One of the real underutilized opportunities these days is to use your online presence to drive local offline sales.

Call to ActionIn order to do this you must think beyond the content aspects of your website and start to think about ways to tap local buying behavior and enable local buying tools.

The heart and soul of this kind of thinking is the tried and true call to action. Marketers have been using the simple act now, buy now, call now language to get prospects to take all manner of action since the dawn of advertising.

As Internet use has become the primary way that even local shoppers find information and make buying decisions, it’s become essential for local businesses to integrate local calls to action into their websites.

It’s easy to think this is something that only restaurants and salons can take advantage of, but with mobile and search use so high almost any type of business, even professional services, can benefit from this idea.

Example calls to action

Free pass

Let’s say you have a membership type of offer like a gym. Put a “get a free pass” button and form on your site so that you can put a free trial offer in their hands before they come to your door.

A financial planner could use this same approach for a upcoming seminar on investment advice. Or you could allow customers to grab a “bring a friend” pass for an early bird sale.

The easiest way to handle this would be a button that linked to a print friendly web page, but you could also use a form so you could capture a little info and send the pass to their mobile device.

Coupons

People love coupons and coupons certainly drive sales. This is an approach you can update and rotate with all kinds of new products, sales and sample offers.

A restaurant could place a coupon for a free appetizer on Tuesday night, but an insurance sales person could also place a coupon for a free iTunes card with every rate quote.

You can create your own trackable coupons through services such as Coupontank and don’t forget to use the coupon feature on your Google Places page as well as locally focused networks such as Local.com and Craigslist.

Click to call or chat

Many times people that come to your website either don’t immediately find what they are looking for or wonder whether you have that cute little dress on your homepage in their size.

By adding services like LivePerson, BoldChat or Olark you can make it very easy for people to call or chat with your business and get that one piece of information they needed so that they jump in the car and come into your business.

Schedule now

Businesses that run primarily by appointment must start making it easier for today’s mobile enabled customers to book a time on the fly. This means adding appointment booking functionality to your website so that prospects can schedule when it’s convenient for them and see that you have that perfect spot open in two hours when they are free.

There are a number of click to schedule tools like ClickBook, GenBook  and Schedulicity.  Or use the tool set from a service like Agendize that allows you to add call, chat and schedule options all from one tool.

Driving call to action

In addition to you creating compelling offers and tools you’ll want to promote the fact that you have openings, coupons and special.

Pay per click – Using locally focused Google AdWords in conjunction with your call to action is a tremendous way to get terrific offline bang for your online spend.

SocialFacebook has a very robust local targeting mechanism that offline businesses have been using along with strong offers to act. You can also use tools like the Wildfire app to create calls to action right on your Facebook page.

Don’t forget to Tweet your Tuesday offer and drive customers to your site to get their coupon.



One of the most fulfilling moments in my consulting work comes when a client finally flashes a hint of realization that they do indeed have an affliction.

And that affliction is – that they desperately need to be exactly like everyone else in their industry only older, bigger, and more results oriented, cost effective and partner centric.

The treatment for this is not pretty, but it usually starts by showing them a series of test results like the ones listed below that include comparison results from other patients with the same disease.

After the denial phase fads some are ready to move on to a treatment that involves the radical process of asking their clients what they do that is actually worthy of turning into a core message of differentiation.

Friends don’t let friends die a slow boring death of sameness.

This has been a public service announcement brought to you by your friends at the Duct Tape Council.



I’m going to get a bit personal today, but I believe there’s a solid business context for the message.

I was sitting around a dinner table with a number of colleagues, which in this case meant people speaking at the same event as me.

Martin Lopatka via Flickr CC

A couple of the folks were pretty engaged in a conversation about another speaker that was not present and suggested that he was a fraud. The sentiment was that he didn’t really know what he was talking about because he had never really done what it is he was advising people to do.

They eventually got around to me to ask if I agreed and I said something like – Heck, we’re all making it up aren’t we? Now, that wasn’t really what they wanted so after a polite laugh they returned to the bashing.

Now, here’s what I really wanted to say, maybe what I should have said, but I don’t know that it would have been received as offered.

I wanted to ask the woman who questioned me why she was so afraid that this person was succeeding. I wanted to suggest that maybe what she really feared was that people thought she was a fraud and that perhaps her deepest fear was that she would be found out if she didn’t keep telling everyone that she was the real deal.

Now, don’t get me wrong, I’m not going to preach here – I do exactly what I’m suggesting this woman was doing myself at times. The only thing is that I’ve come to understand the things that we judge, dislike or criticize the most in others are probably a reflection of our own fears and insecurities.

This woman is smart, funny and inspirational. I wanted to grab her, shake her and tell her – You’re smart, funny and inspirational without making sure that others aren’t considered as smart, funny and inspirational as you.

