The keys to successful marketing

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How Babies Can Show Us the Way to Find A Niche

Like so many other expectant couples, Sarah and Mark began researching baby products right away, as soon as they found out they were expecting baby number one. They listened to advice from friends and family, and they turned to the Internet to learn more about all the options and brands available to them.

Before long, they found themselves overwhelmed with choices: bouncy seats, swings, white noise machines, stuffed animals designed to mimic the mother’s heart rate. Who knew there could be so many different products dedicated to helping babies sleep?

As the couple began to wade through all the options, Sarah quickly began to realize the marketing genius behind it all. She worked in advertising and had seen this phenomenon countless times in successful ad campaigns. The makers of these various sleep products had completed the trifecta.

They had:

  1. Identified a real problem
  2. Tapped into their potential customers’ fears
  3. Designed a product to fill that niche in a slightly unique way

The importance of these three marketing points applies not only to companies designing sleep aids for babies, but to everyone who wants to design a successful product.

The keys to successful marketing

Successful marketing is built around identifying and addressing a key need for consumers. If your product looks interesting or does something really interesting, but customers don’t see an immediate need for it, it probably won’t sell very well. The key is to show customers exactly how your product addresses a specific need, even if the need is one they don’t even know they have. Show customers how your product or service will make their lives easier, and they’ll be far more likely to buy from you.

Capitalizing on what’s different

When Sarah and Mark began researching baby products, they were amazed at the sheer number of products that were designed for sleeping. What perhaps is even more astounding, however, is that all the products were slightly different. No two products were exactly alike. Even if two white noise machines were standalone, plug-in devices, there were always some slight differences. Maybe one had an option to play a recording of a heartbeat, while another had more lullabies. Each manufacturer seemed to know exactly what made its product different from the competition, and that’s what they capitalized on. One might focus on the benefits of having a newborn hear a gentle heartbeat while trying to sleep. Another might talk about how lullabies have been used for generations to soothe.

Like these manufacturers, your company must be able to show customers exactly how your products are different than the competition and why those differences make your products better. It does no good to duplicate a competitor’s product, as that niche has already been filled. Think about what makes your product superior, and use that information to mold your marketing campaign.

Show the product providing the solution

Any product that’s supposed to help babies sleep will include pictures of peacefully sleeping newborns right on the box. Such imagery expertly taps into the fears of potential customers (having a baby who won’t sleep) and offers them a solution (use our product, and you’ll have a peacefully resting infant). Your marketing campaigns should make it obvious to customers exactly how the product you’re selling is going to help them.

Customers want to know exactly why they should do business with your company. Taking the time to develop a marketing plan that shows how your products address specific needs will pave the way to marketing success.

If you’re looking to get started reworking your campaigns, give Grant Printing a call today.

Jim Grant
www.GrantPrinting.com
6109 Pembroke Road
Hollywood FL 33023-2213
954-962-1020

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Follow the Leader

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Following the Leader Wherever He May Go….

One pervasive characteristic most people share is the desire to belong. Children in school often develop close-knit groups of friends as a way to satisfy this need. Even in our professional lives, the desire to be part of the crowd continues.

A major component of this desire is the tendency to follow the decisions made by group leaders. This explains why trends in fashion, music, and business can spread so quickly.

People come to trust certain brands based on the opinions of those they respect within their peer group. As a marketer, you can tap into this phenomenon to help your own products and services succeed. Here are just a few ways to make the most of people’s desire to follow the crowd.

Reviews

Product reviews are huge. An estimated 70 percent of Americans say they look at product reviews when considering items to purchase. Many of these people trust product reviews nearly as much as they would recommendations from people they know personally. Positive product reviews can help show customers that yours is a product worth their investment.

Start by asking customers to leave reviews after a sale. Then advertise those reviews on your website and marketing materials. If your company has positive ratings from organizations like the BBB or Angie’s List, make sure you present that information prominently, too.

