Digital Channels for Sponsorship

Getting digital marketing sponsorship right is a challenge.  Activations using digital channels depend on robust messaging strategies and careful persona creation.  In this presentation we have a case study from Air New Zealand and Akzo Nobel Volvo Ocean Race which you can adapt to your needs.

Rebecca was speaking on the topic of digital channels for sponsorship at the Conferenz Sponsorship Summit and NZ Marketing Summit joint event.  Here are the slides and a video of my keynote.

 

Thanks to Lana Mihelcic who kindly shot the video for me.  Connect with her if you want a dynamic sports event manager or have contacts in sailing and The Americas Cup.

Dear Valued Customer – How Not To Write Customer Service Letters

From: Jim Bird  On Behalf Of reviewus@XXXXX.com

Sent: 16 October, 2012 10:04 PM

Subject: Thank you for using XXXXXX – Please Review Us

 

Dear Valued Customer,

According to our records you placed at least one order through XXXX in September. Thank you very much for your business and may it continue for a very long time.

We at XXXX hope that you are very happy with our services and ask that you spend just a few minutes leaving us a review at either (or both if you would be so kind) of the below sites:

http://www.trustpilot.co.uk/evaluate/www.XXXX.com

http://www.reviewcentre.com/add-XXXX.html

Of course we would prefer a glowing 5 Star review, however we are also interested in any feedback, suggestions or ideas you may have.

Thank you once again for using XXXX, and please do not hesitate to contact us should you have any queries.

Kind regards,

Jim Bird

Customer Services Manager


What could be improved in this letter?

I find it incredible that this type of templated mass messaging is being used FOR THE FIRST COMMUNICATION to a customer.

Hey did someone just think – it’d be a great idea to get some customer feedback?  What ho, Jeeves, let’s off and ask them to say we’re wonderful.

Crikey.

The Top 5 most popular articles of all time

How To Make Your Anniversary Promotion Campaigns Better

posters for anniversary campaigns

posters for anniversary campaigns

Celebrating an anniversary whether it be one, ten or a hundred years is certainly something to be proud of. You, as a company should almost be bursting at the seams to tell potential and existing customers the news.

Of course, for customers to get as excited as you, they expect something in return. That’s how the system works. They support you for x amount of years and at each anniversary expect a little appreciation. As Mark Twain astutely noted: “It is better to give than receive- especially advice” and following this I will offer my own – He’s right. And this is why businesses offer sales; they give a little in order to gain a lot. 

The question of course is how to celebrate and promote your anniversary. This can depend on a variety of facets such as the length of time of existence, the size of the company and the type of company.

It is for this reason I have come up with 4 simple categories.

4 types of anniversary campaigns

  1.  Sales & Giveaways
  2. Promotions & Interaction

  3. Reincarnation (Sticking with the religious theme)

  4. Internal Appreciation

1. Sales & Giveaways – Clever discounts and freebies

This one is relatively straightforward. Simply reducing the final bill for the customer will obviously get them interested – more bang for your buck has traditionally been the ‘go-to’ strategy. Giveaways however can work equally effective. The total bill may not reduce however the value perceived would still have increased. Better yet, it means more of your product is being consumed by your customers.

A common tip often acted upon is to link the number of years celebrated to the sale/gift. Whether it be 10% off if you’re celebrating your tenth anniversary or every 5th item is free for your fifth, linking the years to the deal instils that number into your customers brains, meaning they will be more likely to associate your business with success and longevity. As has been hugely publicised, customers who associate success and longevity with your business are more likely to purchase from you.

Remember, you can be clever about it – 40 years 40% off may be too much of a discount for some stores so be clever! 40 = XL in Roman numerals so have an XL sale, whether it be just a larger sale than usual or a sale focused on extra-large items, it will most likely prove cheaper than 40% off but have a similar effect.

2. Promotions & Interactions – Get the word out there

This deals with how your company reaches out to your customers and the general public. Obviously, if no one has heard that it’s your anniversary no one will be excited. This therefore is critical that it is done right. Larger companies may not have to worry about it and let word of mouth do the work. Smaller companies however have their own competitive advantage – personalization.

