All Posts Tagged With: "strategy"

I met with a potential client the other day to discuss developing a marketing and advertising plan. He was excited about some specific strategies and tactics he wanted to use. But when I asked him what he hoped to accomplish, he was less than specific.

“Increase our sales a bunch, I guess.” he said.

It was like he had some inherent desire to execute a marketing plan but no clue about what he wanted to see happen. If you don’t know where you’re going, it’s pretty likely you’ll make a few wrong turns along the way. And how will you know if and when you arrive at your destination?

When it comes to putting together a marketing plan, follow these five guidelines:

Identify Your Goals. Be specific and include milestones to assess your success. For example: “I want to increase sales by 10 percent in Pennsylvania over the next six months.” Have goals for the next six-months, 12-months and 18-months.

Set deadlines. Establish a drop-dead date for everything and stick to it. Don’t let other projects get in the way. Marketing is the lifeblood of growing a business. If you miss deadlines, it will throw off your ability to measure results against your stated goals.

Acquire the Tools You Will Need. Make a list of the resources you will need to execute your marketing plan. Budget is at the top of the list. Allocate enough dollars to do the job right. Skills are next — writing, graphic design, SEO, printing, etc. There are plenty of freelancers out there who can do those jobs. Unless you are proficient and can afford to spend substantial time on these tasks, consider outsourcing.

Develop an Action Plan. It should be specific enough to get the job done but flexible enough to adapt to rapidly changing markets. Allow enough lead time to create advertising campaigns, direct mail pieces, newsletters and such so they hit at just the right time. A calendar book devoted exclusively to your marketing plan is essential so you can see how various tactics will interact.

Just Do It. If you don’t see results right away, don’t give up. Marketing and public relations plans take time to take root. A well-crafted marketing plan is designed for the long haul, which is why knowing what you are trying to accomplish is so important.

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The recent media furor over news that the 17-year old daughter of GOP Vice Presidential candidate Sarah Palin is pregnant raises an interesting question: when making an important announcement, how much information should be released? If there’s a skeleton hanging in your closet, should you do the exposing?

As a former reporter, I would recommend full disclosure up front to my client in a similar situation. News coming from a source tends to be much less sensationalized than something that is dug up and reported by the media.

Here is how I would have handled it: during Palin’s acceptance speech, she would have noted the whirlwind that has been her life of late and slipped in, almost matter of factly, that her daughter is pregnant and that she is looking forward to being a grandmother, framing it as a positive development. That would be it.

Now, the media would certainly seize the story and run with it. But it would have none of the “gotcha” mentality that seems so pervasive and it would short-circuit those probing questions about whether McCain knew and if she was properly vetted.

Face it: the media will find out about such things, whether it’s a political candidate, a product launch, a merger or a new CEO. And when they do, it will be a field day, especially among some bloggers who don’t have to abide by the same rules as mainstream journalists.

My advise is to work with someone who knows the kinds of issues that will push the media’s buttons and get out in front so you can control the story line.

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Interesting wire story in the Philadelphia Inquirer today about the PR strategy used by Fundamentalist Church of Jesus Christ of Latter Day Saints. Here’s the full story.

While I do not agree with their beliefs, it is interesting to note they handled this crisis the right way, making key people available for media interviews and granting unprecedented access to their property. I especially liked this quote: “What we were trying to do was inject a human element into what was happening here. Put names to faces and not just think of these people as being so different.”

I’m not sure if it will turn public opinion their way, but it sure can’t hurt.

Perfect strategy for CEOs and other company officials to remember in a crisis situation.

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Want the easiest way to get your news release noticed by editors and reporters?

Use one of the “est” words in your headline.

Oldest, newest, fastest, slowest, tallest, shortest, longest, fattest, skinniest, deepest, heaviest, lightest, thickest, thinest, smallest, largest, earliest, latest, messiest, neatest.

The “est” list goes on and one. First and last work pretty well, too.

Reporters and editors like to think in terms of extremes. They usually make for good stories. Use that to your advantage. Work one of those words into your next news release headline and I can practically guarantee you the easiest placement you’ve ever had.

Popularity: 47% [?]

Before starting any comunications project, I ask my client to answer three key questions:

Who is Your Audience?
What is Your Message?
What is your Goal?

Let’s take them one at a time.

Who is You Audience? It’s surprising how many clients think in broad terms when answering this question. They tend to think in geographic terms like “people hwo live in Bucks County” or “American citizens.” As a persuasive writer, those parameters are too vague for me. Usually, I ask my client to describe their typical client. That’s when they become much more specific and I get some sense of the audience they are trying to reach.

What Is Your Message? This sounds pretty simple but most clients have no clue about what their marketing message should be. They usually say things such as “Our prices are low.” or “Our products are great.” Again, far too fuzzy and indistguishable. A marketing message should be clear and consistent.

What is Your Goal? I push for realistic, tangible, measurable goals so we know if the marketing message is getting through to the appropriate audience. That way, we can adjust, if necessary. If we’re falling short, perhaps we fine tune the message or the narrow audience. If we reach the goals quickly, perhaps we have set the bar too low.

If you get good, solid answers to those three questions before embarking on a communications project, chances are the process will go smoothly and your client will be happy with the results.

Popularity: 29% [?]