Archive for The Biz-E Gal

| October 28, 2010
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Brand investment and protection from distractions (Squirrel!)

The month of October is especially exciting for me. There are a couple of reasons: 1) As a Las Vegan I love fall. It allows me to resurface from my rock, which shades me from our scorching hot summer weather, and 2) this month is an annual reminder of why people with my personality type (ENTJ – a Myers-Briggs type) and career go hand-in-hand.

I was reminded of these reasons over the last three weeks while volunteering my time to help induct a new class into Leadership Henderson, a program near and dear to my heart, and by my 2011 planning efforts for our firm’s clientele as they’re preparing to take one giant leap forward come this January, just as we all hope to do.

More specifically, all of this is a strong reminder of just how powerful repetitive marketing is to any organization. We preach repetition daily here at Imagine Marketing, but it always seems to be one of the most difficult marketing lessons for our clients to understand and take hold of.

The reason? It’s easy to get distracted. (Squirrel!)

While it’s necessary large and small organizations have the ability to be nimble and responsive to customer needs, it’s often difficult for those same organizations to identify what areas of their marketing and sales program must be nimble while maintaining and building a consistent brand. That’s where I come in. (Did I mention my personality type?)

Over the last 10 years, more times than I can possibly count, I’ve heard business people say they attended an event once and nothing came from it (distraction) or seen them change the name of their company after investing in their brand for two years because their 12-year-old daughter didn’t like it (distraction). The funny thing? I typically only hear from these people once because they’re not around long enough to develop their business.

The successful folks are the people who believe in implementing a repetitive marketing program because they understand that marketing is a process, not an event. Despite the distractions that will (and they always do) arise, they remain committed and invested in their brand and do their best to implement a sound marketing plan ahead of time to help them remain repetitive in their efforts while providing them a reason NOT to be distracted from items that pop up.

Rarely do people enjoy planning for their business, but it’s necessary. (I head up planning efforts at our place. Teamers say I’m great at it. I think I was voted “off the island” while I was out at a meeting one day.) Regardless of your like or dislike of developing a marketing plan, it serves as a vital component to your business operations and, just as in others facets of your company, repetition is a key element to success.

Repetition in marketing, which often comes from having a master marketing plan in place, will allow your organization to gain greater brand momentum, helping you to move from “it didn’t work the one time I attended” to having multiple people tell you, “I’ve seen your company everywhere.”

So, I encourage you to evaluate your current marketing program for inconsistencies to see where improvements can be made. If you are attending events, are you ensuring you are connecting with your leads or attending events in a repetitive fashion? If you are distributing e-newsletters, are they uniform in brand appearance and caliber of messaging? If you are seeking media opportunities, are you sending newsworthy information their way and consistently reaching out to your contacts?

The opportunities are there so long as you are willing to make the investment in a consistent (repetitive) brand and follow your overall vision, which is easier to stick to when you have a plan in place.

Amber Stidham serves as Director of Strategic Planning for Imagine Marketing.
Contact Amber at astidham@imnv.com

Category: Amber Stidham, Imagine Marketing, Las Vegas advertising firm, Las Vegas public relations firm, repetition in marketing, The Biz-E Gal |
| August 24, 2010
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Five easy-to-use tips to help you keep clients

I know a thing or two about marketing and sales, despite how entertainment media may portray marketing professionals, especially females. My career is a bit more complex than an event planner screaming at subordinates, as E!’s “The Spin Crowd” and the character Shauna Roberts from “Entourage” love to do. It’s scripted for television and the more tension the more it sells.

In the real world, I approach marketing in a holistic way, with attention to detail. My clients expect it as do I. In fact, I consider it my duty to ensure I constantly provide them with big picture marketing insight and action while never forgetting about the details that matter.

Speaking of details, below are a handful of tactics business owners/executives can easily use to enhance their current client relationships while staying sensitive to our current economic budget crunch. And, as we all know, it takes less energy and money to keep and grow a client than it does to find new ones.

