Economic times are tough for marketing and advertising agencies. Businesses are backing off marketing budgets. Some are folding their hands and letting fate take their brand into the abyss. Heck, some are closing the doors all together. And that directly affects the marketing and agency professionals that depend on them for their own livelihood.

So what do you do in hard times? What do you do when times require tightening the belt or cutting back? Hopefully you do what we all tell our clients to do… “For God’s sake, keep marketing!” Without constant visibility, people (even customers you’ve depended on for years) will forget about you. To us marketers, that’s obvious, right?

Think again.

Over the last 18 months, I’ve heard marketing “pros” and agency staffers (from receptionists on up to CEO) saying some of the oddest things. Things like, “The work just seems to have dried up.” and “I’m not getting any callbacks.” or “Clients are ‘InSourcing’ all the work we’d do…”

Troublesome.

Solution: How about you “SPEND” your way through the downturn? YES, SPEND! And I don’t mean doling out your hard-earned cash for new equipment or some rock star biz-dev stud bolt. I’m talking about strategically investing what you DO have, time, into generating those ever-elusive new leads.

I’ve put together a list of five simple (and VERY economical) actions that marketers and agencies can do to churn up new business. And all you have to remember is “SPEND…”

S = Social Media Marketing: Many “traditional” agencies are still having a hard time figuring out the power of using social media for marketing. If your agency or marketing team hasn’t jumped into the social media waters yet, I encourage them to get in there! It’s inexpensive (costing little more than time – and we all know you have oodles of that) and it has outstanding targeting capabilities. You just need to find and join the right conversations.

P = Public Speaking: Can you think of a better way to position yourself as “thought leader” of your chosen field? Associations, civic groups and chambers are always looking for great information and presentations for their meetings. Think of standing in front of 100 business owners looking for marketing advice. It’s a captive audience and each time you present your message, it’s honed to a sharper and more effective tool for your other marketing efforts.

E = Email: Do you know what 93.6% of business owners do every morning when they walk into the office? They check their email! Why not be in front of them, IN their office, ON their desktop on a regular basis? There are plenty of FREE or LOW COST broadcast email services out there (my favorites are AWeber and MailChimp). Get a sign-up form on your website. Set up your target list. Create a reason for them to WANT to open and engage with you (remember you are a marketer). Then, and this is the MOST important part, KEEP DOING IT AND FOLLOW UP!

N = Networking: If the calls aren’t coming in then you need to get out and start introducing yourself to your audience again. Sitting in your office, looking through PeachTree or QuickBooks isn’t going to get people interested in what’s going on in your world; nor will it help your attitude much. Not interested in chamber functions or professional associations? Then get involved with your church or a board for a non-profit. I don’t think God frowns upon doing business between the pews as long as you thank him once-in-a-while.

D = Dial The Phone! This is one that should go without saying, but for some reason, those that choose “Communications” as a profession seem to HATE talking on the phone. Ridiculous! As I said above, FOLLOW UP! You’ve spent time working your social media, speaking engagements, emails and networking, now just give ‘em a call! You need to reach out and touch someone (more than once) before they’ll turn their attention to you. Sure, the phone is cold, impersonal and intimidating, but it can be the best lead generator in your office – if used correctly.

Guess what you do for a living. You market! You advertise! If you’re able to do it for your clients, then why is it so difficult for you to do it for yourself? Even if you only do a couple of the SPEND tactics, isn’t it better than sitting on your thumbs waiting for the phone to ring?

How do you generate new leads when times are tough? Do you SPEND your time wisely? If you don’t do it, someone else will.

Keep Cooking (at all times)!
Andrew B. Clark
The Brand Chef

If I include my college internship, this September will be my 20th year working in, on and around marketing. I’ve seen some successful campaigns. I’ve seen some pitiful campaigns. Fortunately, I’ve learned something from them all, but the most important thing I’ve learned is how to tell them apart. (Trust me, some can’t…)

So what IS the difference between a successful and a pitiful marketing campaign? STRATEGY.

All Marketing Strategy Is Not The Same

If you walk through any marketing department or advertising agency, without a doubt, you’ll see computers, printers, scanners, cameras and all of the nifty tools that go along with the production of marketing. But without a strategic process, those tools are worthless, as are the people using them.

Some marketing departments and agencies swear by their specific system, their standard to which all campaigns must abide. Others are a fly-by-the-seat-of-your-pants kind of shop that take a “more organic” approach. But all successful marketers and agencies alike understand strategy is imperative to their success. Strategies vary, and one agency doesn’t have the corner on the market (no pun intended), but marketing without a strategy is just plain ignorant.

