How to Find Advertisers for Your Website: The Ultimate Guide

Direct advertising sales is arguably the best method to monetize a website. Finding advertisers for your site and actually closing the deals, however, is not as straight forward. Over the past 6 months I had more than 10 high profile companies sponsoring Daily Blog Tips, and through out this article I will share what I have learned along the way.


The Pros
More money: The first advantage of selling your own ads is the fact that you will cut the middlemen out, increasing your revenue potential. Suppose you sell text link ads on your sidebar through a certain company, and the text links sell for $50 monthly. Since you are using the company network to sell the ads, they will eat 50% of the price, and you will end up earning only $25 monthly for each text link. If someone is willing to pay $50 for a text link on your site, though, it means that they are getting $50 of value out of it. Why, then, should you share that with someone else?

Independence: Sure, large advertising networks have access to a wider pool of advertisers, and they have more credibility to close the deals. But if you have all the requirements in place (see the section below) and spend some time looking at the right places, I am sure that you will be sell your own ads just as efficiently as the larger networks.

Flexibility: The third advantage of selling direct advertising is that you will have much more control over where and how the ads will be displayed (i.e., you can avoid intrusive advertising). Google Adsense is nice, but unless you blend it with the content – annoying some of the readers – you will get terribly low click-through rates.

Credibility: Finally, having sponsors and direct advertisers on your blog might help your credibility. Even small and poorly crafted blogs can stick some Adsense units here and there. Having established companies that are willing to partnership with your site, on other hand, can signal that your content has quality and that the site is somewhat professional.


The Cons
Time consuming: While selling your own ads has many advantages, it is no panacea. The first drawback of this monetization option is the time that it will consume. This time will be spent optimizing your website for the ads, finding potential advertisers, negotiating with them, and handling the administrative matters (e.g., making payments, tracking statistics, delivering reports and so on).

Many requirements: Selling direct adverting is not as easy as making money from Google Adsense. As you can see from the section below, you will need to have a popular blog, a professional looking design, special software and the like.

Unstable: Unless you close deals for very long periods, which is unlikely, you will find your self looking for new advertisers or optimizing your website to attract new ones every other month. The opposite is true for most advertising networks, where you just need to plug some code and they will do the rest of the work. (If your site or blog is just a hobby, therefore, direct advertising might not be the best option)

What You Need to Have in Place
A popular website: Before landing direct advertising deals you will need to have a good amount of traffic on your site. There is no “magical” number here, but a good rule of thumb would be 1000 daily unique visitors. If you are below that mark you should focus on building traffic instead of looking for advertisers. Other factors like Google Pagerank, RSS subscribers and Alexa rank might also help. (Notice that small websites might also be able to sell direct advertising, but usually the time spent on that will not justify the results)

A clear focus: You might have the most popular site on the Internet (well, not as extreme as that, but you get the point), but unless your site also has a very clear niche and a defined audience, advertisers will not find it very attractive. This means that you should avoid rambling about 100 different topics on the website. Advertisers want to deliver a message to specific people, and the more specific the better.

A professional looking design: If you are planning to monetize your website through sponsors, you probably should invest some money into a professional looking design. Advertisers will be associating their product or service with your website, and not too many of them would be willing to get mixed with an ugly, MySpace looking site.

Give visibility to the sponsors: This point is connected to the previous one. Not all templates and themes will be suitable for selling direct advertising. Preferably you want to have an idea of what kind of advertising you will sell (e.g., 468×60 banners, 125×125 banners, text links) and design your website according to those objectives. Advertisers want visibility, so reserve a good spot for them.

Adserver software: In order to serve your ads, rotate banners and track statistics you will need to install an Adserver. If you are looking for a simple solution you should try WP-Ads. This Wordpress plugin will serve ads for specific ad zones that you create. The only drawback is that it does not count clicks (only impressions). If you need a more sophisticated solution check OpenAds. You will need to spend some time learning how to use it, but it offers virtually all the features you will ever need.

