Learn more about the VPA's 
See the VPA's stances on Webinars/Online Training For Newspaper Employees
_____________________________________________________________________________________Collaborating and Competing: Newspaper Success Models
Thursday, May 23rd - 2 p.m. – 3 p.m. EDT
Presenter Lyle Muller, Iowa Center for Public Affairs Journalism
You’d like to do that in-depth story but simply researching the background takes time, not to mention the interviewing and writing involved as well. Between the daily grind of a newsroom, how do you do it? This session will show how you CAN accomplish special projects without sacrificing quality of work. The idea of collaborating with other newsrooms may have sent up red flags in the past but it doesn’t have to mean the loss of competitive edge for your organization. Several media companies are experiencing growing success with this new model of business.
This session will illustrate ways newspapers can collaborate while still maintaining originality. Examples will come from newspapers that have found success in this model and local and national news organizations, including the Investigative News Network.
Information/Registration:Deadline to register for the $35 fee is Monday, May 20th. A $10 late registration fee begins on Tuesday, May 21st.
http://www.onlinemediacampus.com/2013/04/collaboratingcompeting/
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Take it to the Limit: Three Unconventional Sales Streams
Tuesday, May 28, 2013 3:00 PM Eastern Time
Presenter: Stephen Warley, Lead Generation Specialist, inboundarts.com
Description: We’ll uncover new revenue as Stephen Warley reveals three ways you wouldn’t think to normally find more digital ad dollars. These are ideas you may not even know are available that will help you increase sales.
Cost for VPA Members - Media Association Partners: $39
Information/Registration: https://snaonline.wufoo.com/forms/p7w2w7/
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Sell Smarts
Thursday, May 30, 2013 3:00 PM Eastern Time
Presenters: Peter Conti, Sales and Marketing Director, LMA; Amie Stein, Training and Development Director, LMA
Description: Advertisers are increasingly taking control of their own marketing solutions. The tools are there for the advertiser but do they use them properly? And are you doing the right kind of needs analysis and insight selling that requires uncovering unseen needs? We’ll take a look at these areas and demonstrate new methods for selling when solution sales fails.
Cost for VPA Members - Media Association Partners: $39
Information/Registration: https://snaonline.wufoo.com/forms/p7w2w7/
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Google AdWords Certification-Training Program
June 3 - June 20
The one-hour webinar classes are on Monday's at 2 p.m. ET, and Wednesday's at 11 a.m. ET, for three consecutive weeks. The seventh session will be on Thursday, June 20, at 11 a.m. ET. All sessions are archived for viewing if you miss a session.
Are you maximizing your search revenue?
Last year local advertisers spent over $6 billion dollars on paid search. That’s one third of the total amount spent on local digital advertising. Are you capturing your share? (To see what is spent in your market download this spreadsheet.)
Maximize your ad share through our Google AdWords Certification-Training Program! Local Media Association can train your sales professionals to be experts in Google AdWords in just three weeks. Our certification trainer is one of the best in the industry and has worked with and trained hundreds of sales professionals during her career. Participants are trained to take the Google-administered exams for final certification.*
With the Google-approved certification your sales professionals will be in high-demand by local advertisers. As the Google experts they will be able to maximize search campaigns for clients and sell more of this in-demand service. Download the program flyer.
Live Online-Training Module
Seven one-hour training sessions: For three weeks, on Monday's and Wednesday's, your sales professional(s) meet for a one-hour GoToTraining session.** The session is live with our Google AdWords certified-trainer. If you must miss a session, it is archived for later review. Each session includes a test and a study guide. Our trainer will also set-up the exam with Google for you.* (Questions, or more than 15 participants? - Contact us.)
* To gain qualification, participants must pass both the Google-administered Advertising Fundamentals exam and one advanced-level exam.They cost $50 each through Google. This is separate from the training fees.
** One-hour classes are Monday's, at 2 p.m. ET, and Wednesday's, at 11 a.m. ET, for three consecutive weeks. The seventh session will be Thursday, at 11 a.m. ET, the day after the final Wednesday class.
More Information/Webinar Registration:
http://www.suburban-news.org/Resources/GoogleAdWordsCertification.aspx
https://snaonline.wufoo.com/forms/p7w1p7/
VPA Member Price (Association Partner) - $249.00
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Top Strategies and Tactics for Sales Success!
THURSDAY, JUNE 27th - 2 p.m. – 3 p.m. EDT
What sales strategies are you going to maximize in 2013 so it’s your best year ever?
The old way of selling has changed, but prospecting for new business continues to be the foundation of all successful salespeople and organizations.
During this power-packed webinar, Steve will share his top strategies and tactics that have proven successful for more than 1,000,000 (yes that’s one MILLION!) prospecting and sales calls. Steve has refined these tactics over the past 33 years.
This is one webinar you will not want to miss and here’s why:
•Learn why prospecting is and always will be, the foundation of success in sales.
•Learn the most efficient communication tools to enhance your prospecting efforts.
•Learn the single best “Phone Approach” that will separate you from your competition.
•Learn how to get out of … and stay out of “voice mail hell.”
•Learn why you should never try to overcome objections.
The Presenter - For more than 30 years, Steve Kloyda has been creating unique selling experiences that transform the lives of salespeople, prospects and customers. As Founder of The Prospecting Expert, Steve helps his clients attract more prospects, retain more clients, and drive more sales
With the Internet now a driving force, Steve has integrated today’s technologies into his comprehensive sales and prospecting system, enabling his clients to better formulate and communicate their unique message to their target audiences. Steve’s motivation, insights and down-to-earth strategies provide a powerful learning experience for anyone wanting to transform their sales and dramatically grow their business. His mission is to lead, teach and inspire salespeople to apply timeless principles which produce life-changing results.
