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Strategic Marketing Boot Camp: Session 5
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Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Jan 01, 2021

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Page 1: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Strategic MarketingBoot Camp:  Session 5 

Page 2: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Agenda:  5 Sessionsa. Session 1

a. Marketing Overviewb. Strategic Internal Assessmentc. Strengths and Weaknesses of the SWOT

b. Session 2a. Industry and Competitive Analysisb. Opportunities and Threats for the SWOT

c. Session 3a. Target Market Definitionsb. Buyer Personas

d. Session 4a. Improvement & Innovationsb. Value Propositions & Proof and Evidence of Claimsc. Buying Cycled. Content Framework

e. Session 5a. Tactical Implementation

2CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 3: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

3CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 4: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

1. PowerPoint Slide Deck X 2 (Session 5)

4

Documents to Download:Session 5

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Page 5: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Let’s Review

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Page 6: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

6CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 7: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“True Marketing is the art of creating genuine customer 

value and in its right context is customer/client‐centric. 

It is about becoming a ‘value‐producing machine’ through improvements and innovations to meet market 

demands and wants.”

Working‐Definition of Marketing

7CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 8: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“Unless Strategic Marketing issues are dealt with first, it is absolutely impossible to do Tactical Marketing well”

8

Marketing Insight #3

“Strategy withouttactics is the slowest 

route to victory. Tactics without strategy is the noise before defeat”

‐Sun Tzu

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Page 9: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

asepco.com/about/guarantee/ (Watson Marlow)

Lifetime Free Replacement Of Any ASEPCO Tank Valve, No Matter Who Breaks It!Sometimes a tank is dropped—sometimes a valve gets hit by a forklift. No matter how a valve is broken, or who’s at fault, we will replace it free! No arguments. No excuses. Just a free replacement valve as fast as we can make it.Top‐quality Product Or It’s Free!If your ASEPCO valve contains a manufacturing defect we will Fix or Replace Your Valve—and We Will Not Bill You!Performance As Promised Or We Pay You!If it is proven that a properly assembled ASEPCO valve is not CIP/SIP in use:

• We’ll buy back our valve for a full refund.• We’ll buy you the replacement valve of your choice.• AND we will pay the cost of replacing it in your ASME tank!Note: We figure this is a safe bet, because we have not had a claim of contamination in our entire history.You can depend on ASEPCO products. And you can depend on US.

Manufacturing Example

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Page 10: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Strategic & Tactical Marketing

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Page 11: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Core Competencies (Strengths & Weaknesses in SWOT)

• Market Opportunity Identification (Including Industry Trends:  The Opportunities and Threats in SWOT) Market Intelligence Market Research Marketing Research

• Competitor Analysis

• Target Market Description

• Buyer Persona & Journey Analysis

• Value Propositions, USPs, Improvements & Innovations

• Alliances, Partnerships, Acquisitions

Strategic Marketing Attributes:

11

Each of these help you determine

• “what you say”• “where you say it”• “how you say it”

…in your tactical marketing.

CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 12: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Websites & SEO

• PPC Advertising (e.g. Google Ads)

• Automated E‐mail Campaigns

• Broadcast E‐mail Campaigns

• Direct Mail (Preferably Targeted)

• Newsletters

• Press Releases

• Brochures or Catalogues

• Trade Show Displays

• Social Media

• Various other advertising mechanisms

Tactical Marketing Includes:

12CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 13: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

11. Tactical Marketing Plan

12. Consistent Message Delivery (Internal)

13. Lead Generation Systems

14. Continuing Education Systems

15. Tracking Results

SMB Phase 3: Tactical Implementation

13CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 14: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Tactical Marketing Plan

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Page 15: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

What Type of Content Will You Create?

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Page 16: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Content Marketing

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Page 17: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“Content marketing is a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract and retain a clearly defined audience – and ultimately to drive profitable customer action.”

Looking at “The Big Picture” we should also add in “cultivating” or “nurturing”.

Content Marketing Institute

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Page 18: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• “B2B content marketing is the art of using content to expand your business audience, strengthen and develop brand affinity, and ultimately drive leads and sales by appealing to other businesses.”

• …It must be useful above all else with actionable elements 

Source:  WordStream:  “The Seriously Comprehensive Guide to B2B Content Marketing” June 2019

What Is B2B Content Marketing?

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Page 19: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

If done correctly:

1. Promotes movement along the Path

2. Helps increase sales to meet organizational growth goals

3. Reduces customer acquisition costs

4. Gives you customers who have more loyalty

High Level Benefits of Content Marketing

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Page 20: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Owned Earned Paid

Content in which you are in full control:• Website pages• Short and Long‐Form Blog 

posts• Social Media posts• Case Studies• Whitepapers• Infographics & Slideshares• Templates & Checklists• eBooks• Primary/Secondary Research• Thought Research• Video

Exposure  through “word‐of‐mouth”*:• Valuable distributed content• SEO influence and organic 

search ranking• Customer experience and 

recognition (reviews, recommendations or referrals)

• Press mentions• Shares• Reposts• *NOTE:  “When the 

customer becomes the channel”

Paid media services to promote content and drive exposure• Search Marketing• Display Marketing• Shopping Campaigns• Video Campaigns• LinkedIn or other Social 

Media• Sponsored blog posts• Print ads and many other 

offline, outbound marketing tactics (TV, Radio, etc.)

