Be Seen AND Heard!

Forget what some adult may have told you when you were younger: It is far better to be seen AND heard.

To be seen and heard, you have to break through the avalanche of messages that are launched each day, online and off. Social media and online marketing have made this both easier and harder than ever before by creating more ‘noise’.

As you plan for 2012, keep these two very important concepts in mind:

There are FOUR steps in the marketing process. Only four. Attention. Interest. Desire. Action. Get someone’s attention. Keep their interest. Make them want to do or buy something. Inspire them to take action. Master those four steps and your marketing will succeed.

There are FIVE questions that you must be able to answer BEFORE you invest time or money in marketing: 1) WHO do you want to speak to? 2) WHAT is important to them? 3) HOW do they get their information to make purchase or other decisions? 4) WHICH media do they use to get that informatoin and, therefore, 5) WHERE can they be found?

Put yourself in front of your best prospects in the setting of their choice and you will have a much better chance of being seen and heard. And remember: Attention leads to Interest, which leads to Desire, which leads to Action … sound familiar?

That’s how it works … Lori Martinek, Branding Expert & Author, http://pplusonline.com


V-Wise Benefits Two Important Groups

I am passionate about helping women, minority and Veteran-owned businesses find the inspiration and assistance that they need to succeed in a challenging economy and a highly competitive small business environment. That’s why I was excited to learn about V-Wise: Women Veterans Igniting the Spirit of Entrepreneurship. This SBA-funded program is taking off across America, with workshops in select cities. I’m lobbying to bring this exciting program to Arizona, where it is sure to draw from huge Veteran populations in Phoenix, Tucson and beyond. Add your voice to mine and let’s bring V-Wise to Arizona next year!

Learn more about V-Wise here: http://whitman.syr.edu/vwise/ 

And be sure to Like the V-Wise Facebook page here: http://www.facebook.com/VWISEconference 

Lori Martinek, Branding Expert & Author, http://pplusonline.com


Get Out of the Comfort Zone!

Too often, the fear of change — or uncertainty — keeps us from moving forward. Familiarity equals comfort, but it doesn’t usually translate to progress.

Seth Godin has a way of summing these things up neatly or, at least, of presenting his thoughts in a way that makes ME think about how I feel about the way that things work … and the way that they should.

Change is a requirement of progress. You can not move forward without it. Change does not always lead to progress, however, so ‘change for the sake of change’ is never a good strategy.

But getting out of your comfort zone is. Once you accept the status quo, progress is over.

Those are my thoughts. Here are some of the questions that Seth advises us to ask ourselves when confronted with a new idea. Do we: 

  • Consider the cost of switching before we consider the benefits?
  • Highlight the pain to a few instead of the benefits for the many?
  • Exaggerate how good things are now in order to reduce your fear of change?
  • Grab onto the rare thing that could go wrong instead of amplifying the likely thing that will go right?
  • Focus on short-term costs instead of long-term benefits?
  • Embrace an instinct to accept consistent ongoing costs instead of swallowing a one-time expense?
  • Compare the best of what we have now with the possible worst of what a change might bring?

Get uncomfortable and keep moving forward! … Lori Martinek, Branding Expert & Author, http://pplusonline.com


Rebranding In Times Of Crisis

Crisis comes in many forms … including natural and man-made disasters, economic challenges, social inpropriety or scandal. Companies, communities and even countries of every size are challenged by crisis. How to react? When to respond? What to say (or not to say)? And to Whom?

Disasters that affect regions can be particularly challenging, whether we’re talking wildfires, hurricanes or oil spills. Mother Nature or man-made, it doesn’t matter. So many voices. So many interests. Getting everyone on the same page is critical.

The common denominator to disaster of any kind is damage — not only to property or landscapes or infrastructure, but to brands and reputations and the regional economy. The impact on businesses, key industries, tourism and future economic development often continues, long after the physical clean up has taken place.

Last summer, I travelled to the Gulf Coast with the IEDC (International Economic Development Council), as part of a national incident response team. The group, which included economic development subject matter experts and representatives from the SBA, USDA, HUD, Homeland Security and the White House, was charged with assessing the damage to the regional economy and with suggesting strategies to help bring it back. Big damage had been done to the Gulf Coast tourism, seafood and economic development brands, even as the region was still rebuilding from 2005′s Hurricane Katrina. What was clear from the start is that Katrina may be in the past, but it was not (and is not) history. Post-crisis perceptions continued.

Last month, I offered advice in crisis outreach and branding to businesses that had been impacted by the Wallow Fire — the largest wildfire in Arizona history. The month-long fire left people across the country thinking that the White Mountains had been destroyed and that the forests and lakes were all closed. Tourism was threatened. Small businesses worried about survival. The mountain was — and is — alive and well. It was perceptions that needed to be changed.

You can listen to me talk with radio host Barbara Bruce about strategies for marketing outreach after the Wallow Fire … rebuilding tourism on the mountain … and next steps for the Real AZ Corridor HERE. The interview includes strategies for using social media to get the word out in any situation — fast.

Here’s the Takeaway: Areas which suffer from recurrent wildfires, hurricanes or crises of any kind adapt by learning to deal with disaster, recover efficiently and manage internal and external expectations. Crisis can also lead to opportunity, as strange as that may seem. A crisis can be an opportunity to:

      – Be more proactive in communicating;
      – Polish up the brand;
      – Create new industries around recovery or mitigation;
      – Rebuild better, stronger communities; and
      – Become a model for effectively dealing with disaster.

