November 2007 - Page 3 of 4 - McLellan Marketing Group

How confident are you in the value you deliver?

November 14, 2007

I've mused aloud on this before. It's an intriguing concept to me.

Letting our customers set the prices.

Mack Collier from Viral Garden reported on a band (Radiohead) that allowed fans to download their CD and determine what they were willing to pay for it. Interestingly, not only did their traffic have a huge spike, but they sold more of their boxed sets (at full price) than the downloads at any price.

The Springwise newsletter also reported on this trend by pointing to several restaurants like Melbourne's Lentil As Anything which also lets customers pay what they can afford or what they think the meal was worth.

Here in the states, we could visit the One World Café in Salt Lake City or the SAME Café (So All Might Eat) in Denver. An interesting note about these two restaurants. They've added some cause marketing to the mix, stating that the reason they're doing this is so they can feed those in need as well.

Hmm.

Does this idea only work with products that have a relatively flat price point? We all know CDs (or downloads of CDs) range from $10 – 20, usually. And dinner for 2 at an average casual restaurant is going to be somewhere around $25-40.

Does this concept hold as well for service-based businesses? Do I really have any concept of what it takes for an attorney to review a contract or for an ad agency to create a brochure? Would I have any idea what to pay an architect for drawing some blueprints of a new house?

What do you think? Would this work in your industry? Without a doubt, it is risky in any arena but it sure has a lot of buzzability around it.

Pricing strategy says quite a bit about your brand. What would this say?

Anyone willing to try it and be our case study?

I still wish I had written this

November 14, 2007

Very early in my blogging life, long before you began to read what I had to say…I discovered one of the finest, most precise bits of copywriting that I have ever seen. I've decided that I needed to bring it back around, because I really want to share it with you.

It is the best of copywriting…both form and function supporting the core message.

Selfishly, as a writer, I also love that it clearly demonstrates that memorable copy is not accidental. This is a work of art.

I felt a surge of both admiration and envy when I saw this. Stick with it for the entire two minutes. The twist is worth the wait.

I hope we all aspire to be this good at something!

Good is good enough?

November 12, 2007

Unless you are a very rare organization, someone else out there sells what you sell. Insurance, an education, a widget, wisdom & insights, a phone. There is no such thing as a totally unique product or service any more.

Let's assume your product is good. And so is your competition's. Taking your product to the next notch — very good should mean you could sell more, right?

Wrong. Unless you create a whole new product, a slight improvement isn't going to move market share. (It may make you more profitable though!) We are surrounded by me-too products and companies. Can you even think of a product or service that is unique?

Product performance marketing isn't enough anymore. So, now what?

If we can't sell based on our product and we don't want to sell on price, what's left? Your brand. The buying experience. That's the only place left for differentiation. You need to look for and recognize your exceptional difference. And, you need to make every contact with you be a memorable experience.

A marketer's job is to help the potential client make an emotional connection to your company, product or service. This requires a well-planned, consistent, repetitive branding strategy that is aimed at specific prospects.

How's your branding strategy? Is it working throughout your entire organization, not just in your ads or on your website? Is it something every employee can understand, explain and actually believe?

When should you be in your own commercials?

November 11, 2007

For the last couple days, we've explored why it's usually not a good idea for business owners to star in their own marketing materials. As with all things in the marketing world, there are of course, exceptions.

There are a couple circumstances when you need to be the face of your organization.

1) If you are small enough that you ARE the business: If you are a solo consultant or shopkeeper and your customers interface with you and only you – don't have someone else stand in for you. (Note: In this case, odds are you shouldn't be on TV at all!)

2) If your brand position is that you're THE expert in your field: If you possess some specialized expertise or credentials that form the basis for your position in the marketplace, then you need to be careful that you don't accidentally misrepresent that. (Again, hard to imagine that TV or radio are your best options if this is the case.)

This gets to the comment Gavin Heaton posted in one of the earlier posts. Where do podcasts, vlogs, etc. come into this. When you are imparting information, sharing knowledge, teaching etc. — then it is perfectly appropriate to be the star. It's also appropriate for you to sound like you, with the occasional "um" or slip of the tongue.

