July 13, 2013 2 Comments
Are you finding that hitting your target market is increasingly more difficult? Especially in the age where so many aspects of marketing are changing and evolving such as content management strategies, SEO and social media.
Marketing is playing an increasingly critical role in organizations these days for a variety of reasons, one of which, as Sirius Decisions describes is that “67% of the buyer’s journey is now done digitally.”
This puts even more pressure for marketers to be well-branded and ever-present in the places where prospects are looking, then the top choice when they click thru.
Now sales is even being encouraged, appropriately so, to engage in more top of funnel (ToFu) activities in the form of micro-marketing due to this very same phenomena with the buyer’s digital journey.
As if navigating these new times wasn’t difficult enough, CMOs must be also able to demonstrate tangible, positive returns on their marketing efforts. That alone is enough to send some CMOs over the edge.
While these challenges are certainly real and legitimate, there are some more basic areas of marketing that are falling short, perhaps due to the reasons aforementioned. It’s understandable for marketers with tight budgets to cut some corners while navigating new areas like Social Media…but it is certainly not acceptable. The consequences can be quite substantial.
Therefore, let’s look at six filters that marketing tends to overlook or ignore in its marketing efforts when pressures on their time and budget mount:
6 Overlooked Causes of Marketing Misses
Regardless of your marketing vehicle, whether direct mail, email, web or other, grab a recent campaign piece and evaluate according to the following six filters or litmus tests:
- Clarity Test. Your marketing piece should be clearly targeted at a specific segment or customer as time pressed marketers can fall into the trap of generalizing who the marketing is aimed at versus narrowing the focus (e.g., IT versus System Administrators). Test: Can any person readily identify the intended audience of your marketing?
- Resonance Test. Your marketing piece will resonate more with customers when it identifies their pain points and quantifies the risk of not solving the problem or pain points. Test: Will the customer know after reading your marketing piece, the risk or cost of their inaction?
- Differentiation Test. The marketing piece should tap into the customer’s felt pain points by focusing on benefits or outcomes, not product features, and lead uniquely to your own solution. Test: If your logo were removed from the marketing, would the solution still point distinctly to your organization?
- Insight Test. Engaging marketing should grab the reader’s attention with an insight about their industry, category or business. Test: Does the marketing piece provide an insight and if so, is the insight one which could only be obtained by your experience working with many other customers like the target of your marketing?
- Teaching Test. Whether email, direct mail or other, the best marketing exposes or teaches the customer something about their business that they didn’t understand or had underestimated before, thus leading them to your solution. Test: Can you clearly identify the teaching point in your marketing piece? More importantly, can your customer?
- Advocate Test. Finally, one overlooked area of marketing is that in an era where more buying is done by committee or consensus, the marketing piece should easily enable the advocate to share internally. Test: Does your marketing evoke a desire to share with internal influencers and decision makers without explanation?
Failing in any one of these areas will have some level of impact to your marketing effectiveness. Failing across two or more of these areas will guarantee suboptimal returns.
Time and budget constraints are real for most marketers. What many fail to realize is that the shortcuts taken to get marketing out more quickly without applying these filters and tests to the piece first, has a compounding effect on marketer’s time and budgets. The ineffectiveness of any campaign requires more to be done to make up for what the last campaign failed to produce.
Conversely, putting these six filters to every one of your marketing campaigns will take major steps towards your marketing effectiveness. Greater effectiveness leads to less pressure on time and marketing spend.AUTHOR’S NOTE: If you found any aspect of this post helpful, take 2 seconds to Like, Tweet, +1 and/or Share with others using the buttons below.
About the Author: Jeff Michaels is a 20-year Sales & Marketing Executive that works with executives, leaders, and teams to create repeatable success in their business. Articles posted here typically emphasize one or more of the three requirements leading to Repeatable Success — Intentionality, Predictability and Repeatability.