“Advertise Here” page: It is very important to have an “Advertise Here” page. On this page you want to give some details about the website, like audience, traffic and any other factor that might be of the interest of potential advertisers. Secondly, make sure that you have some link to that page on the navigation bar and if possible close to the zone where the ads will be displayed. You can see a perfect example of such layout on Copyblogger.com.
Standard letter to approach advertisers: While some advertisers will contact you after reading your “Advertise Here” page, the rest of them will need to be directly approached by you. In that case, it is a good idea to create a standard letter to contact the advertisers. There is no “one size fits all” solution here, but you can follow some general guidelines:

1. Introduce yourself and quickly explain what the email is about
2. Explain why you decided to contact them and what they have to gain
3. Give details about your site (traffic, subscribers, topic, audience)
4. Give details about the advertising options (location on the site, max number of advertisers, monthly price)

That is it, after that information the advertisers should be able to decide if they are interested or not. If they reply, then you will fix the details. Bear in mind that all the info I mentioned should be contained in 2 or 3 paragraphs. If you send an essay to potential advertisers they will just skip it altogether.

Accepting payments: You might have everything in place, but if you are not able to cash payments – or more importantly, if advertisers are not able to pay easily – you will end up losing deals. PayPal is the best option here. Notice, however, that a personal account will not suffice. You will need at least a premier account to be able to accept credit cards.
Where to Find the Advertisers

Once you have your direct advertising program established, you will start to receive inquiries from people. On the beginning, however, you will need to hunt advertisers down. Do not get discouraged if get turned down initially, provided you have all the aforementioned requirements, sooner or later you will find someone willing to take a shot on your site.

People linking to your site or articles: If a company is willing to link to your articles or to add your website under its “Links” or “Resources” section, it is also probably willing to discuss about advertising on your site. Keep track of those incoming links.

People leaving comments/e-mails: The same principle applies to people leaving comments on your blog or sending you e-mails. If among them you see an employee or the owner of a company that could be interested on your website, bingo! Contact him or her and get the conversation going.
AdWords advertisers: Through out your search for advertisers you will notice that most of the established companies are not aware of the benefits of online advertising. If a certain company is already spending money on Google AdWords, however, it is very likely that it would also be open to other forms of online advertising. Think about some keywords that are related to your topic and Google them. Check the sponsored links that will appear and contact them. (You can also check the advertisers that appear on the Adsense units of related websites)

Other advertising networks: While Google AdWords is by far the largest advertising network on the Internet, there are many others that could be useful. Check the companies that are spending money on AdBrite, Text-Link-Ads, BlogAds, SponsoredReviews and so on.
Banner advertisers on similar sites: Check out popular websites on your niche and see what companies are advertising there. Provided you offer them an interesting deal (i.e., a reasonable price for your size), I am pretty sure they will be interested.
Create a “Potential Sponsors” bookmark folder: This technique produced outstanding results for me. I have a bookmark folder on my browser called “Potential Sponsors.” Every time I come across a company or website that could be interested in sponsoring my website, I bookmark it. Currently I have over 100 bookmarked sites on that folder, and I have not approached half of them yet.

How Much to Charge
You need to provide value: It is all about value. A potential sponsor or advertiser will want to see some returns for the money he will be spending on your site, and this can be seen as visibility (impressions) and leads (clicks and possible sales). Make sure, therefore, that your advertising deals will deliver.
The numbers: Remember that there are some pretty cheap advertising options out there (e.g., Google AdWords), and you will need to be competitive. Provided you reserved a good spot for the sponsors (sidebar or header, preferably) you could start charging a $0,5 CPM (cost per 1000 impressions). If your blog is generating 100,000 monthly page views, therefore, a banner spot on your sidebar should cost around $50. Start low and build your way upwards. Popular blogs (e.g., TechCrunch) have a higher CPM, sometimes as high as $10, but you will need a huge credibility to arrive there.

Cross-check: You can easily check if you are charging a suitable rate by using Adsense units on the places where you will sell direct advertising. Analyze how much you would gain with Adsense, and adjust your rates accordingly. Secondly, you can also check similar sites that are already selling direct ads.

