Category Archives: Branding

You’re Regulated – Control Your Social Marketing!

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We are now several years into the maturity of social media as an accepted form of marketing as evidenced by Shawn Kincaid’s post regarding Twitter becoming mainstream.  Many other articles have been written about the dangers to your business of refusing to hop on the social bandwagon, including one I posted.

As marketers we know that one of the most powerful aspects of social media is the two-way conversation that takes place, the ability to “listen” to what is being said about you, your brand and your products.  Never before have companies been in such an enviable position of being able to directly respond to comments made about them.  But, with this power comes the cost of losing control over your brand and marketing, something many have real problems with.

This is especially true in industries that are heavily regulated, such as financial, municipal and as Brian Morrissey writes, pharmaceutical.  I have spoken with many business owners and business developers from these industries that face similar concerns about social media and how they can engage without getting themselves and their company in a lot of trouble.  I don’t mean to say that their concerns are unjustified, and I would strongly recommend hiring knowledgeable legal resources who understand these ramifications.  As Brian states, the penalty for a social misstep can even go so far as to having your key product or your professional license removed from the marketplace!

As such, since these industries must maintain a firm control over their social interaction, even to the point of hiding their involvement, they end up being on the sidelines watching the rest of the marketing world heading forward at warp speed and leaving them behind.  Their marketing is stuck in a serious auto-pilot.

What this tells me is that our regulators, the ones trying so hard to protect us, are seriously out of touch with reality.  The kinds of restrictions placed on financial, governmental and pharmaceutical companies, and their ability to stay current in their marketing, is stuck in the 20th century.

As we all know from the many stories of celebrities getting into trouble, what takes place on the Internet is so transparent that it would appear the perfect place to allow the kinds of open dialog that is the essence of social media.  Would it not be acceptable for regulated industries to have that same level of transparency and be able to enter into constructive dialog with their customers?  I think the phrase is “trust but verify.”

I’d love to know your thoughts.

Leave Them Wanting More: 5 Steps to Making Sure They Come Back

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In my varied past, I spent some time on stage as a professional opera singer, a wonderful and enriching experience.  One thing I learned was that during the curtain call when there was applause (assuming you got applause), you never wanted to let the applause die down before leaving the stage.  Really it was ideal to leave when the applause reached its apex and therefore leave the audience wanting more of you.  They were never quite satisfied and probably would be talking about you for some time after leaving the show.  It’s the same reason that no matter how hard you scream for an encore, you never get to hear that one more song.

You may wonder how this relates to an effort to market and promote your business.

Let’s make sure that we’re not confusing what someone wants with what someone needs.  If you start to leave people needing more, than your product or service is not providing what is necessary to sustain the consuming experience and it is likely that you will lose that customer.  Meeting the market’s needs is fundamental to having a product or service that is worth anything at all.

What I’m emphasizing here are wants.  A fundamental rule learned in every Economics 101 course is, “Man has insatiable wants and desires.”  The statement didn’t say insatiable needs.  Every human on earth has basic needs: we need to eat, we need to work, we need adequate health care, we need shelter, we need clothing, etc. Meet the needs and you’ll be okay, but probably not hugely successful, nor will you likely be able to sustain much growth.

What is imperative is that you are able to find how you can leave your customers or clients “wanting” more.  And this really begins with their initial exposure to you, say through your website, and goes clear through the lifecycle of that consuming experience.  Seth Godin in “Embracing Lifetime Value” reiterates how important it is for you to be able to quantify the value of that lifetime experience in order to understand what resources need to go into the relationship. You can then keep them coming back for more.

So, how do you make sure that your customers or clients leave with what they need but leave definitely wanting more?

  1. Make sure your website landing page tells them exactly what they need to know, no more. I believe that it is imperative to give enough information to fulfill the promise of the ad or email that drove them to your site’s landing page, but there is no reason to go beyond that.  If they need more information, provide an easy means for them to contact you so you can enter into a direct dialog, either by phone or chat, which as most salespersons will tell you, is how you can overcome objections and secure the sale.
  2. Try to invite questions that will cause them to engage with your site, with your brand or with you by picking up the phone. The key to consumer loyalty is the ability for them to directly engage in your brand.  Many marketers profess that companies no longer really have control over their brand with the new social media tools. You may as well accept this fact and make it as easy as possible, plus it will help you learn about what your customer needs or maybe even wants.
  3. Regularly add new, relevant content to your website so people will want to come back and see what’s new. This seems so obvious but I can’t tell you how many business owners build a really nice website and then never touch it for months and months.  Not a good idea.  Fresh content will also help improve search results.
  4. Make sure you are enhancing or adding features to your product or service, something your competition isn’t. This also seems obvious but it’s easy to become somewhat complacent as you start to have some success and forget about what improvements could be made to what you offer.  Always be innovating. 
  5. Constantly tell them how much you appreciate their business. Everyone loves to be appreciated and I believe this is rapidly becoming a lost art.  Loyalty comes by making sure to say “thank you.” Reward loyalty through offers that entice them to come back.  Make it lucrative for them to refer you to their network of contacts. 

