Hopefully you have had a chance to pull out your business and marketing plans from 2009 to evaluate how you did and will be adjusting accordingly. I realize that 2009 was no ordinary year. Some companies got hit harder than others in this economy while other companies took off like wild fire. These unsettling times make it difficult to forecast, but knowing your numbers and having a plan are essential.
It is common for smaller companies to not have plans in place. Some companies have been in business for years and have let this slip away while younger firms have been in survival mode and just haven’t had the time. This past year was a wake-up call for many who were forced to reckon with two things: first, to survive in troubled times you have to market and second, marketing is entirely different today than it was just a few years ago.
As a prospect vendor I am often asked to provide a marketing services proposal. There are many things I need to know in order to put a proposal together that will make sense. First I need to understand what has been done so far and how did that work out; next I need to understand what internal resources are available to participate in the marketing efforts and it is helpful to know what, if any budget has been allocated so that the proposal can be structured to spend wisely. When I ask about budget I get one of two answers. “We don’t have a budget.” (they really don’t), or “We don’t have a budget.” (they fear I will find a way to spend it all).
The next set of challenges in establishing a marketing proposal comes when a manager or entrepreneur decides it is time to jump into social media and they want a proposal. Here is where it gets messy. This is a relatively new niche so you have talent coming from many different aspects of the industry and therefore each has a different approach and a different fee structure. Entrepreneurs and managers are forced to evaluate apples to watermelons in proposals and further challenged with not really understanding what they are buying or how to evaluate the talent they are interviewing. Allow me to offer some suggestions how one might go about planning for this coming year.
The Budget:
The rules of thumb vary by industry and by market. One cannot simply say that your marketing budget should be ‘X’ and be confident that it the magic formula. Both the Counselors to America’s Small Business (SCORE) and the U.S. Small Business Administration (SBA) define the variable for a proper marketing budget to be between 2% and 10% of sales, noting that for B2C, retail and pharmaceuticals, these budgets can exceed 20% during peak brand-building years.
Marketing efforts should have a direct impact on revenue and so it is prudent to spend on marketing, the trick becomes spending it wisely. You have so many options and things are far more complicated today that the options are overwhelming and I find many companies frozen in place. They aren’t spending in advertising because they aren’t sure what anyone is reading and they aren’t spending on banner ads or PPC (pay per click) campaigns because it appears to be a science run by snake oil salesmen and they aren’t participating in social media marketing because they just don’t know where or if it is even worth it. Everything shouldn’t be done at once and so planning where and how to best invest for the year should be determined by where you are in the process.
Where to spend:
Entrepreneurs tend to be impatient and forced to focus on too many things at once so are A.D.D. (Attention Deficit Disorder) either from birth or by necessity. You cannot go through a day without being faced with social media marketing and networking as the hottest topic in how to grow your business, so it goes without reason that everyone ‘knows’ they have to be involved. And I would agree. However there is one caveat to that, if you aren’t ready, don’t start there!
Social media marketing has become the gold rush for business but it is a mistake to think that this is where you start and business will flow like the mighty Niagara River. Social Media Marketing is a component of an overall plan and effort that can positively impact your revenue. At the very least it delivers brand awareness and grows your audience. But you must be ready with a strategic plan that is interwoven with the rest of your marketing efforts and your overall business operation.
What does it mean to be ready? Think about hosting a party in your home. Is the house clean and presentable? Do you have food and refreshments ordered and are they going to be prepared in time to serve? Do you have ample room for guests to mill about or sit and relax and mingle with other guests? Have you thought about how best to introduce guests to one another who might not know the others? You get the general idea.
1. Your Website: If you have a new website that is optimized for the new search rules and Web 2.0 then you can move on to the next steps. However, if your website is not new or revamped – within the last year or two, then you need to start with your website. Regardless of the road you take, email campaigns, print ads, social media, they all will point to one place first – your website.
This analogy then suggests that the first place to invest is your website – this is your home base – the central piece of equity that establishes your brand, your identity. It is the doorway to your company, services, products, and staff and how you operate. It is your reputation, reception desk, waiting room, library and sales and customer service center. No? Well it should be.
2. SEO (Search Engine Optimization): If your web designer is not up to snuff on the latest – and I mean the latest changes that are happening everyday in search technology, then hire someone or a combination of vendors who are. Your marketing dollars should include on-going updates and maintenance to your website toward building fresh content, links and adding to resources available on your site. There are code modifications and other considerations that should be brought into the makeup of your website and marketing efforts. You should not think about your website like print collateral – it was designed and went to print and therefore is complete. Your website should be an ever evolving lead resource – constantly being tended.
3. Research: Another critical place to focus your spend dollars is with research. This doesn’t have to be an extreme investment but some time, effort and dollars should be spent to understand how your market is behaving today. Get to know Who is out there and where are they engaging on the internet. What your competitors are doing and identify Where your prospects are and When do they search for solutions, what issues are they congregating around, what networks are they participating in and what exactly are they searching for. And let us not forget Why do they buy? What are their triggers?
4. SMM (Social Media Marketing): Now that you know where in the social networking world you are going to engage, building your profiles is the next step. No matter if you are B2B or B2C this is about P2P (people to people). Companies have people who make buying decisions and so it is people doing business with people they know and trust. It would make sense then that the managers and staff in your company have an on line presence and so profiles for the team and the company should be developed and branded. This could include LinkedIn, Twitter, Facebook, Plaxo, Ning and others.
5. Blogging: a hot and critical topic in all of this marketing planning. Blogging baffles many. A blog needs fresh ideas and content on a regular feeding schedule. Comments are solicited and require a response and other’s blogs require comments. All of this blogging activity is a critical component of search engine optimization and marketing. Can you hire someone to do it all? Get you started? Help you along the way? Or can you and your staff tackle this aspect of your marketing efforts?
6. Listening: A critical yet often overlooked aspect of marketing is learning to listen, setting up systems to gather the flow of information and then responding, participating and ‘feeding the beast’ with new and interesting content. The budget dollars and resources that will tend these ripe fields is another area where you need to balance internal and external resources.
7. Other: Add to the list email campaigns, print ads and promotional items along with other activity that you think will come into play. We suggest that you also include development of policy and procedures, training for management and staff as to best practice and policy with regard to participating in the social arena and of course monitor and tracking.
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