Marketing Outside the Box

Want to create a buzz and get people talking about what you’re doing? How about doing the opposite of what people expect. Many people call this thinking outside of the box and this is where your right brain can definitely come into play. This is where you should start saying “why not” instead of “don’t go there.”

If you feel that your marketing message is constrained by certain parameters, ask yourself whether those parameters are real or imaginary. How far could you push the envelope without overstepping, how creative can you be without it backfiring? Whenever you see a viral video or hear of a highly successful “off the cuff” marketing initiative, try and take time to understand how the initiators formed their thoughts. Put yourself in the role of the most highly paid executive on Madison Avenue, famous for constantly thinking outside of the box and see how you could enhance your position.

If you are in a niche not known for its jocularity, inject some! Maybe you’re an accounting service provider – create a video about something funny and lighthearted around tax time.

Surprise all your clients and prospects by giving something of great value to them at no charge and also on a regular basis. Establishing yourself as the experts is, as we know, a smart move in the world of Internet marketing. Look into your crystal ball and see where the next growth area may be in your particular niche and then go out of your way to create a meaty white paper or newsletter.You will place a resounding stamp on the subject and put yourself ahead of the game.

Remember that not all journalists have their finger on the pulse and many of them have so many other projects going on that they’re more than willing to receive expert opinion on any matter or valuable insight that you could provide them. Use the power of public relations to your advantage. Once again, anticipate questions that arise and how you could link your niche to any hot, trending, newsworthy activities or events.

While you are feeling in a global and giving mode, consider hosting your own virtual tradeshow. This idea is emerging, just as the power of the Internet is increasing exponentially. As exhibition or attendance at any tradeshow can be costly and time-consuming, attendance at the virtual tradeshow can take place from the security of the office or a comfortable home. If you set up and host a virtual tradeshow within your industry, you can achieve a considerable brand recognition and some additional earnings potential as well.

If you are involved in Internet marketing and the provision of online services, you may well not have considered the gold mine that is literally outside of your door. Bricks and mortar operations can all benefit from online exposure and rather than focusing on marketing your products online all the time, approach some of the more than 50% of off-line businesses that have no web presence whatsoever.

Have you seen any great ‘outside the box’ marketing messages?

Matthew Toren

Understand Your Traffic Streams

If there is one thing that we would like you to take away from this blog post, it is that you cannot use generalizations when it comes to tracking and testing your marketing efforts. You really need to understand where your traffic streams are coming from and micromanage each stream, effectively, if you want to make an overall improvement in your performance. It makes little sense to try and establish averages over a number of different initiatives, just so that you can see how you are doing in overall terms.

We always seem under pressure to come up with statistics, to show that we are being productive with our time or initiatives or to prove that the money truly is “well spent.” The truth is that any analytics program worth its salt will enable you to drill down and really analyze every single visitor.

If you favor Google Analytics, you may have one of those plug-ins added to your blog to show you how you are doing through a summarized form, complete with miniature graph over the last 30 days. You will see your average “bounce rate,” and this may send you running for the hills, but after all what use are these figures by themselves?

The whole purpose of tracking and testing is to make changes. For sure, you could be the smartest marketer in creation or just plain lucky, find that your promotional and advertising methods work right out of the box and you need to do little to modify. We all know marketing a business is about trial and error and even the most educated and successful among us make mistakes and need to make changes. Be prepared to understand that you need to track each initiative before you put it in place, associate results with that particular track and you must be able to differentiate those results from any other concurrent initiative.

It is important to develop separate landing pages and associated anchor text, crucial reference points to enable you to quickly see where consummated sales originate. Remember also that a good proportion of visitors to your site will be poorly qualified and these will certainly help to skew your conversion rates.

If you are lucky enough to have a very highly trafficked site and have not taken steps to differentiate your sources, you will find it very difficult to move forward with any confidence. Whatever you may do to try and increase conversion rates in one particular area will be difficult to quantify as your average conversion rate, bounce rate or simple visitor rate will tend to absorb your efforts.

If you have not set up a trackable, definable list of goals and events and your landing pages are insufficiently identified, then it may be time for you to start afresh, redefine your objectives, come up with a plan and a means to track it and set a future date to start understanding and manipulating your traffic streams correctly.

Are all your traffic streams profitable - if not which ones are dragging you down?

Adam Toren

Be Different and Stand Out

As an entrepreneur, how often have you tried simply tinkering with your price to see if you can gain just a little bit of advantage over your competitors? Truth be told, this is how we all tend to think at first reaction, as the almighty dollar always dictates a biased decision. But of course it does not. In any wildly cluttered marketplace, where price based marketing is prominent and is often shut out by the consumer, the key is differentiation. Don’t try and compete on price alone, but make sure your organization has something very distinctive to offer that others do not.

We are not trying to say that price is irrelevant and you will surely be disappointed if your pricing structure is badly skewed, but there comes a point when the consumer makes a decision based on other factors as well. If you have been able to differentiate your operation sufficiently, then in the ultimate scenario, price becomes irrelevant.