Thank your clients for their business – Mail a simple letter to your clients to thank them for their continued business at least once per year. Meanwhile, make certain you periodically thank them via email if you correspond regularly. For instance, write your email as you normally would and simply add: “Thank you for your business.” It’s easy. It’s simple. It makes an impact on your clients. Every time I send letters to clients, they make it a point to tell me how nice it was to receive it and that they’re happy with my services.

Introduce your clients to your contacts – If you’re in the professional services sector, this can be especially helpful to you. One great big happy family is the idea on this one. Clients appreciate feeling valuable, want to meet other people who are valuable and will see you (and your ability to serve as the “go to” connection guy/gal) in an entirely new light. Clients can seek the services you offer elsewhere, but they cannot replace the relationships you help them build with others.

Deliver your clients a treat – A fruit bouquet, a dozen doughnuts, two movie tickets …all are affordable options that will help remind your clients that you are thinking about them and appreciate their business. (I’ve even gifted boxes of Cheez-Its crackers, cupcakes to flower adorned children’s hair clips to clients – whom I consider more as friends over the years.) It doesn’t matter the price tag associated with the gift. Instead, think of it like a typical dating ritual… it’s the thought that counts.

Instead of an expensive client gala, organize small meet-and-greets – Don’t get me wrong. High-end galas have their place with some folks in the B2B industry, but for most, small meet-and-greets can accomplish just as much with less money and time. I have a small group I organize every other month and a 20-person private wine making group I’m a part of that meets six times per year as well. Six months ago my “A-team” coffee group were all strangers, now we invite one another to birthday parties, holiday BBQs and more. Did I mention they all do business together now too?

Share a cause with your clients – Invite your clients to participate in a walk-a-thon or another cause you believe in. I have a coworker that shaves his head every year to raise money in the name of childhood cancer research. (Clients LOVE it.) People naturally want to help and want to be involved – so long as it does not cut into their family and “down” time. Involving them in this way allows them to see a personal side of you, your business and gives them an easy way to participate and build a relationship with you.

*Blog originally appeared at: The Biz-E Gal: Life as a Marketing Pro & Parent

Amber Stidham is the director of strategic planning at Imagine Marketing.
Contact Amber at astidham@imnv.com

Category: Amber Stidham, Imagine Marketing, Las Vegas public relations firm, marketing moms, sales is part of all business, simple sales tactics, TACTICS TO KEEP CLIENTS HAPPY, The Biz-E Gal |
| August 2, 2010
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No matter your business, we’re all in the business of sales.

I don’t know about you, but I have a love-hate relationship with professionals whose sole purpose is to sell me something – television, print and radio advertising representatives, online digital video sales people, photographers telling me I need to use their services, trade organizations saying I need to “belong.”

No matter the source, we’re all selling one another something. I spend a great deal of my time wading through sales opportunities as the “gatekeeper” for my clients. It’s an undertaking all its own, but it’s a responsibility I don’t take lightly and the due diligence my clients expect of me and our firm.

Have you ever noticed that good sales people often aren’t thought of as sales people at all? Instead, they’re “friends.” Being a trusted “friend” can be key in successful sales. And, in today’s tough environment, more sales people should become “friends” with prospective clients.

More often than not, I come into contact with some of the most unlikeable sales characters. What makes them un-“friendly” sales people? I’ll let you be the judge.

(All actual incidents took place just this last month.)

Placing an initial sales call on any given Friday afternoon. Unless it’s necessary, I do my best NOT to contact clients on Fridays. No matter how nice of a person I think I may be, I’m likely the last person (i.e. their vendor) my clients want to speak with as they’re wrapping up their week and business at hand.

Placing a sales call to their cell phone, when they’re not immediately available on their office line. I realize our world is more mobile than ever before. However, there is still a professional code of conduct that exists; you must respect the privacy of someone’s cell phone number until you get the “okay” to regularly call it.

