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6 You Hired Your First Marketing Person, Now What

You’ve done it, you’ve worked and pushed and sold your way into the realization that you need help. And thankfully, help means – help marketing the business.

So, you put out some feelers and landed an eager marketing assistant to, you know, “do marketing.” And that’s where the trouble began.

You see, do marketing is kind of fuzzy, but it’s all you’ve got, so you’re hoping your new marketing assistant can take your marketing success to date and run with it, but the reality is marketing is a system and your lack of one is never more evident until such time as you try to do it with the help of others.

The key to getting any business on track is two fold. First you must develop the marketing strategy that is perfect for your business and then you must install and operate a marketing system that takes advantage of that unique strategy

The first thing you must come to understand is that strategy and tactics are two very distinct functions and while, in some cases, the same person may perform them, they require a much different mindset and approach to develop.

Strategy vs. tactics

The first mindset is something I call the “owner’s mindset.” The entire focus of this mindset it to create and hold a marketing strategy and vision for the business based on a narrowly defined ideal client and core value proposition.

The second mindset is the “systems mindset.” In this frame of mind you move to building a marketing system designed to support your unique strategy and leverage and amplify the unique strengths and opportunities that exist in your market.

If you’re ever to create marketing momentum in your business you must embrace a marketing strategy as your core reason for being and you must be able to bring others into your organization and teach them how to operate your marketing system.

You simply can not have one without the other.

Sounds simple right?

If any of this sounds right to you, then I’ll leave you today with a bit of a commercial.

I’ve created a unique, two-session live and in-person workshop that’s aimed fully at this strategy and tactics approach.

Introducing . . .
The Ultimate Marketing Strategy Workshop and System Training

In this unique, live and in-person two session workshop, participants will learn how to create both strategy and tactics, ideas and execution, and get the entire marketing team on the same page – even it that team is just you.

This two-session event is designed to help business owners build a marketing action plan from the two core points of view – Strategy and Tactics.

The first session is set up for the business owner’s mindset so they can discover and refine a marketing strategy for their entire business. The second session is designed for more tactical business owners or key marketing staff members who are charged with building and operating the tactical system. The combination of strategy and tactics positioned in this way makes it the perfect balance of training for the entire organization.

I am offering the first occasion of this training in Kansas City in June to a very small group so that everyone involved can experience a true hands on, intimate working session. If you’re interested in finding out more, visit our workshop description page.

17 Marketing is Everyone's Job

Far too often businesses of all sizes leave the official job of marketing to, well, the marketing department, which can also be known as the owner of the business or top sales person turned into the marketing person. But, here’s a little flash – anyone associated with your business that comes into contact with a prospect or customer is performing a marketing function. So the question is – are they prepared to carry out that function well?

I believe that one of the smartest things any business can do is create and perform official marketing training for everyone in the business. This goes for delivery people, administrative people and finance related people (especially finance related people)

Here’s an example of a marketing training program:

Once a quarter at a minimum (and with every new hire) conduct an all hands brand meeting.

This internal seminar can and should include training and examples on things like

  • Why you named your company what we did – attach this to your personal story
  • What colors, images, fonts are official and why – create a simple style manual of standards
  • Your core marketing message – and why – help everyone connect their position to the message
  • The way you want the brand to be thought of in the market – your goal, your one word of association
  • Benefits of your products and services – demo them and present them just like you would to a customer
  • Description of your ideal customer – use photos and success stories of real customers
  • Your current lead generation activities – show off ads, run radio spots – sell them on the campaign
  • Your lead conversion process – everyone should know the next step when a prospect calls
  • Key marketing metrics – sales generated, leads generated, referrals generated, PR generated
  • Your marketing calendar – show everyone you have a plan for the future

In addition, I would help everyone write or rewrite some aspect of their position to include a direct relationship to the marketing function they perform. An administrative person who primarily answers the phone might have the directive to answer the phone and route calls to the proper person, but in a marketing world that person’s directive is to answer the phone and act as the very first impression and representation of the brand. Now, could that change that person’s role in a powerful way, I’ve seen it happen.

Then take it up a notch and create marketing scorecards for everyone. Simply list all the marketing related ways that every position in your organization can score marketing points throughout the day and turn it into a game. ie – asking for and getting a referral, turning a customer complaint into a win, writing a blog post, participating in a social network, sending a hand-written thank you note, giving a referral, making a contact at a Chamber event. Challenge everyone to score X amount of marketing points each week and create an award program as part of your marketing workshops.

Getting marketing understanding and buy in from your entire team makes them feel more empowered to act on behalf of the brand and better ambassadors wherever they encounter prospects and customers.