ClearEdge Marketing Blog

A Holiday Message from Marketing: Three Simple Tips to Help You Close out the Year

December 10th, 2008 | Sarah Schunk

Charles Dickens’ “A Christmas Carol” offers many timeless lessons, including one of my favorites: a day in your pajamas can be one of the best and worst days of your life. Many business leaders this year must be feeling caught between two very different Christmas outlooks Dickens wrote about: 1) Ebenezer Scrooge’s ba-humbug philosophy and 2) the down-and-out Cratchit family’s united and cheerful defiance of gloomy realities.

Marketing can be a sentimental business unit—look at me beginning this blog by referencing a classic holiday tearjerker. But sentiment has its place, sometimes in sales, frequently in customer appreciation and retention and often in brand image. With that in mind, we at ClearEdge are going to get caught up in the silver bells, mistletoe and Tiny Tim-like joys of the season and share three simple marketing tips to help you cheerfully close out the year.

Send Glad Tidings
Even if you don’t feel like making merry, take time to wish your customers, prospects, partners, suppliers and employees well this holiday season. In downtimes, business and personal networks are worth their weight in golden jingle bells so make an effort to make contact before the end of the year.

If your budget cannot include a holiday mailing, e-greetings are acceptable and personal calls are even better. It gives you a chance to check in with important resources, underscore the importance of key relationships and, perhaps, gather some valuable market information.

Make a List, Check It Twice
Build and vet your first quarter prospect list now! 2009 is going to be a tremendously competitive year, and you need to have your sales strategy in place long before that apple starts to fall in New York City.

Take several hours this December to work with your sales teams, analyze the existing pipeline and build strong prospect lists you can begin working from at the first of January 2009.

Put a Penny in the Old Man’s Hat
Corporate giving programs have swelled in popularity and generosity in recent years. If your organization has made a commitment to a charitable organization, see if it’s possible to continue or even boost those contributions this holiday season.

Client and employee retention are powerfully influenced by a company’s culture and image. Continuing your good efforts despite difficult times speaks volumes to the values most important to your organization.

We at ClearEdge wish you a safe and joyful holiday season. May your merry days be many and the ba-humbugs be few and far between!

Sarah Schunk
Senior Writer
ClearEdge Marketing

Posted in Business & Marketing Strategy, Communication Best Practices | Comments Off

The Importance of Face-to-Face Communication When Announcing Layoffs

October 30th, 2008 | Jessica Elliott

Posted in Communication Best Practices | Comments Off

A Different Kind of Evangelism

September 24th, 2008 | Jennifer Higgins

I was reading an article recently that talked about evangelism. Not the Jim and Tammy Bakker style of evangelism—but customer evangelism. The article started out with this question: What is the most effective advertising tool available?

A. TV

B. Print ads

C. Billboards

D. Your customers

If you answered “D,” you’re onto one of the hottest new trends in marketing—customer evangelism.

The concept of customer evangelism is all about creating true believers in your company. When you build this kind of loyalty, you gain two priceless assets: a pool of repeat customers and ongoing word-of-mouth referrals to new customers.

The tricky part: you can’t hire or buy customer evangelists. You have to earn them. But how? According to Ben McConnell and Jackie Huba, authors of Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force, the following techniques can help you build a loyal following.

-Constantly communicate with customers to understand what they love about your products and services.
-Share knowledge with customers to increase the perceived and actual value of a service.
-Build “buzz” based on sincere, personal referrals.
-Create a customer community, where people who care about your business, products or services can gather.
-Provide “bite-size” products or services so customers can share the experience without an expensive purchase.
-Aim for a larger cause to create emotional connections.

How do these techniques translate into real life? Today there are plenty of ways to build customer evangelists. For now, I’ll focus on constant communication and building a buzz based on referrals.

Constant communication. Company blogs are perhaps the easiest, most cost-efficient and widest-reaching way to stay in constant touch with clients. Blog content can be posted quickly, it is informal yet controlled, and it provides a forum for feedback on the subject matter posted. Other benefits to blogs that are often overlooked are that they can give companies higher search engine rankings and exposure to a wider, diverse customer community. An example of a company with a wide-reaching blog is Google. Their blog talks about everything from issues they think are important to society to company news. Keep blogs informative, avoid marketing “fluff,” and keep them fresh.

