Presentation on theme: "How to Write a Marketing Plan"— Presentation transcript:
1How to Write a Marketing Plan A simple, effective strategy for libraries.
2“What gets us into trouble is not what we don’t know “What gets us into trouble is not what we don’t know. It’s what we know for sure that just ain’t so.” – Mark Twain
3What is marketing?Marketing is the management process by which goods and services move from concept to the customer. It includes the coordination of four elements called the 4 Ps of marketing:• identifying and developing a PRODUCT• determining its PRICE (the value of anything exchanged)• getting the product to the customer’s PLACE• developing and implementing a PROMOTION strategy(often called marketing communications)
4Four Ps | Four Cs Product Concept Place Channel Price Cost Promotion CommunicationThe Four Ps are variables controlled by the organization. Regardless of the forces at play in the market, these Four Ps are under your control. Together, they are referred to as the MARKETING MIX.You’ll apply the marketing mix to every goal you set.
5Uncontrollable Variables State of the economyLegislative Actions (budgeting)Changes in the competitive landscapeUnemploymentTechnology ChangesOperational CostsList is practically endless
6What is Marketing? Everything but manufacturing. Inputs • materials acquisition• mineral extractingOutputsProducts ready to be delivered to customers and storesEverything but manufacturing.
7What are a library’s products? – Information sources that do not circulate – Products that circulate: books, CDs, DVDs, magazines, pamphlets – Services and programs you offer – Room rentals – Community events – Any others?
8What role does price play? Fees for service (copying, printing, etc.)Fines for late returnsIs the concept of price important to you? Do you talk about it in meetings? How often do you talk about income or revenue? Are you focused on making money? Likely to be a tiny percentage of your operating budget.
9What about distribution or place? One location or main with branches?Do you do community outreach?Bookmobile?Speakers bureau?Inter-library loan?Kiosks?
10Is promotion important? How you promote your products and services will be the guts of your marketing plan.Promotion is likely to be the most important variable of your marketing mix because it is the most easily controlled.
11Promotion Elements Each of the following is a sub-set of promotion. AdvertisingPublic RelationsPersonal SellingSales PromotionPrint CollateralDirect MarketingEvent MarketingOnline AdvertisingThese elements constitute “traditional marketing.” Today, more and more organizations areadopting “inbound marketing” strategies.
12Inbound MarketingA strategy developed in response to changes in buyer behavior – how people shop and buy products and servicesLeverages the power of Google searchIs focused on getting found online and maximizing the ROI of your websitePositions your website as your marketing hub (More on Inbound Marketing later.)
13Terms are not interchangeable “Great idea! How will we market that?”“Great idea! How will we advertise that?”“Great idea! How will we promote that?”
14Why now?Why do you need a marketing plan now? What has changed in the last 20 years or so? Why are all nonprofits suddenly buying into marketing as a necessary business function?
15Answer: Economics Marketing has its roots in economics The first marketing classes had to do with distribution problems of dairy farmersEconomics is the mother science of marketing
16What is economics?Social science that analyzes and describes the consequences of choices made concerning scarce productive resources. Economics is the study of how individuals and societies choose to employ those resources: what goods and services will be produced, how they will be produced, and how they will be distributed among the members of society.
17Economic UTILITYThe VALUE producers and marketers add to raw materials when they make them into a product and offer them for sale to the public.There are five types of utility. Organizations are paid according the the extent of the economic utility their products or services provide.
18FORM UTILITYInvolves changing RAW MATERIALS or PUTTING PARTS TOGETHER to make them more useful.RAW MATERIALS:When you cut down a tree and use the lumber to create pencils, paper, furniture, etc., the tree now becomes more valuable to the customer.
19TIME UTILITYTime utility is having a product available at a certain time of the year or at a convenient time of the day. Value is added when marketers make them available at the right time.What are some products that sell better during certain hours of the day? Days or months of the year?
20PLACE UTILITYThis involves placing a product where a customer can purchase it. Businesses study consumer shopping habits to determine the most convenient and efficient locations to sell products.
21POSSESSION UTILITYThe exchange of a product for some monetary value is possession utility.Purchasing the product has given it added value.What are some ways you can purchase a product?
22INFORMATION UTILITY This involves communication with the customer. Sales people, displays, packaging and labeling, advertising, sales brochures…Anything used to encourage sales gives the product added value.
