Archive for April 2005

There’s a plumber in my hometown that created some yardsigns during the last election and convinced some customers to put them in their yard at the height of the electioneering cycle. These signs promoted – Bob Hamilton for Plumber. They were cute and likely generated some positive buzz.

I’ve long considered the idea to perhaps be more powerful than the casual one time use might imply. What if you were to find a few well placed homeowners – that would mean on high traffic residential through streets – and offered to buy some advertising in their yard. The stipulation would be that they would agree to place a sign promoting your business or service in their yard and to leave it there.

I know some of the homes association types might be rolling their eyes but, like anything you do, if you take care to select homes that have side yards and maybe only use a 30 day term, who knows. This is an ideal approach for home services folks – window cleaning, landscape, plumbing, HVAC and the like.

Now, let’s expand our thinking a bit. What about delivery vehicles, statement stuffers for complimentary businesses, trash bags, recycling bins, pizza delivery boxes. There’s really no limitation to this idea of creating your own advertising vehicles.

Have you ever wanted to differentiate yourself from every other business that is chasing your hottest prospects.

Let’s say you have a Top 25 prospect list. One of the ways to get a leg up on everyone else in who also has this same list is to find out two simple pieces of information and then use those to unlock the door to marketing success.

The two things you should try to discover about each of your prospects is:

  1. Where they grew up
  2. Where they went to college

Now that you have this information you need to see if it can pay dividends. If you prospects are from a small community your job on that one is easier, but no matter where they are from – subscribe to or at least visit the web site for their home town paper. It is amazing what you can pick up from even a couple casual reads. But, you might even hit paydirt if something big happens back home or your prospect gets some ink in the hometown news and you, little old marketing pro that you are, fire off a copy to your prospect! Think that might help your chances of getting an appointment?

College ties – Again visit the web site and learn what you can about what’s going on at their school. Send something off requesting information or sign-up for an events newsletter. (Most are online now.) College sports can be a great way to gain the attention of a prospect and your ability to chat casually about bench strength of the Rams this year or the weakness in Conference USA might allow you to get your calls returned first.

Remember, we are dealing with people here, always people. Find out what makes them human and you can connect on a much higher level. Now, you can use this information in an attempt to manipulate but what I’m suggesting is simply a powerful way to build a stronger relationship with your clients. Common ground is a great place to start.

About a week ago KFC announced that they would start aggressively opening new stores under the old name – Kentucky Fried Chicken. This announcement raised some eyebrows as the company had invested a bunch of money in rebranding itself as the more healthy sounding KFC.

I say, the best marketing is usually the marketing that is authentic. See, do you really think that a person who is looking for some chicken strips with a side of taters feels better about the fact that they are dining at KFC and not that “Fried Chicken Place.”

Here’s my point. No matter what you are marketing, be authentic. Know that there are people out there that, at times, want the comfort of knowing that they are getting just exactly what they think they are getting and that you, the owner of the joint, is proud to say so. Find what is unique, what draws a very specific market, gives them what they want and tell the world, shamelessly, that’s what you have to offer.

You don’t always have to try to catch the latest fade, just capture what’s real about your product or service. Honesty sells because you can usually pull it off. Every year, thousands of people line up at the Missouri State Fair to catch a glimpse of the dizzying array of things that can be made from cows. I don’t get it, but the guy who offers samples of the sugar coated kettle corn to moms pushing strollers does.

Be just what some target market wants and be it all the way.

The savvy marketing folks over at Marketing Sherpa are once again hosting their Best Blog Awards – they are currently taking nominations until May 15th.

Duct Tape Marketing won last year’s award for “Best Small Business Marketing Blog” I would love to be considered for that award again this year. If you would like to nominate Duct Tape Marketing just copy this url = http://www.ducttapemarketing.com/weblog.php and enter it into the url address on the nomination form and check the best blog on small business marketing category.

I know this is shameless self-promotion and maybe a bit over the top, but the publicity that can go along with awards like this and the positive input from readers like you is what makes producing this content fun.

So, with that in mind, how about a little bragging or back patting or something. If you want some help finding the best small business marketing blog, just visit the following search engines and take note of the blog that appears in the top spot for “Best Small Business Marketing Blog” in each!

Once again, thanks to all my wonderful readers who take the time to tell me they enjoy the content I produce here. That’s what makes me get on the computer and write!

John

This happens every day in every neighborhood in America.

I was grilling some steaks last Saturday when a new neighbor leaned over our adjoining fence to introduce herself. We chatted for a moment and our dogs got to know one another and then she asked me who I used as a vet. (The Over the Fence Referral!)

As it turns out I love my dog’s vet and would recommend him to anyone who asked. (That’s Steve White at Fairway Animal Hospital)

But, here is where it gets interesting.

About a week later I got a letter in the mail from Fairway Animal Hospital letting me know that I had received a $10 credit on my account because I had referred my new neighbor Lynn to their practice.

Okay, let’s recap what when on.

  • My vet asks every new client where they came from. Simple as this is, it’s the key to his system.
  • I get some appreciation for sending a referral
  • I got a marketing contact from my vet
  • I tell my new neighbor about the referral credit
  • She refers new clients too

It’s not rocket science people. It’s a system.

You can see the exact letter I got from my vet along with many more referral marketing examples by visiting Referral Flood

One of the latest Internet crazes is this thing called Podcasting

I must admit that on the surface it sounds pretty cool, but then the hype started. . .and I got suspicious.

The Internet marketing folks want you to believe that this is the next great way to make a bundle but nobody seems to notice that podcasting isn’t some new form of content it is just another way to distribute content. Upon further study you will notice that most podcasts are little more than mp3 files.

But here’s the real problem I have from a business use. The people who have time to listen to audio files all day long already do so. True, now they can listen on their iPod and so maybe there is value in packaging up some information that can be accessed this way but stick to your blog to really tell your story and develop your market.

Over the past few months I have been hosting free marketing teleseminars with guest experts
in a variety of topics.

After each session I produced a page of links and resources related to the topic. Go have a look
at these pages and you will shorten your marketing education significantly.

Business Blogging Resources for any business considering a blog
or wanting to get more from an existing blog.

RSS Resources
Links and resources to RSS and Feed Syndication Tools

Ezine Resources
Links and resources for marketing with an ezine

Email Resources
Links and resources for marketing with email

Local Search Engine Optimization resources for small businesses

Marketing With Public Relations Resources for small businesses

Pay per click Advertising Resources for small businesses

Please feel free to add your suggestions for products and services that you run across. Post them in the
comments or send me an email – john@ducttapemarketing.com

I don’t know if it’s just me but it sure seems like Yahoo is working overtime these days.

Today Yahoo announced a major enhancement to their local offering – free websites.

Now, any business with a physical address can create a very simple 5 page web site using a templated wizard type form. These sites are not works of art but they may get the job done for a business that currently has no web presence.

The sites are actually part of Yahoo’s free and enhanced local listing offerings.

“This is a no-brainer opportunity for any business to sign up and get a web site for free,” said Paul Levine, General Manager, Yahoo Local.

You can find more info and even build your site here (If your business is already listed in the Yahoo directory you are on your way)

Okay, but here is what I am wondering. If a business already has a web site, perhaps this free site with Yahoo is a good way to get even more exposure within the Yahoo search engine. There is plenty of data to suggest that search engines play favorites with their own offerings. This play might make sense on some level for every business. Here’s an example of one I created in about 5 minutes for a Kansas City Remodeling Contractor. – Note the URL Yahoo creates – http://mo.local.yahoo.biz/remodel