So for your ease and my pleasure, I’ve put together The 8 D’s Of Successful Marketing:

1. Dream
   Contrary to some companies, marketing still requires a little creative forethought. At the onset of a campaign you and the client need to dream, and dream big. Set goals for the campaign and create the passion you hope to have the consumer “buy into.”
2. Demographics
   So many campaigns fail to take full advantage of this step. If you don’t know your target audience, then how do you know where to shoot? Do some research on your product or service to find out how it fits, where it fits and, yes, if it fits within the marketplace.
3. Develop
   Start bringing those dreams along to a logical and executable campaign that can be performed by the marketing team. Narrowing focus and slicing the fat from the creative until all you have left is a laser-focused campaign targeted to the demographics you found in the previous step.
4. Design
   This stage encompasses more than the “look” of the campaign. Design the vehicles and all parts that go into it. From the mailing lists to the website to the logo and packaging, design applies the dream to the product or service.
5. Disseminate
   Get the dream out there. You’ve picked the right idea. You’ve targeted the right audience. Now deliver the dream to them.
6. Discover
   Measure results and response. If that’s analytics or responses to a direct mail or sales; you need to track and discover the strength and weaknesses of the campaign.
7. Doctor
   Based on the discovery stage, make the changes that are necessary to focus the campaign even more. A great idea is to split the campaign into A and B versions for further refinement and testing.
8. Do-it-again
   And again… and again!

Put that in the squishy pink blob between your ears. You’ll thank me later.

Everyone approaches marketing differently. My approach is different than another marketer’s approach. If 20 years has taught me anything its the truth about successful marketing campaigns. Simply put, ALL SUCCESSFUL MARKETING CAMPAIGNS START WITH STRATEGY!

Where does your marketing start? Is my 8 D’s of Successful Marketing similar to your strategy or strategies? What would you change / add / subtract from the eight?

Help me (and others) continue to learn and help create successful marketing.

Keep Cooking! (TRUE strategic marketing decisions)
Andrew B. Clark
The Brand Chef

Yep, it’s coming. Christmas.

Sure, right now it’s 93 degrees (in my neighborhood) and Christmas is a whole 156 days away, but I can almost see all of the commercials now. Don’t they start airing some time in September?!? And shortly after, my kids start communicating with every sentence starting with, “I NEED…”

It’s as predictable as the tides. What do you do?

The Child’s Mind And The “Want vs. Need” Paradigm

About mid October, when the kids finally succumb to the hypnotizing din of “New and improved this…” or “Now with 3D and smell-o-vision that,” I stop making lists and start asking two simple questions.

“How many do you actually NEED?”
and “Do you really NEED that… Really?”

“… or is it that you just ‘WANT’ it?”

That usually stops the munchkins mid-sentence like they’re hoping not to be caught for audibly farting. But what it really does is open the door to a more reasonable conversation centered on the “Want vs. Need” paradigm. (No, my kids don’t use the word “paradigm…” yet, but it works…)

The Nightmare Of The Perpetual Christmas And The Ever-Elusive Groovy Doohickey

In the marketing world, Christmas comes on almost a daily basis. Day after day, week-in and week-out, clients approach their marketing teams with stars in their eyes and dreams of some ever-elusive groovy doohickey that’s going to revolutionize the industry. And day after day, week-in and week-out, advertising agencies, marketing boutiques, freelancers and consultants alike accommodate them like Daddy Warbucks on Christmas morning. But should we really?

What would happen if the advertising agencies, marketing boutiques, freelancers and consultants asked one of two simple questions?

“How many do you actually NEED?”

Has the affect of the last 40 ad-hock attempts at knee-jerk marketing been successful? Have you taken the time to let a strategy take hold?  Will another direct mailer or another sales spot on every radio station in the city really make it better?  Doesn’t it eventually all add up to more noise?

OR (my favorite) “Do you really NEED that… Really?”

Too many companies are out there listening to “gurus” preaching on everything from social media and branding to voo-doo for solutions to their marketing woes. Maybe it’s not the next groovy doohickey that your marketing needs.

What would happen if we treated our customers like children? Would they listen?  Would they walk away? Could you do it? Maybe some of you already have (I know some of you and it’s true).

Food for thought…

Keep Cooking (the bravest decisions for your customers – whether they like it or not.)!
Andrew B. Clark
The Brand Chef

When I started this little title contest I asked myself one, somewhat intimidating question.  “What if I didn’t see any entries?” It happened before. I was terrified, but with faith in my social media community, I posted anyway.

I checked stats after an hour – nothing.  I checked stats after three hours and there was a hit or two, but no entries.  Then, after a day, one trickled in…  then another and another… within three days, I had so many titles that I almost stopped the contest just to use ALL of the entries for future posts!

I was blown away to see the creativity and fun people were having with the opportunity.  From the sublime “Eat This,” to the off-putting “The Smurfs Were Communists,” each new entry gave me a little insight into the participant’s personal brand - funny… reflective… passionate… curious… driven… While not my intention, I learned a little bit about all of them, and I thank them all.

Which brings us to our winner:

“Flourish Where You Live.”

When Sheena Rae Lara (@SheenaMacGruber on Twitter) posted her title entry, I knew it was one I was going to have to look into some more – win or not. It had depth.  It had weight that made me think of a million things to write, and that, originally, was the reason for the post “Conquer Writers Block – Save The World,” and Sheena killed it!

So, like I said, my original intention was to take Sheena’s title and write my own post from it.  After some reflection (and basic curiosity), I decided instead of telling you about how I thought “Flourish Where You Live” applied to me, I’d let Sheena tell you.  Because without Sheena and the community in which we live, how could The Brand Chef truly flourish?

