Aligned Marketing Blog

1. Movies and Books. The formula for a good movie or book is the same. They introduce a likable or sympathetic lead character, introduce danger or threat, which can be in the form of a person, a situation, or both, and then resolve the conflict just when you think all is lost. Use books and movies as an inspiration to write and shoot your own video. What would you do different if you were the lead character? What did you learn about management from watching The Godfather?
2. Traveling is one of the best ways to find your muse. Changing your location changes your thought patterns. New places and new people can alter and refresh the way you see the world.
3. YouTube and Flickr are both loaded with visual stimulation. You can quickly find amazing images of people doing extraordinary things, or just dumb stuff, to tickle your imagination into producing your next great video or blog.
4. If you like technology visit websites like CNET's, Fast Company's, Wired Magazine's or the TechCrunch blog and write or create a video about what you found interesting. If you like current events, visit The Wall Street Journal, CNN or USA Today's websites. Every subject has a few sites that do a great job of compiling and reporting current trends and noteworthy topics.
5. Speaking of trends: Trends are posted automatically on Yahoo and Twitter. See what all the hubbub is about, do a little research and then shoot a video or write a blog post adding your (informed) two-cents to the conversation.
6. Look in the mirror. I know, it sounds strange. It works. Sit in front of the mirror for a few minutes and let the self-reflection bring you to deeper thoughts than most of us have as we sit in front of our computers or ramble through our days. Then write about those thoughts.

Comments (2) | Trackbacks (0) | Permalink

Web entrepreneurs consider this the point where the rubber meets the road but, too often, it’s where the runner meets the pothole. Here are four of the most common mistakes and what you can do to correct them:

Every page of your site should have a clear focal point, a place where the eye is naturally drawn to, and a clear call-to-action.

That call-to-action can be to actually buy something from you but it can also be a request to have your visitors register (call, click here, etc.) to receive more information, such as a free whitepaper. Different pages may have different calls-to-action.

The good news about this problem is it’s the easiest to fix. You may be able to do this yourself but contact me (800-707-9150 or shartkopf@aligned-marketing.com) if you need help.

(Yes, that was a call-to-action in my blog)

One of the first laws of selling is a confused mind says “No.”

If your website has lots of motion graphics, four or more fonts, poorly contrasted or unappealing colors, clutter, too many choices, unclear copy or 100 other things that distract and confuse the mind, you’re not going to sell anything.

The KISS (keep it simple stupid) approach works best. Again, a clear focal point, call-to-action and lots of whitespace are all that’s needed.

Video and customer testimonials are great for SEO and to help build credibility, see next bullet, but they are more icing than cake.

Your copy, call-to-action and value proposition, your business message, needs to be clear, concise, compelling and written in simple language. It also needs to be believable.

Talk to your visitors in terms of benefits to them, which are usually very different than the way your internal team talks about your product. Internal audiences tend to get wrapped up in features and function. Customers care about benefits. How will your product make them money, healthier, more attractive, save them time, etc.

Similarly, people are skeptical. They know advertising lies, marketing manipulates and even Tiger can’t be trusted anymore. No one can afford to waste money and no one wants to feel foolish.

Talk to your audience in simple believable words.

This one hurts a bit so brace yourself; they just don’t want what you’re selling.

A lot of webpreneurs are so passionate about their product or service they just can’t understand why people aren’t beating a path to their door. Well, I’m sorry, but if you’ve done everything else right, or mostly right, then the market has spoken and you lose.

As one prominent Democrat recently said when they were struggling to sell the Healthcare Bill to the American people, “The problem is the dog doesn’t like the dogfood.” You can fix the message, the packaging, but if the dog won’t eat the dogfood you’re not going to be selling any.

The fix here isn’t redesigning your website or more creative copy, the fix is transitioning your product from something you think people need into something people actually want.

Steve

800-707-9150

Comments (3) | Trackbacks (0) | Permalink

He was referring to me being a consultant and, indeed, there’s evidence to support his statement. The industrial market is heating up. The Industrial Supply Association’s (ISA) most recent Economic Indicator Report was up for the second month in a row. Their Manufacturer Index was 66.42% in February while the January index was 60.63%. The Distributor Index saw similar gains (61.1% and 65.72%, respectively). Anything above 50% indicates those surveyed expect economic expansion.

The subjective evidence is equally strong. I talk with frustrated marketing people every week. Their complaint is with management and goes like this: “They laid off half my staff so we’ve been struggling to keep up for over a year. Every month we fall further behind and are getting our butts chewed out. Now, because business is getting better, they want us to do a bunch of new stuff. We can’t complete our work now! I have no idea how we’re going to get any new projects completed.” Maybe you can help them?

If you’re an unemployed or underemployed marketing professional consider becoming a consultant. As my CEO friend said, the timing may be perfect.

The client benefits because they can rent the expertise they need (from you). You simply augment their staff as a variable cost solution. A competent resource they can eliminate quickly without a long HR process.

Do a great job and maybe you get hired full-time, if that’s what you want. Here are a few things you need to be prepared for before accepting your first consulting job.

