The Challenges of Being Seen, Heard and Read

May 20, 2015

By John Sonnhalter, Rainmaker Journeyman at Sonnhalter

Everyone is getting better at resisting all the interruption-driven ads and promotions. Your customers are taking control of what they want to read or look at.

So what’s the answer? Quit selling and start giving them what they want (helpful content), where they want it and when they want it.

I recently read a post by George Stenitzer on Content Marketing Institute that talked about when more people are saying no to ads, what options do we have to get your message in front of them?

He cites some amazing stats:

  • Mobile has taken over as the first screen to view content
  • Over 50% of Americans record TV shows and don’t watch commercials
  • 91% of consumers unsubscribe or unlike brands for which they once opted in for

George gives us some helpful ways to make sure your content is seen and read.

  1. Permission is golden – If someone allows us to share info with them, make sure you give them good relevant content (it’s not about you).
  2. Give them what they want – A small percentage of your content will outperform the rest. Use your analytics to give them more of the same.
  3. Earn their attention in 7 seconds (23 words) – In the battle for attention, you need to answer the question quickly of what’s in it for them. Use images where possible.
  4. Keep customer info up to date – If you’re trying to be more personal and have the wrong info, you’ve lost the battle before it started.

These tips are not earth shattering, but a good reminder of what sets good content apart from the other self promotions.


Is Your Brand Humanized?

May 13, 2015

By John Sonnhalter, Rainmaker Journeyman at Sonnhalter

If you’re using social media, your objective is to connect with your target audience. In order to do that, you need to talk in non-business terms instead of connecting on a human level.

Hopefully you’re not taking your existing marketing material and repackaging it into social. The best way to connect with prospects is through story telling. You can still get your message across without the hard sell.

I recently read a post by Ishita Ganguly on Social Media Examiner titled 9 Ways to Humanize Your Brand with Social Media. Some of the highlights from her article are:

  • Show a sense of humor – you can share information and make it fun
  • Use everyday language – don’t speak industry jargon
  • Engage in conversation – a small gesture like thanking someone for a retweet goes a long way.
  • Acknowledge mistakes – owning up to a mistake shows not only that you’re human, but it also builds long-term credibility by admitting it.
  • Sign your posts – it puts a human face to your brand.
  • Provide solutions – shows you understand their pain points.

What are your thoughts? Have you tried any of these? What are you doing to humanize your brand?


Do You Use Relationship Marketing When Trying to Reach Contractors?

May 12, 2015

By John Sonnhalter, Rainmaker Journeyman at Sonnhalter

609_3676925-electricianstalking

I’ve always been a big believer in relationship selling. After all, we usually buy stuff from people we know, like and trust. Agree? So why not take that to another step in the selling process by using the same principles to your marketing efforts?

This is especially true now that content and content marketing is such a big part of everyone’s overall strategy.

We all have heard the saying that Content is King and Community is its Kingdom, but what brings them together? It’s building solid relationships with Contractors and Tradesmen using relationship marketing.

I recently read a post by Wade Harman, Why relationship marketing is the key to your content, where he outlines a strong case for using this type of tactic.

He points out that we need to know and understand what our target wants and needs. They want solutions, not necessarily a sales pitch. You need to make yourself available in conversations with contractors.

He also points out that we should collaborate with others that share the same passion. For an example, say your target is professional plumbers. You want to focus on products that will help them do their install better. You’re not interested (nor capable) in helping them market their plumbing business locally.

Why not team up with someone who’s focus is just that, like Plumbers SEO.net or Darren Slaughter who specializes in contractor marketing.

This blog focuses on helping manufacturers better communicate with contractors and professional tradesmen. We have three challenges: 1) identify our audience, 2) give them meaningful content, and 3) keep them coming back. One of the most important things I try to communicate is that to be successful, you must be able to engage and have a genuine relationship with your reader.

Here are some steps to build those relationships:

  • A genuine relationship starts with you – start with an open and positive mindset and be willing to work on the relationship.
  • Make posts as helpful and useful as you can – it’s not about you, it’s about your readers’ problems and concerns.
  • Be helpful and positive in all interactions – whether it’s on Twitter, Facebook or your blog…always be helpful, positive and upbeat.
  • Encourage discussion in comments – you’re not the only one with good ideas. Make sure to engage on your response and ask their opinion.
  • Give back on other blogs – link when appropriate to other blogs, visit their sites and make comments and write guest posts for them.

One of the most important points is you can’t fake this stuff. If you are just pretending to care about your readers, if you don’t really want to talk to them, they’ll feel it and then you’ve lost them.


Listen…Please

April 29, 2015

By John Sonnhalter, Rainmaker Journeyman at Sonnhalter

ListeningThink about the people you care about and like both in your personal life as well as your professional one. I bet one of the reasons you like them is because they take the time to listen.

You know it’s hard to have a conversation with someone who’s always talking. In business, I think the best salesmen are the ones who take the time to find out what the customer’s problem is and then offers options for fixing it.

I find that those same people who want to talk a lot don’t worry much what’s said about their company or brand on the internet, and that could come back to bite them big time in the long run.

I recently read a post by Zoe Summers in Social Media Examiner that outlines ways to use listening in your business life (social listening is also known as social media monitoring). Here are some highlights:

  • Generate leads by solving problems
  • Attract new customers
  • Discover where your target audience hangs out
  • Use as a customer care tool
  • Get feedback on new products

Another post by Jay Baer, 6 Parts of Your Company That Should be Listening to Social Conversations, I found extremely interesting and wanted to share some highlights. Some are obvious; others we all should put on our list.

