Anyone that knows me, knows that I’m a gamer. You can read all about it on my other blog. Sometimes I spend some time looking through videos on YouTube of games that I’m interested in buying so that I can see if they’re worth the purchase or not. Why then are video game companies forcing YouTubers to take down videos of playthroughs and such? Don’t they understand that this is how gamers find their products? I just saw a video by a well known YouTube commentator that pretty much sums up my feelings as well. He uses some vulgar language so it may not be safe for work, but here’s a link to the video anyway.

This is what happens when you let accountants and financial folks take control of your business. They do a great job of organizing, and re-investing your money. But why are marketers letting them do their job for them? As a marketer, it’s your decision as to how your products and / or services get promoted. I’m of the philosophy that you should use any and all tools in the box to get your message across.

In this day in age where consumers (especially gamers) are spending less time watching / listening / paying attention to commercials, why would you want to take your products out of a media that they are paying attention to? It makes no sense to me. I was just talking to a friend yesterday about how video game marketers usually do a horrible job (someone please hire me, I won’t let you down), and today I see yet another example of that.

If you are a decision maker at your company, please do not limit your marketing opportunities, or alienate your customers by trying to stop them from using current technology to promote your products or services. Use these guys to your benefit, and profit by them. 

What do you guys think? Agree, disagree? Are there any other examples out there that you can think of where companies have done this? Let me know in the comments below. 

I was going over some data at the marketing charts website and was kind of surprised to see a report stating that business to business companies don’t have much of a social media presence. I read the report, and it got me thinking. What could these companies accomplish with social media, and how should they use it to their advantage? It seems we (as marketers) focus alot on business to consumer social media marketing, especially when it comes to Facebook, Twitter, and Youtube, and maybe that’s the major problem. So I’d like to discuss some ways that business to business companies can use social media to their advantage. Let’s start by discussing…

Top barriers to social media for business to business companies

According to the report, there are 4 main reasons why b2b companies don’t focus as much on online marketing. Here we go…

1. Insufficient personnel to maintain - It’s not surprising that this is number 1. So many companies have downsized, and they are continuing to do so (HP just let go of a ton of people the other day). However, why do you need to hire more people to do this? Here’s what I think. I would solicit blog entries from employees and offer some sort of reward for entries that are picked. Wow, pretty simple. Every one of your employees should have a presence on LinkedIn. If not for the company, then for their own good. Encourage them to post and answer questions. Now you have a social media presence and you didn’t even have to hire anyone.
2. Lack of organizational knowledge - I’m not sure what they mean by “organizational” knowledge, but I think that if you don’t know something you need to go and figure it out. There are a ton of online resources to find out more about online marketing. There are tons of books out there. If you don’t have time to research them yourself, then pick a different career. To think, these guys call themselves marketers. You should always make time to educate yourself.
3. Preference for traditional marketing - Let me say something here (like you have a choice). I prefer traditional marketing. And yet, I still engage in online and social media marketing. Why? Because I see the advantages, and also because a marketer needs to use any and all weapons at his or her disposal. If you aren’t using social media, you’re leaving a big weapon in the armory collecting dust. There’s no reason for that.
4. Perceived irrelevance to their field - Bottom line: you have to go where your customers go. This is 2010, take a deep breath and say it with me now, twenty-ten, soon to be eleven. People go online to find information. When you go fishing, you probably go to the lake where there are tons of fish. Why is marketing any different. Sure you’re dealing with a company, but that company is made up of individuals. And individuals like to go online to educate themselves. If you have a presence online and provide relevant information, then those individuals will find you. That’s called marketing.

What can b2b companies do to take advantage of social media

1. Start a blog - We’ve talked about it before. People go online to find information. Provide useful information to people and they will find you (and your company). Provide information on all aspects of your industry and your business. Like I said before, solicit entries from your co-workers (you’ll be surprised at all of the great ideas and talent that you have on board). If you can become an industry expert, then you can’t help but increase your brand awareness… and your profits.
2. Get on LinkedIn - People go to Facebook to interact with friends, relax, and play games, and all that good stuff. People get on LinkedIn to interact with other professionals, and to learn. You and every one of your co-workers should have a presence on LinkedIn. You should spend time asking and answering questions, linking up with other professionals in your industry, and basically becoming a part of the community.
3. Be one of the few - The fact that not many b2b companies are using social media means that the ones that do are ahead of the game. Going back to the fishing analogy, if you’re the only one at the lake, you’re going to catch alot of fish. Get started, stop making excuses and do it. Your competition will hate you, but your customers and prospects will love you.

