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Cross Media Marketing
The 5-step Cross-Media Marketing Sales Approach.
Many print providers have had great success with generating new sources of revenue by selling Cross-Media Marketing services to their current customers. With the right tools and knowledge, you can also translate this effective and popular means of marketing into profits for your business.
- Be proactive. – Identify new vertical markets and seek new clients to widen your prospect pool.
- Identify the decision-maker. – Who is involved in the decision-making process? Be sure you’re approaching the right people to save yourself time and wasted expense.
- Determine their objectives. – The prospects are most likely responsible for a number of marketing duties. Educate them on how cross-media services fit into their strategic plans.
- Know the prospects’ business. – Don’t just be a salesperson, be their consultant. Tell the prospects how you can solve their issue and position yourself as a partner to become more valuable to their business.
- Practice what you preach. – Use cross-media tactics to reach new prospects, promote your business and create your own tangible results. If it’s working for you, it will work for them.
Additional Cross Media Marketing Resources
Selling Cross-Media Marketing Services
Cross-media marketing services are not a fast and easy sell. These services are higher-value and therefore more complex, so marketing them successfully demands a shift in the sales process. Selling cross-media marketing services requires a consultative approach, as it takes time to convince the customer, build the relationship, and learn the customer’s challenges and goals. This document highlights key trends and findings of recent research from InfoTrends, and presents it in an easy-to-understand framework for powering sales.
Mobile: The Fundamentals Still Apply
InfoTrends just released a new study entitled ‘Mobile Technology: Making Print Interactive’. This research was conducted to determine the importance of combining technologies to activate, cultivate, and engage customers. Consumers are being bombarded with a sea of marketing messages every day, and this study explored marketers’ intentions for creating integrated campaigns that leverage the only two forms of portable media &mdash print and mobile. The results of the study clearly illustrate that now is the time to understand mobile media and integrate mobile capabilities into a marketing services portfolio. This analysis will outline the fundamentals of mobile and what steps service providers can take to leverage this technology.
Selling to SMBs... Automating Marketing
Small and medium-sized businesses (SMBs) account for the majority of U.S. firms. They include construction workers, hairdressers, dentists, lawyers, real estate agents, and local “mom and pop” retail stores. According to the U.S. Small Business Association, there are roughly 6 million firms (with payroll) that have fewer than 500 employees, and 5.4 million of these have fewer than 20 employees.
SMBs have a wide range of communications needs, including corporate identity (e.g., business cards), marketing collateral, direct marketing (e.g., direct mail, e-mail, Web), point-of-sale materials, transactional documents (e.g., invoices), and publications (e.g., newsletters). Just like large enterprises, the SMBs want to look credible and professional as they spread the word about their businesses.
This analysis will outline key the marketing automation opportunity for the SMB marketing and show examples of how service providers can take steps to capture this market.
Top Ten Best Practices for Adding Cross-Media Marketing Services
Print service providers have repeatedly heard that the key to survival is to expand their offering beyond print to include a host of media options backed by marketing services. However, that message was seldom backed by solid how-to strategies. InfoTrends conducted a research study titled ‘The Evolution of the Cross-Media Marketing Services Provider’ to assess the current state of the move into cross-media marketing services and identify the best practices for successfully making the transition. This analysis will outline the top ten best practices that were uncovered from InfoTrends research.