Social Marketing Basics Nancy Hoddinott Manager, Social Marketing NS Health Promotion

Objectives Introduce social marketing concepts Review steps in developing a social marketing plan Apply social marketing concepts Have fun

Agenda What is social marketing? Steps in social marketing plan Lunch (12:15) Applying the concepts Wrap-up/Evaluation (3:30)

What is social marketing? “Sounds like you’re running a dating service……” Dept. of Health employee

What is social marketing? Use of marketing principles and techniques to influence a target audience to voluntarily accept, reject, modify, or abandon a behaviour for the benefit of individuals, groups, or society as a whole. Kotler et al., 2002 .

Framework Multidisciplinary and complementary strategies are required to change behaviour Research based (audience-centered) Long-term Monitoring and evaluation

What is social marketing? Uses traditional marketing principles and techniques: Focuses on the consumer (audience-centered) Marketing research Segmentation Defined objectives/goals Exchange theory – perceived benefits ™costs Marketing mix – product, price, place, promotion Evaluation

What is different from commercial sector marketing? Product sold: goods and services vs. behaviour change Goal: financial gain vs. individual/societal gain Competition: other organisations offering similar goods vs. current or preferred behaviour

Social marketing is not……. just advertising just communications an image campaign ‘expert’ driven done in a vacuum a quick process

Steps in Social Marketing Plan Where are we? Where do we want to go? How will we get there? How will we stay on track?

Steps in Social Marketing Plan Define the problem Select and analyse target audience 3. Set objectives, goals 4. Product, price, place, promotion 5. Evaluation plan Implementation plan

Step 1 – Define the Problem Review data sources, literature Determine campaign purpose What actions/behaviour change could reduce the problem) Who must act to solve the problem? SWOT analysis Review current and past efforts

Step 2 – Select/Analyze target audience Formative research Collect and analyze demographic, socioeconomic, cultural, behavioural data on target audience Segment audience Select target audience(s) - size, reachability, readiness

Step 2 – Select/Analyze target audience Competition Current knowledge, beliefs and behaviours Perceived benefits and barriers to action

Step 3 – Set goals and objectives What do you want audience to do Will achieving this goal impact the problem? Behavioural objectives, quantifiable Feasible?

Step 4 – Apply Marketing Principles Product Behaviour, service being exchanged with audience for a price and benefit Must compete successfully against benefit of current behaviour Fun, easy, popular Price Cost to the target audience of changing (financial, time, effort, lifestyle, etc.) Place Channels where products, programs are available Make accessible, move programs/products to places audience frequents Promotion Communication with audience about product/program, price and place Advertising, media relations, events, direct mail, entertainment, personal selling

5th ‘P’ Politics Stimulate policy that influences voluntary behaviour change (system and environmental change)

Step 6 – Evaluation Plan Based on goals and objectives What will be measured Process (assessment of campaign elements and execution) Outcome (impact) How it will be measured When will it be measured How results will be reported

Step 7 – Implementation Plan Who will do what, when, how (how much)

Elements of successful campaigns (Kotler et al., 2002) Use what has been done before Start with target group most ready for action Promote single, doable behaviour (clear, simple terms) Promote a service to support the behaviour Address perceived benefits and costs Make access easy

Elements of successful campaigns Develop attention-getting, motivational messages Use appropriate media (exploit audience participation) Make it easy and convenient for action (fun, easy, popular) Allocate resources for effective reach Allocate resources for research Track results, adjust

Change Objectives Think of your organisation, identify an issue you are trying to resolve/change. Develop a campaign purpose Translate success over the next three years: Key audiences (internal, external, partners) Concrete behaviours, actions, decisions that each would adopt

Change Objectives Target Audience What you want them to do F. Lagarde, 2004 Target Audience What you want them to do

Audience Analysis & Segmentation Choose most important audience Analyse those who have adopted the behaviour and those who have not Demographic data Needs, benefits Barriers Influencers Media habits Membership Segmentation

Implications (Product, Price, Place, Promotion) New or improved offering (behaviour, product, service) to make it more attractive (benefits) and easy (barriers) Ways of making it less costly or time consuming Ways to reduce barriers and improve access Messages, channels, messengers F. Lagarde, 2004

References Kotler, P., Roberto, N, Lee, N. 2002. Social Marketing: Improving the Quality of Life. Thousand Oaks,CA:Sage Productions Inc. Social Marketing National Excellence Collaborative. The Manager’s Guide to Social Marketing. Lagarde, F. 2004. Worksheets to Introduce Some Basic Concepts of Social Marketing Practices. Social Marketing Quarterly, 10(1).