Posts about marketing

Networking is Valuable But Difficult to Quantify

Networking works incredibly well. Unfortunately it isn’t as simple as peddling your bike where you want to go. The benefits of networking are unpredictable and not easy to control (to specifically target – you can do this, it just has fairly uncertain results). So networking can seem like you put in all this effort peddling up hill day after day, month after month, year after year, and yet you never get to see the beautiful rainbow or end up at a wonderful ocean beach.

However it is well worth it, especially for those that have valuable skills and experience. To some extent it might work just to get opportunities anyone with a decent attitude could get. But networking is most effective, I think, when you have special skills that those in the community can share with those that have opportunities and give you a decent shot at a job. A big reason this works is that the job market is very inefficient – thus networking can greatly increase your odds (if it were efficient this would matter much much less).

I have been able to get jobs and consulting as a result of networking. It didn’t give me jobs, I couldn’t have gotten otherwise, but it allowed to know of opportunities, to be sought out by others, and to be seriously considered when I approached others.

I have long believed it is very valuable to build a personal brand online (for knowledge workers anyway). The return for doing so may well be difficult to measure. But it can definitely help open doors and give you opportunities for jobs and consulting.
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Steve Jobs Discussing Customer Focus at NeXT

Video from 1991 when Steve Jobs was at NeXT. Even with the customer focus however, NeXT failed. But this does show the difficulty in how to truly apply customer focus. You have to be creative. You have examine data. You have to really understand how your customers use your products or services (go to the gemba). You have to speculate about the future. The video is also great evidence of providing insight to all employees of the current thinking of executives.

Related: Sometimes Micro-managing Works (Jobs)Delighting CustomersWhat Job Does Your Product Do?

Aligning Marketing Vision and Management

Why do so many companies market one thing and provide something else? I know it might be easier to sell something different than what you offer your customer today. But if you decide to market one vision, why don’t you change your organization to actually offer that?

I suspect this is substantially due to the outsourced nature of large marketing efforts. It makes sense to me that when you outsource your marketing message creation it isn’t tied to your management system and the two silos can pursue their own visions.

I would imagine marketers would claim they “partner” yada yada yada (and sometimes it actual seems to happen, but not often). As a consumer it sure looks to me like companies outsource marketing to ad agencies that come up with marketing plans that are not in harmony with the real company at all. I can understand putting a positive spin on things, but so much marketing is just completely at odds with how the company operates.

Treating a marketing message as something separate from management is a serious problem. When your marking message says one thing and your customers get something else that is a problem. I think the message is often based on what the executives wish the company was (and the outsourced marketers think it should be), but it isn’t the customer experience the management system provides.

If you believe the vision of your marketing then make sure your organization has embraced those principles. I think, often, companies would be wise to follow the vision their marketers came up with. But instead they tell customers to expect one thing and manage the organization to provide something else. I just don’t see how that is sensible.

Related: Marketing in a Lean CompanyPackaging ImprovementCustomer Service is ImportantConfusing Customer FocusIncredibly Bad Customer Service from Discover Card
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Online Data Backup and Corporate Blogging

This is a good example of a sensible corporate blog post, Online Data Backup. Their blog is fairly staid and impersonal (which is not normal for blogs) but as corporations take up blogging many such blogs are coming into being. blogs began as very personal communication vehicles, but that trait is not required (though completely impersonal blogs do not really seem like blogs at all). The balance between boring, pushy marketing and providing useful information while mentioning your services is a bit tricky and something different people have varying tolerances for.

According to the National Archives & Records Administration in Washington, D.C., 93% of companies that lost their data center for 10 days or more due to a disaster filed for bankruptcy within one year of the disaster. Of those companies, 50% filed for bankruptcy immediately. A Price Waterhouse Coopers survey calculated that a single incident of data loss costs businesses an average of $10,000.

Even if you are a home user, almost one third of you have lost all of your files due to circumstances beyond your control, like a hard disk drive crash. If you then tried to get a quote from a data recovery service, you likely gasped at the price. An estimate of $2,000 or more is quite common. Why? Because desperate people pay lots of money.