I believe that when we accept that as we think about our own businesses, we’ll start to experience a greater measure of peace. The competition is about being the best version of us and not about being a better version of someone else.

The key to embracing this way of thinking is to pay attention to times when we judge something as either good or bad and ask what that thought or feeling is really telling us about ourselves. When you become mindful of how much you’re doing this it will be eye opening and maybe even a little humorous.

The thing is, we don’t just do this with other people. We constantly do it to ourselves and it’s the source of most personal and business friction.

Who am I to think I could blah, blah, blah is the power tool of self-sabotage.

I’m not a good speaker – no, maybe you’re not right now, but consider that we don’t need you to be what you think is a good speaker – what we need you to be is a gift of information that you share with your heart. Who are you not to do that?

I hate to sell – no, maybe you hate to try to force something on somebody that doesn’t want it, but consider that you have the opportunity to greatly impact someone’s life by helping them understand the value that’s contained in something you’re teaching them about. Who are you not to do that?

I could never charge that much – there is no greater example of how our real fears and insecurities mask their existence than in the subject of value exchange – some might call it pricing. Are you charging less than you’re worth? Who are you not to do that?

So, what’s holding you back now?

I believe that every one of us is powerful beyond belief and that our fears are actually signposts that mark the path we need to travel right now. Our fears are here to tell us what to do. Stop handling your fears and insecurities like baggage and start letting them act as your guide.



I believe that one of the greatest opportunities we have as business owners is to create wealth.

By that I don’t necessarily mean get wealthy. I mean create an asset, a business, which is worth more today than it was yesterday. All too often this view gets buried in the push to create a paycheck.

In my view there are much easier ways to draw a salary than owning a business.

The real magic in the wealth creation opportunity comes when you also see it as a way to create wealth for all of the people the work to increase the market value of the business.

Shared ownership

Image Doug Brown 37 via Flickr CC

The key to this notion is shared ownership.

Sharing ownership with employees has become much more popular in the world of Internet startups and IPOs. The idea is that if people have stock they’ll be more productive.

The problem with this mentality however is that if employees don’t have psychic ownership first and foremost, real ownership probably won’t benefit anyone.

Psychic ownership suggests a culture where employees feel like owners, act like owners and think like owners, even though they may not actually have any formal equity in the company.

The fact is many companies try to explore this idea of ownership but approach it in name only.

If employees don’t feel like they have a stake it what happens, don’t have access to the financial data or can’t make decisions that impact the value of their ownership, then all the stock options in the world won’t help. In fact, organizations that simply adopt an ownership or equity type of environment based on paper only find that it can be a disincentive and create entitlement without accountability.

Until you can create a culture that fosters psychic ownership first – a place where people feel empowered as owners, even if they’re not – you’ll never realize the benefits of providing real ownership.

The combination of a psychic ownership environment and real ownership structure, however, is perhaps the most potent tool for the creation of commitment that can be employed.

Creating a culture of shared ownership

When Sky Factory founder Bill Witherspoon determined, approaching sixty, that he would start yet another company he sat back and analyzed his past failures and successes and concluded that he had never been very good at managing people or the organization once it had grown to a certain level.

So, he decided to throw everything he had ever done or learned about traditional management out and start with a totally new view of how to build, in his words, a “beautiful corporation,” also something of an oxymoron in his view.

Having a background in bioscience he determined that every organization’s DNA lies in the company culture and he knew he had to direct that element over all else. The company’s core beliefs sprung from that thinking, but became much more than words on sign.

Transparency – Now, there’s a word that’s been abused in business writing over the last few years, but taken at face value, and in this context, it simply means sharing everything with everyone in the company.

Every Friday afternoon the entire staff gathers to go over the metrics one by one – even things like how much cash is in the bank is reported. (The only metric that is not public is individual salaries.) Every department talks about goals and challenges and the entire team of 40 can discuss any element that’s shared.

When issues arise that need to be shared quickly, they call impromptu “stand up” meetings and shut down so that everyone can be involved.

Autonomy –There are no vice presidents, no managers, and no shop supervisors at The Sky Factory. If they had an organization chart it would be very flat.

The company is organized into functional teams based on related work and each team uses a rotating facilitation model to keep things moving in place of the traditional manager.

Every week two members of a team take on the role of management (one from last week and one new one.) Everyone on the team takes a turn and Witherspoon feels that this concept allow people to learn, grow and earn greater respect from other members of the staff.

This no hierarchy approach removes politics and frees people to stretch far beyond the confines of the normal job description. The Sky Factory has numerous job descriptions that are tied to functional work that must be done, but the goal is to create a workplace where everyone can essentially do everything.

