Recent articles in the media and marketing trade press, are hotly debating the question of whether outdoor advertising has had its day.
For the record, we say the answer's 'no'; but I wanted to explain why we know this is the case. A quiet revolution is going on in out-of-home advertising. Small businesses are really starting to tune in to the medium's benefits, and we are seeing ever-increasing numbers – around 250 per week, in fact - signing up to Signposter.com to run out-of-home campaigns in their local area.
I believe that if small businesses are prepared to invest hard-won capital into an outdoor campaign on an ongoing basis like this, it’s because of hard evidence - such as sales increases or increased footfall to their business - of the medium's effectiveness. When every pound counts, they won't do any promotion without the confidence it will work.
This says to me that 'on the streets', where it counts, outdoor is working; it’s picking up more converts to its impact and effectiveness. And if it works like this for small businesses and local campaigns, I'm confident it'll continue to deliver for the big players as well.
In his article 'Why 8% of sales people get 80% of the sales' Donut expert and founder of Marketing Wizdom, Robert Clay reminds us of the importance of good 'follow up'. His research shows that only 2% of sales occur at the first meeting; the other 98% will only happen once a certain level of trust has been established. Incredibly, only 20% of sales leads are ever followed up - that's a shining pile of potential opportunity lost without a trace. For small businesses, what is the best way to keep contact with prospects after sales meetings? What communications strategy can you employ to show customers that your proposed approach is the right one for them? Effective follow up does not mean pushy closing and constant demands for orders or appointments. It's a different mindset: an ongoing dialogue; gently building rapport and proving your expertise, not bashing down doors. At the heart of this approach is good content - meaningful, useful communication that helps to build trust in the eyes of your potential customers, keeping you top-of-mind. Here are 5 examples of useful content you can send to prospects when following up sales meetings:
This is where marketing can really help sales. Produce powerful, customer-focused, helpful content that your sales teams can use to keep contact with customers until they are ready to buy.
I've recently started twittering, for no reason other than, well, to partake in something that has grabbed millions of people around the globe. As an alleged marketing entrepreneur, I was beginning to feel distinctly uncomfortable whenever the subject of Twitter came up, and I knew that I wasn't part of the crowd! That said, I didn't go into it with any strategic plan or any great expectations and my initial thoughts were to use it as an online diary. As a business author, I reckoned it would be a useful discipline to see if I could write mini stories within the 140 characters limit, with no txt talk! So, having used Twitter religiously for six weeks, documenting my daily antics and providing a blow by blow account of my latest Amazon book rank, what are my thoughts so far? Firstly, I'm fascinated by the sheer randomness of Twitter. I’m not doing anything to gain followers, other than attempting to write interesting tweets. Well, they seem interesting to me, because after all, I am the subject matter! But boy have I attracted some unusual followers. I've had three women of obvious shady character (a euphemism for porno queens) that I suspect follow anybody with a pulse and a heartbeat in the hope they’ll get one or two people interested in following them. Then I've had the people that are obviously doing keyword searches on Twitter, and you tweet on their chosen subject and they either follow you for your next two tweets before summarily despatching you or they stick around because you start following them. I've ‘met’ some fascinating people and I've also got a handful of clients, following me, which means that I have to think about what I write. And obviously, there are the followers that I don't know. At the moment I've got a very good magazine and a television company following me. My strategy? To play it cool. I've not set the world alight with a huge following, but then I'm not doing anything to generate one and I'm not Stephen Fry! So how much enjoyment do I get from twittering? If you look at my postings, you’ll see that I like the sound of my online voice. I’ve gone back to my teenage years when I kept a diary, except now my diary is there for the world to see, (minus the drunken antics!). I've definitely increased my book sales on Amazon through Twitter and I've had direct messages from some interesting people. I suspect that if I really made the effort I could crank up my followers. But, I've made a conscious decision not to do this. I'm going for the slow scenic route. Let's see where it takes me.
The current economic climate is having an impact on businesses large and small. Many are suffering while others are discovering new opportunities. In fact, some people who have recently lost their job, be it through redundancy or otherwise, are thinking about launching their own business. What is clear is that the uncertainty in the economy means that researching a business’ market has never been more important.
