Search This Blog

Showing posts with label marketing channel. Show all posts
Showing posts with label marketing channel. Show all posts

Friday, January 27, 2012

Can You Do Too Much Marketing?

Are you tired of the ads, direct mail and phone calls from the political candidates yet? Sometimes it feels like the elections never stop; we just roll from one right into the next. At what point do viewers simply tune out the message?

Major political campaigns are big business. The candidates are marketing themselves to the voters, and they spend a big chunk of change doing it. Those candidates without deep pockets must get creative, taking advantage of free press through debates, town hall meetings and the creative use of social media. Candidates with more money rely heavily on TV and radio ads in the major markets, hire services to call voters to encourage them to get out on election day, send direct mail, etc., etc., etc. 

If we add to this money spent by special interest groups and Super PACs in support of their candidates (just under half a billion dollars in 2011[i]), marketing essentially becomes a free-for-all. And because these groups aren’t directly linked to the candidates, the ads and approach can be down and dirty—in some cases influencing viewers and in others causing them to tune out all political ads.
Statistics are out on the amount of money spent on TV ads by each Republican candidate leading up to Saturday’s South Carolina primary. A combined total of $13.2 million was spent on TV ads alone, with Mitt Romney shelling out $4.7 million, Newt Gingrich spending $2.4 million and Rick Santorum $1.7 million[ii]. Yet, spending more than the second and third place finishers combined on TV ads did not guarantee Romney a win.

A political consultant referenced in The Charlotte Observer article (see end note below) believes that there were so many ads being shown that they simply lost effectiveness. Is this a case of too much marketing? And what do you risk if your competitor has a huge presence and you don’t?
One of the basic tenets of marketing is to know your audience and reach them via the channels they use. This is more than TV and radio, it includes online options and social media. Candidates are still figuring out how best to connect on these channels. When the competition is fierce, however, it’s important to see if you can find creative options to reach your viewers and catch their attention. One opportunity is to make sure your ads are not “typical fare” – make them stand out from the competition. Extremely tough—especially in a political campaign—but sometimes your best option to make marketing work for you. We’d love to hear your thoughts on how you would market yourself if you were running for office. Comment below and let us know!

[ii] The Charlotte Observer, “TV ads didn’t pay off in S.C.,” 1/24/12

Wednesday, August 25, 2010

Making your Marketing Explode

Remember the really cool science experiment to make a volcano? You use simple ingredients like baking soda and dish soap. On their own they work for baking and cleaning, no wow factor. But when you combine the two you get a volcanic eruption. Pretty cool.

Marketing works in much the same way. If only one channel or technique is used to promote the business, firm, or product, many find they get so-so results and come to the conclusion that whatever channel or technique they used didn’t work. Unfortunately, this happens all too frequently and some marketing gets a bum rap.

The magic with marketing happens when you take an integrated marketing approach. Much like our volcano experiment, when you combine the right ingredients (marketing channel or technique) you’ll see an eruption in your results. Research shows that consumers must be exposed to your message multiple times before they notice you. It also helps to reach people in more than one way, as integrated marketing’s use of various channels and means to deliver your message also helps to reach people who have different learning styles. Someone may see an ad and have it barely register in their subconscious, but when they see a detailed description or recommendation through another source it clicks. Somehow they remember hearing about the product so they know it and now they have another message that hits them to ignite the volcano. Magic.

What does this mean? When you are working on your strategic marketing plan, you must expand your horizons. Look closely at the channels used by your current customers and those you would like to be customers. Even though integrated marketing requires multiple channels, you should only include as many channels as you can do well and consistently. This will vary based on whether you are a B2B or B2C company. The demographics of your customer base will also have an impact, with younger age groups more likely to respond to social media and mobile marketing channels.

Plan campaigns that will touch each person a minimum of 4-6 times and use more than one channel. Many people run to the web, social media, TV, direct mail, newspaper, or radio first. These are all good options depending on who you are trying to reach. But don’t neglect to have a strong, consistent Customer Relationship Management & Marketing (CRM&M) campaign, it is one of the most cost efficient marketing tools to increase business. If your business is referral based, also include a Professional Relationship Management & Marketing (PRM&M) campaign.

Be consistent with your branding and message. To make magic, your message and brand must be recognizable from channel to channel so people can make the connection in their minds. Monitor campaign effectiveness; don’t be afraid to adjust campaigns that are not working as well as you’d like. Converting new customers is frequently a numbers game—it all comes down to planning and effectively executing on those integrated marketing plans.

Think about how you can incorporate these ideas into your marketing strategy to improve your results. Questions and comments are welcome. Please share any success stories or challenges as well.

Follow up note: This article was picked up by the B2C Marketing Insider and appeared on the front page of Social Media Today!

Enter your email address:

Delivered by FeedBurner