There certainly are instance where this isn’t practical or possible, but no one gets tethered to one kind of work, no one gets bored and everyone is asked to grow and given the opportunity to do work that continually stretches them.

The Sky Factory also finds that experience built in continuous improvement by letting new people provide a fresh approach in processes and systems.

Consensus – Every important decision made at The Sky Factory is made through a system of consensus. Some decisions are departmental, others are company wide, but if there’s even one no, the decision must be evaluated.

Decenters are asked to explain and own their no votes and more often than not the no simply leads to more research or looking at a decision in a new light, but everyone has a real voice in the process.

Sky Factory also uses consensus to impact operations – The Company was experiencing a high percentage of late deliveries on promised projects. They had tried a number of process improvements to no avail. During one of their weekly meeting an employee suggested that they should tie profit sharing bonuses to delivery. The group agreed and the rule became that if even one delivery missed its promised date during a month, no one in the organization would receive that month’s profit sharing bonus.

Since installing this rule several years ago they virtually eliminated the problem. Everyone in the organization is now concerned about late deliveries and everyone is focused on pitching in and solving any potential snags in any part of the production process. And you can bet that if someone is having an issue with an order they ask for help.

Of course consensus won’t work if there’s no transparency and truly no hierarchy. Consensus as a stand-alone tool is a recipe for disaster, but teamed with complete sharing of information and rotational management, it is the tool that turns everyone into an owner.

Now, Sky Factory also has an incredibly innovative profit sharing and real ownership structure, but the key to making it work in their incredible shared ownership culture.

When an entrepreneur starts a business and it’s just them, they have all the information, have no hierarchy and get consensus on every decision – shared ownership thinking simply takes this to another level.

 

 



You need lots of content, you know that, but you also know that content creation is one of the more time intensive marketing activities you have to tackle.

While you do need to create your own content as the foundation for your total content and teaching strategy, you can – and should – supplement your content with that from other people.

Other people's content

Image hazel.estrada via Flickr CC

One of the best services marketers can provide these days is to act as a filter for all that’s being produced out there and aggregate the best of the best on behalf of our communities.

Finding and sharing consistently high quality, relevant content and adding insight to this information is not only a great way to increase the volume of your content, it’s a great way build trust in the value of your content.

Here are five ways to add other people’s content to your routine.

Cobrand a winner

Lots of people produce great content in the form of downloadable white papers and eBooks. In some cases they do this to attract newsletter subscribers and links, but quite often they do it because they know something about a topic and want to document it.

With just a little bit of searching you can probably turn up a great eBook that your network would love to get their hands on. Now, some people might simply link to this content, but I’d like to suggest another way.

What if you approached the eBook author and asked if you could send it out to your networks, with full credit to the author, but with the ability to add one simple information page about you or your company at the back?

With this approach you could potentially build a library of content overnight with the right topics and content.

Here’s how to get started.

Use the Google filetype operator to find lots of potential candidates on just about any topic you can imagine. Here’s how it works. If you want to find PDF documents and eBooks about content curation, for example, you would type: content curation filetype:pdf into a Google search box.

This tells Google you are looking for content related to content curation, but you only want results that are pdf files. This way you’ll probably turn up any number of candidates for cobranding projects.

Email newsletter snacks

Publishing a weekly email newsletter is a proven way to stay top of mind with your community. Of course, offering a great free eBook as mentioned above is a great way to build that weekly newsletter list.

As you compete for inbox space you must keep in mind that your newsletter content must be consistently useful, relevant and convenient.

One of the best ways to meet these qualifications is to produce high quality content filtered from other sources and delivered in snack-sized bites. Think in terms of an email newsletter that might contain 5-6 great articles presented with abstracts that lay out in about 100 words with someone might want to click through and read the rest.

Using tools like AllTop, GoogleReader, NewsVine or PopULRs you can easily locate and aggregate content related to topics of interest to your readers. You may also be able to locate local bloggers that could be great candidates for guest content and strategic relationships.

Curate a magazine

The idea of curating content is very hot right now, but in order to really make it pay you’ve got to also be ready to add insight. So many people look at curation as something more closely aligned with republishing.

Republishing content you find does have value, but narrowly targeting a very specific topic and becoming known as a trusted source of insight on the vast array of information being published on any topic is how you take content curation to a new level.

Below are some of my favorite tools for creating your curated online content magazines.

You can also use tools like Delicious, Evernote, Pinterest or Pearltrees to simply clip, bookmark and organize content you find for republication.

If you want to really know how to get great at this follow Robin Good – Here’s a great place to start – What Makes A Great Curator Great?

RSS to HTML

This technique is perhaps a bit more technical, but it also allows you the greatest control.

Just about all online content these days comes powered by RSS making it easy to convert whatever find into a feed that can be converted to HTML code and displayed on any page we like.