23Do you provide economic utility? If you provide economic utility, you have something to market!
24To find what you have to market, you must start with your business plan or strategic plan.
25Elements of a Business Plan Executive SummaryA Competitive AnalysisMission, Vision, Values and GoalsA Finance PlanA Marketing PlanA Production PlanA Facilities PlanA Human Resources Plan
26The Marketing PlanIs that portion of the business plan that lays out the direction for the organization’s marketing strategy.A written statement of marketing objectives and strategies to support broader goals.Explains who is responsible for managing activities and provides a timeline for their completion.
27Cascading PlansStart with your business plan or a recent strategic plan. Your marketing plan must support the goals established with the strategic plan.Develop a marketing plan in the context of the larger, more encompassing strategic plan or business plan.Develop a strategy for each marketing mix variable that comes into play for each objective.
28Marketing Plan Outline Eight Steps to Making a Meaningful Marketing Plan
29I. The Executive Summary Outlines the who, what, where, when, how and why of the marketing plan.Appears first but is written last.No need to be longer than a page.Describe how the plan was created. Name committee members or contributors and describe that process for strategy development.Involve others – the plan should not be the product of one person working along.
30II. Library Description The section should describe the library’s role in the community, its history, emerging trends, products and services offered and its strategic objectives.Keep this simple. Can be done in a few paragraphs or one page unless you’re in crisis management mode.Creates a context for the plan for those who may not be familiar with your library.
31III. Mission and GoalsMission, Vision and Values can be lifted from the strategic plan.Using SMART goals, describe what the library’s objectives are for the coming year.We will develop marketing mix strategies and tactics to achieve each goal.
32IV. Core Competencies What do we do exceptionally well? What makes us better than our competition?What kind of relationships do we foster with our service?What word or phrase do we own?
33V. Situation AnalysisIt is helpful (but not required) to do a SWOT analysis of your library’s marketing capabilities to better understand your situation.Some nonprofits pull together a marketing committee consisting of non-staff members with specific marketing expertise.Determine market research needs if you have them.
34VI. Strategy Development Identify your target market: Who are we trying to reach? Be as specific as possible.Message development: What do we want our target market to know? Get your best writer to craft an effective message.Media selection: How do we get our message out?Budget allocation: How much can I spend? (Your marketing budget reflects your library’s commitment to marketing. What does your budget say?)
35How this Process Works Write out a statement of your first goal. Write down how each element of the marketing mix can be used to achieve the goal. – Do we need to make changes to our PRODUCT offerings to achieve this goal? – Do we need to develop a new PRICE strategy? – Is achieving this goal dependent upon changes in how or where we deliver our service? (PLACE) – What PROMOTION strategy can we devise to achieve this goal?
36VII. Implementation • Identify tactics • Assign tasks • Establish a timeline• Execute the plan• Set progress points• Measure progress• Make needed changes• Quantify results
37VIII. Evaluation Did you accomplish your objective? – If not, why not? Were there any unintended consequences?What did we do that worked?What would we do differently next time?What did we learn?
38Example of Goal / Strategy / Tactics Goal: We will increase the number of library card holders by 6% by Oct. 1, 2014Strategy: We will develop a “Get a Card Today” promotion campaign and fully implement it in Q2, 2014.Tactic #1: Create posters for display in library for display by February 1.
39Goal / Strategy / Tactics Tactic #2: Launch campaign with press releases to local newspaper, chamber groups and other civic organizations by Feb. 15.Tactic #3: Create newspaper ads for placement as remnant space by March 1.Tactic #4: Write a PSA and meet with local radio station for airing by March 20.
40Marketing ChallengesThe marketing industry is going through a rapid change from traditional methods to inbound marketing methods.
41What is Traditional Marketing? RadioTelevisionNewspapersMagazinesDirect MailTrade ShowsTelemarketingBillboards, etc.The traditional marketing playbook is broken.It’s increasingly difficult to get a good ROIUsing these methods. Why are theyless effective than they used to be?
