The Marketing Plan Outline - Economic Development and ...

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• Post cards (used as inexpensive reminders) • Mailed premium items and other types of gifts • Opt-in e-mail campaigns (aka permission marketing) - Make sure your clients are requesting your e-mails, otherwise it's spam. • Fax campaigns - Remember, you can only fax to existing customers. Faxing to non-customers is actually illegal. • Telemarketing Here are some tips to improve your direct marketing efforts: • Test your lists. Try a test mailing of 500 or less to determine the quality of the list prior to sending out your larger scheduled mailing. • Test your mailer design. Divide your mailing into groups that each get a slightly different design, and track the results. You may be surprised at how much better some designs and color combinations do than others. This is particularly valuable if your marketing schedule includes a lot of direct mail projects. • Supplement your large, expensive catalog mailing with more frequent and inexpensive post card mailings. This will reinforce your message so you get more mileage out of the catalog and better ROI (return on investment). • Include an easy-to-understand and prominent response card. • Include a deadline for action so your recipient will be encouraged to respond quickly rather than wait and think about it. • Include an incentive for action. This could include an early bird discount, a free copy of some publication, or a free trial offer of something. Detail your direct marketing strategies as they relate to your overall marketing mix. For example, you may be planning a PR blitz that is to be followed by an ad in a prominent publication that is then to be followed by a direct mail piece that requests some action, such as a request for a sales representative to call, or even the option to purchase the product. Promotions and Events Because your advertising efforts primarily affect the opinions of your target audience and don't always create an immediate action (at least not initially), you also need to plan special promotions that will encourage quick action. A promotion, as opposed to advertising, is based on incentives to act, such as a two-for-one sale, a price discount, or a free gift with purchase. Promotions are useful for encouraging potential customers to try your product and hopefully increase your base of loyal customers. Here are some examples of promotion types used by marketers today: • Price discounts/sales • Coupons • Samples • On-pack or in-pack discounts - or even near-pack discounts (from point-of-purchase displays) • Rebates • Premium items - either in the package or sent by mail • Sweepstakes/games • Packaging • Events It is important to watch the promotions your competition offers, but be careful about always reacting with a similar promotion. It is easy to lose market share if you overuse promotions. Customers begin to buy
only when your product is on sale. A better strategy is to competitively price your product in the first place, and then use some of the money you would have spent on promotions to improve your products or increase your advertising instead. If your product is better, and you've advertised this, then the customer may have more inclination to buy your product even though the competition's is cheaper... I mean, less expensive. Sales promotion does have a place in your marketing efforts. Just remember to avoid the loser promotions. These include: • Doing the same promotion more than twice - For some reason, the magic number is two (for promotions that worked the first time, anyway). • Boring promotions - People will snooze through contests that don't seem to fit the positioning of the product. If there's no connection, typically they won't work. • Premium offers - "Send three proofs-of-purchase and $3.99 for shipping and handling to get this great coupon organizer!" Overused and usually disappointing to the consumer. • Overpromising odds of winning - Don't make consumers think they're going to win every time they open a soda. Just like everything else in your marketing mix, your promotions have to stay on target with your objective and your marketing message or position. To put together promotions that work, you should keep that in mind and put on your "customer" hat. What would get you excited about a product or service? What would be fun and give you the feeling that you really have a chance to win? What could you win that would make you think more highly of the product being promoted? What is your most desirable prize? Once you've brainstormed some ideas, make sure you make it simple to register, provide good odds, and have a unique idea that is of great interest to your market. Special Events If you're planning special events as a way to promote your product or business, then there are a few other guidelines that will help you stay on target and be more successful. Sponsored events are increasing in popularity and account for billions of dollars annually for marketing. They are extremely useful when launching a new product, increasing a product trial, or building consumer relationships with the company name. They require a lot of planning, resources (money and people), and can flop without proper advertising, but they can also launch a product to success very quickly. Here are few tips to give your event a better chance of success: • Make sure the event ties in with your company and product. • Make sure your company and product name are very prominent. • Make sure your audience knows why it should come. In other words, make sure there is a compelling reason to attend. • Make sure there is some newsworthiness to the event so you'll also get some PR. • Make sure your marketing message and position are clearly communicated. Detail each promotion or event and refer back to the specific marketing objective it addresses. Scheduling and costs will be covered in the Action Plan and Implementation section of your plan. Now, when writing your promotion strategies, address these issues as they relate to the promotion ideas you've come up with:
Page 1 and 2: The Marketing Plan Outline Executiv
Page 3 and 4: In this section of your marketing p
Page 5 and 6: • its current pricing structure
Page 7 and 8: 1. You know your 2,500 customers ea
Page 9 and 10: 8. Can you springboard a positionin
Page 11 and 12: would also allow for higher pricing
Page 13: • What you want to communicate
Page 17 and 18: The key to making your sales force
Page 19 and 20: • Flighting - This refers to shor
Page 21 and 22: • TV or radio ads - These require

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