3) If you are of "celebrity" status in your community or field: This is a tricky one. Many of us may think we're more famous than perhaps we are. If you have a spouse or friend who is brutally honest – ask them.

Just to clarify – I am not saying you can't or shouldn't use professional talent. I am saying that in these specific circumstances, you may be better off representing yourself. If your radio or TV spot is coming from the consumer's voice or is from a broader perspective, then by all means use the pros.

The bottom line is still the same. 99% of the time, you having the starring role in your own marketing is not sending the message you want to send. Don't take my word for it. The e-mails and comments on this topic were about 100 to 1 in favor of you not doing it.

Tell us why you’re coming to Blogger Social ’08!

November 10, 2007

There are lots of reasons to be at Bloggers Social. What's yours?

Not sure if you want to come? I'll let Gavin Heaton and that Aussie accent win you over.

Come on over the the Blogger Social '08 Kaltura and add your own voice to the discussion.

Blogger Social. It's the place to be!

It’s too much you – why you shouldn’t be in your own commercials

November 9, 2007

A day or so ago, I donned a Kevlar suit and stated the truth.

99% of business owners should not star in their own marketing – especially TV and radio.

As I predicted, the article generated many phone calls and e-mails. Lots of people took it personally.

Exactly.

You see, when you start in your own commercial, your message, by default, is about you. How long you've been in business, how many XY or Z you sell a month, that your granddad started the business at the turn of the century, etc.

Here is a harsh but true fact. Your potential customers could care less. They care about themselves. And what they need and want.

When they see a TV commercial or print ad or website – they want to see themselves. They want to see their problems solved or even better, averted. They want to see how their lives could be better, easier, faster, more posh or sexier. They do not want to see your grandkids. No matter how cute they are.

I mentioned that you look a little uncomfortable and stiff in your spots. But it's more than that. It goes beyond that fact that while you're great at what you do, what you do isn't acting in front of a camera.

It is much more than the reality that spokespeople are prettier than most of us average joes or janes. It boils down to a fundamental reality. Your customers are only interested in you because you can do something for them. That's why they will give you their most precious resources – their time and attention.

Of course, there are exceptions to every rule. Sometimes, you and only you can star in your marketing. We'll delve into that one next.

Blogger Social — it’s time to register!

November 8, 2007

Blogger Social '08.

Bloggers coming in from foreign lands and all over the States. It's going to be a party and a half. Put voices and hugs with those names and faces you've been Twittering, facebooking and blogging with.

It's time to register. Remember, our deadline is November 15th.

If you can't make the entire weekend, at least show up for the Saturday night soiree!

New York City. Your friends. A 2 day party. What's not to like?

UPDATE: Here's one Aussie who is not going to miss the fun. How about you?

The Marketing Minute made the grade!

November 7, 2007

I’m always astonished at the amount of time some bloggers generously pour into providing resources for their readers.

Mack Collier has created the top 25 marketing blogs and now John Crickett over at Business Opportunities and Ideas has created the top 100 Business blogs list.

I’m proud to say that this blog is #25 on John’s list. More important…John has compiled an amazing list of resources for all of us. Even if you just explore one a day, you’ll have quite the adventure!

The blogs are listed in order of their Technorati rankings (T), their Alexa rankings (A) are show as well. The rankings are correct at the time of posting.

