Good Marketing Is Memorable, Valuable And Frequent
Posted in Marketing on September 3rd, 2010 by Dawn Westerberg – Be the first to commentIt’s not unusual for business owners to struggle with effective marketing. The question that repeatedly comes up is “what works?” The truth of the matter is that any marketing tactic works when done well. Equally true is that any marketing tactic, regardless of cost and flash, can fail if executed poorly.
As long as your marketing is memorable, valuable and frequent, regardless of which particular tactic or combination of tactics you use, you will enjoy positive results. But there is some prep work that you need to do first.
The very first step is to truly understand who you want to target. What is the definition of your ideal prospect? Who is the individual who understands and values your products and services? Once you’ve documented the profile, you need to begin developing a list of companies who fit this profile. When you have secured this list, you can then begin to develop a process of marketing outreach.
The better qualified your list, the better the chances of developing memorable messages. With a targeted list you can address the unique challenges they face in the language of their business. The more accurately you depict their unique challenges, shows that you understand their business and will result in the belief that you would be a good choice to provide the solution. Creativity and humor also serve to be memorable. Rather than the stock email blast, why not ship a three dimensional package with a compelling, creative theme? Rather than interrupting their day with unwanted telemarketing, why not create a video that humorously addresses their challenges?
Provide something of value within your communication. I could be the offer of something educational, maybe a white paper or a webinar. Don’t forget, your time is something of value you could offer. Would an hour of your time doing a process review or a system evaluation be something your prospect could benefit from. Other offers providing value might take the form of special pricing on a purchase or discounted registration fees for an upcoming event.
In the end, good marketing must also be frequent. When your communication with the prospect is frequent, the more likely you are to be top of mind when the prospect decides to act. If you only reach out to prospects a couple of times a year, your message may not cross desk when they ready to make a move. A highly targeted list, kept at a manageable number allows you to market frequently and within your budget.
You should enjoy marketing. Have some fun. You are providing excellent services and products, so reach out to your target market with confidence. It’s advisable to develop a number of pieces at once, perhaps even your entire calendar year. The reason for this is that for some people it is easier to do it all at once when the creative juices are flowing. You can always revisit the pieces and do some editing. Many find that it is daunting to produce one piece and then a month later return to square one.
These guidelines will keep you moving in the right direction. Invest the time up front to develop a strong, well-qualified list. Begin developing marketing pieces and test them by asking yourself “Are they memorable and valuable” and watch the costs per campaign to ensure that you can execute frequently. When done with this in mind, your marketing will begin to deliver profitable results.
Dawn Westerberg helps business owners grow their businesses through effective Marketing Strategy. Dawn Westerberg Consulting LLC is based in Austin, TX as serves businesses throughout the United States. Unique version for reprint here: Good Marketing Is Memorable, Valuable And Frequent.