5 things to consider when creating marketing materials

March 9th, 2010

Whether you are creating a website, a brochure or a full on ad campaign there are a number of things that need to be considered before starting the process. Considerations vary depending on the type of marketing you are doing but some things stay the same.

  1. Know Your Audience. You have to know your ideal customer in order to effectively communicate with them. Putting yourself in their place will go a long way toward developing the type of relationship you want.
  2. Know Your Materials. The approach you take when putting together a particular type of marketing material or campaign will vary depending on what you are doing. The content that goes into an ad campaign is much different form that of a brochure. Make sure you have a complete understanding of the medium before you start so you can properly organize your selling points to maximize the effect on your indented audience.
  3. Know Your Audience. I can’t stress this enough. Stay away from jargon or any kind of industry specific language that may distance you from your customers. The more you know about your intended audience, the more effective your communications will be no matter what types of material you decide create.
  4. Know Yourself. Know your products and services inside and out. Be thorough in the information you give to prospects and above all make it meaningful. If the content of your brochure, ad, mailer, etc is not valuable to your target audience, your materials will quickly find their way to the recycle bin or worse, the shredder.
  5. Know Your Audience. I may have mentioned this one before but I thought I would mention it again because too many companies produce materials that are really good if you already know all there is to know about their product or service but they are not quite as meaningful if you are not in with the in-crowd. Knowing your audience well allows them to be let in on the joke and gets you one step closer to your goal…a sale.

Keeping these things in mind as you begin to develop your marketing plan will keep you on the right track and hopefully help you begin to build the types of relationships you are looking to build with your customers.

I need to create some marketing materials, but what is the best option for me?

March 4th, 2010

When it comes to marketing materials there are a great many things you can choose from to get your message out to the masses, the most popular of which is a website, but we are talking about offline materials here. So what to create?

In order to determine the best type of collateral for you, you first need to decide the primary function of the piece. Is it something for use strictly on sales calls, is it something that you want your clients to come to on their own or are you trying to reach out to cold sales prospects? The answers to questions like these will help determine the format of your material and that format will help determine the content.

There are several types collateral materials, here are five of the most popular:

Brochure
A standard brochure or leave behind as they are sometimes called are something that you would take with you on a sales call. These materials usually contain an overview of your products or services and generally summarize your sales pitch for why someone should use your company.

Point of Sale
Point of Sale materials are similar to a display advertisement (magazine type ad) and are generally used to get potential customers attention while they are standing in line or waiting for something. These materials are usually characterized by a catchy headline that draws immediate interest followed by a brief description of the product or service involved. They usually have a strong call to action driving potential customers to request more information or contact a sales representative.

Sales Support
Sales support materials in the form of individual sell sheets are very similar to your standard brochure but while your company brochure has a cross section of your entire business, your support materials will give specific details about a single product or service. these types of materials can also be used as a follow up to direct inquiries and responses from ads, or point of sale materials.

Direct Mail
Direct Mail is used when trying to connect with current or potential customers about a specific product or service. The space is usually more limited for content on these and comes in the form of a post card or other such simple communication. Direct mail can be a very powerful tool if done correctly but it generally allows for much less content so it has to count. Like the Point of Sale pieces, it needs a headline that will capture attention quickly, but in this case it has to be done before it finds its way to the trash. They must have a specific call to action and it is important that responses to this type of material be measurable. Direct mail can often expose you to a much wider audience but response rates for direct mail in general hover between two and five percent so you have to consider your potential return on Investment (ROI) before you even begin.

Downloads
The last type of materials have become the most popular in recent years, Downloads. While these are technically printed materials, they also have an online component. Most often these resemble a sell sheet but since you are not specifically limited by material cost and deliverability, they are much more flexible. If you have created printed versions of any of the above materials, you should also have a downloadable version to give you additional delivery options such as through email or from your website. These materials are generally in a PDF format for the widest possible distribution. Although they are more flexible and you can create online versions of all existing printed materials, one thing to keep in mind when creating materials that are to be download only is standard computer printer limitations. Download only materials should limit bleeds (unless of course you don’t care how they will look when printed – which they will be) and the best case is to leave 1/2″ border of white around the entire document to ensure that the materials will be displayed the same on every device (by default the printable area for most printers leaves 1/4″ of white space on the top and sides of a sheet while having at least 3/8″ at the bottom for gripping the paper – some go as low as 1/8″ top and sides but the tail is usually the same).

No matter which direction your marketing takes you (and it may just be all of the above), just make sure that as you develop your materials, you gear them toward your intended audience in both style and content to ensure that they are as effective as possible for your specific marketing purpose.