Disasters come in many forms and crisis can crop up anywhere. We specialize in helping regions, communities and companies assess real or potential damage, identify short-term AND long-term issues and work collaboratively to develop — and implement — strategies that repair, rebuild and sometimes even restructure brands that have been damaged by crisis or catastrophe. Even better: Having a plan in place so that you can react quickly when crisis occurs. Let us know if you’d like to talk about it. … Lori Martinek, Branding Expert & Author, http://pplusonline.com/


Using Social Media After a Crisis

Last week, Lori Martinek talked with Barbarba Bruce, host of The Cutting Edge, about marketing after a major wildfire, economic development and how business owners can use social media to build (positive!) visibility for their companies and communities. We have uploaded a recording of the July 31 edition of show to the Presentation Plus server. Listen HERE as Lori and Barbara talk about strategies for marketing outreach after the Wallow Fire (the largest wildfire in Arizona history) … rebuilding tourism in the White Mountains … and next steps for the Real AZ Corridor … Lori Martinek, Branding Expert & Author, http://pplusonline.com


Dealing With Change …

They say there are only two certainties in life: death and taxes. We’d like to add another one: Change.

Change can come in a number of ways. Among them: When a large employer suddenly decides to leave town … a valued employee announces that he or she is leaving for a new position … a new competitor enters the marketplace … changes in technology make your workflow outdated or put your company at a competitive disadvantage … the political climate changes and ‘the way that things have always been done’ no longer holds true.

Change can and will come to you, your company, your community, your country and to the world as we know it. You can count on it.

But how do you deal with it?

Dealing with change requires planning. Every company should have a business plan in place with contingencies for what should happen if and when conditions change and the current strategy falters. That’s just good Business 101.

Effectively dealing with change also requires each of us to consider potential dangers before they become real and to be ready — and willing — to react as necessary. That takes flexibility — and not just a readiness to react, but also a willingness to consider options which may appear to be outside of the expected norm.

As if there is such a thing …

It takes vision and courage to effectively deal with change. Vision to consider all possible options; courage to do what’s necessary to follow through. Remember: Things can happen to you or you can make things happen. Change will come. Preparing for it will help you create the best possible outcome for your company.

We can help you think it through … Lori Martinek, Branding Expert & Author, http://pplusonline.com


What Strong Brands Have In Common

Strong, successful brands have five things in common:

1) They are VERY clear on Who or What they are and What they have to offer. Their competitive Benefit is clear and compelling …

2) They differentiate themselves from the competition. They stand out from the crowd, in a good way, and promise to do, deliver or otherwise provide a product or service better than anyone else can — or will

3) They do this in a believable, a meaningful and a memorable way

4) They evolve to fulfill the changing needs of their Ideal Customers (who may also change over time). Experienced target marketers know that the target is always moving ….

5) They deliver on the promise — and on the promised brand experience — always.

These standards apply equally to people, place and product brands. Does your brand and its marketing make the grade? … Lori Martinek, Branding Expert & Author,
http://pplusonline.com/



Your Ideal Customer Is Waiting To Hear From You …

Every business needs to have a clear understanding of who their Ideal Customer is — and a strategy for speaking to that target directly.

An Ideal Customer is a prospect who has a clear need or desire for your offering AND who has the incentive, the ability and the resources to act on that need or desire.

Think about that. An Ideal Customer doesn’t just fit the ‘profile’, he or she also has the ability — and the willingness — to put their money where their mouth is, so to speak. They are active in the marketplace, searching for a solution and are a ready, able and willing buyer.

Be the solution that they are searching for.

Develop a message strategy that focuses on your core strengths and on the benefits that those strengths provide and you will attract prospective customers who place value on that offering: your Ideal Customer.

Your greatest potential for sales success lies with these prospects. KNOW who they are, what they want and need, and where they are looking for it.

Then go there.

Lori Martinek, Branding Expert & Author, http://pplusonline.com/

Make Your Customers Your Best Salespeople!

No one knows you, your brand and your company better than the people whom you work with, sell to and serve. These are the people who are living your brand experience … every day.

We get hired for our project management skills as well as for our expertise in marketing, branding and publicity. There is always a lot of added value for our clients in knowing that the people whom they have chosen to work will get the work done on time … on budget … and to their complete satisfaction, without a lot of worry or micro-management on their part.

We like to think of ourselves as a ‘high service, low maintenance’ marketing firm that exceeds expectations and provides exceptional value. How’s that for an elevator speech?

That’s how we turn our clients into (highly) satisfied customers who become our cheerleaders … our champions … and our very best salespeople.

It’s our clients — and their continuing satisfaction — which has always been the real key to our success. More than 90% of our new business comes from their additional projects and referrals. Lori Martinek, Branding Expert & Author, http://pplusonline.com


Hire the Best and Let Them Shine!

I spend a lot of time with business owners talking with them about success: how to create it, how to keep it … and how to build on it.

The importance of choosing the right people to work is a recurring theme in their success stories. ‘If you are micromanaging the people you work with, then you need to take a closer look at the people you work with’, said one. ‘The quality of the people who we went to for advice played a large role in our success’, offered another.

In other words, hire the best and them let them shine at what they’re great at!

We get hired for our project management skills as well as for our expertise in marketing, branding and publicity. In this economy — or, really, in any economy — who can afford to hire a consultant who requires a lot of managing or oversight, or has a learning curve that’s time-consuming and expensive? There is a lot of added value in knowing that the people whom you have chosen to work will already have the expertise that you need, and that they will get the work done on time … on budget … and without worry on your part.

The even bigger bonus comes when the quality of the work that they deliver also proves to be exceptional.

Strive to be exceptional in everything that you do. We can help. Visit our website to find out how you and your company, your community or your organization can Shine Brighter in the year ahead — and always Lori Martinek, Branding Expert & Author, http://pplusonline.com