We all know we should backup our data, but most of us continue to put it off for a variety of reasons. It takes too long. We hate shuffling DVDs/CDs in and out. We’re too busy scheduling root canals at our respective dentists. Even if you’re vigilant about copying your data to a second storage location, how many of you, home or business user, can say that you have an off-site backup that will protect you in case of a fire or other natural disaster? I’ll bet good money that the answer is “not many.”

I think this post is successful at walking the balance between marketing and saying something worth reading. I would imagine others would find it too marketing focused. I think one focus a corporate blog needs to take is the purpose of the blog is to provide users useful and interesting information. Within that context highlighting offerings from the company is fine, but if providing value to the blog readers is not seen as the primary focus the blog is not going to be effective.

Also be sure those writing for, and making decisions about, the blog understand the technology and accepted practices of the blogging world. Coming off as some stilted, out-of-touch, outdated organization is probably not going to help the organization. One simple example is many blogs don’t even link out to studies etc. that they reference. This is a very lame practice (one the Lenovo site seems to employ). Such practices are common among those that don’t understand the internet (which is not a group you want to be in if you are publishing a blog). Also, as a reader, be very wary of statistics without context (such as those quoted above without providing links to the full reports).

Also, the blog post makes provides a good reminder, backup is important. This is valuable reminder, because it is an important thing to do, and because it is fairly commonly a weakness. Breathing is important too, but we don’t really need to remind people, they breath without reminders.

Some good corporate blog examples: Dell InnovationAmazon S3 Failure AnalysisManagement Training ProgramToyota’s CommitmentBlogging is Good for YouVisual Instructions Example (Seagate backup drive)

Using Free Content to Boost Your Sales

I am a big believer in marketing by providing some content for free. It is a great idea for consultants. It is also a great idea for those looking to sell books and audio-visual content.
Can Free Content Boost Your Sales? Yes, It Can

As those crazy Monty Python dudes put it, “We’re letting you see absolutely everything for free. So there! But we want something in return. None of your driveling, mindless comments. Instead, we want you to click on the links, buy our movies & TV shows and soften our pain and disgust at being ripped off all these years.”

And you know what? Despite the entertainment industry’s constant cries about how bad they’re doing, it works. As we wrote yesterday, Monty Python’s DVDs climbed to No. 2 on Amazon’s Movies & TV bestsellers list, with increased sales of 23,000 percent.

Similar approach worked for Nine Inch Nails and other artists. And yet, lately we hear more about various restrictions to free redistribution of copyrighted content than ever before.

If you are looking to create some business in the rough economy, try thinking creatively and expand your ideas of what is a good strategy for gaining customers. Providing sensible online resources is a far better strategy than hiring a bunch of lawyers to sue college students. I posted a link to Monty Pythons great explanation of what they were doing on one of my other blogs last November. Enjoy.

Related: Giving Away Your Service for Free on WeekendsInnovative Marketing PodcastSeth Godin on Marketing and the InternetMarketers Are Embracing Statistical Design of Experiments

Tiger Woods and Lightning Bolt

You have done pretty well when you can get people to post your ads on their blogs for the enjoyment of their readers. Enjoy this creativity and have a nice weekend.

While on sports I also will mention Usain ‘Lightning’ Bolt’s performances in the Olympics: they were amazing. In contests (100 and 200 meter dash where the victor is usually a few hundreds of a second faster he won the 100 by 20/100s and 200 by 66/100s officially [52/100 but that runner and the next were disqualified for running outside of their lanes]). Both were new world records.

Both the margins of victor seem to be the greatest ever (some news reports have said so, at least one I ready said matched the largest in an Olympic 100 final over the last 40 years – others say “the largest since Carl Lewis won by the same time at the 1984 Olympics”). It was very impressive. At the last Olympics he was 5th in the 200 (he didn’t start running the 100 until this year).

Related: Davidson Students Get Free Sweet Sixteen TripScience and Sports

Full and Fractional Factorial Test Design

An Essential Primer on Full and Fractional Factorial Test Design

Since full factorial gathers additional data, it reveals all possible interactions, but as seen by the numbers above, there is a trade-off. More data equals more information but more data also equals a longer test duration. The minimum data requirements for full factorial are very high since you are showing every experiment.