Another opportunity to turn clients into evangelists is through your company newsletter. Even if your client or prospective client isn’t looking to purchase your services right at that time, they are reminded of you and perhaps learned something from your newsletter that they might share with a colleague. Whether your newsletter is printed or sent via e-mail, you’ve established top-of-mind awareness and another chance to connect with clients.

Building a Buzz. Of course “word of mouth” advertising is invaluable. It says something about your reputation as people typically only recommend a company where they’ve had stellar service and have been treated well. Any opportunity to post customer testimonials on your Web site or to include them in a newsletter gives clients a taste of what other similar companies are experiencing and a look at new ways that they themselves might be able to maximize your services.

One final word of advice—keep things natural. While it’s important to encourage customer evangelism, don’t try to force it.

Jennifer Higgins
Senior Writer
ClearEdge Marketing

Posted in Business & Marketing Strategy | Comments Off

The Entertainment of Web 2.0 Sites

September 22nd, 2008 | Nikki Leonardi

No doubt, the basis of Web 2.0 has become an essential part of day-to-day business—offering new ways to communicate and collaborate. Whether it’s through social networking sites or online collaboration tools, these applications are essential for driving innovation and efficiency across businesses. Yet, with all seriousness aside, there is a playful side of Web 2.0 that often presents us with pure entertainment.

Take for instance: Flickr, Plaxo, Wiggio, Yammer—ever wonder how names like these originated or what the solution is that they offer? Welcome to the plethora of Web 2.0 sites with strange names that are unrelated to their service—a collection of Web sites dedicated to services and applications that enhance creativity, information sharing and collaboration. Based on some of the names, you would never intuitively know what their purpose is or what innovative solution they are presenting.

They Do What?
Browsing Web 2.0 sites can often feel like you are on a road trip, deciphering letters on license plates into words and phrases like “ANYWR” (anywhere). Sometimes the names make it clear what vegetable of the day the creator ordered for lunch (CALLIFLOWER) or that they needed a jolt of caffeine before work that morning (Cappuccino). But it’s not always clear what the solution is that they offer. As if anyone would immediately know that Wiggio would allow a group to collaborate online or that Plaxo was a professional networking site.

Clearly, a quirky name is a popular way to get attention among these companies that are trying to revolutionize and differentiate the service they are offering. And for those companies that just have no creativity left there is even a Web 2.0 Name Generator just in case a company or application needs help coming up with a completely unrelated name.

A recent blog posted on CIO Insider went even further citing the following three rules of thumb to qualify it as a ridiculous Web 2.0 site:

1. The site’s mission statement must be impenetrable
2. The site must solve a problem that has been solved a million times already or didn’t need solving in the first place
3. Its name must love the letter “r” but eschew vowels ( Drivl, Grazr, Hngry), or be a refugee from “Jabberwocky” (CurdBee, Egghub, Humyo, Jiffle)

The Entertainment Factor
Clearly some of this just feels like haphazard entertainment, but as marketers, we can appreciate the creativity being harnessed through these sites. The names are often deliberately created to be different, catchy and short, in an attempt to promote their brand and make it easy to remember. Think about it, before Web 2.0 emerged, names like Wikipedia and Google were barely known. Now, “Wikipedia” has become part of our everyday language, and “Google” is a verb. While their name helps, Web 2.0 sites like Facebook, LinkedIn, Wikipedia and Google are successful because they embrace the Web 2.0 credence. They bring together collective knowledge, support interaction and communication, and are constantly evolving based on user feedback. It is more than a “cool” name and an average service that continues to help them come out on top.

Not every name is going to be effective. As the concepts of Web 2.0 continue to produce improved solutions to organizations and individuals, it will be up to those Web 2.0 businesses to not only have an innovative name, but a strong business model too. A marketing strategy, a solid message and a differentiator within the service they are offering will go a long way in the world where 1000 different companies tout their expertise of online project management.

At the same time, the world loves to laugh. Who knows, perhaps some of this silliness will harness your innovation and creativity.

For More Laughs
Check out the Web 2.0 directory, www.Feedmyapp.com, to view some of the newest companies and applications. This site allows people to log new Web 2.0 applications and sites. Over the past year, they averaged 157 new Web 2.0 application listings per month ranging from solutions for pets to solutions for collaboration.

Nikki Leonardi
Marketing Director
ClearEdge Marketing