Making money Part III: How journalists can do ad sales

This weekend I spent a day and a half participating online in NewsU's Revenue Camp for Journalism Entrepreneurs, an intense session on some of the new ways journalists are making money on the Web. (The entire course will be available to view online in a few days; Twitter comments from the course are at #revcamp.)

The biggest mistake that journalism entrepreneurs can make in selling is assuming rational behavior on the part of the client, says Mike Orren, principal of Just Be Amazing, a consultancy on content, sales and marketing. 

We might think the client will buy based on the traffic numbers or the audience profile, but often the decision is an emotional one: the client likes the sales rep from your publication more than the rep for a competitor, Orren says. (My own experience as publisher of a business journal is similar to Orren's.)

Making money Part I: Mark Briggs

This weekend I spent a day and a half participating online in NewsU's Revenue Camp for Journalism Entrepreneurs, an intense session on some of the new ways journalists are making money on the Web. (The entire course will be available to view online in a few days; find Twitter comment at #revcamp.)

One of the key presenters was Mark Briggs, director of digital media at King 5 TV in Seattle and the author of Entrepreneurial Journalism: How to Build What's Next for News.

Briggs has used a case-study method that is perfect for this new world of journalism in which the models are still being invented.