  1. Sales – Listening programs give you the opportunity to find prospects when the timing is perfect and when they’re actually asking for answers you have.
  2. Marketing and PR – Listening helps make sure that the language you’re using as a company is the same language being used by the people you’re hoping to hook.
  3. Customer Service – Customers are airing their concerns, questions and grievances over social media channels, especially if traditional channels prove less than helpful.
  4. R&D – You can fuel your idea engine by harnessing the input, thoughts and creativity of the online audience.
  5. HR – The obvious potential here is talent recruiting, in both finding potential employees and examining their online social graphs.
  6. Executives and Management – They can understand market trends through the unfettered viewpoint of the online masses and determine whether they’re behind, ahead of, or riding the curve.

So next time, whether it’s online or in person, take a deep breath and listen first.


Positioning: Have You Found Your Focus?

April 28, 2015

By Rachel Kerstetter, PR Architect, Sonnhalter

Last fall, Sonnhalter was recognized by HubSpot as an agency that “gets” positioning and has found its focus. (Check out the blog post here.)

It’s no secret that we’re known for our B2T marketing communication niche and that we really dig in and get our hands dirty. But the question we often get is:

“Does B2T limit you?”

The short answer is “No!” The opportunities in our niche seem limitless, in fact more than half of our business is generated by relationships with brands located outside of our hometown.

A deep understanding of the audience of the B2T marketplace not only helps us help our clients, but it also helps us form relationships.

Truly understanding your audience: their needs, their jobs, their struggles and their personalities are key to making any marketing communication effort successful.

It’s important to keep in mind that you can’t be all things, to all people, all the time. Identify your strengths so that you can hone your focus.

And of course, when you need help, be sure that you consult with someone who really “gets” your audience.


Are Your Employees Brand Ambassadors? Why Not?

April 22, 2015

By Chris Ilcin, Account Superintendent at Sonnhalter

Osborn

Photo Courtesy of Osborn

Do your employees know where your products are used? Do they know the applications the parts they make make possible? Are they aware of the history and critical nature of your company? There are many simple, cost-effective ways to increase productivity and morale by implementing a program that lets them know.

To land new business, you’re always told to “Tell Your Story” well. It’s just as important to tell it internally. Why?

It makes employees feel like part of the plan – Let them see the big picture and where you as a company fit into it

It helps them see the long view, not just their day-to-day part in it – There’s a plan, not just a daily task

It builds internal networks – If Engineering tells their story to Customer Service, everyone sees people and faces, not silos

It allows them to be brand ambassadors – If they know the story you want told, then that’s the story that gets re-told

So how do you reach them? That’s the easiest part—the same way you reach new customers:

Host an Employee Open House – Let them show off to their kids, and see what goes on in other departments

Giving a tour of your facility? Engage employees – Don’t treat them like an extension of the machine they’re working, but have them describe what they do, and the cost savings, quality assurance or other aspect of their work

Start an internal newsletter – It’s a great place to either post external press releases, or develop case studies for outside use

Cover the Walls – Advertising blown up as posters reinforce your brand internally and when guests tour your facility

Let them hear & be heard – Have a quarterly or monthly meeting of non-managerial representatives from every department, and allow for an open exchange or ideas, complaints and stories

Highlight your company’s history whenever possible – Old ads, press clippings or photos give a sense of pride and place

Have a mission statement – And stress it internally. Print it on business cards, coffee cups in the vending machines; anywhere it will be seen regularly

You don’t need to be told that Manufacturing has gotten a bad rap. For years it’s been the butt of jokes, seen as a “dead end” and been declared all but extinct in this country by countless talking heads.

Well those people are wrong. And the house they left to get into the car they drove to the studio where they made their comments is testament to it. And it’s time your employees knew that too.

I once heard a really cool story about the Gateway Arch in St. Louis. It has a unique elevator that kind of side-steps its way up to the top of the arch. Well if you look into the arch, instead of out at the view, along the way you’ll see large welder-generators. They’ve been there since the Arch was built in the mid 60’s. Because of the way the arch was made, it was impossible to move them, so they just left them, placed another (which also got left behind) and kept building.

As a former employee of that welding manufacturer, I think that’s fascinating, and if I could ever get over my nagging fear of heights, it would be the best part of the trip up. To know that something that was made in the same building I worked in was instrumental in a project like that, it just boggles the mind. All the “ordinary” people, doing their “ordinary” job at factories all across the country added up to a modern marvel like that. Inspire that sense of awe in your employees, and they’ll help do the heavy lifting of establishing a brand.


Tips on Building a Good Contractor Email List

April 14, 2015

By John Sonnhalter, Rainmaker Journeyman at Sonnhalter

tradesperson-cement

Let’s face it, we’re all in this for the same reason. To talk with people who share the same interest. We must always be tweaking and improving what we deliver.

So in order to get them to give up their email, we better come up with some interesting and helpful stuff that will make them want to read our emails for future gems. It’s not only what you have to say, but how you say it. Beyond being potential customers, these contractors can be your best friend by sharing it with their peer group.

Here are some tips to building a better list of contractors and tradesmen:

  • Think like a contractor  What are their pain points? Give them practical solutions.
  • Talk like a human – Don’t use marketing or sales speak. Keep it conversational.
  • Give them a reason to sign up – Sneak peeks at new products, exclusive product demos.
  • Ask the contractor what they want help with – Get engagement from the audience you want to reach.
  • Don’t be afraid of humor – People like to smile and it shows more of your human side.
  • Reach out to contractors – On a regular basis, randomly pick several contractors and have a product manager call and pick their brains on possible new product ideas.

Emails are back and stronger than ever if we do them right.


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