The advancement of electronic media has forever changed the way businesses will reach qualified leads. This article is intended to discuss the pros and cons of search marketing, traditional print marketing, and digital variable print marketing. While every business is unique, annual marketing plans should consider using a combination of all three marketing tactics.  Read more... (699 words, 1 image, estimated 2:48 mins reading time)

Communications in e-marketing are formulated as a complex of personal and impersonal communications targeted at customer. They include personal sales, catalogues and related literature about company’s products, promotion actions, direct mail, trade exhibitions, advertising and PR. Effectiveness of each of these tools depends on how well it combines with other sales stimulating tools. Each of them plays a particular role solving the problem of informing client by putting him client wise about your company and its products, guiding him through all stages of purchase decision process up to the purchase itself. Industrial marketing analyst must plan communication strategy taking into account specific character of each e-marketing communication mix element and their compatibility.
Personal sales are the key element in communication strategy in e-marketing. Since personal sales are an extremely important element of communication mix in e-marketing, it is often necessary to assess different types of communications, taking into account their compatibility with personal sales.
Personal sales are the e-marketing function which implies direct contacts with customers. In other words, it serves as a communication bridge between industrial manufacturer and its target audience (which draws personal sales to advertising, promotion of products and other forms of propaganda). It is personal sales that possess a unique effectiveness and create two-way communication between customer and seller which enables the company to study clients’ needs and demands, show flexibility in elaboration and presentation of selling proposition.
Personal sales strategy implies direct contact between sales personnel and customers while direct marketing implies such communication via telephone, mail, television and computer based services. Personal sales are the most effective way of forming customer’s preferences and stimulating his purchasing decision.
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To start I need to tell you that advertising is not the best way to effectively market your business, there are many better ways to market. Advertising may be the most popular method, but far too many people stop there. Since advertising is often the most expensive marketing option it’s not surprising that many businesses get bogged down over marketing. Wouldn’t it be great if there were other, more cost effective ways to market your business?

Well there are, like Direct Mail, Internet, Telephone, Email (with permission), etc, and I’ll get to them later, for now, if you are advertising already, here are some important do’s and don’ts.

First make a decision to stop any current advertising that isn't working for you. I have to say that first because, although it may seem obvious, many businesses keep on advertising in the same places year after year, whether they know its working for them or not!

Next work out a way to measure whether your advertising is working for you. Far too many businesses use up their advertising budget every year, without testing to see what is working for them. This doesn’t make sense! If an advert is working then fine, you want to keep running it and maybe even expand that particular advert further and spend more on it, but if an advert isn’t working you need to stop running it now, and instead allocate the money you would have used on it to other marketing methods, which have a much higher chance of success.

Then you should choose adverts that are designed to bring in a response. That is ‘direct response advertising’. There is a lot of talk in marketing circles about ‘brand’ advertising, but unless your company is a household name, brand advertising will have very little chance of working for you. Those large companies which use this method have spent thousands if not millions establishing their brand. If you are a small business then brand advertising will be a waste of your money.

This means that the purpose of your adverts should be to obtain a response. The bonus of this is that response advertising is easier to measure to see if its working for you.

So how do you put together a direct response advert?
Here is the proven formula for success: -

The most important part of the whole advert is the headline. If you don’t have an actual headline then it’s the first few words of the advert itself. It MUST capture the reader’s attention.

Tip if you have been using the name of your company here, stop, you should use this important space to lead with an exciting statement about your product or service.

The main body of your advert should speak to the reader personally and tell them about the benefits they will get from your product or service.

Don’t forget to include a call to action. This is where you tell the reader what they should do to follow through and get in touch with you or place an order etc. When you book an advert you should insist that it is placed on the right hand page, which is where people’s eyes are drawn first, so statistically more people will actually see, and have a chance to read and respond to, your advert.

Don’t book a long advertising run, or a large advert, until you have tested the advert first, and then only re-book if its working for you.

So, don’t waste your money on ineffective advertising, you could get much better results for less money using a mixture of other marketing methods. And meanwhile, only use adverts that have proved profitable for you.

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