Call me crazy, but I believe there are only 3 reasons for marketing your company: to grow, to reduce costs by creating volume, or in preparation to sell the company. In other words, you are not Coke-a-Cola. You are not creating ‘brand awareness.’ 99% of leaders reading this are looking to gain more sales, donations, or participation.
Each week in this 6 part series we will examine a step in creating Marketing Action Plans that drive business. The first step is goal setting. Know where you are going and don’t ever forget it.
Here’s the thing about modern marketing – everything IS measurable. That’s good news for companies AND marketing departments. When we focus on marketing in ways that are tied to results then the marketing department becomes a revenue center. Even print ad results can be measured when they generate a response via phone or online.
That doesn’t mean that every marketing action can be tied directly to resulting goal behaviors. Certainly there are times when the sale, donation, or participation is the result of a multi-step nurturing process. That’s why its important to define an engagement funnel – it will outline the path from stranger to customer for each priority audience. We’ll talk more about that later in the series.
The over-arching goal for all ads/campaigns, however, will be a measurable increase in sales, donations, or participation. In other words, the goal for a specific ad may be brand awareness, but your goal for the campaign is the measurable increase.
You want the viewer to take notice of your message and DO SOMETHING. And you want that something to move the needle on sales, donations, or participation numbers.
Your Marketing Action Plan goal should state 3 things:
The first step in creating your Marketing Action Plan: Spend some time thinking about your revenue, resources, and plans. Consider ways your company currently generates revenue, and evaluate your plans the future. Also consider your current resources and strengths. Bring your company’s leadership or trusted advisers in, and take their input.
Then, create a document titled “Marketing Action Plan.” Write a short (less than 3 sentences) goal on the first page of your document. Save it somewhere so it will be easy to find. We will continue soon…
Complete this first step as soon as you can. My next article will talk about priority audiences. Knowing your audience helps you understand where to market, what to say, and what to expect.
My next post will talk about your audience. Look for it next week. Until then, please "like" this article using the social links on this page.
Kelly Coulter is a marketing consultant and coach with almost 20 years experience helping businesses win customers online.