Do you want to eat carrots ALL of your life? Diversify your marketing plan.

Marketing is challenging and sometimes what works for one client won’t work for others. But there are some truths. I know that unless you plan and set goals, you are like an exercise bike—you are pedaling hard but getting nowhere. And I know that a marketing or publicity campaign is not ‘one size fits all.’ It’s especially true for social media. The public may grow tired of one social media platform and all of the dollars a company has invested in that platform may be useless after a while. Facebook’s announcement that it was changing what we see in our news feeds is one example. Companies who placed an emphasis on Facebook are now worried their ads will not be seen.

Full disclosure—I have run campaigns that were only on Facebook or a couple of social media platforms that were pretty successful at the time. But those decisions were largely based on the client’s preference and not my recommendations. My recommendation is to always have a healthy menu that has a variety of “dishes.” Carrots are great and very healthy, but is that the only thing you want to eat for a long period of time? Don’t you want a little steak?

How do you start? First, make sure you know your customers and know where they are consuming their information. For some of them, social media is the “meat and potatoes” of their existence. Depending on your demographics, you may have some “old school” customers who still get their information mainly from newspapers. Determining where your customers get their information may take trial and error but it is an important part of your plan.

Once you know where you want to spend your dollars, determine your budget. It’s okay to spend 2/3 of your marketing budget in one place if you can reach most of your customers there. But never spend 100% on any one platform. I plan a marketing budget similar to the plate method dieticians use when helping you develop a healthy diet. One half should be your protein—the marketing tool that works best for you. It can be social media ads or a billboard. The other half of your plate should be split between two other nutritional items or platforms that have some return. These platforms may only give you a few responses but those responses turn into customers. Or it could be platforms with a high response rate but a low ROI. Again, you determine what works for you.

If you want, you can leave room for dessert. This could be a platform you like but doesn’t give you any results. A good example is an advertisement you take out in your local newspaper only because your cousin is the salesperson. You may not get any response but you like your cousin.

I also make sure I have enough set aside for “snacks.” From a marketing standpoint, these are platforms I may want to sample every once in a while. Even though many people think print media is dead, I am seeing several new glossy publications in the area where I live. I would not recommend purchasing a long-term contract, but at least give it three months. You need to give people an opportunity to see the ad several times. “Snacks” are also opportunities for you to try some new ‘foods.” Maybe you have seen ad on your local cable station and you have been considering it. Go ahead! Give it a try.

So why should you try different marketing methods? First, as I mentioned, you need to find out what works best to maximize your ROI. And in some cases, you want to keep goodwill with your resources, like a local magazine or TV station.

I have only mentioned a few marketing opportunities here but you have hundreds you can try. So sit down at the table and create your marketing plan.

 

 

 

 

 

50 ways to…(well almost)

I was in elementary school when Paul Simon came out with “50 Ways to Leave Your Lover.” I haven’t counted the number of ways in the song but I don’t think it was 50.

Today, business owners have almost as many ways to tell their story than Paul Simon had to leave his lover (not sure if he left her since they were sleeping on it in the last verse). Let’s just talk about 10.

  1. Your website. This is often the first impression you make on a customer. You can include many story-telling techniques on your site but make sure to include these pages–about, contact, homepage, landing page, etc… and make sure the pages are error free and well written.
  2. Blog. A blog is an easy way to share your uncensored thoughts about your company and industry (hint, you are reading one right now). The blog can help your search engine rankings. If you don’t have one, you can create one right here in WordPress and link it to your website. And if you don’t have a website, you can create one of those right here in WordPress, too.
  3. Press release. Newspapers are not dead and not everything is “fake news.” Your local media is a great partner in telling your story. Some newspapers, like the Kansas City Star, have a separate website for posting press releases. You can also use online distribution sites to reach a wider audience. Some of these do require a fee but some of them are free.
  4. Business announcement. I consider these different from press releases because you are targeting just the business section of a newspaper or magazine. These are sections that are like “Who’s Who in Business.” Do you have a new employee? Have you promoted an employee? Send in an announcement to a magazine or newspaper’s business section. It’s good for employee morale and for public relations.
  5. Case study. How has your company helped one of your customers? Case studies tell the story of how you met a challenge with a winning solution. A case study more than a testimonial–it’s a complete story. Companies post these on their websites and add them to their media kits.
  6. White papers. While case studies focus on a customer/client experience, white papers focus on the benefits of a product for customers. These are longer and are usually just used business to business. White papers require extensive research.
  7. Photographs. You don’t just have to tell your story with words. Instagram, Pinterest and other social media sites allow you to tell your story with pictures and captions.
  8. Videos. Once very expensive to make, prices have decreased for professional videos. If the video is going to be used for a recruitment or sales too, hire someone to produce it.
  9. Infographics. Sites like Canva have made it easy for marketers to produce graphics that are eye-catching. Make sure the infographic tells a story about your business.
  10. Podcasts allow you to listen anywhere–in your car, while working out, etc… If you don’t like your own voice, hire a voice-over professional.

You know you want to tell your story using one or more of these methods but you have no idea where to begin or what may work for you. That’s where I can help. If you have read this far, I will offer a 25 percent discount on my services if you sign before June 15. Click here to set up a free consultation.