Personalized, handwritten notes prove effective time and time again. These interactions will obviously be critical to making your customers aware of your anniversary. Under interaction I have associated cut-cost ways to deliver value to your customer – tours. Customers are always interested in how their favorite good is actually made, so offer it! They aren’t expensive to run as attendees would actually prefer to see the business running as normal as possible and give your business greater exposure to the public..

3. Reincarnation – Bring back the past

I’m sure you’re all familiar with the reincarnation of old products and methods when companies celebrate birthdays or anniversaries so I won’t go into any detail about it. However, many don’t even consider replacing current prices with the traditional ones. An example would be if Coca-Cola were to sell cans for 5c each – their original price. You may be thinking, this should be under the sale category and you’re probably right, but as it refers to the original price, it could be seen as the rebirth of the price; okay compromise, it’s both.

4. Internal Interaction – Celebrate your team

They say nothing is more important than the customer; if that’s true then employees can’t be far behind. When celebrating an anniversary, celebrate your employees’ efforts. They are just as much a part of the company as the customers and therefore, deserve similar recognition and perceived benefits. Traditionally a party always goes down well, however ensure that at least the long-time employees receive a memento, something which they can be proud of and something that will portray your eternal appreciation.

Most successful anniversary campaigns utilize more than one of these categories so for greater success, try and aim to hit at least two. And remember, no matter what strategy you choose, conveying your appreciation for the past and enthusiasm for the future never hurts.

Need help brainstorming and planning ideas? We’d be glad to help. Click here to get in touch with us.

 

The Top 5 most popular articles of all time

What Does A Client Brief Look Like?

Thanks to Dawn who wrote in asking “What does a client brief look like?” 

Let us help you out.

What to do when hiring an agency

If you sub-contract your marketing to an agency or to freelancers, you want to be sure that you pay for and get good quality work.

A lot of the quality of output is due to high quality input.  By that I mean, briefing documents.  If you can explain clearly what you want, how you want it done and timeframes, you are far more likely to get high quality work back.

We use Upwork and People Per Hour to find freelancers and expert sub-contractors.

 

Ask the freelancer to write back

For briefing we always give a lot of detail and we also ask the freelancer to write back with answers to our questions.

We choose these carefully in order to show us that THEY have read the brief.

  • Please tell me what access permissions you need before you start the job

And we also ask them open questions whose answers tell us if they understand the scope, how they would approach the job and allow us to assess how good their English is.

  • Estimate how long the job will take
  • Tell me what problems you anticipate

Below is a template document which we use when we receive instructions to do some marketing for our clients. You can download it from the link.

Each sub-heading is self explanatory – as a client you should fill in each section as clearly as possible and then send it out to the agency or agencies you want to work with asking them to send you price quotations.

Alternatively, you write longhand what you want and the agency will fill in the gaps in the document.  Then you should approve it before instructing the work.

DOWNLOAD Master Client Planning Brief Template

The Top 5 most popular articles of all time

The (b)leading edge of Accountancy marketing

Sage publishes an annual survey of accountants attitudes – what’s interesting is that it is global and the summary report details some good findings about the profession.  It’s called The Practice of Now 2018 

As a marketer who works with professional services businesses, my reading highlights some big numbers in the research about artificial intelligence, fear of competition, lack of optimism and increasingly demanding clients.  The implications for marketing, I will cover at the end of this article.