For example, if you wanted to publish positive mentions of your firm on a new page on your site you simply set up Google Alerts so that you received notice that your firm was mentioned. Click through to the page and assuming it’s something you want to publish to your site you would bookmark the content using PinBoard and tag like “ournews.”

PinBoard creates tag based RSS feeds so anything you tag with ournews can be displayed in a specific RSS feed. This gives you total control over what you want to appear in the feed.

Once you create the feed you can take it to FeedBurner or RSSInclude to convert the feed to HTML code that you can embed on a page or widget to easily display the content from the feed wherever you choose.

Then any time you bookmark a new item it will publish to the page.

Ask little things

One of the best ways to get lots of people to create content for you around a specific topic is to ask lots of people to answer one very short question.

This can be a great way to collect lots of suggestions, opinions and insights to support or start a topic of interest to your readers.

The other powerful thing about his approach is that you can often get higher profile contributors to participate if all you are asking them to do is answer one question or finish one statement.

Once you collect all of your answers you simply collect them and add context and analysis.

It’s time to make other people’s content one of your content foundation planks.



My weekend blog post routine includes posting links to a handful of tools or great content I ran across during the week.

I don’t go into depth about the finds, but encourage you check them out if they sound interesting. The photo in the post is a favorite for the week from Flickr.

Image Steve-h via Flickr CC

Good stuff I found this week:
Viewbix – Tool that allows you to add interactive calls to action to your videos. Also makes it easy add branding to YouTube and Vimeo hosted videos.

Manilla – Get your bills, statements and balances instantly organized in one secure place online. Easy way to manage all of your accounts, subscriptions and loyalty programs.

Instant Flip Book – Convert Your Catalogs, Brochures, Annual Reports and Other Documents Into a Flash Page Flip book you can embed on any web page.



So often marketers get stuck in the reaction of the week kind of marketing and wonder why it always feels like such a bumpy road.

Marketing should feel graceful, thoughtful, even joyful, but that takes planning, process and patience – mostly though that takes systems thinking.

I’ve spent the better part of the last ten years singing the “marketing is a system” tune and today I’m pleased to introduce my most ambitious compilation of all that I know about how to build a marketing system today.

Introducing the Ultimate Marketing System from Duct Tape Marketing – a complete online guided training tool designed to help you build your marketing action plan and install your marketing system.

The tool takes your down a logical path through 13 step by step lessons that contain video tutorials, audio lesson, downloadable workbooks, examples, forms and loads of related resources.

Marketing system modules

How the modules in the system are organized - click to enlarge

I’ve also seen a lot of people with good intentions buy a lot of books and courses and fail to move forward because they lacked any support or accountability.

So, everyone that enrolls in the Ultimate Marketing System program also gets 30 days of email support, monthly live Q and A calls, a 30 minute consulting session, and a plan review. We won’t rest until you get this thing built!

And as with everything I’ve ever produced, you have a full no questions asked money back guarantee if you decide it’s not for you.

Go check it out today and get to work building your marketing system before the sun goes down on another day.

Get More Details and Enroll here



Marketing podcast with Phil Simon (Click to play or right click and “Save As” to download – Subscribe now via iTunes or subscribe via other RSS device (Google Listen)

Iman Mosaad via Flickr CC

I’ve been talking about this idea of a business platform for some time now. The notion is that your business can be so much more than a group of products and services. Truly great businesses are now viewed not only as a group of products and services, but also as a place where people can go to work to build things they are passionate about.

And, they are a places where an entire community can participate in building things they are passionate about and get more of what they need from the platform regardless of what the business was originally created to do.

So the thinking goes like this – How can I get more of what I want out of life through this business, how can I attract people that share that purpose and want to bring more of themselves to working on the company, and how can I build an opportunity that allows other strategic partners or community members to build onto this platform in order to get more of what they need.

This thinking will either inspire and excite you, expand your view of what your business is or scare you to death, but in my mind this is the greatest opportunity to build a fully alive business that exists today.

For this episode of the Duct Tape Marketing Podcast I visited with Phil Simon, author of The Age of the Platform: How Amazon, Apple, Facebook, and Google Have Redefined Business

I think it can be very instructional to look at how these very obvious examples of platforms got there and how, in some ways, this same thinking and approach can apply to the smallest of firms.

If you create a free eBook that’s packed with lots of great information and offer it to several strategic partners to cobrand and send around to their clients, you’re using platform thinking. If you create a blog in your town and and invite a handful of complimentary business professionals to contribute their expertise for the benefit of both reader and the group of bloggers, in a small way, you’re creating a platform.

That’s the kind of thinking that I believe holds one of the most powerful opportunities for a business of any size to differentiate, attract committed staff and build a loyal community.