Times are tough out there. You see it on the news. You hear it around the water cooler. And we’re warned it’ll get tougher still. Now more than ever businesses must be smarter about their marketing. But did you know about the three infallible, ruthless, mortal, imperative (insert your adjective here) Do’s and Don’ts that’ll help you ride out this economy? No? Read on.
DO invest in short-term direct response marketing.
With direct response marketing, you can measure performance and accurately account for money spent. How? Each piece sent out includes a response mechanism, such as a toll-free number or a unique url or email address. That way you can trace who is contacting you and why, giving you the data you need to better plan your next marketing move.
DO save in materials and production, not in strategy.
A successful marketing campaign’s strengths are on the offer and target audience. Less emphasis is on the creative – a glossy marketing brochure or mailer is useless if you don’t get enough of a response. Put more of your money in backing up your offer and developing the best distribution list possible.
DO go for the low-hanging fruit.
Remember your existing customers? Go after them first. Selling to whom you know is definitely a smarter use of your money. After you sell to this group, go after new customers within the same demographic (similar lifestyles, income, etc.). Again, direct response marketing can also be targeted to both of these groups, making it a great opportunity to sell to your existing customer base or to your particular niche market.
DON’T cut your marketing budget.
In times like these, savvy marketers actually increase their budgets. Sadly though, many see marketing as an unnecessary expense and slash their budgets, thinking they’re saving money. Yet it is during these rough economic times that companies need to maintain their presence in the marketplace. When the economy picks up, customers are more likely to turn to you because it’s your name they remembered seeing over time.
DON’T say the same thing you’ve been saying the last five years.
It’s time to retool your message. Consumers went through a major mind shift over the last year. For example, with our economic downturn, they’re less likely to respond to a “luxury” message and instead follow brands that offer the best perceived value. Instead, acknowledge the current climate in your messaging and offer something that will help them see them through.
DON’T lose sight of your brand.
Many businesses, in trying to survive the times, destroy their brand. For example, a business may be known for their focus on quality and service. Then it starts competing on price – just like everyone else. Make sure you continue emphasizing your core message, what sets you apart from the rest. That way, you ensure that any short-term marketing efforts now will set you up for better days ahead.
Times are uncertain, but following these Do’s and Don’ts will give you an edge on your competition now – and a better chance of emerging from this economy strong.
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