1. Business Opportunities Weblog T: 12 A: 16,213
2. Copy Blogger T: 36 A: 7,825
3. Seth Godin T: 47 A: 10,314
4. MicroPersuasion T: 169 A: 33,643
5. How To Change The World T: 180 A: 14,709
6. Duct Tape Marketing T: 215 A: 31,714
7. Freelance Switch T: 312 A: 10,638
8. A VC T: 1,226 A: 27,737
9. Rough Type T: 1,253 A: 69,429
10. Successful Blog T: 1,432 A: 44,935
11. Small Business Canada T: 1,517 A: N/A
12. David Allen, Getting Things Done T: 1,549 A: 53,592
13. Springwise T: 1,913 A: 23,858
14. Small Biz Trends T: 2,155 A: 63,364
15. Fast Company T: 2,310 A: 12,141
16. Instigator Blog T: 2,477 A: 58,816
17. Occam’s Razor T: 2,548 A: 45,541
18. Smart Wealthy Rich T: 2,879 A: 79,415
19. eMoms At Home T: 3,443 A: 27,125
20. Escape from Cubicle Nation T: 3,467 A: 202,751
21. The Marketing Technology Blog T: 3,496 A: 47,038
22. Business Pundit T: 3,724 A: 114,669
23. The Engaging Brand T: 4,404 A: 433,644
24. Influential Marketing Blog T: 4,779 A: 98,886
25. Drew McLellan – The Marketing Minute T: 4,820 A: 129,669
26. The Digerati Life T: 4,873 A: 53,353
27. Success From The Nest T: 4,908 A: 95,008
28. Business Blog Consulting T: 5,186 A:237,901
29. Church Of The Customer T: 5,576 A: 250,201
30. Todd And T: 5,643 A: 161, 019
31. Net Business Blog T: 5,936 A: 36,107
32. Don Dodge on The Next Big Thing T: 6,583 A: 92,784
33. Bootstrapper T: 7,497 A: 50,304
34. About.com Entrepreneurs T: 7,797 A: N/A
35. Blogtrepreneur T: 7,897 A: 53,011
36. Branding & Marketing T: 8,200 A: 710,326
37. Simplenomics T: 10,252 A:288,753
38. Freelance Folder T: 10,543 A: 63,590
39. HELLO, My Name Is Blog T: 11,395 A: 422,218
40. Self Made Minds T: 11,704 A: 39,719
41. Sox First T: 12,894 A: 994,161
42. Young Go Getter T: 14,239 A: 45,373
43. Trust Matters T: 15,462 A: 58,403
44. Small Biz Survival T: A: 18,074 A: 875,069
45. The Personal MBA T: 19,207 A: 142,649
46. The Entrepreneurial Mind T: 21,958, A: 155,166
47. Blog Business World T: 23,025 A: 252,405
48. Working At Home On The Internet T: 23,247 A: 423,900
49. Biz Informer T: 24,631 A: 904,745
50. EmpowerWomenNow T: 25,837 A: 117,085
51. Biz Plan Hacks T: 27,048 A: 1,335,732
52. CreateBusinessGrowth T: 32,949 A:197,290
53. Business Opportunities and Ideas T: 33,205 A: 282,805
54. The KISS Business T: 35,496 A: 621,082
55. Startup Spark T: 35,747 A: 386,949
56. Buzzoodle Buzz Marketing Blog T: 41,092 A: 467,418
57. MindPetals T: 41,714 A: 128,487
58. Marketing Deviant T: 43,764 A: 281,072
59. Go Big Network T: 44,842 A: 25,303
60. Cool Business Ideas T: 49,679 A: 187,126
61. Neville’s Financial Blog T: 52,048 A: 140,296
62. Atlantic Canada’s Small Business Blog :T 52,589 A: 795,253
63. College Startu p T: 53,143 A: 184,398
64. Reflections Of A Biz Driven Life T: 79,365 A: 361,398
65. Branding Blog T: 93,462 A: 1,110,518
66. Carnival Of The Capitalists T: 93,462 A: 1,897,375
67. Young Entrepreneur T: 104,933 A: 26,491
68. Marketing Genius T: 132,066 A: 2,222,119
69. Better For Business T: 137,774 A: 590,797
70. The Small Business Blog T: 140,824 A: 577,490
71. Focused Mind T: 162,356 A: 520,971
72. Small Business Tips T: 166,367 A: 74,005
73. Lifes Perspective T: 194,358 A: 179,801
74. Business Opportunities Blog T: 199,700 A: 832,678
75. The Savvy Entrepreneur T: 224,227 A: 391,147
76. Egg Marketing Blog T: 231,062 A: 740,867
77. The Franchise King Blog T: 273,240 A: 520,732
78. Small Business Entrepreneur T: 317,977 A: 883,094
79. The Great Startup Game T: 331,293 A: 421,492
80. Work At Home Start Up Guide T: 345,597 A: 1,190,178
81. Dorm Room Biz T: 360,865 A: 957,072
82. Startup Blog T: 377,609 A: 2,552,189
83. Open Innovators T: 395,824 A: 1,230,257
84. Get Entrepreneurial T: 437,475 A: 446,085
85. Bplans Blog T: 437,475 A: 1,373,525
86. Stuff4Restaurants T: 461,534 A: 298,982
87. Canadian Entrepreneur T: 484,461 A: 237,901
88. Strategize T: 487,964 A: 2,856,731
89. The Marketing Spot T: 587,893 A: 2,550,840
90. The Ravings Of A Mad Entrepreneurial Scientist T: 587,893 A: 566,836
91. More Than We Know T: 871,446 A: 2,964,420
92. Solo Entrepreneur T: 1,212,405 A: 471,491
93. Stuff4Business T: 1,391,575 A: 298,982
94. Consultant Journal T: 4,262,598 A: 667,342
95. Startup Addict Musings T: 4,446,976 A: 1,03390,690
96. Edith Yeung T: 8,911,336 A: 125,290
97. Boostrap Me T: 8,911,336 A: 550,348
98. The Selling Sherpa T: Not Listed A: 772,292
99. BizzBangBuzz T: Not Listed A: 1,484,797
100. The Freestyle Entrepreneur T: Not Listed A: 1,519,518