Learn the single best closing techniques to set more appointments and drive more sales.
Information/Registration: http://www.onlinemediacampus.com/2013/05/sales-success/
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Direct Response Print and Digital Ads Certificate Course
All webinars take place from 2 – 3 PM (EDT)
•June 6
•June 20
•July 11
To take advantage of this quality, affordable training opportunity, participants don’t have to leave the comfort of their workplace. All training is done online and the time commitment is one-hour per webinar.
Over the years, “Direct Response” print and digital advertising has consistently shown its ability to generate significantly larger numbers of leads and sales than does traditional image or product and price advertising. In this three-session advertising certificate program, webinar attendees will learn, step-by-step, how to create “direct response” ads from ad master, David Fowler. You’ll be exposed to advertising strategies that will truly make a quick difference in the quality and lead-generating power of your ads. A certificate will be awarded to those who successfully apply both the print and digital ad strategies and can show measurably increased response rates from their ads.
WHO:
•Ad managers
•Sales reps
•Art and production staff
•And anyone who is interested in learning more about creating effective ads
BENEFITS:
•Learn directly from David Fowler, Best-Selling author, considered one of the top print and digital ad experts in the world.
•Valuable, downloadable workbook for each session.
•Hands-on help with your ads and questions.
•Online format allows you to train in the comfort of your office or home.
•Small classes (by design), so register today, limited openings available!
WHEN:
All webinars take place from 2 – 3 PM (EDT), 1 – 2 PM (CDT)
•June 6
•June 20
•July 11
Session #1
Pre-Session #1 Assignments:
Send the following to .(JavaScript must be enabled to view this email address):
• 2 “problem” print ads as a PDF—identify yourself, paper, client, date ad appeared and current response rates.
•A bullet point list of the “problems” with each ad submitted.
•A brief explanation of the goal of each ad.
During Webinar Session #1 attendees will learn:
•How to be 90% more productive by simply prioritizing advertisers.
•The REAL purpose of a print ad…and no, it’s not what you think!
•How to perform a “Print Ad Critique” that will instantly improve your ads.
•How to use the “Business-Building Growth Strategy” form for advertisers.
•How to use the “Direct Response Print Ad Building Strategies” form.
•How to successfully “fingerprint” (identify) your advertisers REAL ad needs.
•Utilize your workbook, “The 12 Essential Strategies for Creating Effective Direct Response Print Ads”
Post-Session #1 Assignment:
•Using the “Direct Response Print Ad-Building Strategy” form, each participant must re-create and re-design the two “problem” ads that were initially submitted. Have another newspaper employee review your ads using the “Print Ad Critique” form. Both ads should receive a score of 100%. When accomplished, send ads as a PDF to presenter.
•Create a “Business-Building Growth Strategy” form for your paper with your logo.
•Each participant, according to their advertiser list, must meet with 1 advertiser to help them create their “Business-Building and Growth” Strategy.
Session #2
During Webinar Session #2 attendees will learn:
•How digital ads work to grow a business.
•What a digital ad REALLY is and it’s singular purpose.
•How to perform a “Digital Ad Critique” that will instantly improve your ads.
•How to make money sending emails for your advertisers.
•How to use the “Direct Response Digital Ad Building Strategies” form.
•Utilize your workbook, “How to Create Highly Effective Direct Response Digital Ads”.
Post-Session #2 Assignment:
•Using the “Direct Response Digital Ad-Building Strategy” form, each participant should design or redesign a digital ad. Have another newspaper employee review your ads using the “Digital Ad Critique” form. The ad should receive a score of 100%. When accomplished, send ad as a PDF to the presenter.
•Confirm that you have learned to “link” ads properly to Squeeze Pages; or that you have outsourced this important task.
•Meet with a “digital” advertiser or prospect advertiser to help create their “Business-Building and Growth Strategy” form.
Session #3
During Webinar Session #3 attendees will learn:
•Why you need to use your own advertiser “data base” if you’re going to survive.
•How to increase revenues using emails every week.
•How to invite advertisers to a “Public Workshop” held by your paper.
•Techniques for making public workshop presentations
•How to perform an “Ad Critique” that will instantly improve your ads.
•How to use the Business-Building Growth Strategy” form for advertisers.
•How to use the “Direct Response Ad Building Strategies” form.
•How to successfully “fingerprint” (identify) your advertisers REAL ad needs.
•Utilize your workbook, “How to Increase Revenues by 10%, 20%, 30% or More Using Effective Direct Response Print Ads”.
Post-Session #3 Assignment:
•Hold a public workshop on How to Grow Your Business Using Direct Response Print and Web Ads.
•1 written testimonial confirming new revenues and growth from at least one advertiser confirming bigger revenues from one print ad and from one digital ad.
Information/Registration:Registration Fee for the course is $79 http://www.regonline.com/Register/Checkin.aspx?EventID=1226600
About the Trainer:
David Fowler is a best-selling author on niche marketing and “direct response” print advertising. He is also a sought after speaker and consultant to newspapers worldwide. As a business consultant, he has helped launch and grow leads, sales, and revenues of thousands of businesses. Prior to his life as a consultant, David ran a successful retail advertising agency that placed more volume of ads in The New York Times than any agency in a 3-state area. His agency was also the first in the nation to combine store planning, visual display and branding with advertising. He has won numerous ad awards as a Creative Director and judged some of the nations top ad award shows. He lives in Santa Cruz, California.