Flourish Where You Live

(Brand Chef) What possessed you to post your title for this competition?
(Sheena Rae Lara) I had been thinking about doing my own blog post on this topic and saw your contest and wrote it in.

(BC) So, what inspired your title?
(SRL) I tell people that my plan, when I was in college, was to leave Iowa. I ended up staying and doing well here.

(BC) It sounds like a personal calling or mission you try to follow, yes?
(SRL) Yeah, I think so. I think it’s a waste of energy wishing/thinking about living somewhere else. If you really want to get out of Iowa then take the steps do it, otherwise quit dreaming and start making Iowa into the place you want it to be.

(BC) How to you integrate your title into everyday life?
(SRL) Flourishing can be different to different people, but for me it’s about doing what makes me happy and adding quality to my life. If that means staying home and baking bread from scratch, taking my son to the park, heading out to dollar pints at Olde Main with good friends or working on creative side projects.

(BC) Are you “a local” or do you hail from outside our little, Midwestern bubble?
(Note to readers: I ask this just because Sheena and I had connected on Twitter a few months ago to discuss her interest in multi-cultural marketing.)
(SRL) I’m an Iowan, spent my whole life living in Iowa except when I backpacked across Europe for two weeks and lived in Rome for a semester. I love learning about different cultures and people!

So, of course, here come the branding questions…

(BC) If you could sum up your personal brand in one sentence, what would it be, and would your title be incorporated?
(SRL) Tough one! Adventurous and responsible, nothing is beyond reach with a little creativity and ambition.

(BC) What do you want the readers to know about you that isn’t evident through your social media activity or blog?
(SRL) Well, some people have picked up on the axe stuff. I’m a contributor to Best Made Company’s social media presence. I started their facebook fan page and contribute to their blog.

***

Well Sheena (and the rest of you), I just want to thank you for taking the time to participate in my little social media contest this week.

It IS through the community in which you live that the passion and love for your surroundings fosters TRUE growth.  Sure, I’ve lived in Boston, Kansas City and traveled to other countries, but I kept coming back to my community, my family, my friends in Des Moines, Iowa. Why? I think Sheena said it best,

“I think it’s a waste of energy wishing/thinking about living somewhere else. … quit dreaming and start making {where you live} into the place you want it to be.”

It warms my heart to see social media fostering new relationships and creating these communities around virtual commonalities.

This is where I live!  This is where I flourish! How about you?

Keep Cooking! (Wherever you live!)
Andrew B. Clark
The Brand Chef

Sheena Rae Lara is currently the Graphic Designer for the College of Liberal Arts and Sciences at Iowa State University.
She is looking into pursuing a Master’s degree in marketing and transitioning her career into digital media/marketing with a multicultural emphasis.

Feel that? It’s your life slipping away. Yep. Every second of every minute that you spend reading this post, you’re slowly dying. Breath by breath, each heartbeat with each syllable, you creep closer to the end.

oooooooooh….

Pretty ominous, huh? So, why the dark perspective? Well, this is what got me writing tonight. It’s what motivated me to pick one more juicy word from my mental nostril just to see what it looked like.

In other words, I had writer’s block.

It kills me every Wednesday night. While I’ve known all week that I have a personal deadline set to post every Thursday morning; I wait until Wednesday night (or later) to actually start writing. I take notes, jot ideas, scribble and doodle all week, but when it comes to Wednesday, I open TextEdit and just sit.

CRAP…

Suddenly, tonight, a voice in my head said “What the hell are you doing? Just start writing, you moron!” So I did. I wrote, “You’re going to die anyway.” and POW, the words started rolling.

Many (many) moons ago, I wrote a post about having writer’s block. More to the point, I wrote about the keys to getting the writing wheels out of neutral and making a connection with my readers. For me, it starts with a title. It can be anything – like free association. Eventually the words and images start connecting in my brain and the solution reveals itself.

I wrote:

“… All I want is a headline – a short sentence that would communicate something about YOU or about something you want to discuss… Below are a few examples…

‘Without feathers, I’d never…’
‘But I can’t feed my kids on your wisdom’
‘Forget the President, I want to eat Jell-O’
‘The importance of Balsa wood and Miller Lite.’
‘It’s not Rocky Science’

And so on… and so on…”

Unfortunately, the response was less than stellar…  maybe because I’d only just begun blogging and Drew McLellan was the only one that ever read my posts?  Who knows? But he was gracious enough to leave me a comment. And I dropped the ball… (sorry Drew)

So let’s try it again.

Send ‘em in. Post your headline and your name / contact info in the comments section below. Once I have enough (5-7 or more…) I’ll hold a contest to see who’s headline will be the start to a future blog post – AND THEY’LL BE VOTED ON BY YOU!

Maybe we’ll make a connection and create something the whole world will love. Maybe we won’t and it will be another piece of gravel on the shoulder of the information super highway. If anything, it will be a way for me to get to know some of you.

Hell, we’re all going to die, eventually. We might as well have fun while we’re here. I look forward to reading your headlines…

Keep Cooking (free-wheeling, fun ideas…)
Andrew B. Clark
The Brand Chef