What do you guys think? How can b2b companies take advantage of social media? What other obstacles do they need to overcome?

Like many young students, Helen was learning how to write letters for a class project, and she and her fellow students were given the task of writing to a company. Helen chose to write to one of her favorite companies, Nintendo.  She explained that she was a big fan, and wrote that she had begged her parents to buy a Nintendo DS for her, which they refused to do. Check out this link to see her letter (warning, this is a video game website, so if you’re at work they may block you).

Now, most companies would throw a letter like this in the trash, or disregard it completely. But Nintendo (evil marketers that they are) had other ideas. After calling the school and talking with the principal to verify the letter, they decided to send Helen and her class a DS (and in classic Nintendo fashion, one game). Wow, way to go Nintendo. I’m sure Helen will remember this for the rest of her life, and will probably continue to purchase Nintendo products for years to come. When someone tries to talk smack about her favorite company, she’ll have something positive to say in response. And so for the cost of Nintendo DS (probably around $80 bucks or so) Nintendo has created a lifelong customer and brand advocate.

Let me add one more thing in here. Giving away a product is not the answer. Well, okay, I’m sure it helped alot. But I think that the fact that Nintendo responded to this individual request (and by the way did not seek out any kind of attention for this act) is what’s really important. Today, we have all these high tech solutions and ways to reach potential customers, but in the end sometimes it’s that human interaction that creates the biggest impact. Don’t forget it.

Anyone that knows my dad knows that he’s a huge sports fan. He has season tickets to the Texas Rangers baseball games as well as the Dallas Mavericks basketball games, and never misses a game. He usually comes back from the game with some interesting stories, and I remember a few weeks ago he told me something that got my wheels turning. Let me tell you about it…

So he was at the Dallas Mavericks basketball game where someone had won a new car. This wasn’t just any old vehicle though. It was specifically designed to promote the Dallas Mavericks basketball team. Check out this picture to see what I mean…



Pretty cool huh? That’s my dad in the pic by the way, a 2+ year cancer survivor (shameless plug alert)  wearing a t-shirt promoting Dadfest, a 5k race event that benefits prostate cancer awareness and sets up free screenings.  Anyways, to win the contest, the winner had to be the one to guess the correct number of golf balls (of course they were branded with the team logo on one side and the sponsor, Dr. Pepper, on the other) that fit into the vehicles trunk.

I think the Dallas Mavericks are really on to something here. They are taking advantage of what I like to call compound marketing. You know, kind of like compound interest (interest on top of interest), except with marketing. First they promote the contest to win the car, which generates excitement among the fans. To sign up for the contest, they have to fill out a form which helps collect marketing research and demographic information. Of course, the form also helps build the team’s e-mail list. The vehicle itself promotes the team while the proud owner drives it all around Dallas (even in the off season). Oh and after the contest, they handed out those branded golf balls to the participants.

This… dare I say it… orgy of marketing strategy can be used to promote any brand you can think of. Why not promote yours?

I once read somewhere (probably some old marketing textbook) that it takes about 9 or 10 impressions before someone decides to buy from you. In addition, most people discard 4 out of 5 marketing messages (this data could be obsolete, but I’m going to go ahead and run with it… sue me). This means that you may need to reach a person 45 to 50 times with your marketing message to get a sale. Why not take advantage of some compound marketing opportunities so that you can deliver multiple messages at one time?

Think about ways that you can use this to benefit your business. If you come up with something brilliant be sure to let me know so I can steal it… er um share it.

