35 Top Tips of 2012


To close out the year, the Target Marketing editorial staff reviewed all the content from the magazine, Today @ Target Martketing e-newsletter and blogs in 2012, hunting for some of the best marketing ideas and tips from our top experts to share with you.

. Most businesses think charging for an app will boost a bottom line. Apps should be free. You wouldn’t charge someone to visit your website, would you? But that doesn’t mean an app can’t help drive sales. A robust app offers online catalogs and order forms, digital coupons and calendars of events to drive customer orders.
Scott Hirsch, Appsbar

“5 App Tips for Small Businesses,” April

. When you face the same problem, need or application repeatedly, you develop your own procedures for solving it. Package these as a product with both a clear title and a written description of what the service entails. This description, which you will use in email and other promotions, can be written as narrative paragraphs and/or in bullets.
Bob Bly, freelance copywriter and consultant

“At Your Service,” February

3. Buyers don’t really want to talk to vendors until somewhere akin to 70 percent of the way down the road, at the stage of writing RFPs and getting quotes. By then, the possible solutions and the specifications are already set. … So B-to-B marketers have to think differently today. First, you need to take an active role in the early stages of the buying process, to ensure your solutions are front and center, and that you are in the game of influencing buyers as they educate themselves online. Second, you must gain access to each member of the “buying circle” so you can understand their needs and interests and deliver relevant messaging to them as they move from stage to stage in their buying journey.
Ruth Stevens, eMarketing Strategy

“The B-to-B Buying Revolution, and Five Ways Marketers Need to Change Their Game,” April 30

4. Traditional methods of reaching contacts may not work with high-value leads. Instead, develop and test ways to nurture these leads over time. For example, someone who won’t agree to a meeting may be open to attending a webinar. If an industry trade show is approaching, perhaps the contact will agree to a brief meeting at your booth or hospitality event. If you cannot reach a prospect, consider another avenue. We’ve done campaigns where we target the prospect’s administrative assistant. To break through the clutter, we sent an Edible Arrangement to ensure the admin remembered us when we called.
Jenny Vance, LeadJen

“The Care and Feeding of High-Value Leads,”
Sept. 24

5. Since B-to-B brands often sell a service, solution or product that’s not easily demonstrated in a video, there will be reams of product information to convey, white papers and/or case studies to read. And who declared they have to be all text and dull, dull, dull? Whether you’re targeting IT managers, security administrators, hospital executives or CFO’s, no one asks you to present your information in the dullest way possible.
Carolyn Goodman, Goodman Marketing Partners

“B-to-B Marketers Gone Wild!,” June 15

Creative and Copywriting
If you are a marketer and a presidential assassination, tsunami or a massacre occurs just as a long-planned promotion is taking place, wipe the slate clean. Eat the losses. Move on. Whatever positive results you have are gravy. And unmeasurable.
Denny Hatch, direct marketing consultant and author

“The Publishing Craps Game,” October

7. Don’t stress about writing the perfect opening sentence [when starting a direct mail letter]. If it doesn’t come to you right off the bat, just start writing. There’s a really good chance you’re going to find the perfect opener buried in your second or third paragraph. I speak from experience.
Pat Friesen, direct response copywriter and creative strategist

“Copy Starters,” March