Owned, Earned and Paid

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Page 21: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Online material, such as whitepapers, articles or videos that require users to fill out a form before they can access them.

It is estimated that as much as 80% of B2B content marketing assets are gated 

(Source: Instapage)

Gated Content

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Page 22: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Understand your audience better: By gathering more details about who specifically accessed the content, you can accurately target and nurture those leads in the future.

• Forge a trusting relationship: Those who invest in gated content by providing their own information might view it as being more valuable, thus establishing your brand as trustworthy and authoritative.

• Streamline your sales process: Conducting outreach to those who accessed your gated content is much more effective because you have more qualifying information about them.

Source: Vertical Measures

Advantages of Gated Content 

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Page 23: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• You might reach a limited audience: It’s a bit harder to get gated content in front of your entire audience, unless you put serious effort and budget behind promotion. Depending on your industry and audience needs, it can be difficult to get a large part of your audience to fill out the gated form.

• It can be harder to earn links: Your audience will typically avoid linking to a gated landing page. This makes sense, though. Many people will skip sharing gated content because their audience isn’t ready to give up their information to you (or another) brand.

• Some readers might be turned away: Let’s face it, gated content can leave a bad taste in the audience’s mouth if they’re targeted at the wrong stage of the customer’s journey. This can result in a negative brand perception or loss of trust.

Source: Vertical Measures

Disadvantages of Gated Content 

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Page 24: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• More does not always mean better

• Never sacrifice quality for quantity, you must effectively connect with prospects and get them to move along in their journey

• Repurpose Content E.g.  Create a quality whitepaper and break it 

out into several blog and or social media posts

Myth: More Content is Better

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Page 25: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Powerful tool for both acquisition and retention

• A great way to explain a complex process, product or service

• With longer sales cycles prospects spend more time at the top of the funnel, so content can be used to guide them along the journey

• Used to strengthen on‐going relationships

Myth:Content Marketing doesn’t work for B2B

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Page 26: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Creating top‐quality content that gets results requires strategic thinkers, experienced writers, designers and in some cases developers

• Must include a plan for testing and measuring

Myth:Creating Quality Content is Easy & Inexpensive

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Page 27: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• This is not an overnight process, it takes time

• Evaluate the metrics that can be measured, get your data and make necessary changes

• Focus on your Target Market at all stages of the journey

Myth:Must Drive Sales & Earn ROI Quickly

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Page 28: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Challenge:  Inadequate Resources

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Great

CheapSpeedy

Expensive Slow

Inferior

Good luck!

Pick 2…

Page 29: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Content Marketing Pyramid

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Page 30: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

For Example:

1. SEO – On‐going and monthly review of Analytics

2. PPC – On‐going and weekly review of Performance Stats

3. Blog – once every 2 weeks

4. Newsletters – once a month

5. Whitepapers – once a quarter

6. Videos – once per quarter

7. Brochures and or Catalogues – updated every 6 months

8. Social Medial Posts – once every 2 weeks

9. Automated emails – once every 3 weeks

Content Marketing Calendar

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Page 31: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Content Marketing Calendar

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Page 32: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Content is the New Currency

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• Brands are judged by relevance, quality, and originality of content

• Customers decide what they want and are willing to consume in the journey

• Strategy tells you what content to make 

• The biggest challenge is creating enough good stuff

Page 33: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“Eliminate ‘unsupervised thinking’ by telling your 

prospects exactly what you want them to do next”

33

Marketing Insight #6

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Page 34: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“Always make sure you deal with your target market, whether customer, client or 

prospect, with utmost integrity, honesty and 

responsibility.”

34

Marketing Insight #8

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Page 35: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Consistent Message Delivery

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Page 36: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Internal

• Making sure that ALL employees, especially those who interact with customers know what messages you have in the marketplace

• Educate them as to “our” goals in messaging Regular Company Meetings Internal Emails Wall boards that support the messaging

• Expect them to support the message in every way and report back if there are any related problems

• Be on the lookout for anyone who deviates and have plans in place for adjustments

SMB Phase 3: Consistent Message Delivery

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Page 37: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Lead Generation Systems

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Page 38: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Websites & SEO

• PPC Advertising (e.g. Google Ads)

• Automated E‐mail Campaigns

• Broadcast E‐mail Campaigns

• Direct Mail (Preferably Targeted)

• Newsletters

• Press Releases

• Brochures or Catalogues

• Trade Show Displays

• Social Media

• Various other advertising mechanisms

SMB Phase 3: Lead Generation Systems

38CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 39: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Forrester Research

39

“Although it varies greatly with product complexity and market maturity, today’s buyers might be anywhere from two‐thirds to 90% of the way through their journey beforethey reach out to the vendor.”

When your target market is searching for information about you, will they find you?

