upcoming MNI sessions), and never forget that the most valuable asset you will ever have is your mind. The more knowledge you acquire that can be applied to practical purposes, the greater will be your rewards and the more you will be paid.

I mention this commitment to lifelong learning because when people ask me what I would like for Christmas gifts, books tend to top my list. There are a lot of smart people out there willing to share the knowledge they’ve acquired during their business/sales careers, and like a sponge I try to soak it all in. Most of the tips, suggestions, and strategies I share with you each week in The Sales Cycle was learned through reading books, attending seminars, and seeking out the guidance of successful people I respect and admire. Technology makes it easier than ever to digest written content on-the-go (I read most of my books on my iPad)…but like newspapers, books are portable and can always go with you.

If you need to add a few items to your gift list, here are a few suggestions of sales books that I highly recommend:

Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer: http://amzn.to/Uz5Ljz
How to Say It: Business to Business Selling: Power Words and Strategies from the World’s Top Sales Experts by Geoffrey James: http://amzn.to/Uz68e1
Advanced Selling Strategies – The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere by Brian Tracy: http://amzn.to/Uz76a2
Top Dog Sales Secrets – 50 Top Experts Show You Proven Ways to Skyrocket Your Sales by Julie Thomas: http://amzn.to/Uz7uVX
101 Successful Sales Strategies – Top Techniques to Boost Sales Today by Stephan Schiffman: http://amzn.to/Uz7QMs
Be a Network Marketing Superstar – The One Book You Need to Make More Money Than You Ever Though Possible by Mary Christensen: http://amzn.to/Uz8d9H
Secrets of Closing Sales by Zig Ziglar: http://amzn.to/Uz8xVY
It’s Not How Good You Are, It’s How Good You Want To Be by Paul Arden: http://amzn.to/Uz8VE2
Relationship Selling by Jim Cathcart: http://amzn.to/Uz9hKU
Persuasive Advertising – Evidence-based Principles by J. Scott Armstrong: http://amzn.to/Uz9NIL

Like you, I also need to time to reboot so The Sales Cycle will be on hiatus until a special Wednesday Edition of the MNA Member Bulletin on January 2^nd. Until then, I wish you and yours a safe and joyous holiday season.

Here’s to a Happy (and successful) New Year,  
Dan

If there are specific topics you’d like to see discussed in a future issue of The Sales Cycle, please contact me at 612-278-0223 or dan@mna.org. You can also view The Sales Cycle archive here.

The Minnesota News Media Institute of the Minnesota Newspaper Association provides regular training opportunities for its members. Visit this section of the Bulletin each week to find information on new programs, in-person training sessions and webinars. Check out the MNA/MNI Event Calendar for a full directory of upcoming training opportunities in person, and online. Contact Program Director Sarah Bauer with any questions, comments or programming suggestions: sarah@mna.org or 612-278-0250.

UPCOMING MNI TRAINING OPPORTUNITIES

Webinar: Classified Outbound Calling, Revenue That Sticks!

Presented by Online Media Campus in Partnership with the Minnesota News Media Institute

January 16th | 11:00am – 12:00 pm | $35

In this webinar you will learn the secrets of planning your outbound calling program. The goal is to target new advertisers who will “stick” with you week after week instead of one-time sells. Based on “Quality not Quantity” of target outbound calling, you will be able to plan a program that finally really works for the short and long term.

Following this plan will keep new revenue coming in the door every week!

Topics we will cover:

• Target Markets: recruitment, real estate/rentals, service directory
• Best sources for Lead Lists
• Scripts that work
• Best news packages to sell by phone for print and online.

Click here for more information or to register

Webinar: In Cyberspace No One Can Hear You Scream: Trademarks, Copyrights and the Internet

Presented by Online Media Campus in Partnership with the Minnesota News Media Institute

January 24th | 1:00 – 2:00 pm | $35

This webinar will discuss how the Internet has (and, just as importantly, has not) impacted trademark and copyright usage by journalists.   In addition to providing a basic overview of these two types of intellectual property, it will explain some common pitfalls to avoid.

Topics Our Presenter Will Cover…

• The differences between trademarks and copyrights
• Copyright trolls
• Plagiarism vs. copyright infringement
• The Fair Use Doctrine in cyberspace

Click here for more information or to register

WEBINAR ARCHIVES AVAILABLE 24/7

Interested in taking part in an Online Media Campus webinar but you have a schedule conflict? No problem. Archives of all Online Media Campus webinars are available online for you to access when your schedule allows. The archived versions of the webinar are recordings of the live presentation so it’s as if you were there for the real deal. In addition, once you have accessed the archive you are free to watch it as many times as you would like while the recording is available.

Access the archived webinars at www.onlinemediacampus.com; there is a registration fee of $35 for each archive. If you have already signed up for the live webinar you will receive a discount code that allows you to view the webinar without paying the registration fee again.

Online Media Campus is a partnership between the Minnesota News Media Institute, Iowa Newspaper Foundation and Southern Newspaper Publishers Association and is dedicated to providing high-quality online training at an affordable price.

If you have questions about viewing an archived webinar or if you have recommendations on topics for upcoming webinars, contact MNA Program Director Sarah Bauer at Sarah@mna.org

CHECK OUT THE REYNOLDS CENTER’S UPCOMING FREE TRAINING

From finding investigative stories to interviewing to branding yourself and setting up your own business, we’ve got you covered with online training you can do at your desk. Please check out offerings – online and in-person — from the Donald W. Reynolds National Center for Business Journalism and sign.

Learn in just one hour a day with these free webinars:

• 5 Local Economic Stories to Jump on Now, Jan. 15-16, with NPR’s Marilyn Geewax
• Finding Your Best Investigative Business Story, Feb. 5, with Pulitzer winner Michael J. Berens
• Branding for Journalists: You Being You…Online, March 5, with Reynolds Center Digital Director Robin J. Phillips
• Power Searching for Business Journalists, March 19, with Google research scientist Dan Russell
• Getting the Goods – Interviews that Work, May 8-9, with Pulitzer winner and Knight Chair Jacqui Banaszynski
• The Business of Me, June 4-6, with 10,000 Words blog founder Mark S. Luckie

UPCOMING INLAND WEBINARS

Webinars cost only $75 for MNA members. To view all upcoming webinars, or to register, click here.

More events coming soon…

POYNTER’S NEWS UNIVERSITY

The Poynter Institute’s News University serves more than 130,000 users through courses, group seminars, and Webinars, covering subjects from multimedia techniques, to writing, to reporting, and beyond.

Some interesting upcoming training events:

• FREE – On Demand: Newsgathering Law & Liability: A Guide for Reporting
• Jan. 2013: Write Your Heart Out: The Craft of the Personal Essay
• Jan. 19: Video Storytelling with the Pros: Creativity on a Deadline
• On Demand: Tablet Design and Storytelling: 2012 Poynter EyeTrack Research
• On Demand: Cleaning Your Copy: Grammar, Style and More
• On Demand: Color in News Design

CLICK HERE for a complete list of upcoming training opportunities.