So I was at a baseball game with my dad last week, watching the Texas Rangers against the Chicago White Sox (Texas blew the sweep). Since we got to the game early, I started flipping through the program and found something interesting. One of the articles promoted the blog of the team mascot, The Captain (a big furry horse). Wow, what a great idea! I wonder why more companies don’t have their mascots post using social media to promote themselves and the company brand. It seems like a no brainier. You create a mascot that embodies the brand, so why not use the mascot as an online personality to promote the ideals that your business stands for.

When I got home I took  a look at The Captain’s blog. It wasn’t fantastic. The updates seem to be sporadic, but I did like that he stays in character the whole time. It seems that kids like to email him and ask him questions (some of these questions and answers are printed in the program), which is a fantastic way for a brand to interact with their community. I can’t help but think, though, that they could be doing a better job of using online media to promote The Captain as a genuine personality. It may not translate into a huge increase in ticket sales, but it’s free, and can help shape the Texas Ranger’s brand name.

What do you think? Have you seen any creative uses for mascots lately?

I was playing around on Facebook today, and I saw a link to this news story which was posted by one of my friends (thanks for the link Mary). Okay (for those of you that can’t / don’t want to risk clicking on the link) so basically this lady was celebrating her 35th birthday with her 8 year old daughter and so they decided to dress up as princesses and go to Disneyland in Paris. She was told by a guard at the gate that she looked too much like a princess which may confuse kids into thinking that she worked at Disney. As a result, the woman was not gained admittance to the park.

Wow, talk about ridiculous. I know that protecting your brand and controlling your message is very important, but this is a perfect example of just going too far. What would it have hurt? So what if some kid thought she looked like a real princess? If she started getting unruly they could’ve always kicked her out then, just like they would with anyone else.  Really, if they think that she resembles one of the characters, then maybe they should’ve offered her a job instead.

The lady had even called the park before they showed up to see if it would be a problem, and they said it would be fine. I guess this means that there’s no policy against dressing up; perhaps this is a case of an overzealous guard. Who knows. In any case, the lesson here is that you need to understand all of your responsibilities as a marketer, not just one thing or the other. Disney is supposed to be the happiest place on earth, and something as innocent as dressing up as a princess should not just be tolerated, it should be celebrated.

What do you guys think?

Wise words from one of my favorite bands (Rage Against the Machine), “know your enemy”. In marketing, you are competing with other companies, and even industries (look at how movie theaters compete against DVD, and television) for scarce money. In order to succeed, you need to arm yourself with all the knowledge you can about your competition. You need to know their strengths, weaknesses and strategies, so that you can develop your plan to defeat them. Great, so you already knew that. But how do you go about obtaining this information? Here are some quick tips for you…

1. List your direct and indirect competitors. How are you going to learn about your competition if you don’t even know who they are? As one of my old mentors (and good friend, you know who you are) would say, “make a list”. Don’t forget to include both direct (companies that provide similar products or services to yours) and indirect competitors (companies that provide products or services different from your own that satisfy the same need).

2. Pay them a visit. After you have your list, you should visit your competitors website and learn what you can. Not only will you learn about their products and / or services, you will also learn how they are marketing themselves, what they think of their own brand, and you will be able to get an idea of which type of customers they are targeting. You can also learn about their history, and the officers of the company. If there is a trade show, visit them and find out all you can. If they have a store, go in and patronize them. Find out what you can up close and in person. It’s important to do this early so that you will get a fresh impression of what type of business they run.

3. Dig a little deeper. Visit www.hoovers.com and check out their financials. If they are a publicly traded company, then there are tons of sources to go to get additional information. Go to www.dnb.com and check out a credit report. Remember those officers you learned about in the previous step? Google them and find out more about them. This will let you know a little bit more about how decisions are made at this company.

4. Set a date to follow-up. Like all marketing, competitive analysis is a process not a project (we’ll probably discuss this in detail in a future post). This means that you need to set up a follow-up date in your calendar so that you can go through the process again, and find out what’s changed. If you’re dealing with professionals, then your competition is looking at you just like you’re looking at them, and they’ll react to whatever strategy you’ve chosen to take them down. Do yourself a favor and stay vigilant.