10 take-outs from the Practice of Now 2018 report

  1. Clients are changing faster than accountants. – 42% of clients expect accountants to provide business advice.  This shows how frontline accountancy is in the mind of the client and how banks and business mentors have failed to take up the slack here, which is an opportunity for growth.
  2. Revenues rise as cloud accounting allows firms to be more productive.  56% of firms saw a revenue rise.  If your firm didn’t see this fee income growth – start to review your working practices.
  3. Practice Management in the cloud is at 53% adoption – clearly we are into the mainstream majority now.
  4. But confidence is lower – 40% feel less confident about the prospects for their practice.  Clearly Xero’s goal of putting accountants out of business is realistic and beginning to come true.
  5. Competition within the industry is more visible – are you buying up a practice from a retiring competitor?  Clients will go to an accountant who serves their needs – even to another city or country.  This is both a threat and and opportunity for new business development.
  6. Artificial Intelligence is helping free up administrative tasks and it’s more than just automation. Moving from data entry, email and diary management to higher value services is a no-brainer… but how to set it up is the challenge as these skills aren’t in-house and they may not be in the IT services organisations who work with accountants either.
  7. Most accountants are doing some workflow automation – 49% want to do more of it.  So the benefits are noticed (see 2 above).
  8. The language of accountancy is changing – “Tell me how much money I have” and “How much am I owed?” is SO refreshing compared to “debtors, creditors and accruals”.  From a marketing point of view, these messages are very powerful and simple – but does your firm use this language?
  9. Advisory services are wanted by 42% of clients – but if you don’t market & position the firm to capture this revenue, clients will go elsewhere.
  10. The BIGGIE – 67% of accountants say that cloud technologies make client collaboration easier. Phew, glad that worked out because it jolly well ought to be this way.

Should I worry about artificial intelligence?

If you’re not sure what A.I. could do for your business, start asking questions now.  Because we all understand automation in things like bank feeds, this is a very small part of the working practice move towards higher functionality for humans and lower functions for machines (or software robots).

The easiest way to understand the potential for AI in accountancy is this extract from the report

Candidates for automation already include assigning incoming bank statement entries with the correct nominal codes—via training the machine becomes able to predict what codes should be used—but in the near future the power of AI to learn means it will become involved with operations like analytics and report creation. For example, software will be able to predict a client’s cash flow based on the company’s previous behaviour. Based on self-generated data, AI will be able to make predictions and decisions. This isn’t limited to client data. By examining things like seasonality data, AI can help with practice management. AI and automation aren’t just desirable because they make life easier. Research has suggested that the tedium of repetitive tasks can lead to a high staff turnover, introducing additional costs for a practice such as recruitment and training. Automating these processes makes complete business sense.”

It goes on to say

“AI can flag the anomalies, saving time and resources, making the accountant more productive.”

Your strategic marketing pathway

And as a marketer, if I am advising a modern accountancy practice this is what they should be doing for strategic marketing.

Firstly get your brand positioning updated to reflect modern working.  Think Nena and Kim Wilde – “Anyplace, anywhere, anytime” and you’ll be on the right track.

How that branding plays out into your collateral, positioning, services and online profile should be straightforward.  The key is to get the strategy right first and the rollout should be clear.  You will need new keywords for SEO, your client communications will become driven by client preference and choice and your language will simplify and align with clients’ choices of words. 

Other than that, it’s marketing business as (un)usual for a modern accountancy practice. 

How to Migrate to Digital Marketing

Migrating to digital marketing from traditional marketing is a question I get asked frequently.  Giving a talk to the Te Atatu Business Association, I was able to showcase both business to business (B2B) and business to consumer (B2C) examples of ways to work out these things

  1. Where to start your digital marketing
  2. Which marketing methods will work best for your business
  3. What communications will work best for your clients and customers

The resources on the last slide are worthwhile saving / bookmarking.  They relate to directory listings and tips for local marketing.

local directories

Boost Your Business with Local Directories

Don’t let your business get lost in the crowd

Yellow pages directoriesIt’s that time of the year again where we remind you about the benefits of good ol’ directories! Before the internet, we relied on finding services through the big yellow brick of a book we received each year. Thanks to the world wide web, we now find them stuffed under uneven table legs or as a booster seat. Today we find what we’re looking for with a click of a button. Does your business stand out?