Market research is an important tool for any person who wants to launch a business and for small firms looking to grow their business by launching new products or services. Market research involves scientifically-led studies to collect necessary market information, enabling entrepreneurs to make the right commercial decisions.
It’s an essential stage in the business start-up process but many entrepreneurs don’t do it – not least because of the supposed cost. Market research determines the feasibility of a project and it’s a way to adapt a business’ strategy (communication, pricing policy, products range…)
What it is...
It’s important to carry out market research in order to:
confirm an idea
make a project credible
professionalize the setting-up approach
convince financial partners and others
Online research has revolutionised market research, providing both opportunities and challenges to researchers and research users. Online market research has grown rapidly in recent years as a key form of data collection for primary research activities.
What it offers...
Online market research offers both large and small research focussed organisations the chance to eliminate the costs involved with face-to-face, postal and telephone data collection.
There are a number of benefits to commissioning online research, including:
Easier targeting of respondents across numerous segmentation variables provides access to a precise and qualitative panel which ensures the collation of reliable data on sensitive issues.
Multi-country projects no longer need to be an obstacle to research – worldwide research can be conducted at the click of a button.
An inexpensive way to conduct large research projects - it is possible to get hundreds of responses for less than a thousand pound.
Most large research suppliers have access panels which provide an easily accessible, reliable respondent base which can respond promptly to online questionnaires.
It allows for a very rapid turnaround – research can be undertaken and results received within a few days as opposed to several weeks involved with face-to-face and postal data collection methods.
The use of video, images and audio for richer questionnaire environments will return a greater quality data.
For a business which needs to gain a general view from a large cross-section of the population, and in as short a time as possible, there is no doubt that online research offers a viable benefit.
Starting a business? Launching a new product or service? Test the market first!
Is this a blog from a professional marketer, or a thinly disguised rant from a miffed customer? I don't know, but after a visit to my local coffee shop this morning, I felt compelled to share a few thoughts on the subject of... smiling.
I've read no end of marketing books over the years and always taken some great advice from each one, in addition to some cracking statements that I use when training small businesses in the art of marketing on a shoestring. Most recently, the line: "the process is as important as the outcome" about the delivery of a product or service, really stuck out. And this morning, it was in at the front of my mind when being served by the owner of the coffee shop. She did the right things, albeit in an efficient manner that was bordering on brusque. However, she didn't make eye contact with me and she failed to smile even though I gave her a big beam. What made it worse was that she became animated and smiling when talking to her colleague.
It got me thinking that in our zeal to find the big marketing miracle at the end of the rainbow, we can often overlook the fact that the smallest things make the biggest difference. It's not simply what we actually deliver - whether we sell cakes and coffee or build websites, it is how we actually deliver and whether we make our customers feel fabulous. In my experience, many small businesses can get caught up in searching high and low for their unique selling point when in fact what makes them unique in a sea of "me too" products and services is how they interact with their customers.
So, a warm and genuine smile can go a long way, especially if we deliver products and services face to face. But, if we are not within an arm's-length of our customers, the words we use to describe what we deliver should communicate passion, warmth and enthusiasm. I believe that relevance, simplicity and humanity will define the successful brands of the future and not just the clever use of technology. Now will someone put the kettle on!
I've just returned from taking my wife (Jan) for an eye-test and experienced both ends of the customer care spectrum.
The good - I told Jan we'd meet in a coffee shop when she'd done and suggested she call me when she'd finished. She'd forgotten her mobile but the Assistant in SpecSavers overhearing said, "No problem, we'll call you, Sir..." Brilliant!
The bad - I drove to Jewsons meantime to get some wood. But I needed to borrow a tape measure as I self-selected from their warehouse. I went to the counter and waited while two 'Assistants' gazed blankly at a computer. 'Excuse me...' No response!
Then a bloke came to the counter and put a tin of paint in front of me saying nothing. Still no response from either 'Assistant' to either of us. I gave up and returned to the warehouse where I shifted 15ft lengths of timber while a fork-lift truck circled around me - and I had no health & safety measures while I shopped.... eventually I gave up.
At least when I went to Homebase I found a lady that knew where the stock was, a polite bloke at the till who told me I could cash all my Nectar points off the timber making the whole deal a lot cheaper.
Ah, my mobile. Now where's that coffee...?