Marketers stage events for one overriding reason: to put sellers in direct contact with buyers. This practice has been around for hundreds – some experts claim thousands – of years. The direct ancestor of today’s trade show first emerged in medieval Europe, where produce and craft vendors visited towns to participate in trading fairs, where they would sell and showcase their products and services. In 1851, intent on expanding into new overseas markets to assure its status as a leading … [Read more...]
Archives for December 2012
Chapter 11 – Leads, Opportunities and the Funnel
Peter Drucker’s measure of successful marketing is the point at which the act of selling becomes unnecessary. Some companies have reached the point where their product is so essential or desirable that no one needs to “sell” to their customers, or to consumers in general. They are already sold. In most cases, however, a salesperson from your company or one of your partners is essential for answering questions, alleviating consumer fears, ensuring that your products advantages are understood, … [Read more...]
Chapter 10 – Marketing Lists and Databases
In the previous chapter we discussed how marketers increasingly rely on carefully targeted direct marketing to reach and — ideally — elicit some type of response from prospective customers. Let’s assume you have used your segmentation exercise to identify the appropriate demographic targets for your campaign, and you want to contact them via direct mail or telemarketing. The question you now face is, Where do you get the names and contact information for these individuals? And at a price you … [Read more...]
Chapter 8 – Beyond the Press Release: Product Reviews, Awards, Surveys, and Studies
Customers and prospects are often suspicious of material that was obviously created by Marketing. Today’s marketers are paying the price accrued from decades of marketing – customers have become jaded. This may come as a rude awakening to marketing professionals, but loss of credibility can be an occupational hazard. How can marketers address this problem? As we discussed in the previous chapter, one remedy is to have other people promote your product, service, or organization for you through … [Read more...]
Chapter 9 – Direct Marketing
What might seem commonplace today was actually revolutionary not too long ago. In a famous speech delivered at the Hundred Million Club of New York in 1961, Lester Wunderman drew an important distinction between how most of Madison Avenue marketed and how he and a handful of other upstarts did it. As he explained:The din of advertising becomes louder and louder, and it costs more to make a consumer remember the advertising he saw, heard, or read when he makes a buying decision. Isn’t it … [Read more...]
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