Programmers know what flow charts are, as do many other process-oriented professionals. Planning cross media marketing campaigns, like programming, requires the anticipation of variables. For example, what if the target visited their landing page, but did not fill out their information because they had to respond to a phone call they got? Are you able to tell that where the variable occurred during the response process? The key is to have a plan for all anticipated variables before they are encountered. This is why flowcharts can be useful.

 We don’t do junk mail.  Junk mail is what happens when marketers don’t use Fuse.
 SNL Clip on Junk Mail
Smart campaigns eliminate the need for ‘junk mail’ to get people’s attention.  They use multiple means of connecting on relevant points for prospects that have an interest in them.  80% of new customers initiate the sales cycle [...]

As a kid my family had a small organic family farm (back in the 80s before it was cool to have one). Whenever my dad would find himself in a situation where he was temporarily unable to go about his day-to-day life of farming tasks because of lack of funds, lack of time or just plain bad weather he’d offer up this quip; “Can’t dance and it’s too wet to plow”.

It means circumstances aren’t good enough for you to relax, you need to do something, but what you really need to do you just can’t get to right now because something insurmountable is in your way.

That’s kind of where a lot of people find themselves these days with the economy.

Consumption and investment are way down and will be for some time. Marketers need customers to be able to engage in buying or you’re just wasting your time and money. You’re caught in a tough spot. Can’t dance sales needs leads and the leads are scarce and you can’t plow because there’s not many out there ready to buy. If you’re going to market, you need to make sure you’re targeting the right people with the right message at the right time.

So, what do you do?

My dad would sharpen tools, fix and tune equipment, organize the barn and cleaned things. As a kid, it seemed like aggravating busy work but what he was doing was honing his game plan. He’d also talk to me about new ideas and discuss new crop rotations and things he’d be meaning to get to. Some of our best ideas came out of unexpected breaks in the action because it took us out of the day to day grind.

I think some smart marketers are doing that now. The normal crush of the day-to-day chase for new business is temporarily lifted. If you take the time to evaluate what you’re doing and how you’re doing it so that when things heat up again (and they will!) you’ll be ready and able to take on more than ever before.

Need some ideas?

1. Reorganize your house list and get rid of bad data
2. Evaluate your customer’s experience with your company from your branding to how you answer the phone
3. Investigate new technology that can help you reach them more efficiently or in different ways
4. Automate tasks that are manual now to free up human resources to pursue more creative goals.. the time you save may be your own!
5. Go walk in another person’s shoes. Spend time with customer service, sales, or shipping. Find out what they see and think
6. Better yet, go spend a day with your customer or at least take them to lunch (brown bag it if expense accounts are tight) on the idea of making their lives a little better
7. Clean out your desk, get rid of any useless ‘bulk’ such as old and tired trade rags, paper you’ll never touch again and don’t need
8. Call 2 people outside your company you haven’t talked to in a while, every day, and see what they are doing during these times. You might get inspired or inspire them.
9. Go to an after hour networking event. Be amazed at how many really great qualified people are jobless. Then feel good about the fact that you still have a job. And if you’re jobless, feel good that 99% of the jobless people are home watching TV and you’re out there getting ready for your comeback

We’re seeing a pretty big surge in our business here at L2 because of the people who are taking this opportunity to rebuild are finally able to bring us into their marketing mix. It’s actually a good time for L2! However; we see the troubled waters out there and are eager for things to get better soon.

So until you can start plowing again, sharpen your tools and think about how you’re going to get to the dance!

I would love to hear comments about how people are using the economic downturn to rebuild, retool and reinvent themselves.

“Viral Marketing” is an often quoted meme for an idea that catches on but fails when it’s manufactured.

We like to talk about our features, power, success stories and future plans but it turns out our customers just like US.

A typical cold call is not particularly concerned about delivering any value in itself and really the cold caller just wants to cast a wide net, snag me, throw me against a wall and see if I stick as an opportunity. Yeah, who would want to interrupt their day to be treated like a dead codfish?

Perhaps for your company next week is ‘pretend to be working week’ but I’m taking vacation, so this is my week to ‘get organized’, ‘develop the strategic plan’ and ‘clean out my inbox’.

I feel sorry for direct marketers. 
3 days of classes telling them that they have to be data experts, psychologists, politicians, IT experts and in each seminar that everything they used to know is obsolete and best practices of last year are now practically offensive to this year’s customers.
Sales still doesn’t do a good job [...]