Marketing and advertising isn’t easy and it usually isn’t cheap. While you can find cost effective tactics you there are 5 things to consider before you start marketing.
- Set Objectives & Benchmarks
You need to know what your objectives are and what benchmarks (if reached) will make your marketing tactics or campaigns successful. This can include impressions, visitors, clicks, leads, conversions, cost per lead/conversion, etc. Knowing the specific results you want from each campaign will allow you to take the guesswork or emotion out of your decisions and invest in what marketing tactics perform.
- Align Marketing with Sales
Before you start advertising, think about who, what, where, when and how you generate a sale. This will determine when and where you want to advertise. Without alignment, you won’t generate any revenue or return on your marketing investment. You should also think about capacity and inventory. You don’t want to advertise unless you can deliver.
Consider these questions and they will help you determine the appropriate marketing medium mix:
- How many calls, leads and emails can me (or my team) effectively handle in a day/week/month?
- How do you handle each incoming lead?
- Do you make outbound phone calls?
- Have you conducted sales training?
- When do you receive the most leads or sales?
- Is there seasonality to be considered?
- What marketing mediums generate the highest quality of leads?
- Who converts the most leads and where do they come from?
- Plan Your Messaging & Creative
Marketing performs best when you provide value and are focused around solving an issue or a need. Your creative and messaging should focus around your customers. Don’t hard sell or only talk about yourself. Create benefit-worthy messaging to help increase the results of your marketing.
Consider these questions when planning your messaging or creative:
- What key issues are important to them?
- Is there a point of view to consider or address?
- What emotions or feelings do they experience before, during and after converting from a lead to client?
- Can you provide unique value?
- Is there a competitive position to take?
- Find the Best Marketing Mix
Consider a variety of marketing strategies and tactics. This includes local advertising (TV, radio), outdoor (billboards, transit), direct marketing, digital (display, PPC, SEM), social media, mobile, etc.
Marketing Strategies to Consider:
- Radio works well in commuter markets from 6 AM to 6 PM. It requires very little production cost, and you can change your message in hours
- TV works well in the evening (7 PM to 12 PM) and can provide increased emotional branding, however production costs are quite high
- Outdoor advertising works well when generating local brand awareness, however you need to be in market for a few months to generate results
- Direct mail works if you have a small area to target and you can create something that will stand out in the mail
- Digital marketing can be cost effective, flexible, and highly measurable/trackable
- Social media is an important tactic, which will help drive awareness, leads, and prospects to your business
- Everyone is spending more time on his or her mobile devices, so don’t forget about that medium
- Implement, Test & Measure
Testing will help you improve and fine-tune your marketing efforts. Think about this before you launch a campaign to so you track it and measure results. Review monthly or quarterly and decide if you need to end the campaign, renew, refine, etc.