Archive for January, 2008

Don’t Run Your Business Like a Political Campaign

Saturday, January 26th, 2008

Every time there is an election, someone seems to care what I think again. My email inbox is filled with polls. How do I feel about the economy, do I work outside the home for wages, how often do I shop at Walmart, and have I ever belonged to the NRA?

This information is overlayed with the things I care about until I can be spliced, diced, parsed, scattered and fried. I participate because I consider myself in the opinion business. The sad part is that I know when the phone will stop ringing and my inbox will be empty. November 3rd. I won’t matter anymore on that day. Not like I matter now.

Whatever you do, don’t make your customers feel that way. If your customers can time your concern and interest to your board meeting, your SEC filing date, your annual sales meeting, or some other arbitrary day that matters to you but not to them…it’s a damn shame. Care what they think everyday. If you don’t care, at least be consistent about it.

I’m trying hard not to sound like Andy Rooney. I’ll spare you the picture of the polls mounting in my inbox or the mailers I’ve received from candidates. I can even hear Andy’s cadence as I type. I bet he’s already done this story before. Just not on my blog.

Choose Your Customers Carefully

Wednesday, January 16th, 2008

It gets very easy when the calls start to slow down and web referrals become less frequent to take what’s in front of you and “close it.” Unfortunately, it does prevent you from controlling your growth or building your business from your vision.

If you’re the sort of business that relies heavily on referrals or drifts with the tides, do your homework before saying yes. Being selective, though counter-intuitive, is more important when opportunities are thin, than when opportunities are plentiful. Do you even WANT to work with these people? More importantly, do you want to work with the customers you already have?

If the answer is no, you need to do a better job (or different job) of qualifying or change your business model to net a different kind of fish. If you’re fishing for Flounder and keep catching Pickerel, ask yourself why. You’re either at the wrong water source (list), you’re using the wrong bait or equipment (marketing messaging and tactics), or you won’t admit that Pickerel and you are drawn to one another (is there a new business model or sales stream for you in Pickerel?).

What becomes a Marketing Legend most?

Wednesday, January 2nd, 2008

As a chairperson for this year’s Atlanta AMA Marketer of the Year Awards, I was recently in a conversation with someone regarding marketing gurus. In the days before 24 hour news and Web, there seemed to be a clear-cut set of luminaries or experts. Experts were the people that were guest lecturers, had honorary degrees, had at least one book on the best seller list or had consulted with the Japanese.

As Echo Boomers slide into their jobs they have one list of luminaries. Gen X-ers, openly suspect of advertising, secretly tap their feet when they hear Katrina and The Waves on a Fisher Price commercial…and indeed, they have a list. I suspect the Boomers would be in lock step on their list…Ogilvy, every other name from Madison Avenue and perhaps several well-established corporate legends. Who do you consider a marketing guru? Who would you show up to hear speak on the subject of marketing? What becomes a marketing legend most…in your book?

M