Recently I had the privilege of speaking to a group of entrepreneurs and business leaders to share facts they needed to know for any marketing launch.
There is nothing better than speaking to a crowd to vet what matters most to real businesses launching real stuff. It was a great experience, and I look forward to giving the same presentation again.
Among the 50 facts I shared, there are perhaps five basics that are most important for launchers to understand. These can form the overlay for all your efforts to follow.
1. You should exercise the full power and the breadth of launch marketing.
If you can offer “something” and it’s worth offering at all, it’s probably also worth launching. This means that you can conduct a marketing launch not only for a new product or service, but also for your brand, your messaging and even your point of view and organizational changes.
2. Many companies give up marketing at the least indication that “it’s not working.” Yet if you keep on marketing, you are already one BIG step ahead of the game. Many times, it takes repeated exposures to a brand, product or idea before a prospect becomes a buyer. By giving up too soon, you fail to achieve that critical number of prospect touches.
3. On the other hand, if you don’t believe what you’re saying, don’t say it. Sometimes we’ve worked so hard on something that we feel we have to keep pushing it along, no matter what. Consider the principle of sunk costs. Peddling a bad concept? Selling a product that should be retired already? Adapt, pivot or drop it.
4. ROI is important… and you won’t always have the means to track it. Sure, it’s important to make sure you’re getting results. But there are some really great forms of marketing (media relations, speaking engagements and cause marketing are just three examples) with which you won’t always be able to quantify precisely the fruits of your efforts…especially not immediately. Don’t get caught up in bean counting. Do the marketing anyway.
5. Assure prospects that they are not about to make a mistake in dealing with you. People seldom buy what they can’t understand. Fear, uncertainty and doubt (FUD) kill the sale. Solving the problem of FUD makes the sale. Just remember, fear of regret is a very powerful anti-motivator.
Basic wisdom can take you far. In subsequent posts, we can talk further about tactics for your marketing launch. Until then…bon voyage. Wishing you a successful start to your launch planning.
Michelle van Schouwen is president of van Schouwen Associates, LLC (vSA), a B2B marketing company based in Longmeadow, MA. The company is known for vSALaunch, its proprietary, modular and scalable system for B2B marketing launches, as well as its expertise in integrated marketing for B2B. Michelle has had the good fortune to manage vSA for 30 years.