Posts tagged ‘green’

“Me too” marketing – develop your own Unique Selling Proposition

I’ve seen it happen a million times. A company sees their competition do something that’s different, and they immediately jump on the bandwagon. After all, if our competitors are doing it, they must know something we don’t, so we better get in on the action before it’s too late! Sigh… alas, copycatting is not a strategy. And the sad thing is that your competition probably doesn’t know any more than you do. Congratulations – you’ve just fallen for the oldest, least disciplined trick in the book and turned into a “me too” marketer.

You can see this happening everywhere you turn. Do the terms green, whole grain, sirloin, organic, and hand-crafted sound overly familiar? They should, because they’re everywhere, used for products ranging from food to shampoo to cars. If words or phrases or overused, they (and their associated products) suffer from commoditization. In other words, the message loses its meaning, and all the products in a certain category are perceived by the audience as being the same. Once this happens, customers no longer have brand loyalty, and the only differentiator they care about is price. A great example of this phenomenon is gasoline. How often do you choose gasoline based on additives? Or the ability to eliminate knocks and pings? Chances are you buy your gas based solely on its price. This is commoditization as its worst.

How do you avoid this pitfall? The best thing you can do is create your own Unique Selling Propositions (USP). Every company has strengths and weaknesses. Capitalize on your strengths by developing a messaging strategy that separates you from your competitors. Determine how your products and services can be presented to your audience in a unique, informative, entertaining, and compelling manner. Make sure that you’re clear, concise, and consistent in your application of the message. And above all, take the time to let your USPs develop. Like a flower, marketing is a process that needs a lot attention, a lot of love, and the patience to allow it to come to fruition.

Follow this advice and you’ll be amazed how quickly you can separate yourself from the “me too” herd!

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June 23, 2009 at 12:50 am Leave a comment

David’s 2009 predictions – part 2

crystal_ball

Here is Part 2 of my eagerly awaited 2009 predictions… I’d love to hear your comments (after all, I’m not writing this stuff for my health)…

4. Gas prices will remain under $3.

The average price of a gallon of gas in December 2008 was $1.62; in December 2007 it was $3.04. With a recession, layoffs, and less people engaging in discretionary travel, gas prices will remain a lot lower than they’ve been over the past two years. Even with OPEC trying to raise the price by squeezing supply, they’ve been unable to move the needle. Like it or not, world, the U.S. consumer is the strongest component in this equation. One unintended benefit with lower oil/gas prices: Iran’s economy is suffering so badly that they’ve had to virtually abandon their nuclear weapon ambitions. Hopefully North Korea will follow suit.

5. Vista, or Windows 7, or whatever it will end up being, will regain luster and respect.

Worldwide usage of the Windows operating system dipped below 90% for the first time in eons last month. Even with that “bad” news, I can’t imagine how awesome it would be to own a 90% market share of anything. And that’s not going away any time soon. The dirtiest little secret about Vista is the release of Service Pack 1 (SP1) in March 2008, which has made the operating system quicker, safer, more compatible, and more reliable. Essentially, it has helped Microsoft realize the full promise of what Vista was supposed to be. However, with the Jerry Seinfeld/”I’m a PC”/Mojave Experiment TV commercials focused on everything but the word “Vista,” everyone still assumes that Vista is buggy and slow. Maybe they should hire me again…

6. Phoenix will have a white Christmas in 2009.

Sounds crazy, I know. But Las Vegas had 3 ½ inches the week before Christmas, so is it really that far-fetched? Sure, it hasn’t snowed in the city of Phoenix in 18 years (there have been a couple minor dustings since then, but too few to mention) – that just means we’re due for a big one. How funny would it be for all those snow-weary visitors from Minnesota and Iowa to spend their Christmas in a white desert? Don’t worry… it’ll be 65 degrees by lunch time.

7. With shrinking budgets and layoffs, marketing consultants will be more important than ever.

Of course, since I’m a marketing consultant, this is a little self-serving. However, I know that companies are really tightening their belts when it comes to marketing expenditures. I also know that many marketing departments have been forced to reduce headcount. However, they continue to recognize the benefits that marketing can bring them, and if they can’t produce results their jobs are in jeopardy. Marketing consultants bring the best of both worlds; they don’t increase your department’s headcount, and, when you consider the cost of employee health insurance, payroll taxes, 401(k) matching funds, etc., consultants end up costing less money than full-time employees. Below are some of my Success Stories from clients and employers of mine, which should give you a good idea of what you should be looking for in a consultant. Feel free to email me or call me at 480-814-8838 to discuss it further.

Coming up next week… another episode of “Phoning It In”, so stay tuned. Have a great weekend.

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January 30, 2009 at 8:08 am Leave a comment


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