1. Marketing…It’s More than Mailing Out Brochures Tami Norris Custom Training Solutions A Division of Northwest State Community College

2. Session Overview Strange economic times call for innovative marketing techniques… – Traditional Advertising – High Touch vs. High Tech Email/Fax Blasts Networking Groups Social Media – Evaluating ROI – Building a Balanced Marketing Plan

3. But First, Target Market “Everybody” is not your target market Evaluate your products, customers Targeted efforts to reach those markets

4. Exercise How would you contact: Students for a truck driving certification held at Washington State Community College Companies in Columbus to offer contract training in OSHA

5. Traditional Advertising If you build it, they will come – Brochures, direct mail, tv and newspaper ads are an important piece, but are they the only piece? What sets you apart from your competition? Where do your customers look for information? – Can your nontraditional means of advertising lend credibility to your brochure? – Has your marketing budget been cut?

6. Low Cost Alternatives Email/Fax Blasts Relationship Marketing – Networking Groups/Events – Social Media

7. Email/Fax Blasts Fax server/buffer Email: Mail Chimp, Constant Contact Contact mass of people, or customize to a particular market Relatively low cost Be aware of CAN SPAM Act

9. Business Networking Organizations where you ask for business outright or can gain customers by association Classifications: – Non-Exclusive – Exclusive – Community Service – Professional Associations – Social/Business

10. Non-Exclusive People looking to do business with each other, you will find your competition here Example – Chamber of Commerce – American Business Women Association

11. Exclusive People looking to do business with each other, you will NOT find your competition here Example – BNI – Leads group

12. Community Service Main goal is service, business can happen by association Example – Rotary – Kiwanis – Lions

13. Professional Associations Main goal is education, collaboration can happen here Example – OCHEA – NCCET – ACHE – NCPN You might consider involvement in the professional associations of your target markets

14. Social-Business Groups Main goal is around the focus of the organization, but again, business can happen by association Example – College Alumni Association – Red Hats – Church – Non-profit Boards – Masonic & Other Fraternal Groups

15. Referral Based Marketing “Givers Gain” BNI philosophy Leads vs. Referrals Develop a low to no cost salesforce

16. What Groups to Join Select a mix, but you can’t do it all Evaluate: – # members – Quality of members – Demographics – Structure – Focus – Frequency of meetings – Cost – What do people say about it

17. You Are a Member, Now What Show up Participate Leadership Role Speak or Sponsor

18. Levels of Recognition Visible Memorable Reliable Expertise Profit

19. Exercise Twitterfy your business

20. Social Media Facebook LinkedIn MySpace Plaxo Twitter

24. What Media to Use Select a mix, but can’t do it all Evaluate: – # members – Quality of members – Demographics – Structure – Focus – Frequency of meetings – Cost – What do people say about it

25. ROI Before deciding on any marketing plan you must determine the desired outcome(s) so you may measure the return on your investment

26. Measuring ROI Groups/ Media TimeCostBiz Develop. Other ValueMisc. BNI5 hours/month $300/yr + $40/mon 3 leads, $500 contract Speak @ Rotary

27. Goals Contracts $ Sales Leads Referrals Link Backs Literature Display/Distribution Speaking Engagements Articles Introductions Newsletter Subscriptions

28. Develop Your Strategy What percent of your time and money will you spend – Cold calling – Direct mail – Blasts – Networking – Social media upkeep

29. Tracking to Measure ROI Set up codes in your CRM or Registration software On registration form or online registration, give place to say how they heard about this Coded coupons Internet only offers

30. Resources www.womma.org www.cnpofohio.com www.referralinstitute.com www.bni.com

31. Resources Duct Tape Marketing Masters of Sales World’s Best Known Marketing Secret The Power of Approachability

32. Questions Contact Information: Tami Norris tnorris@northweststate.edu 419-530-3321 Twitter: techietami