42People are tired of being marketed to! Consumers are using technology to thwart unwanted marketing messages that are an interruption to their day“Interruption marketing” is unwelcome in today’s busy world.Average person exposed to thousands of branding messages a dayLook at the ways consumers are blocking out our messages:
43Do Not Call ListsIn a country of 310 million people, we have 200 million phone numbers on the ‘do not call’ list.Caller IDAbandonment of land lines
44We mute TV spots or use DVRs We no longer sit through commercials. Whoever has the remote is in charge!The incredible growth in the number of channels available has resulted in audience fragmentation and lends itself to channel surfing during commercials.
45Radio CompetitionWhat else do we do in the car or at work instead of listen to the radio?• CDs• Sirius XM• iTunes• Public Broadcasting• Streaming Internet• Spotify• Phone calls• Texting
46Trade Shows • No longer a good source of B2B leads • Mainly attended by vendors and sales people• Travel expenses have eroded their effectiveness
47Email Marketing • Spam filters • Legal issues • Poor open and click through rates (CTRs)• Inbox clutter
50Inbound MarketingDriven by changes in consumer behavior, not by marketersAverage knowledge worker does Google searches each dayThe blogosphere, Twitter, Facebook, LinkedIn and YouTube are replacing traditional media
51ImplicationsInbound marketing strategies have to be part of your toolkit when promoting your libraryInbound Marketing is centered around the concept of attracting visitors to your website, converting some of them into leads, and turning leads into patrons or library users.Extremely cost-effective form of marketing!Everything on the Internet is trackable! This is a huge advantage over traditional marketing.
52Inbound Marketing Components Search Engine OptimizationKeyword ResearchLink-buildingAnalytics(These are important but cannot be covered today. We’ll focus our attention on the next column.)Content creationBloggingSocial Media integrationPromotion via Twittermarketing
53The new reality >2,000,000,000 searches a month A quarter of the searches are uniquePeople are searching for YOUR programs and services right in your own back yard
54How it Works Think like a publisher The Internet is the largest publishing platform in human history – use it!Create remarkable content!Push it out into the Internet using your blog, Facebook, LinkedIn, YouTube, etc.Tweet the heck out of it to improve your PageRank
55Write a blog post Adds a page to your website forever Tweet your blog post to your followersSome will re-Tweet to their followers, creating links to your websiteGoogle interprets inbound links as authorityYour website rises in SERPsPost should be 400 to 600 wordsAdd a photo and be sure you include ALT tags
56The Call to Action (CTA) End every blog post with a CTAProvide a link to additional contentOffer a free download of premium contentEncourage some type of actionSee us today for a library card application.Call today to register for the seminar.
57Why Blogging Matters More web pages means more authority Blogging 3x a week adds 156 pages of content to your site, bulking it upDon’t forget deep linking within your siteYour content will spread throughout the Internet as people share the link to your blog postEach page pays dividends for months and yearsThink of it like compounding interest
58Tie Inbound Marketing to Strategy Create an inbound marketing campaign to support your strategyWrite several blog posts with different anglesTweet the heck out of each onePush your content out through other channelsGet guest bloggers to write for you
59Goal / Strategy / Tactics (Going back to our original goal, here is how you would add the elements of inbound marketing.)Goal: We will increase the number of library card holders by 6% by Oct. 1, 2014Strategy #1: We will develop a “Get a Card Today” promotion campaign and fully implement it in Q2, 2014.Tactic #1: Create posters for display in library for display by February 1.
60Goal / Strategy / Tactics Tactic #2: Launch campaign with press releases to local newspaper, chamber groups and other civic organizations by Feb. 15.Tactic #3: Create newspaper ads for placement as remnant space by March 1.Tactic #4: Write a PSA and meet with local radio station for airing by March 20.
61Goal / Strategy / Tactics Goal: We will increase the number of library card holders by 6% by Oct. 1, 2014Strategy #2: Develop an Inbound Marketing Plan to achieve this goal.Tactic #1: Write a series of blog posts using the blogging editorial calendarTactic #2: Push this content onto multiple platformsTactic #3: Schedule Tweets throughout each week
64(Sample tweet promoting a blog post using bit.ly URL shortener.)
65This is a data visualization of the Internet This is a data visualization of the Internet. The brightest lights are the biggest websites at the hub of many links. You want your site to linked to many others, rather than just being off by itself. Google puts a premium on websites with LOTS of content and frequent updates.