• Be prepared to add value immediately. One good way is to do more than you’re asked. In other words, take tasks off your new employer’s task list. Most marketing managers have presentations to create, reports to format, blogs to write and other nuisance tasks that they’d love to delegate but are beyond the skill level of most support personnel. Don’t wait for them to ask you to help. Be proactive and add value.
• Understand that there will be politics and much of it will be invisible to you. You represent a variable cost option and, as such, threaten everyone in your area of expertise that is an employee, a fixed cost. The best way to combat this is to recognize the politics exist and find a few key alliances within the client’s organization that will help you navigate through the terrain.
• You must be taken seriously so don’t walk in meekly. State your positions and your recommendations clearly and directly. Not everyone will agree but if you focus on pleasing everyone, finding the maximum in common ground and playing politician, you’ll lose. Understand your pre-designed role is to get in, complete your assignment, and get out. You are not part of the long-term extended corporate family (not yet, anyway).
• There’s nothing unethical about selling more services while you’re completing your project. Be polite and professional but keep your eyes and ears open for pain points, new projects and things the company would like to have if they had the resources. There’s truth in the old saying: “The best source of new business is old customers.” In my experience the big firms spend up to 30% of their time onsite looking for a new project while they’re completing the current project. I find that objectionable (selling while I’m on the client’s clock) so I never charge by the hour and I only spend about 10% of my time prospecting for new projects. You’ll need to find your own balance.

If you have skills and are either unemployed or underemployed I encourage you to think about consulting. The market is getting stronger, it’s a great way to leverage your strengths, and may get you the inside track on a full-time job if that’s your ultimate goal.

Feel free to call me if you want to discuss further.

Steve

800-707-9150

Comments (1) | Trackbacks (0) | Permalink

I talked with two well-regarded companies last week, both leaders in their industry, and came away with the feeling that their marketing teams are being dumped on. Their stories are remarkably alike.

Their IT Departments built capable websites years ago under the direction of senior management. Both sites contain useful information, have comparable functionality to their competitor’s sites, and represent their brands well. They are, in effect, brochure sites designed to communicate a general message to a general audience. Both sites were developed based on generic business goals.

Sometime between the birth of those sites and today senior management figured out that a website is a strategic asset. A website needs to be part of an overall business and marketing strategy. I know, shocking.

Senior management goofed. Now they want marketing to lead complete makeovers of these websites and, in addition, launch the company into the world of social media. The word "world-class" was used by both teams. As Sportscaster Keith Jackson would say, “Whoa Nellie!”

First, this is a great opportunity for marketing to step up and make a major contribution. The problems are:

1. The existing marketing teams have minimal competence in online marketing. They have a basic understanding of the web, as consumers, but lack the deep understanding needed to create an exceptional web-strategy from the ground up.
2. The existing marketing team has always been a support group, the nice people that create brochures, so they have little strategic capabilities and the requisite confidence needed to lead effectively.
3. Senior management has failed to articulate the business goals that are necessary for successful online marketing.

That last point is critical. As mentioned, both teams have been told they need to build “a world-class website.” As I told them, I’m in the business of building websites and I don’t know what that means. No one does without a clear understanding of the overall business goals.

Here’s why. A world-class website must be tied to a business goal. The architecture of a world-class website built to drive lead generation can be markedly different from a world-class website built to be a central repository for technical information, a library of support, if you will.

Can the two goals co-exist on one website? Sure they can. You bet. In fact, every page should have a business goal. The same applies to social media.

The company’s social media goals need to be well defined. Are you trying to become or extend your role as thought leader? Is the goal to reduce customer service costs by utilizing platforms such as Facebook and Twitter? Or are you just trying to drive more traffic to your website?

There’s no absolute right or wrong here. I take that back. I think it’s wrong when senior management fails to do their job and then dumps on marketing.

Steve Hartkopf

800-707-9150

Comments (0) | Trackbacks (0) | Permalink

Does your company have specific business goals for your social media activities? If not, you should.

In a November 2009 survey MarketingSherpa discovered that approximately ninety-four percent (see chart below) of those surveyed use social media to increase their website traffic, which is not surprising.

What might surprise you is twenty-one percent don’t actually measure their results and five percent have no specific objectives for their social media activities. So I can only assume that they’re on LinkedIn and Tweeting, for example, because they think it’s the right thing to do.

Doing something for the sake of doing it doesn’t sound like real business to me, does it to you?

The other thing that surprised me was the relatively low number of respondents who use social media to reduce their customer acquisition and customer support costs. I mean, the tools are free!

The bottom line is social media is a free and easy to use platform for promoting your business and communicating directly with your customers and prospect, so use it.

If you’re not sure how, give us a call.

Steve Hartkopf

800-707-9150

Comments (2) | Trackbacks (0) | Permalink

Nichebot - http://www.nichebot.com

Shopping.com Searches – http://www2.shopping.com/top_searches

AOL Hot Searches - http://hot.aol.com/hot/hot

Google Groups - http://groups.google.com

Craig's List - http://www.craigslist.com

Delicious Popular - http://del.icio.us/popular

Digg - http://www.digg.com

Google Catalogs - http://catalogs.google.com

Google Suggest – http://www.google.com/webhp?complete=1&hl=en

Technorati - http://www.technorati.com

If you want to focus exclusively on what’s selling visit the Clickbank Marketplace (http://marketplace.clickbank.net).

The web is constantly changing so it requires effort to stay current, to remain relevant.

As a marketing consultant it’s my business to stay abreast of web-trends. Feel free to call me if you’re having trouble finding the information you need.

Steve Hartkopf

800-707-9150

Comments (2) | Trackbacks (0) | Permalink