Turn your company into a heavily quoted source

Follow these steps for making your company a heavily quoted source.

Ever wonder why your competitors keep cropping up in coverage – whether it be national dailies, on big-time TV broadcasts or even in local business magazines – while your company’s relegated to the back of the trades?

The fact is, a lot of media pickup isn’t always driven by stellar press releases, according to Dan Forbush, president and founder of ProfNet, a PR Newswire service that puts journalists in touch with experts and sources for breaking stories. “There are two essential approaches to media placement. One is to persuade reporters that your organization has news worth reporting – this approach is deliberate and release driven. The other is to persuade reporters that there are individuals within your organization who – because of their industry perspective or some form of expertise – are worth interviewing. This approach is opportunistic and pitch driven.”

Continue reading

Posted in Advertising | Tagged , , | Leave a comment

People buy people

At the end of the day, ‘people buy people’ is still a constant truth in business. The work does not always go to the best business on paper – sometimes it goes to the one who made a better connection with the client, was more personable or gave the impression that they’d be easier to work with. Continue reading

Posted in Communications, Pitching, Selling | Tagged , , , | Leave a comment

Show me you care! Dealing with post-purchase dissonance

I spoke about giving your customers a reason to buy from you in a previous post The Reason Why and wanted to expand on this theme today.

Once you’ve given them “the reason why” what next?  It would be nice to just sit back and watch the pennies roll into a bank account but in reality that won’t continue if you go cold on your customers once they have purchased from you.

Continue reading

Posted in Customer Satisfaction, Customer Service | Tagged , , | Leave a comment

Marketing blunders

Despite our best intentions marketing mistakes can and do happen. And they aren’t limited to the ‘little guys’ either. Below are some examples of famous gaffs made by large companies with sizeable marketing budgets and highly experienced teams.

It just goes to show that anyone can get it wrong. Though many of these mistakes seem humorous, they will have cost thousands or millions of pounds to correct or remedy. The very real consequences of these mistakes can be costly – and not just in terms of the cash involved. Brand images and reputations can be damaged and the cost may be difficult to determine.

Those costs can be even more painful to bear for those companies who have less money to market their products effectively. Smaller companies have to be even more careful to ensure they get it right. Not because they are any more inclined to get it wrong, but because their ability to absorb the damage that may be caused to their brand and image is proportionate to their size.

Enjoy reviewing the mistakes below and let them serve as a reminder that prudent research and great care are the only means we have to try to prevent costly mistakes.

Famous Marketing Blunders

1. Scandinavian vacuum manufacturer Electrolux used the following in an American campaign: “Nothing sucks like an Electrolux.”

2. Coors put its slogan “Turn It Loose” into Spanish where its translation was read as “Suffer From Diarrhea.”

3. Clairol introduced the “Mist Stick”, a curling iron, into German only to find out that “mist” is slang for manure. Not too many people had use for the “manure stick.”

4. When Gerber started selling baby food in Africa, they used the same packaging as they did in the U.S., with the beautiful Caucasian baby on the label. Later they learned that in Africa companies routinely put pictures on the label of what’s inside, since most people can’t read. Yikes!

5. Colgate introduced a toothpaste in France called Cue, the name of a notorious naughty magazine.

6. An American T-shirt maker in Miami printed shirts for the Spanish market which promoted the Pope’s visit. Instead of “I saw the Pope” (el papa), the shirts read “I saw the potato” (la papa).

7. Pepsi’s “Come alive with the Pepsi Generation” translated into “Pepsi brings your ancestors back from the grave” in Chinese.

8. The Coca-Cola name in China was first read as “Ke-kou-ke-la”, meaning “Bite the wax tadpole” or “female horse stuffed with wax”, depending on the dialect. Coke then researched 40,000 characters to find a phonetic equivalent “ko-kou-ko-le”, translating into “happiness in the mouth.”

9. When Parker Pen marketed a ball-point pen in Mexico, its ads were supposed to have read, “It won’t leak in your pocket and embarrass you.” Instead, the company thought that the word “embarazar” (to impregnate) meant to embarrass, so the ad read: “It won’t leak in your pocket and make you pregnant.”

10. Frank Perdue’s chicken slogan, “It takes a strong man to make a tender chicken” was translated into Spanish as “It takes an aroused man to make a chicken affectionate.”

If you’d like to learn about how to prevent your own marketing blunders then contact us

Posted in Branding, Communications, Copywriting, Planning, Research | Tagged , , , , , | Leave a comment

Barriers to successful implementation

Be aware of potential barriers when planning tasks

You allocate time, begin the task(s) and then wonder why things have not progressed accordingly.  Here are some of the most frequently encountered barriers to the implementation of plans in a business. Continue reading

Posted in Personal Development, Planning | Tagged , , | Leave a comment

Entering new markets

Consider all risks when entering new markets

When considering entering new markets, companies need to make sure that their approach is properly planned.  Each will have different reasons and aspirations for wanting to enter a new market such as:

  • growing the business
  • finding new customers
  • saturation of existing markets
  • working with partners on joint ventures
  • legislative changes that have opened new markets

Continue reading

Posted in Market Development | Tagged , , , | Leave a comment

Small business marketing strategies for tackling larger companies

Positioning, PR keys to competing as a small business

One of the great challenges facing small business owners is that they must often battle for customers with larger competitors, who can afford to run more advertising, offer lower prices, and who are better established in the marketplace.

And yet some small business owners do it very successfully. How?

Continue reading

Posted in PR, Strategy | Tagged , , , | Leave a comment

Sales letter basics

Follow these sales letter basics to maximise your chances of success.

The letter is usually the first thing that your prospect will read, even in you accompany it with a brochure.  You need to make it relevant.

Continue reading

Posted in Copywriting, Direct Mail | Tagged , , | Leave a comment

“Send me a proposal” – music to your ears?

Or not?  Sometimes when a prospect says “OK, send me a proposal” we go into panic mode.  Whereas these words should be music to our ears!

Continue reading

Posted in Proposals | Tagged , , , | Leave a comment

How to… write a great case study

Case studies are a common element of proposals, discussions and presentations.  Most people just produce them without having a strategy behind the development of them.

You can use them on your website, even link to the client site if you are able.  Think about what you want them to do – do you want visitors to be able to download them if they are more complex than a few paragraphs?  Make sure you answer potential questions when developing your case study copy.  Also include an overview of the challenges, obstacles, solutions and successes you encountered and stress that the solutions came from working together, not just from you as most companies claim! Continue reading

Posted in Copywriting | Tagged , | Leave a comment