Enjoy the bounty!

Hey Good Lookin’ — should you really be in your own TV spot?

November 6, 2007

This might ruffle a lot of feathers, so let the comments fly. With very, very few exceptions (and I mean very, very) you should not be in your own TV spots. And in most cases, you shouldn't be in your own radio ads or voiceover work either.

I know…but you are different. People tell you how good you are.

They are lying.

They aren't being mean. They either have no clue how to evaluate if you are good or not, or they are being polite. Honestly, in most cases, they are being polite. Either way, you are not good.

You look uncomfortable. You sound uncomfortable. Frankly, you come off a little stiff and uptight.

If I have not brought a curse upon my house with the above statements, let me add this. Your kids and grandkids shouldn't be in your ads either. They may well be cute as a button but that doesn't mean it's a good choice.

I recognize how intoxicating the attention and comments are. "Hey, saw you on TV. You looked great!" But you are paying a pretty penny to garner a compliment or two, aren't you?

Let's try to be objective here. If you saw an ad where the spokesperson was awkward, uncomfortable, stiff or just looked amateurish, would that give you a sense of confidence about their product or service? You've got enough competition and obstacles when it comes to selling your wares.

Bottom line – don't let your ego or an overzealous sales rep tell you it's a good idea for you to star in your own commercials. Use professionals in your advertising. It's worth the investment.

Unless I know you. Then, you look great.

Blogtipping — November ’07

November 4, 2007

I am joining with my fellow bloggers in celebrating some new blogs that I enjoyed this past month.

As is the blogtipping tradition, (created by Easton Ellsworth) I'll offer a few reasons why I like the blog and one suggestion for improvement.

My self created theme for this month is relatively new Iowa Bloggers you should know. There are way more than 3, so feel free to browse my Central Iowa list on my blog roll.

This month's nods go to….

Focal Point is Chris Punke's take on using viral video on the web.

Things I love:

Chris is shifting away from links only posting to sharing his own expertise.

As you might expect, Chris uses a lot of video to make his points.

Chris' style is very approachable and comfortable.

Suggestion:

In your new style of posts — keep up the tradition of linking out.

Angela Maiers is a tightly woven blend of tips, stories and inspirational posts for educators. Angela Maiers reaches out through her blog, her seminars and her consulting services.

Things I love:

The diversity of your posts.

How you share your own experiences and hard learned lessons.

Your natural, engaging style of writing.

Suggestion:

How about expanding your resources to include others involved in the educational process, like parents?

Moment on Money is a financial planner's blog. But Art Dinkin is no ordinary financial planner. He speaks in plain English about things that matter to all of us, like identity theft and life insurance.

Things I love:

Great financial information in language we can understand.

Lots of outbound links that allow us to explore the topic even more.

Every post, a practical tip or insight. What's not to love?

Suggestion:

How about some quizzes or worksheets so we can do some self-analysis?

There you have it discerning readers…until next month's blogtipping adventure!

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