Leave them needing more and you’ll lose them.  Leave them wanting more and they’ll come back.

Let me know your thoughts.

Where’s Your Passion?

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In a recent meeting with an entrepreneur where we were talking about online marketing activities and building his business, I asked the question, “What are you passionate about?”

His answer…”Wow, let me think about that, that’s a great question.”

Besides the obvious ones of his wife, his child, his extended family, his friends, his favorite sports team, or his church, my question to this entrepreneur really caused him to pause and think.

The word passion can have so many meanings but let’s take the definitions that really apply here:

  1. any powerful or compelling emotion or feeling, as love or hate
  2. a strong or extravagant fondness, enthusiasm, or desire for anything (i.e. a passion for music).

What led to this question was a discussion about whether online marketing had much of an application for his business.  As a group of highly educated professionals performing financial services, most if not all of their clientele come to them as a result of a referral.  Word of mouth was their key marketing strategy and there really wasn’t much of a need for him to put any real effort into improving his online visibility or reputation.  Blogging, social networks, search visibility are all good things, just for other people, not him.

You may be asking, David, what was his answer, what was he passionate about?

After some thought he said that he was passionate about helping people, and helping them to be more financially independent, so they can do what they really love to do, whatever that is, without worrying about money.

My next question was, “Do you like to write?” He said he does and that it has been a goal of his for some time to write a book.  Well, a book is a pretty big undertaking and maybe he could break that down into smaller pieces by writing short snippets, ideas that will help people or….a blog.

I did actually see a light bulb appear over his head.  He got it. A good friend of his had tried to convince him he needed to blog but had not explained it in exactly this way.

Write about what you’re really passionate about, not because it’s a great way to market yourself (even though it is) but just because you love to help people.  He left the meeting with much to think about.

In this world, those people who find their passion, what they really love, will be the ones that tell you that their work never really seems like work; that their success has been because they immerse themselves so completely in what they love and hence become very good at it.

Engaging in this phenomenon called social media requires time, effort and then some more time if you wish it to be successful.  Having a passion for what you are blogging, tweeting, friending, responding to will help you to stick with it.  Because, there are very few overnight wonders in social media.  Mostly there are people who have a passion for what they do and have been engaged long enough to start to see the great positive results that can be achieved.

What are you passionate about?

I’d love to know.

David

Foursquare.com Ain’t Square, It’s Cool

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In one of my previous posts “Put The Local in Your Locale” I mentioned a relatively new social network called Foursquare.com.  I thought it had some real potential but unfortunately they were not in the Kansas City area.  After writing to them about my wish that they be here, my request was granted.  I just received word that along with several other cities, Kansas City is now on the map!

This kind of geo-targeted social network has real potential for those of you marketing to a consumer who is likely to purchase at your location.

Here are some of the features of Foursquare.com and then I would like to explore some potential applications to help you determine if it’s right for you.

Members of Foursquare.com check-in by logging onto the site from there mobile phone and letting their friends know where they are so they can come to that location.  Foursquare.com will also offer other locations nearby that may be places of interest to members.  Currently there are applications for IPhones and Android phones with a Blackberry application in the works.  There are also nice links to Twitter and Facebook.

Members have the ability to make recommendations of things to buy or enjoy at certain locations and Foursquare.com tracks how many times members frequent a particular location, based on the number of times they check-in.  Points are awarded for check-ins as well as bonus points for dragging friends along with you.  As points accumulate, badges can be unlocked, with the ultimate badge award being classified as a “mayor.”  Businesses can offer “mayors” certain privileges or freebies to entice them to come in as well as encouraging them to bring their network of friends.

Additional applications are being developed by Foursquare.com which includes an Inbound Ticketing system and a customer conversation community called “Get Satisfaction.”  For businesses that wish to actively participate there are plans available from $19 to $899 per month depending on reports, tracking, mayor offers and customization that is desired.