Awesome! I have a website, now how do I update it?

March 2nd, 2010

So you are finally online. You have a great new custom designed website but now you want to make some content changes, so what’s next? It can be easy or it can be hard, it is entirely dependent on how your site was developed. Keep in mind I am only talking about content here, changing the design of a site can be much more involved.

If your website was built to be dynamic (your website content is stored in a database and served up as it is requested – usually done using ASP, PHP, Cold Fusion or some other type of interactive programing language coupled with CSS or standard HTML), you may be in luck. Most of the time when web developers put together this type of site, they also usually build a content management system (CMS) as an easy way to input, edit or delete information on your web pages. This is great for you because that usually means that no coding knowledge is required to make simple updates to your website. If you can use a word processor, you will likely be able to update your website. But keep in mind that not all CMS’s are created equal. They can range from a simple web based form that allows you to enter raw HTML to a full on system of forms to handle all aspects of your site (up to and including uploading images and changing menu items). It is important to discuss this with your developer during the construction process to ensure that what is being built has all of the functionality you need for your (or your designees) skill level. This level is usually pretty low (that is why you hired a professional) so you will want to make sure it is as easy as possible to update without the need for the developers help on an ongoing basis. These types of sites are more expensive to build but save you money in the long run if you plan to update the content on your site as often as you should.

If you are like the majority of site owners out there, your site is static (using basic HTML and/or CSS to build everything). In this case it can be a bit more involved to make your changes but fear not, YOU CAN DO IT!

So what do you need to make a go of it? For starters you will need an HTML editor but don’t be afraid, you don’t need to have the fanciest WYSIWYG (What You See Is What You Get) editor, you can get by with little more than your basic text editor (like notepad).

Next you will need a way to download the files from your server so you can edit them and re-upload them when you are done. This sounds complicated but FTP (File Transfer Protocol) is far from it. In many ways it is no different from moving files around on your own computer and the interface is very similar to how things work in Windows Explorer or the Finder (for you Mac people out there). On a budget, no worries, there is a free tool out there just waiting to be downloaded. Filezilla (http://filezilla-project.org/) is a free download for both Mac and PC and it is very simple to use once you figure it out.

Now that you have your tools, it is time to get to work. The first thing you need is the FTP information for your site. This can usually be found in the control panel for your sites web hosting. What you need are the URL, ID and Password for your hosting. In general your URL will follow this structure ftp.your_domain_name_here.com (you need to check with your web host to be sure). That along with your ID and PW is generally emailed to you when you set up your hosting initially.

Once you are confident that you have the correct information, the next step is to launch Filezilla (or the FTP client of your choice) and add a new site. By default most FTP sites use port 21 for this protocol so don’t freak out if you see that it is required in your client. After the info is in, click connect and what you will see is kind of a split screen. On the left you will see the files on your local hard drive and on the right you will see the files on your server. You may have to drill down into a “www”, “public” or “your_domain_name.com” folder to fine the files you are looking for.

So now you are connected to your site, you have found your files, now what? Well, it is all down hill from here. You can simply drag and drop the files you want from the server (the right side of the screen) into the folder you have chosen on your local hard drive (the left site of the screen) and watch the magic happen then rinse and repeat for each file (or if you want to be tricky you can highlight a group and move them all at once).

Once you have your files, it is editing time. Open up your spiffy new HTML editor (or Notepad/Text Edit for those of you on a budget) and find your way to the memorable location where you downloaded your site files. Once you find it, simple open the file you want (you may have to change the files of type to “all files” to ensure everything shows up in the window) and start editing. Now, I know what you are thinking, why oh why did my word processor choose to throw up in this file? Well, that is not all just bits and pieces of undigested parts of speech, that is the code that makes your site a living breathing thing. Embrace it! Roll around in it, but whatever you do, don’t change it (unless of course you have an idea of what you are doing). Just look through or even search it to find the content you want to change and change away. And if you need to make some basic formatting changes there are a number of simple primers available to tech you the basics of bold, italic, line breaks and more (although if you site was done using CSS, you may need to understand what each style does before you decide to make changes).

Once you finish changing your file, it is good to test what you have done before uploading it back to your site. And remember that since you do not have all of the files on your local machine, things may not look exactly right over all but your chief concern to reviewing the changes you have made. If you want to make sure that what you see locally is exactly like your site, you will have to download all of your files (including and scripts, style sheets and graphics) exactly as they are online to ensure that the site will work offline. This is not a guarantee that it will be exact, differences in the ways pages are coded can result in things not looking right offline.