Even if you are using full factorial to get the same amount of information as a fractional factorial test, it will take more time since you need more data to see statistically relevant differences between the many experiments. You might be wondering how fractional factorial can be accurate if interactions are possible?

Random interactions of high relevance are very rare, especially when looking for interactions of more than 2 factors. You really need to design tests where you look for meaningful interactions that are based on true business requirements rather than hoping for a random and low influence interaction between a red button, a hero shot and a headline.

I am a fan of design of experiments as long time readers know (see posts on design of experiments).

Some good resources for more on the topics discussed above: What Can You Find Out From 8 and 16 Experimental Runs? by George Box – Statistics for ExperimentersDesign of Experiments in Advertising.

Related: Google Website Optimizerfactorial experiment articlesUsing Design of ExperimentsMarketers Are Embracing Statistical Design of Experiments

Packaging Improvement

McDonald’s Branding Makes Food Tastier for Tots

Researchers at Stanford University have found that children tend to rate food that is wrapped up in McDonald’s-branded paper as tasting better than the same food wrapped in plain paper — a finding that suggests that even the youngest consumers are heavily influenced by advertising. The new study was released Monday in the Archives of Pediatric and Adolescent Medicine.

The study had 63 children, aged 3 to 5 years old, tasting five pairs of identical foods and beverages — one in McDonald’s wrapping and the other in unbranded packaging. The researchers then asked them a simple question: “Which one tastes better?” An overwhelming number of the children said the food in the McDonald’s wrapping was tastier.

Oddly enough, this applied even to vegetables and milk. Sixty-one percent of the children in the study preferred the taste of carrots and 54 percent preferred the taste of milk if they were reminded by the packaging that it came from McDonald’s.

This is another reminder that tackling problems directly is not always the best strategy. The packaging doesn’t actually change the taste, but really it is not the taste that is likely a concern but rather the perception of taste. To me this is very similar to the studies on people preferring wine they are told costs more.

Ignore psychology at your peril: in marketing and in management. Deming’s management system include 4 interdependent areas: understanding variation, systems thinking, theory of knowledge and understanding psychology.

Effects of Fast Food Branding on Young Children’s Taste Preferences (I think this is the study referenced in the article though it was published in August 2007 – John).

Related: Indian researcher shows most people do judge a drink by its containerMarketing in a Lean CompanyThe Psychology of Too Much ChoiceBe Careful What You Measure

Giving Away Your Service for Free on Weekends

Copilot is a cool application that lets you control someone else’s computer. So you can receive technical support remotely. You let someone access your computer and copilot takes care of the sometimes very complex task of linking the two computers up (getting through firewalls, etc.). You can use it to fix your parents computer after you move away… or you can can have your kid fix your computer for while you pay for part of their college… (I am not sure which description fits you). Copilot is now free on weekends by Joel Spolsky:

Well, recently we figured out that we’re paying for a lot of bandwidth over the weekends that we don’t need, so we decided to make Copilot absolutely free on weekends. Yep, that’s right… free as in zero dollars, free, no cost, no credit card, no email address, nothing.

While he doesn’t mention it I am sure they figured out this is a great marketing tool also. If you try this product there is a good chance you will find it very helpful. Fogcreek Software is looking for a Summer interns in NYC. I have posted about Joel many times, including: Management Training ProgramJoel ManagementThe IT Iceberg SecretSeven Steps to Remarkable Customer Service

Related: Dangers of Extrinsic Motivationengineering internships

Marketers Are Embracing Statistical Design of Experiments

Marketers Are Embracing Statistical Design of Experiments (site broke link so I removed it) by Richard Burnham.

Crayola® conducts an e-mail marketing DOE to attract parents and teachers to their new Internet site. The company discovers a combination of factors that makes their new e-mail pitch three-and-a-half times more effective than the control. (Harvard Business Review, October 2001, “Boost Your Marketing ROI with Experimental Design,” Almquist, Wyner.)

Marketers can’t always be certain what triggers buyers to respond. In the past, we were always admonished to test-test-test, but only one factor at a time – relying on our gut feelings and uncertain hopes. With DOE, marketers have replaced voodoo with the science of statistics.

For more on Design of Experiments see:

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