Be flexible regarding the terms: Flexibility is key. First of all make advertising agreements on a month-to-month basis. People don’t like to commit to something they are not completely sure about. If someone proposes you a longer deal, offer a discount in exchange.
Offer test periods: Unless you have a very popular website, you will find potential advertisers reluctant to spend real money. If you are confident that the deal will create value for both parties, however, you can use that on your favor. Offer a free test period whenever needed. Some of the times the advertiser will turn you down after it, but other times they will confirm the deal. Either way you have nothing to lose.

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10 Ways to Monetize Your Blog

With that out of the way, let’s get started:

1. Contextual Advertising

Surprise, surprise. Advertising is easily the most popular blog monetization tactic, mostly due to it being the easiest thing to implement. Advertising comes in many forms, and contextual advertising is the most popular due to Google Adsense and it’s general success with blogs and niche sites.

I’m going to assume everyone reading this is familiar with it, but I think it should be mentioned that too many bloggers assume that Adsense is the best solution for their blog. For some blogs and topics it works great, for others, not very well at all.

My advice is to not limit your blog to one ad network or just one form of advertising. Other contextual options include the Yahoo Publisher Network, Chitika, Clicksor, AdSonar, and others. It’s not easy to manually test all these though if you’re shuffling ad tags around and randomly allocating your impressions to them, using a ad network management tool like RMX Direct can help you manage, evaluate, and control your various ad networks.

2. Display Advertising

As I mentioned above, contextual networks aren’t always the best solution for blogs. In some cases there aren’t enough advertisers in niche topics, and in others the users just isn’t likely to click. In this case, you want to be working with ad networks that provide CPM display advertising. This means you get paid something for every ad viewed, opposed to only getting paid per click.

Just like with contextual networks, it’s important to use multiple display ad networks to get more variety from your ads, to not let any one network control your inventory, and to make sure you’re earning the most amount of money possible.

3. Targeted Advertising

The most desirable form of advertising is having companies that wish to pay good rates to advertise on your blog directly whether it’s text or image ads. Many bloggers feel that this is a pipe dream, but I speak from experience from running a wakeboarding blog for many years that you can make solid income from targeted advertising without having insane amounts of traffic.

There are a number of key things you have to do though in order to get this type of advertising:
Have a blog with leading content in your niche and a professional design
Create a “media kit” which is essentially a page on your blog that explains that you take targeted advertising, what your rates are, demographics of your users, your traffic levels, examples of the types of ads people can run, testimonials from any companies that have advertised with you, and a phone number and email address they can use to get more information.
Have obvious “Advertise On This Blog” links in key places on your blog.
Give a company or two in your niche free or very low-cost advertising in order to get the ball rolling. When advertisers see their competitors or companies similar to them advertising, they get the idea that it’s available. If all they ever see is Adsense ads, they might not realize it’s an option.
Be willing to be creative to help your advertisers achieve their goals, and lower your price to get the deals.
Provide statistics and results to your advertisers. Use an ad server like RMX Direct, phpAdsNew, or something similar which has the ability to create reports per advertiser.

Once you’ve set your blog up properly, start approaching companies in your niche who will want to reach your traffic. You don’t need to go after the biggest companies, there are many small companies who are looking to get better results from the web, and they might not even know about your blog. You don’t need to be an ad sales professional, you just need to present your case well on why they’re missing out if they don’t advertise on your traffic. Make it easy on them to work with you, help them create ads, help them determine what sizes to use, and work with them to make sure they get the results they need. It seems like hard work at first, but after you get a solid base of advertisers going, it’s a great source of income and it starts to streamline.

4. Text Link Advertising

Another somewhat unobtrusive form of advertising is using services like Text Link Ads or Adbrite to sell text ads directly to companies. This is pretty low effort and often doesn’t take up too much space on a site, so it’s easy to implement and try out. It should be noted though that you need significant traffic for it to be a big source of income.

5. Affiliate Links

One of the older web monetization methods is still as good today as it’s always been. If you’ve got a blog in a specific area, there’s a very large chance that there are companies out there that sell products or services your users are interested in. You can earn some nice income recommending or linking to those products.