Applications for Foursquare.com

  • The obvious are restaurants and bars – mayors can be offered free drinks or appetizers once they check-in. Friends of mayors get special recognition. Weekly specials can be promoted through their customized site.
  • Museums – special shows and artists can be promoted and people can join as “friends of the museum.”
  • Sporting Events – not only can the events be promoted but businesses close by can benefit from online promotions to Foursquare.com members.
  • Non-profit Fundraising events – what a great way to encourage participation to those members who have a social awareness.  Mayors can receive special recognition by attracting the highest number of friends who also attend.  Companies that belong  to Foursquare.com receive some public relations exposure by being associated with a cause.
  • Gyms – hey it’s cool to be working out and even cooler when you can tell your network exactly where you are.
  • Bowling Alleys – Mayors that bring in a whole team can receive free food, drinks or a game.
  • Retail Outlets – clothing boutiques can take on an online personality and promote sales and specials. Foursquare.com members can talk about what they like about your place.

These are just a few potential applications.  I’m sure many of you can come up with several of your own.  That’s the beauty of this kind of network, it is really only limited by your imagination.

If you need to drive in-store sales, don’t be square and lose out on a great new marketing tool because Foursquare.com is very cool.

Let me know what thoughts you have.

Regards,

David

How’s Your Email Reputation?

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You remember that kid in High School who had the questionable reputation.  It didn’t matter what they said, how they dressed or the way they acted, once the bad reputation was there, it stuck.  It may have been a fair assessment of their behavior and it very well may have been completely false, but the fact that the reputation label was placed on them, right or wrong, it was theirs.

It’s really not all that different when we talk about email marketing.

I frequently talk to business owners who think their email marketing efforts are a failure.  They talk about low open rates and people unsubscribing.  They’ve purchased email lists specifically to market to and as expensive as those are, they have produced virtually nothing in sales.  “Email marketing just doesn’t work,” they say.

This despite the fact that an Epsilon Q1 2009 U.S. Email Trends and Benchmarks study shows that there was an increase in open rates for the 3rd quarter in a row, including a click rate increase of 4%.  According to Epsilon, “Email marketing continues to be an effective marketing vehicle.”

Fair or not, I believe these business owners are suffering from a bad reputation. According to Tim Roman of Fathom SEO, there are big changes coming that will shake up the email marketing industry.  And you need to understand that how you conduct yourself online can have a lasting impact on your reputation.

It’s really not accurate to pin a lack of sales from an email campaign specifically to a bad online reputation.  It requires a good deal more analysis to understand why email campaigns are not working, including the actual landing page experience, but for purposes of this post, I wanted to look at those actions that affect your reputation, and this is what the ISP’s (Internet Service Providers) will be evaluating when they decide whether they should even deliver your email or not.  Those same ISP’s are just as unforgiving as the High School students I mentioned earlier – once you’re labeled as bad, that’s pretty much it.

Many major ISP’s have adopted authentication schemes such as SPF to evaluate the deliverability of email.  IP address reputation is a major factor here.  Once these standards are universally used by all ISP’s, an email sender’s reputation will be known by all.

So what affects your reputation?

Dave Chaffey interviewed Tim Watson, Operations Director of SmartFOCUS Digital, an email marketing firm, about issues of reputation and deliverability.  Tim said that besides the sender’s reputation, technical setup issues, content and HTML could also contribute to deliverability problems, however reputation is the most important.  In Tim’s words, “Reputation issues are inevitably the result of poor targeting, lack of relevance and emailing too frequently.”

How do you address targeting and relevance?

  • Make sure you’re not using an old list, or one you have purchased from a third party where you don’t know whether the people on the list have opted in to receive your emails
  • Clean your list by doing a second request for opt-in.  This will reduce your list size but will insure that the recipients will likely not hit the “this is spam” button.
  • Ask your recipients how often they want to hear from you.
  • Segment your list and provide dynamic content that is appropriate to each group.  This requires really studying your list, their buying trends, and determining to which products or services your message should pertain.
  • Use feedback loops for spam complaints and even though they didn’t specifically opt out, remove any complainers from your list.  Windows Live (Hotmail) and Yahoo have launched these tools.

Take great care to preserve the integrity of your email reputation and it will serve you well.  By all means, make sure you do it before someone labels you as “bad.”

I’d love to hear your thoughts.

All my best to your success,

David