Along similar lines, user-generated content, such as blog posts, testimonials, and YouTube reviews, can hold considerable weight with new customers. Try to spark new content by holding user-generated content contests, where winners receive coupons or a special promotion.

Social media mentions and shares

Given the penetration of social media, it makes sense that social media mentions and shares can attract lots of attention for your company and its brand. Use monitoring tools to track the number of times your products or services are mentioned online. Encourage people to share content you publish on their social media pages. Add social media sharing options at the bottom of blog posts, newsletter articles, product pages, and other key content areas of your website. All of these can be great ways to capitalize on this phenomenon.

Statistics

Statistics are a fantastic way to get a second look from potential customers. User statistics can show you how your products or services already appeal to the crowd. Track down and leverage whatever your most positive statistics may be. These could include anything from blog readership to how long you’ve been in business to customer retention rates. Any statistics that help to establish an air of legitimacy can (and should) be used to leverage the power of the crowd.

Humans are by nature social creatures. We tend to seek out social groups that make us feel like we’re part of something larger than ourselves. We also tend to follow the lead of those around us and trust the opinions of our peers. Keeping these dynamics in mind and finding ways to leverage their power is essential to effective product marketing.

Jim Grant
www.GrantPrinting.com
6109 Pembroke Road
Hollywood FL 33023-2213
954-962-1020

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Fishing for Customers

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When little Maria wanted to learn to fish, she asked her father to take her out on the lake to teach her. Her father eagerly agreed, glad to encourage his daughter’s interest in his favorite pastime. They got two rods, a few lures, and a net, then set out around dusk. As soon as the boat left the dock, Maria started preparing to cast her fishing line, but her father told her to wait, so she sat back down. A few minutes later, they had reached the middle of the lake, so she once again got ready to cast out, but again her father told her to wait. Finally, they began to get a little closer to an island about 500 yards from the shoreline. Her father cut the main motor and began to use the paddles to get the boat in a little closer. Once he had found just the right position, he turned to his daughter.

"Maria," he explained, "this lake is filled with fish. When you first attempted to cast your line, we were going a bit too fast and were heading into deeper water. The second time, we were in the middle of the lake, still going a bit too fast for a good cast. Is it possible that you may have caught a fish there? Yes, but it would have taken much more time and effort than around here. Around this island, the water is still deep, but there are plenty of rocks and shelters for the fish to hide. This makes it a more attractive place for them and a better place for us to catch them."

As Maria learned that day, sometimes waiting for the right moment and knowing how to find the right spot can make an enormous difference in the amount of effort needed to accomplish a task. This same idea applies to finding customers for your business.

Fishing for customers

Just like the fish Maria and her father sought, the customers you and your business seek are more likely to be found in certain places. It’s certainly possible to run a marketing campaign that consists of broadcasting the company message across a large number of platforms in an effort to reach more people. Undoubtedly, this marketing campaign will snag some ‘fish.’ On the other hand, it’s also guaranteed to require more resources and energy than a more targeted approach.

Figuring out where the customers are

Determining where exactly you can go to find your best customers will allow you to promote your brand and encourage more people to enter the sales cycle with significantly less expense. The most common way to accomplish this is through market research that examines:

  1. Who your most likely customers will be
  2. What matters most to these customers
  3. Where these customers can be found

To determine these answers, start with polls, surveys, and research among your existing customers and your anticipated demographic. Look also at what the rest of your industry has to say. Statistics about the efficacy of different marketing campaigns on different demographic groups will be helpful, too. Combine these sources to create a successful and efficient marketing campaign.

In many ways, marketing is like fishing. As any experienced angler will tell you, you have to learn where the fish are congregated to make the most of your day. The same goes for marketing. Put these lessons to use, and watch your marketing campaigns grow.

Jim Grant
www.GrantPrinting.com
6109 Pembroke Road
Hollywood FL 33023-2213
954-962-1020

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