Not doing ANY homework. I always try to do homework so I can better recommend to my clients why they should do “this” or “that.” Just like my clients, I’m not receptive to people who call and ask me for money without telling me, specifically, how I (or my clients) may stand to benefit from the investment.

Tardiness. I don’t mind waiting an extra 10-15 minutes for a phone call or for a sales person to arrive at my office – if I know you. It’s an entirely different situation if you called me and are soliciting me for thousands of dollars, and then either no call, no show or stop by 30 minutes later than our scheduled meeting time.

Randomly showing up at the office – and staying for 30 minutes. I get it. Face time is good. I periodically stop by our clients’ offices as well, but a good sales person knows how to strike that delicate balance between quality “face time” and interfering with day-to-day business operations.

Responding to specific questions with rhetoric. All businesses have a specific, strategic message – key phrases and statistics – they want to communicate with clients, vendors and the community. As a marketing professional, I understand that. But if I ask you a specific question about your product or service, please answer it directly. My day-to-day business endeavors are based largely on trust, and if I don’t feel you’re going to give it to me straight, I’ll look for someone who will.

Regardless of my rant, there are still a number of sales “rock stars” out there. People I have thoroughly enjoyed doing business with for more than a decade, although I don’t think of them as sales people at all. Instead, they’re my “friends.” They’re there to lend a helping hand, provide insight when sought after, and keep me in the loop when it concerns their business and industry.

They’re resources I use time and again, and as a result, do business with. They’re “friends” – the best kind of business people who also happen to be great sales people.

Amber Stidham is the director of strategic planning at Imagine Marketing.
Contact Amber at astidham@imnv.com

Category: Amber Stidham, Imagine Marketing, Las Vegas public relations firm, marketing moms, sales is part of all business, simple sales tactics, The Biz-E Gal |
| July 27, 2010
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Selling yourself through other people’s products

I recently purchased a swimsuit from a Florida-based retailer. I realize we’re nearly halfway through summer already, but it’s Vegas. I figure I still have a good three to four months of use I can get out of my new suit this year.

To my delight, I received my swimsuit by mail this week. Better yet, as a marketer, I was even more delighted to see promotional flyers included in my package, all of which were from outside companies who sold moisturizers, jewelry and ceramic figurines. I tried to resist browsing through the flyers, but to no avail. All flyers were read thoroughly – except for the figurine piece. (Ceramics aren’t my thing.)

The swimwear company, and its partner advertisers, snagged me. They successfully targeted their demographic of 30-something women who somewhat take an interest in their appearance. Therefore, I browsed.

There’s a good lesson to reiterate from my experience, one that is often overlooked by businesses, and that is the importance of knowing your audience and finding partnership opportunities that provide you access to your audience. The opportunities are always there if you look hard enough.

In my case, they got me and got me good. (I expect to receive my moisturizers via mail next week.)

*Blog originally appeared at: The Biz-E Gal: Life as a Marketing Pro & Parent

Amber Stidham is the director of strategic planning at Imagine Marketing.
Contact Amber at astidham@imnv.com

Category: Amber Stidham, Imagine Marketing, Las Vegas advertising firm, Life as a Marketing Pro Parent, partnership marketing opportunities, The Biz-E Gal |
| March 24, 2010
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Dumpster diving for inspiration

When I was a kid, anything was possible. I made art by melting crayon shavings with a magnifying glass. When I was seven years old, I planned on being an astronaut when I grew up. I discovered diamonds in rocks and built “mansions” out of sticks while camping with family.

Inspiration and creativity were possible at all times and came from everything around me – be it rocks, sticks or dumpster cans as pictured right. (That’s me pictured far left with my little sister, Laura, and two cousins, April and Christopher.)

I have no idea where this photo was taken, but whoever labeled the dumpster “inspiration” is brilliant. Why? Well, inspiration can come from anything (literally as you can see) and when we least expect it. However, for most us inspiration and creativity (which go hand-in-hand) come to us in irregular spurts, or at least that’s what we believe.

Not to fear, there is a solution.