Now you can then go back to your FTP client and reverse the process to upload your files. Make sure you drill down to the proper folder then Drag from the left, drop on the right.

Once your new files are uploaded you can take a look at your handiwork and marvel at your own brilliance! Then email all of your friends and business associates and tell them about the awesome new update to your site.

Whether you are dealing with a custom dynamic site, or a simple home grown static HTML site you should be able to make the changes you need to keep your content fresh. If you are not comfortable making the changes yourself, there are many qualified individuals out there who would be happy to help but it is always good to try so you know how you want to proceed with ongoing changes.

I hear content is king, so where do I find royalty for my website?

February 25th, 2010

Finding content for your website is not so much about quantity as it is about quality. And quality content can be hard to find.

So where does quality content come from?

First things first,  lets define “Quality” in this context. Quality content is any information that your target audience will find of value and therefore want to read. Quality content can come from many sources but the best person for the job can largely depend on the subject matter. If there is a great deal of information already available on the subject, you can choose to turn to free sources (which can vary depending on the subject) or to license content from another provider. Although these options will provide you with information to fill the holes in your site, it is not likely to win clients or influence sales the way you were hoping for your online venture.

You may be the right person for the job.

If you sell a specific product that you know better than anyone else or have a great deal of experience in a certain area, you may be the best person to write your own content. The problem is that you may not have the writing chops to turn your knowledge into effective content for your prospective clients and I am not just talking about grammar and punctuation either. Sure, you need a decent grounding in those things to communicate effectively and not make your company look bad in the process but the larger issue is the ability to make the information interesting for your average intended reader. If your prose read like stereo instructions, you will lose more people even if your information is the best available source for it.

To write or not to write – that is the question.

Many people can communicate well and in an interesting fashion in text (even the ones like me who have a tendency to write like they talk) but there are an equal or greater number of people out there who should “Just Say No” to writing their own content. Once this realization occurs, it is time to bring in a professional. There are varying degrees of skills out there just waiting to be found. You can find writers with skills ranging from basic press releases all the way up to the ability to write full on technical white papers with web content specialists falling in between. And many of them can do it all end to end so you if find the right person, you can get everything you need all in one place. The thing to keep in mind though is that what you need for web content is a writer who understands how to distill information into easily consumable blocks of content while understanding enough about SEO to help increase the keyword density in your pages. Just because you find a highly skilled writer, does not mean they are automatically skilled at web content.

When it come down to it, the right person is relatively subjective, but if you are going to make the investment (be it with time or money), you have to make sure that whoever you chose is  the best one  for the job.

How often should I update my website?

February 23rd, 2010

A very common question asked by internet neophytes and veterans alike is “how often should I update my website?”. Well, that question is kind of loaded. What do you mean? Are you talking content or are you talking design?

Even though I am a website designer, I know that when it comes to being successful, content is king. A good design is also necessary but when it comes to recurring traffic, it comes from the content. So how often should the content be updated? Well, the simplest answer is as often as possible. However often you are looking to have people return to your site is how often you should be updating it. Think about it like a periodical. If you want daily traffic, think newspaper (although you don’t have to update quite that much content, you get the idea) or if you want people to return weekly or monthly you can think Magazine. Either way, you need to offer something new to your visitors to keep them coming back. One of the simplest ways to do this is by starting a blog (like this one :) )  where you are able to offer potential clients information that is useful to them. And the best advice I have heard related to blogging is that you should add at least one post a week for no other reason than to keep the search engines coming back for more.

Updating the design of your site is still necessary but does not have to be done nearly as often.  The best way to do it if you already have a solid design is in small tweaks and changes over time so it slowly changes and has more of the continual updating that works so well with content but is not as shocking to the system as a full re-design. Complete overhauls should be done at most annually and more likely every other year to keep from seeming unstable. Constant re-designs of a site is roughly akin to changing your logo constantly and have a tendency to make your business seem unstable. When it comes to a complete overhaul you just need to make sure that the new deign is fully thought through and when it comes time for the new site to launch you can get a lot of PR mileage out of layout, navigation and functional changes that can help drive new traffic as well as bringing back visitors that may have been lost over time.

No matter what type of site you run, the more often you content is updated (assuming that content is valuable), the more likely you are to see repeat visitors to your site and the more likely those people will tell others with similar interests about your site. This type of viral behavior is essential to many business sites and can be the difference between flat and increased sales. So just remember content, content, content, deign (had to throw that in there), and more content. Publish well and often you will be enhancing the success of your online endeavors.