66Rules? What rules? You don’t need no stinking rules! Let staffers Tweet awayAsk for guest bloggers from time to timeBe spontaneous!You can schedule Tweets in advanceTry to Tweet at least 10x a day
6710 things you should do when you get back to the library Set up a Twitter account– The name of the account should match your domain name– Link to Twitter from your main page and from your Twitter account to your home page
6810 things you should do when you get back to the library Set up a simple Facebook business page– This is known as a fan page– You’ll need to administer this off your personal page– Add a description of your library, a photo and link back to your website– This is easy to do. Just follow directions.
6910 things you should do when you get back to the library 3. Kick off a blog and start blogging – Add Blog to your navigation menu – You can use a free hosting tool like Wordpress but DO NOT use their domain name – create a subdomain if necessary to make sure you get the SEO authority (Example: blog.yourlibrary.org) – ask several staffers to create one blog post a week
7010 things you should do when you get back to the library 4. Write your first blog article and post it – Shorten the URL using bit.ly – Tweet to your follower(s) throughout the day – Post link to the blog on your Facebook page – Post link to the blog on LinkedIn
7110 things you should do when you get back to the library 5. Set up Google Alerts for your library – Set an alert up for your library – Set one up for industry alerts – Anyone can do this, but the marketing person should monitor this. Why? Because marketing is always responsible for brand management.
7210 things you should do when you get back to the library 6. Find three competitors to track – Read their blogs – Follow them through Google Alerts – Follow them on Twitter – You will learn from these competitors!
7310 things you should do when you get back to the library 7. Find relevant Twitter users – Search by topic, location, or subject using hashtags (#) and start following people – Do not mass follow numbers of people – Follow back followers you think make sense
7410 things you should do when you get back to the library 8. Find bloggers who write about your topic area– Subscribe to their feed and read them regularly– Leave valuable commentsNO spamNO fluff or self promotion!Remember, you’re buildingrelationships here, not selling!
7510 things you should do when you get back to the library 9. Start re-tweeting good articles– Helps people expand their Internet presence– Behavior is noticed– Attracts followersSocial media is social, so be social.(Can you handle these deep thoughts?)
7610 things you should do when you get back to the library 10. Make a list of the top people in your industry – Convert into a blog post: “14 library rock stars I’d like to have coffee with” – List them, write a couple sentences about why, link to their profile pages or website – This helps others and increases the chances that they will visit your blog – A similar post can talk about books, music, speakers, etc. – just about anything!
77How to Hire a MarketerTraits you want your marketing staff person to have in today’s changing marketing environment.
78D.A.R.C. Hire Digital Citizens With Analytical Skills Who have some web ReachAnd can Create Content
79Hire Digital CitizensDigital Citizens were born web savvy or got very familiar with the web. They speak web fluently.Digital Tourists were born analog and not too familiar with the web. They speak web with an accent.NEVER assume recent college grads are digital citizens. They aren’t.
80Questions and “Show me!” Ask your applicants to bring their laptop to the interview. Sit side by side rather than across the desk. Most applicants will claim to be web savvy. Test them with these questions and ask them to show you .What RSS reader do you use? Can I see it?What blogs do you read? Can you show me?Do you have a blog?How many Twitter followers do you have?When did you last update your Facebook or LinkedIn profile?
81Hire Analytical Skills Should be very familiar with Excel or a statistical software packageShould know Google Analytics and how to use the toolShould understand keyword strategies involving long-tail keyword research
82Hire for Web Reach How many LinkedIn connections do you have? How many Twitter followers do you have? Do you talk about our industry on your Twitter account?How often do you post to Facebook?Do you have a blog?(True digital citizens will be part of online communities. Look at their bookmarks and how organized their desktop is. Don’t be afraid of gamers, unless they exhibit psychopathic behaviors. )
83Hire Content Creators Your candidate should have GREAT writing skills Be great if they could shoot and post a video on YouTubeHave they ever done a podcast or screencast?They should be comfortable with blogging on a fixed schedule. (2x a week minimum)
84Hiring TipsYou probably won’t find someone with all of these traits, but look for them anyway. Make sure your candidate has either the coursework or experience to swim in the waters of online marketing.Being able to take a selfie and post it on Instagram doesn’t qualify you as a digital citizen.
85Thank you! John Murphy The Murphy Agency, Inc. 10 W. Streetsboro St., Suite 205Hudson, OH 44236