The solution is to allow yourself to be inspired and give yourself the emotional freedom and time to be creative and explore new experiences – just like when you were a kid. What’s even better? Everyone can be creative.

This is great news for professionals working in a creative field, which most of us do whether we realize it or not, because being creative is good for business. It allows your mind to be flexible and adept in recognizing challenges and opportunities as well as how to make the most of those opportunities.

Creativity is crucial to success so long as you zero-in on how your creative ideas can be transitioned into savvy business maneuvers.

So, how should some of us more pragmatic thinkers approach inspiration and creativity?

  1. First, understand that the process is not a mystical one. It’s simply the process of allowing yourself the opportunity to hone-in on what you already know, or don’t know, and connect the dots.
  2. Second, you’ve got to allow yourself the time to be inspired and creative. Think of it like regular physical exercise for your mind.
  3. Third, surround yourself with other inspiration people. These types of personalities always find a way to make things happen – always. Keep them in your corner.

For us practical thinkers, me included, I recommend reading a blog a colleague wrote called “Creative brainstorming best when efficient.” It’s an excellent piece on how to overcome common hurdles in the inspiration and creative process. For those who are not convinced on how valuable creativity is in not only the success of business, but the critical need for it in America (period), I highly recommend reading “The Heart of Business” blog. This blog is written by a design professional named Craig Galati and he’s someone I enjoy keeping in my professional “creative corner.”

It’s easy to be re-inspired and reclaim your creativity, and it can be done one day at a time. For you critical thinkers out there just remember this: a creative thinker sees achievable opportunities everywhere, it’s just a matter of how they approach it.

If you still can’t find your way back to the inspired version of you in your yester-years, try thinking back on your childhood and the exploratory process you took in learning about the world in exciting new ways – like making art from wax shavings and the sun versus a traditional paint and brush.

Amber Stidham is the director of strategic planning at Imagine Marketing.
Contact Amber at astidham@imnv.com

*Blog originally posted at: The Biz-E Gal: Life as a marketing pro and parent

Category: Alex Raffi, Amber Stidham, CRAIG GALATI, CREATIVITY IN BUSINESS, Imagine Marketing, Las Vegas advertising firm, The Biz-E Gal, THE HEART OF BUSINESS |
| March 1, 2010
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E!’s take on the PR industry far from typical business reality

I admit it. I was tricked into watching the new reality show, “The Spindustry” on E! last week. If you read my company blog a while back, you’ll know I’m a bit of a reality TV show junkie. More importantly though, as a public relations and marketing professional, I was curious to see how professionals on the “sexier” side of the industry conduct business. Plus, the cheesy show name pulled me in – although I cringe inside every time I hear me and others in my professional referred to as “spin doctors.”

Although two episodes have now aired. I’ve only watched one episode – if that’s an indication to you on how great the program is.

I’ll let you in on what the show has properly communicated to viewers:

Public relations works – Having other people – whether media, industry experts, current customers, etc. – tell your story carries a lot more weight than simply placing traditional advertising. Both work together, but PR is ideal to have incorporated into your overall marketing communication program.

Results matter – Staffers on the first episode were upset when an outsider came in and seemingly took over operations to roll-out a 24-hour turn-around publicity event. However, the outsider got the job done in just minutes compared to the handful of team members who spent hours trying to accomplish the same goal. Although the outsider didn’t fold into the new group smoothly, as no one coming into a team situation at literally the very last hour would, she made magic happen for the company and its client.

Here is what the show improperly communicated to viewers:

Tardiness is not an issue (wrong) – Half of the office was not able to show-up to work, meetings or work-related events on-time. (Let me remind you, this is in just one episode.) Excessive tardiness is an issue and shows a complete lack of respect for the people you are scheduled to meet with. I cannot think of a rule breaker more damaging than to be continually late…to anything.