In 2016, Google took away the right-hand sidebar where the paid adverts were displayed. Now the paid posts soar straight to the top, making it a tough battle for smaller companies to get noticed. Directories can be a cost-effective way to help get found via search engines. Being active on directories increases the chances of your business getting noticed.

Why updating your information is vital

yelp directoriesIt is important to keep your business updated in directories. If your business has gone through a recent change and you didn’t update your information, you could lose a lot of potential customers!

Never forget to NAP, this means not sleeping on the details. Make sure your Name, Address and Phone data is accurate and up to date. Location and accessibility are two of the most important factors when it comes to customers. If your telephone number is an old one and a customer can’t get through to you, they’re unlikely to try again. Likewise, if you were to put your address as a small town in South America, a New Zealand customer wouldn’t follow up with your business!

Pro tip: Check the directories your company is listed in and confirm your details are correct. Some websites take their information from others; resulting in a cycle of incorrect information.

Updated List of Directories*

This year, we bring you an even bigger list of potential directories your business may be found in. Take a look to see where your business is listed and where it isn’t.

It’s the only thing standing in between you and your next big client.

NB: Not all directories will apply to every type of business, some are more specific to particular fields. (eg. Tripadvisor will benefit restaurants and hotels over a telecommunications company.)

 

*The directories list has been ranked by domain authority, with the highest ranking at the top (accurate as of July 2018).

 

New Zealand Directories

 

RateBeer – Directory of beers, breweries, bars and stores.
Express Business Directory – Business directory.
Yellowpages NZ – Search for anything in NZ .
Enroll Business – Browse through local businesses and services of New Zealand.
MyHuckleBerry – Business directory.
Finda – Find anything in NZ.
Info News – Directory connected with membership and news.
Wises – Services based off an interactive map.
Hotfrog – A site where people register their businesses for free.
WowCity – Lots of different listings including hotels, real estate, stores, services and health. Get all this information by selecting a city.
Lawlink – Connect and share with attorneys around the world.
Neighbourly – The easiest way to keep up with everything in your neighbourhood.
NZPages – Collection of sites of all kinds and purposes.
NZ Search – New Zealand businesses and sights.
Localist – Local and authentic Kiwi businesses. [2020 no longer listing]
Zoomin – Businesses broken down by New Zealand city.
Zenbu – Collaboratively edited directory of businesses and places that help you find anything, anywhere.
ZipLeaf – Online business directory.
PathLegal – Directory for lawyers.
BusinessMe – New Zealand business directory. [2020 no longer live]
Cylex – Business directory of New Zealand.
Fyple – Efficiently sorted local businesses and services.
Local Store – Local stores with updated listings.
My Wedding Guide – Everything about weddings.
RankedByReview – Find local businesses with the best reputation.
MySheriff – Does all the work in finding the best service for you.
LocalBD – A local business directory. [2020 no longer live]
Search Local – Site with all kinds of companies and businesses listed. [2020 no longer live]
New Zealand Websites – New Zealand business websites. [2020 no longer live]
NZ Localizer – A directory with many New Zealand companies.
Directory NZ – A list sorted by category of need.
New Zealand Search – Directory of websites, a search engine and New Zealand articles.
Homeimprovement2day – New Zealand companies for home improvement.
99Nearby – The latest listings of local businesses.
The Local Business Network – Free listing of your business and a paid versions with enhanced SEO.
OpenDi – Business directory.
Directory Pages – Local directory with a premium category option.
NZ Blue Page – Business list based on city and map.
NZ Business List – Business listing by category and city. [2020 no longer live]
Opening Hours – Local businesses and their hours of operation.

