Columnists

John Foust, advertising, ad-libs

Ask your client: Would you mind showing me around?

In his latest "Ad-libs" column, veteran sales trainer John Foust explains why one of the most important questions you can ask an advertising client is, "Would you mind showing me around?"

"You’ll be surprised at the things you’ll see and hear that can spark ad ideas," he writes.

John Foust, advertising, ad-libs

Is an ‘8-inch frying pan’ holding you back?

In his latest "Ad-libs" column, veteran sales trainer John Foust uses the story of a man who restricted the fish he caught to only those that fit in his frying pan as a comparison to rejecting new ideas and only keeping those that fit the way you've always done things. 

Is an "8-inch frying pan," holding you back from reaching new goals?

John Foust, advertising, ad-libs

3 reasons to cut down on exclamation marks in ads

In his latest "Ad-libs" column, John Foust discusses three reasons that advertisers should be careful to limit their use of exclamation marks in ad copy.

"Of course, a well-placed exclamation mark is legitimate punctuation," Foust writes "But like your favorite dessert, it’s not smart to have too much at one sitting — especially when it comes to advertising."

John Foust, advertising, ad-libs

Use fresh ads to catch more customers for your advertisers

In his latest "Ad-libs" column, John Foust outlines how everybody wins when you develop fresh ads for loyal customers rather than continue running the same basic ads that have grown stale over time.

Foust has conducted training programs for thousands of newspaper advertising professionals and offers training videos to sales departments looking to save time and get quick results from in-house training.

John Foust, advertising, ad-libs

Breaking down the advertising sales cycle

A sale is just the first step. In his latest “Ad-libs” column, John Foust breaks down the advertising sales cycle from sale to delivery to results to feedback.

community forum strategy, the relevance project, pioneers

Wanted: A few good pioneers

In his latest column for The Relevance Project, executive director Tom Silvestri writes, for the Community Forum to transform our beloved newspaper industry, we need a few good pioneers.

John Foust, advertising, ad-libs

10 free offers that can generate big results

Generally speaking, there are two types of advertising. Image advertising, which is often referred to as institutional advertising, is designed to create a positive overall impression. The objective of response advertising is to generate immediate results.

In his latest column for the WNA, veteran sales trainer John Faust examines one category of response advertising — the free offer — and provides 10 ideas for successful advertising campaigns.

community forum, meeting

Use National Newspaper Week to launch THE community forum

The time is well overdue for newspapers to create vital connections with their audience. It's why this year's theme for National Newspaper Week, which kicks off Oct. 3, is "Community Forum."

To further support newspapers in starting that ongoing conversation, Tom Silvestri, director of The Relevance Project and a former newspaper publisher who conducted 78 community discussions on issues of local importance, offers an outline of the concept and some questions to consider.

John Foust, advertising, ad-libs

Foust: Lessons from a failed advertiser

Advertising alone can't keep a business going. From the perspective of a sales rep, it can be a frustrating and disappointing reality.

In his latest "Ad-libs" column, veteran sales trainer John Foust shares several lessons that can be learned from failed advertising campaigns — all of which can make for more successful and beneficial sales relationships in the future.

Wisconsin Newspaper Association