Advertising Sales Representative
Start-up cost: $2,500 and up
Potential earnings: $40,000–$150,000
Typical fees: Commission-only is standard and ranges from 5 to 25
percent
Advertising: Direct mail, small ads or classifieds in trade journals,
networking
Qualifications: Experience with an advertising agency or as a periodical
sales rep
Equipment needed: Basic office equipment, business cards, letterhead,
envelopes, laptop computer, cell phone (with or without
hands-free accessories)
Staff required: No
Hidden costs: Expect high phone bills and mileage expenses
What You Do
Th is business must be built on extensive experience in the field. Your expertise lies
in matching the need to the availability. If you know how, you can sell advertising
space in all publications to the advertisers who need it. Your job is to find a buyer
at a good price that might never have discovered this advertising venue unaided.
You’ll need contacts and experience to make a success of this enterprise, but room
exists for the independent rep and many earn $100,000 or more. Much depends
on the type of publication for which you’re selling ad space; for instance, if you’re
The 200 Best Home Businesses 7
selling ads in a trade journal or well-known national publication, your income will
be quite high. However, if you’re selling ads for a community newspaper, your
income may reach its peak at $35,000.
What You Need
Th e telephone is your major tool, and you may discover a great need for a cell
phone, particularly one with hands-free accessories (a necessity while driving
in some states). You’ll need access to reference books listing periodicals, rates,
and dates.
Keys to Success
If you love selling, this is selling in its purest form. No limitations bind you to one
focus, one time, or one perspective. Businesses need to advertise, and fi nding space
for their commercial messages can be a real challenge. Your services are the perfect
answer to their needs. Businesses’ penchant for doing the same things the same old
ways will be your biggest hindrance to getting new customers. Established agencies
are your competitors, and you will need to market your services vigorously.
Your best bet is to fi nd a few really good “anchor” customers who will advertise
on a long-term contract, then go after the smaller fi sh.
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