 

 

International Directories

 

Google+ – Google’s social media platform.
LaCartes – Find anything. From local activities to exotic destinations. Worldwide site.
Maps Connect – Add or update your company details to Apple Maps so customers can find you.
Yelp – Directory of a wide range of services and businesses. Worldwide.
Issuu – Articles about businesses and services all around the world.
Foursquare – Find best places to eat, drink, shop or visit.
Community Walk – Create a walk in a neighborhood and find businesses nearby.
BrownBook – Global business listing database.
Tupalo – Find the best spots in your surroundings and see what other people think about it.
2FL – Local businesses worldwide.
Yello Yello – Global business directory. Helpful to find out what’s going on in your city.
Spoke – Business information.
Sales Spider – Site with multiple purposes. Lots of reviews and products but also business directory. Has a community on site.
Kompass – Businesses worldwide (requires tax/vat number).
TripAdvisor – For things to do on your trips. Claim your business at https://www.tripadvisor.co.nz/Owners.
Zee Maps – Create and publish maps of business lists.
CallUpContact – A directory based on maps
Link Centre – Internet directory and search engine.
Viesearch – Find the most popular businesses based on 5 star ratings.
Cybo – Business directory with a wide range of categories.
Where2go – Business directory.
Find Us Here – Global business directory.
Factual – Location data company.
Lekkoo – Give a street name and find anything around there.
Epage – Free classified ads and business options.
iGlobal – A global community of businesses, professionals and events.
So Much – A link directory without ads.
Expatriates – Classified ads for expatriates.
Top Design Firms – Reviews and rankings of top web design firms, ecommerce development, graphic designers and design agencies around the world.
CompanyFM – Create a page to promote your company and brand, showcase your product or service, expose your content, build customer loyalty, or just be found.
Wand – Worldwide directory of businesses.
Place Reference – Place yourself on a map and see what’s around you (with the list and streetview).
BeanHunter  – For finding the best cafes and coffees in various cities.
Fonolist – Find businesses, events, and reviews. Narrow it down by the country and city you’re looking at.
Local Wall – Free classifieds and advertisements worldwide.
Places Map – World places map directory.
Nettica – Online directory of products and services worldwide.
College Zoom – College directory with reviews and achievements.
TopBuzz home

The hidden risks of TopBuzz

With many services out there for marketers, producing content and getting it to your audience has never been easier. However, not all services are trustworthy. We recently came to learn about TopBuzz, a platform that has divided opinions.

All started with an email…

A couple of weeks ago, we received an email out of the blue from TopBuzz, a content distribution platform, claiming to be ‘impressed’ by a video we did for a client. The email content was quite generic and seemed to be automated. TopBuzz said they were able to enlarge our video audience via their platform and we would be compensated for all the views we got.

A couple days ago, we received another email. This time, it was from a person claiming to be from this company, boasting about the number of active users and the number of views that all the videos get that are shared on their platform. She was very forward in her approach and encouraged us to become a ‘premium creator’.

TopBuzz email

Now, we did a little bit of research on these guys and it was scary to see what would have happened if we signed up with them.

TopBuzz key things we discovered:

  1. According to past users of the platform, the communication from TopBuzz is poor and scarce if you ever try and contact them. If you have a problem with something, TopBuzz are unlikely to help and at best, you might receive template emails that are likely to be irrelevant.
  2. This brings up the next problem. If you are unhappy with the platform…too bad. You can’t delete your account and your content will stay on TopBuzz’s platform forever.
  3. However, it gets worse! TopBuzz can use any videos uploaded to their platform in whatever way they want. Say you work hard and make a viral video. If that video is on their platform, they can publish it as their own and you would get no credit. Unfortunately, most users only realised that this was their fate only after signing the contract without reading the small print in their T&Cs.

We were never interested in using this platform in the first place as the video we created for our client was content produced for a niche segment, it was an hour long and was a face to face interview. Targeting a mass audience and making revenue off views was not on the agenda, therefore, using this platform would have been unnecessary.

If you are producing viral videos, pursuing avenues through social media seems to be a safer option. For example, with Facebook, there are various pages that are dedicated to redistributing content according to different tastes.

Nevertheless, it’s important to be aware of dodgy services like this so be sure to do your research before jumping in!

Sources:

https://medium.com/@attibear/should-you-gin-up-for-topbuzz-ca19d5c1edac

https://digitalfox.media/tech-rhino/topbuzz-5-big-problems-service/