Once you know all about your competition, you can use this information to find out what you can do better or differently than them. Develop your strategy and watch the competition suffer. We’ll talk more about how to take these suckers out in the future.

Hey, I’m not an expert on competitive analysis, so if any of you readers have anything to share, let me know in the comments, or email me at edwardviator@evil-marketer.com

We all know that a good website is essential to branding and marketing your company online. Here is a list of the seven different types of websites that currently exist…

The informational / brochure site: This type of page is intended to provide information to the user. They usually include a home page, products page, FAQ, testimonials, and a contact us page.

Opt-In page: This type of site is designed to collect contact information from a user. In many cases there will be some sort of offer; a discount, access to additional information, a special bonus offer, etc. The page provides just enough information to get the user interested in “opting in”. This can be a good way to develop prospects for a sales team, or sign people up for an email list.

The Sales page: This type of site includes a compelling offer and a strong call to action. If a site has a shopping cart, it is a sales page.

Blog: A page that uses video, audio, and text to create content based around different topics. The page you are on right now is a blog (thanks for visiting by the way).

Membership site: This is a type of site where specific (usually paying) customers are given access to special information or content. Usually the content is protected by some sort of password protection or login process.

Portal site: When a company owns many different brands, sometimes a portal site is needed. A portal site provides links to different websites all connected by some topic or company.

Social network: Sites like Facebook and linkedin. These sites bring users together in a way that they can interact with each other.

When you create your website, you need to think about what your goals are for the site. This will help you determine which type of site (or combination) you create.

What do you guys think? Did I leave any out?

Yesterday I mentioned that a picture is worth a thousand words. Check out this link for an example of this. Video game developer Naughty Dog (known for creating the amazing Uncharted games, the Jak & Daxter series, and the Crash Bandicoot series) is apparently quietly sponosring kennels for animal shelters in California.

They didn’t make a big deal about it. They didn’t alert the media and say “hey look at what we just did! Aren’t we a great company.” No, they just went out and did it. And guess what? I read about it online, just like you are now. In a world where everyone has a camera, it was bound to be publicized in some way. Even if it wasn’t, who cares? At least they still helped some homeless dogs out.

The moral of the story is not to do good things and then sing your own praises; instead, do the right thing because it’s the right thing to do, then let your community spread the good word for you. Then sit back and reap the rewards.

There used to be only a few channels out there for businesses to communicate with their customers: radio, television, and print. Now there are an infinite number. The eighth trend in Seth Godin’s Meatball Sundae is “Infinite channels of communication.” Today, every interaction with a customer is a channel of communication. Sure, your Facebook page is a channel, so is your Twitter account, but so also are the interactions your customers have with each other and with potential customers. Let’s face it, people talk to each other, and in today’s marketplace it’s easier than ever for people to have discussions about your company and your brand. In the wise words of Luke Skywalker, “you can either profit by this or be destroyed. It’s your choice, but I warn you not to underestimate my power.”

So what does this have to do with you? Everything. Before, companies had to broadcast their messages to anyone and everyone out there in the hopes that the message would reach their target demographic. This meant that it just wasn’t economically feasible to market niche products. Why spend a fortune marketing something using mass media that has limited appeal? Sure, there are specific demographics for specific programs on TV, radio, or print articles, and so it’s not impossible to reach your target demographic in this manner. However, you will waste alot of money reaching people that don’t care about your product. Not only that, but people are actively trying to avoid these types of interruption messages.

On the internet, it’s not only possible to reach these niche audiences, it’s actually preferable. You don’t need to interrupt anyone; customers will look for you and your products if they pertain to them. You can succeed with a smaller market, but a larger market share. All you need to do is stay relevant, and treat every interaction with your customers as a channel of communication.

Notable quotes from this section:

• “In order for a customer to make a decision, two things need to happen. The second is that she needs to determine that it’s worth the time or money or risk to take action. But first, she needs to know about the opportunity.”
• Instead of reaching everyone (because you have no other choice) and creating generic products for large audiences, you can now reach a tiny slice of the market - just the people who are passionately interested in your products and services.”
• “The product is everything the company needs to spread the idea itself.”