Treating employees like underlings (wrong) – Screaming at staffers about your inaccurate sandwich orders and telling them ‘your job is to shut up and bring the suckers’ (while en rout to a celebrity candy endorsement meeting), in front of other employees and on nationwide cable television no less, doesn’t build a business. Instead, it builds bitterness, breaks down overall team morale and simply destroys the shred of respect employees have for a boss. And, now that publicity firm owner Jonathan Cheban has decided to publicly showcase his circus on-air, I wouldn’t be surprised if a number of celebrities would choose NOT be associated with a company that treats their team the way he does.

The list goes on, but I’m certain you get the point.

Hopefully the show’s PR firm can learn from its past and incorporate the proper business fundamentals needed to make their West Coast office a success. In the meantime, this reality TV show junkie is opting not to watch future episodes of “The Spindustry.”

Amber Stidham is the director of strategic planning for Imagine Marketing.
Contact Amber at astidham@imnv.com

*Blog originally posted at: The Biz-E Gal: Life as a marketing pro and parent

Category: Amber Stidham, Imagine Marketing, Las Vegas advertising firm, marketing tips, relationship marketing, successful sales, The Biz-E Gal, The Spindustry |
| February 17, 2010
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Don’t overlook easy-to-use relationship marketing tactics

The market has been hard on most of us. However, luckily for me, and my firm, now that the market has started to loosen-up so have sales/marketing service inquiries.

We’re the experts when it comes to integrating marketing and sales strategies, but what frequently surprises me is the lack of general knowledge many business professionals have when it comes to employing basic relationship marketing.

Granted, some marketing programs produce lackluster results, especially if they’re not properly planned for and implemented and don’t have the sales support they need, but there are still tried-and-true essentials any professional can use, starting today, to enhance current client relationships as well as relationships with prospects and leads.

Simple tactics which I often see overlooked:

No in-house list – It can be a painstaking task to develop up-front, but kept up-to-date, your in-house list can be your greatest marketing and sales asset. I suggest collecting addresses and emails for your clients, contacts/referral sources/“champions,” vendors, leads/prospects. Your list can be used for just about anything you need to promote your business – from notifying people of new services/products, inviting them to open houses or free workshops, to wishing them a great holiday. It is the easiest, most cost-efficient way to connect with your contacts regularly, thereby helping you remain top-of-mind with clients.

Lack of follow-up – If someone is interested in using your services, follow-up with them within 24 hours of your discussion. If you do not hear back from your lead, follow-up with them again within the next 2-3 days. I recommend picking up an old-fashioned piece of hardware on our desk (telephone) to make the connection. I recommend that phone because too many people are resistant to using it these days, but that’s for another blog. Speaking by phone will build your relationship more quickly and will better relay to your new contact what type of personality you have, which allows them to build a more positive mental picture of you and how you can help their business. (i.e. the “I like you and trust you, so I’ll do business with you” feeling.)

Not asking for referrals – This is a very small, yet effective way to remain in the forefront of your happy clientele’s mind when they’re out and about. If your business relies on referrals, ask for them. It can be something as simple as speaking or writing to a client after they’ve told you how happy they are with your service, saying something such as: “You’re welcome. We’re happy you’ve been more than satisfied with our services. Please feel free to keep us in mind if you know other folks who could use a firm like ours. Have a great afternoon.”

Regularly contact your clients – This is especially important if you live in the B2B world, where you need to maintain long-standing relationships in order to sustain regular business from a set group of clients. Find small ways to regularly be infront of your clients. Send articles that relate to their business (“I found this and thought you’d appreciate reading it as well.”). Invite them to networking events you plan to attend and help them develop new relationships. Send them personally written notes about how you appreciate their business. Don’t be an annoyance, be a value-added bonus of their relationship with you and a virtual part of their team.

Don’t take a backseat attitude when it comes to building and maintaining business relationships. Sit-and-wait strategies don’t work and these tactics can help push you in a positive direction.

Amber Stidham is the director of strategic planning for Imagine Marketing.
Contact Amber at astidham@imnv.com

Category: Amber Stidham, Imagine Marketing, Las Vegas, marketing tips, relationship marketing, successful sales, The Biz-E Gal |