Are you aware of who your competitors are? Many an entrepreneur is not really able to answer that question, but this form of intelligence is not difficult to gather and you should always be aware of how others are seeking to reach your targets. If you do not know the “modus operandi” of your competitors, you will be badly placed should they choose to launch an initiative to try and steal your revenues. Setting yourself apart from the competition will invariably require you to reassess how you handle all your business processes, how you interact with your clients, and how you treat your relationships. You must have a hands on and conversational relationship with your clients and ensure that you are communicating what sets you apart.

If you just focus on price, how much of a difference are you likely to make? You could pare your expenses to the bone and imagine that you could make up what you’re losing though additional clientèle. Would your existing clients take a dim view of this? There is a danger that you could project yourself as budget quality, driving down the perceived value of your services. In reality, the pure profit involved when you tinker around with marginal price differences could be more than accounted for by a concerted effort to differentiate your service.

Overdeliver at everything that you do, to the point when people wonder just how you can manage to do this and still maintain a profit. This kind of creativity does not have to be the domain of those late-night infomercials on television, which promise you more and more in terms of savings and add-ons, rapidly creating the hook. Take a good look at what your competitors are doing and do it better, or provide distinct value when they are not.

How do you differentiate?

Adam Toren

What to Expect From Social Media Marketing in 2010

If 2008 was the year of beginnings and 2009 was the year of revelations, then 2010 is likely to be the year when social media marketing finally reaches its stride. It’s all about connecting and the opportunities for organizations that truly embrace the idea of social marketing are almost limitless. In fairly short order, the Internet has gone from the role of a handy source for information to a must-have, finger on the pulse, essential way of keeping in touch with everyone and everything. Expect real opportunities to emerge now that we have ways to interact in real-time.

The emergence of the iPhone and other smart phone alternatives has helped to introduce the concept of instantaneous gratification to millions of people. We live in a “now” culture and want instant answers to our thoughts, questions and problems. Commercial operations will be quick to exploit this urgency and we can expect to see applications and other solutions emerge, enabling us to convert this online connectivity to off-line action. For example, geo-targeted, personalized delivery of product or service solutions will become more commonplace, enabling you to receive a notice on your smartphone suggesting you interact with the retailer in your immediate locality based on your previous habits and propensities.

There’s so much data available within social networking now that it will be leveraged and used in ever more sophisticated fashion during 2010 and beyond. Micromarkets will emerge with dizzying regularity as this information is immediately converted from raw data to business opportunities. Trends will be identified as they are happening and as applications and solutions become more and more sophisticated there will be an increasing number of opportunities for smart and forward thinking businesses to make money, more quickly as they capitalize.

The Internet has long been fueled by the thirst for information and by the search mantra, but that information has historically been less than current. This will now change, as soaring Twitter use provides up to the second relevancy and data availability to Google and Bing search engine platforms. Real-time results will ensure that the would-be purchaser is even more educated and ready to buy products or services provided by the switched on entrepreneur.

The pace of technological change is so dizzying. At the beginning of 2010 we await with keen interest the likely arrival of the next generation of communication tools, possibly led by the iSlate product from Apple. Before long, everyone will have their own fully functional, always connected personal computing device at the right hand, where solutions and answers are only a second or so away. The mobile web will begin to complete the process of change. No longer will we have to make a special effort to do our research and formulate our buying decisions and we will be prompted by eager sellers to make a buying decision right now.

Social media platforms will be the conduit of change in 2010.

Adam Toren

Be Prepared for Publicity Successes

They say that you should be careful what you wish for and many small-business operations have learned the hard way when they seek media publicity without being adequately prepared. It simply makes no sense to crow about your potential, or how your operation could solve all the world’s ills, if you’re not prepared for a sudden onslaught of attention. You may well have tried to attract publicity before and failed and this tends to lead to a weathered opinion. You may start to go through the motions and publicize while not prepared for the consequences, certain to receive a wake-up call if you get feedback.

Many people believe that you need to engage in a comprehensive public relations campaign using press releases and other formats on a scattershot basis. It is far better to be highly targeted and to identify by organization and individual name the media outlets of most relevance to your business.

We have learned that in social media marketing and in Internet marketing as a whole, it is wise to try and establish yourself and your operation as expert in your niche. This subtle, below the radar approach to marketing always pays dividends if approached correctly within the online world. Use this approach to help you position yourself within the ranks of the media as well and establish yourself as an expert and go to person when needed.

Media entities are always looking for input. They cannot be experts in every conceivable subject and as there is such a thirst for information in such a variety of media outlets and options available, the media director is driven to find good input from authentic sources. Be proactive and look for those seeking this information. Do not do this at those pressure moments when a story is breaking relevant to your niche, but pre establish your authority and create a channel for future use.

You must create an infrastructure within your business, a machine which can be pushed into service as and when needed. Formulate a press kit containing all the information about your company, its history, its founders, its vision, together with audiovisual elements, local files and contact details. Designate a person, if not yourself, as the spokesperson for the operation and make sure that you are prepared to position your company creatively and successfully.

Focus on interacting with media outlets that can be of most benefit to your company. If you’re stated goal is to sell product X or service Y, make sure that you have adequate inventory or resources available to help you do so, at an increased pace, as and when you receive the publicity you are seeking. Keep in touch with trends on a daily basis and be ready to identify when things are moving in your direction.

Do you have any stories to tell us about scrambling to respond to media attention?

Matthew Toren

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