Enhance Your Goals with Communications March 2008
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Enhance Your Goalswith Communications
March 2008
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Who we are…• Flint Communications• Part of the Flint Group
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What we’ll cover…• Who are you?
– Determining your “brand” positioning
• Who needs to care?– Identifying and analyzing key audiences
• What do they need to know?– Determining key messages– Matching them to audiences
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What we’ll cover…• How do you reach them?
– Identifying the best way to deliver yourmessages
After lunch…• Hands-on planning session
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Who are you
What is yourbrand
?
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A brand is not a logo
A brand is not identity
A brand is not a product
Your brand is not…
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Your brand is…
A brand
is a person’s
gut feelingabout a product,
service ororganization.
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Your brand is…
not what
you say it is…
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Your brand is…what they say it is.
It’s the position you have in their mindor heart.
Photo by Elvire.R.
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So…
Where are youpositioned today?
Where do you want to betomorrow ?
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Examining your positioning …
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Begin with who you are…• Mission, vision and core values of your
organization.
• Who, where you serve?• Who else is out there?
– Serving the same audience, same services?
– Competing for the same dollars?– Talking to the same donors?
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If I asked…• What is the “one thing” you do best?• Are there other unique distinctions
between you and your “competitors”?• If you had one minute to tell someone
about your organization, what wouldyou say?
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And more questions…• What words would you use to describe
your organization?
• Where do you make the greatest impact?• What do you do to make life better?• What is the reputation of your
organization?
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Think about your history, yourstaff and volunteers, and more.• Where are you strong?• Where are you weak?• What “gets in the way” for you?
– Obstacles– Issues
– Current or past events• “I wish they knew ____ about us.”
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Summarize yourunique distinctions .
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Who
needs to care?
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• List all possible audiences.– External (include customers, clients, members, etc)
• Individuals• Businesses
– Internal• Staff, Board, Committees, Volunteers
• Identify who could possibly inuence them.• Include other funding sources, regulators,
thought leaders, associations.
Determine target audiences.
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Who
needs to carethe most?
Prioritize your audiences.
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• Analyze all audiences– Individual
– Businesses
• Awareness vs. Potential– Use matrix tool to plot audience
• Focus efforts on audiences with high potential– High Potential/Low Awareness– High Potential/High Awareness
Prioritize Target Audiences
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What does each audience know – or
need to know?
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Where are
they now?
Awareness
Knowledge
Liking
Preference
Commitment
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What resonates with —and engages—
each audience ?
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What hurt do you address,
what need do you ll?
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What makes them care? • Psychographic information:
– Interests
– Hobbies– Leisure pursuits
– Cultural– Beliefs, thought patterns
– Core Values
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What issuesmight get in the way?
• Reputation– Industry– Organization
• Frustrations
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What does eachaudience need
to know?
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Develop…your positioning statement …
…and an elevator speech .
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A brand positioning statement…
….is a statement that denes the place abrand occupies in the audience’s mindrelative to competing offerings.
This statement is the foundation for allcommunications material but is not theexternal message.
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Develop a Great Elevator Speech
Image by jepoirrier
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Elevator SpeechWhat it is:
A brief, compellingdescription of– Who you are– What do you do– Why does it matter
Needs to be shortand concise – easilysaid ina short elevator ride!
Needs to pass the SoWhat? test
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Elevator Speech
Example – printing company:“At ACME Printing we help companies
save time and reduce costs by making iteasier for them to print their invoices and accounts receivable forms and processtheir payroll checks.”
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DevelopKey Messages
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Key messages…• Open the door to direct communication withyour audience.– Bridge what your audience already knows
with where you are trying to take them.• Are customized to each audience.• Address the hurt and the need.
•
Are the “one thing” that audience needs toknow.• Are backed by proof or supporting points.• Get your audience curious.
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And… where and how will they get my message ?
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Effective strategies ….
… inuence a target audience to achieve aspecic outcome by using selectedmessages, messengers and channels ormediums to reach the target.
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Strategies …• Objectives– Educate
– Awareness– Action
• Who– Prioritized target audiences
• Key Messages– Persuasive, compelling messages that resonate with target
audiences
• Initiatives– Dene How and What you need to accomplish
• Tactics– All the different ways you reach people– Vehicles for delivering key messages
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Strategy Example
• Objective– Strengthen current donor relationships
• Who– Cass/Clay businesses with 50+ employees with HighPotential/High Awareness
– Adults in Cass/Clay with household incomes of$75,000 +
• Key Messages– Brand key messages– Cause/program specic based on donor’s interest
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Strategy Example
• Initiative– Nurture current and past donors through annual fund
raising campaign
• Tactics– Hold kick-off meeting– Launch media campaign
• TV• Radio
• Print– Set up speaking engagements at specic targeted
businesses– Send out media releases with campaign milestones
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Strategies …
• Action plans• Steps needed• Who’s responsible
• Timeline• Budget
• Evaluate
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Last words
Don't get trapped into feeling like youhave to know everything to get started.
Learning happens as you make and try outnew strategies and messages.