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Page 40: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Google Statistics (from Think With Google)

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Page 41: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Inbound vs. Outbound Marketing

41

Outbound• Presents information to customers even when they are NOT looking for it• Casts a wide net using tactics such as Cold Calling, Print Ads, Direct Mail, 

etc.• Problem: Timing is not always in sync with the offering and this type of 

advertising could be quite expensive• Benefit:  Companies that can afford it from a brand awareness perspective

Inbound• More calculated and tactics are directed toward prospects who are 

actively searching for the products or services you offer• Much more affordable for small to midsized businesses if done correctly

CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 42: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Continuing Education Systems

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Page 43: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“Implement systems to keep the long‐term buyers engaged”(10‐80‐10 Marketing Principle)

43

Marketing Insight #9

80%

10%

3‐10%

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Page 44: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Closed Loop Systems• Keep your name in front of the 80% long term buyers so you 

are “top of mind” and they contact you when they are ready• IBM Qualification Framework: Budget Authority

Need

Timing

SMB Phase 3: Continuing Education Systems

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Page 45: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Automated E‐mail Marketing

• Use Automated email systems to keep long‐term prospects engaged AWeber Communications Constant Contact Active Campaign Pardot Infusionsoft

• Create a series of emails based on “Decision‐making values” and schedule them regularly, for example every 3 weeks

• Use Broadcast emails to keep them apprised of special events like Trade Shows

Make sure to import all Lead Generation contacts into the system!

45CONTENT © 2020 ALL RIGHTS RESERVED. AD EJ SOLUTIONS INC.

Page 46: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• According to Radicati’s Email Statistics report, email will be used by 3 billion people by 2020.  That’s almost half of the world’s population. (Out of the other half not using email, 1.6 billion people still don’t have electricity.)

• According to the Direct Marketing Association (DMA), email makes money. For every $1 you spend on email marketing, you can expect an average return of $40. While there are many benefits of using email marketing, this is the one that keeps you in business.

• According to Forrester, people are twice as likely to sign up for your email list as they are to interact with you on Facebook.

• Email has higher conversion rates Search and Social Media combined. (Smart Insights)

• Personalized emails receive transaction rates that are 6 times higher than others, but 70% of brands fail to use them. (MarketingLand)

• In fact, B2B marketers see an average of 760% increase from revenue from customized, segmented email campaigns. (Campaign Monitor)

Email Statistics

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• Email is the third most influential source of information for B2B audiences, behind only colleague recommendations and industry‐specific thought leaders. (ImaginePub)

• In fact, 79% of B2B Marketers credit email as the most effective distribution channel for demand generation efforts. (Content Marketing Institute)

• 86% of business professionals prefer to use email when communicating for business purposes. (Hubspot)

• CTRs are 47% higher for B2B email campaigns than B2C email campaigns. (EmarketingPlatform)

• 59% of B2B marketers say email is their most effective channel in terms of revenue generation. (Emma)

• Tuesday is the best day of the week to send email (according to 14 email marketing studies). (CoSchedule)

B2B Email Statistics

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Page 48: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Tracking Results

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Page 49: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

• Analytics and ROI

• Numbers that answer business questions

The following is an adaptation from a presentation shared by Andy Crestodina of Orbit Media Studios, Chicago, IL 

SMB Phase 3: Tracking Results

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Page 50: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Image provided by https://www.orbitmedia.com

Page 51: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

“If you can’t measure the success of your marketing 

campaign tactics, don’t do it”

“If you can’t measure it,

you can’t improve it”

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Marketing Insight # 10

“I know half the money I spend on advertising is 

wasted, but I can never find out which half.”

‐John Wanamaker

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Page 52: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Examples of Tracking

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Call 1‐800‐xxx‐xxxx and ask for John: Mention Code “Q4 2016” to get Free Shipping on your first order.

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Page 53: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

What Does This Cost?

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Page 54: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

What is an Acceptable or Appropriate Cost?

54

First:  Know Your Numbers(never enter any tactic until you do this first)

• How much is the typical first‐time customer worth to you?

• How often do they place an order?• What is your client retention rate?• What is the lifetime value of a new customer to 

you?

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Page 55: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

ROI Calculation Example

• How much money did you spend in the month? $2000

• How many new customers did you get?  2

• Then ask: What is the value of each new customer? $1500

How often does the typical customer order from you?        2/year

What is your customer retention rate? 5 years

What is the lifetime value of those customers? $15,000

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SMBC

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CourseWork

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Developing a strategy is hard work and takes time, but with a system (SMB), makes it easier.  Also, this is NOT a one‐and‐done process, it should be evaluated several times per year.

In the end you want your target market to say this:  “I would have to be an absolute fool to do business with anyone else but you …regardless of price!!!

Page 57: Strategic Marketing Boot Camp: Session 5 · 2020. 10. 30. · •B2Bcontent marketing is the art of using content to expand your business audience, strengthen and develop brand affinity,

Thank You!

Vince Kostelnik

[email protected]

https://adejsolutions.com/

Office: (412) 754‐1267

Cell:  (412) 600‐3412

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Connect with me on LinkedIn:https://www.linkedin.com/in/vincekostelnik/