Amazon.com is probably the most common affiliate merchant used by bloggers, but I’d advise finding other unique merchants who may pay better and be more specific to your topic. Amazon is always there as an option, but you’re more likely to get more help from the merchant if you go with a smaller company.

Another nice thing about affiliate links is that they fit well with quality content. Reviewing products and services for your users is valuable content, and if you can make money off it as well it’s a great combination. A word of warning though that you shouldn’t change your reviews or be biased due to the fact you can make money off a referral.

While traffic also helps for affiliate links, it can sometimes be an easier way to generate income without high traffic levels like advertising requires. As an example I did a review of a web analytics application a couple of years ago, and this blog had very little traffic at that point. I referred two sales through that review though that still earn me $150 a month every month two years later.

6. Selling Your Content (Ebooks, Videos, DVDs)

If you’ve got great content, another option is to package it and sell it. There are numerous bloggers who have created ebooks and even real books based on their blog content and made great income selling them. You can also expand to infoproducts like videos, DVDs, audio CDs, and printed books on demand.

This can take some significant work and it requires great content to actually sell, but it can be a nice income stream that lasts a long time.

7. Consulting

Depending on your topic and your level of expertise, you can sell consulting services. If you’re a web analytics expert, you could offer web analytics consulting services on your blog for an hourly fee. This takes very little work to setup beyond creating a page outlining your services, getting a standard contract, and having a way to take payments from companies. Again though, it just takes a little bit of effort to let people know that consulting services are available.

8. Donations

Not quite as common as it once was, it used to be fairly common for bloggers to ask for donations on their blog through Paypal or some other service. This only works if you have a dedicated userbase, and a large enough number of users that their donations add up. I wouldn’t recommend this if you’re also putting a lot of advertising and other monetization methods on your blog. You’ll come off as a bit too greedy in that case.

9. Selling Products

Besides infoproducts, you can sell real products like t-shirts, bumper stickers, clothing, or whatever other kind of merchandise makes sense for your topic. Companies like Goodstorm, CafePress, Lulu, and others make it easy by creating the products based on your design and letting you set up a shop. There is no risk to bloggers, which makes it a great opportunity.

10. Selling Your Blog

Perhaps the most extreme of the blog monetization methods, but it can be lucrative! If you aren’t attached to your blog and are willing to part with it, you can usually find a buyer for it. Your blog must be pretty good, and have a level of traffic worth buying, and it really helps if you already have some income streams going for it. Blogs usually sell for 12-24 times monthly revenues, and there are numerous places you can sell them like eBay and the Sitepoint Marketplace.

Conclusion

It definitely takes some work to monetize your site well, and having good traffic really helps out. Work on building a blog with a solid userbase, and you should be on your way to generating income using any of the methods above. Good luck, and please share any blog monetization experiences you have in the comments.

Promote Your Blog with Blogg-Buzz

A funny thing happened the other day. When I was checking my website statistics for Monetize Your Blog, I noticed a heap of traffic from a referrer called Blogg-Buzz. Now I had not heard of Blogg-Buzz before then, but I headed over pretty quickly to find out what it was.

The following is the blurb from the Blogg-Buzz front page.
Blogg-Buzz is a blogger driven site, exclusively for bloggers like you, to share, discover and promote blog posts that you find interesting!
After looking into it further, it seems that you can use Blogg-Buzz to submit Blog Posts that you think are worthwhile sharing. Once you have registered with Blogg-Buzz, you canA submit blog posts, buzz (vote for) blog posts and make comments on blog posts. The idea is that the better posts will get a better ranking and bring them to the attention of other readers.

Upon reading the Blogg-Buzz FAQ, I found out that as well as submitting posts from other blogs, you can also submit your own posts. They stipulate (among other things) that you should only submit good quality posts, and this makes sense otherwise you might get yourself a reputation and no-one will read anything you buzz. But if you have a post which you think would be of interest to others, you could submit it and see if anyone else likes it.

Anyway, I found out on Blogg-Buzz that Chris from blog-op had buzzed my post on Adsense Section Targeting and it seems a number of other Blogg-Buzz readers liked it as well. My post was displayed in top spot on the main page. That explained all of the traffic.

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