What’s not so easy to find? Hard facts and case studies that demonstrate if any of this creates profit on a sustainable basis. Yes, the occasional viral video hits the jackpot, and once and a while a local business scores big on Twitter. But day in and day out? Don’t bank on it.

Online marketing, is just that: marketing. Unless you’re amazon.com, that’s not the same as sales.

Especially for the B2B world, selling is a personal contact sport. Only to the extent that online tools enhance relationships and awareness, can they indeed lead to sales. Same for direct mail, brochures and printed collateral which are increasingly rare and correspondingly effective these days.

You’re gettng word of mouth, referrals and testimonials? Great. Increased credibility and visibility though internet channels? Super Duper! Top of mind presence though e-mail and direct marketing? Very cool.

Still, and especially in tough times, your business must address the question of selling. Not blog posts. Not impersonal e-mails. Not customer service. Selling. It’s a separate in-the-moment skill that has to be carefully woven into the texture of your company.

Taking a lot of time to develop, update and enhance your selling skills, product knowledge, and customer knowledge (and that of your team) isn’t fast, sexy or cheap. Which is precisely why so few companies get it right.

“The problem with graphic design templates, is that they’re just that: templates,” I responded. They make your business look like every other business. And that’s deadly for your marketing, be it in print or on the web.

If your marketing looks like it was “cut and pasted” from another company, that’s a clear message: You don’t have your own story to tell. So you just borrowed someone else’s.

Marketer Seth Godin says it well: “There is no roadmap.” If you’re in business, you’re in the marketing business. That means you have to create your own map. You get to define the customer, and the business model. And of course you must design the ad, brochure or business card that communicates that model.

No, I don’t have templates, and I promise I never will. BTW, Neal appears to be quite an accomplished LinkedIn artist. You can find him here.

It’s practically child’s play to make a great impression using print. Just take enough time to write some decent copy for your ad, brochure or mailer. That simple practice has become so rare that even a perfunctory effort at story telling gets attention.

It’s really quite daring to step out and tell a story with drama. Much simpler to advertise with leaden bullet points, as if your reader where looking at a powerpoint presentation.

The art of advertising in print certainly goes back thousands of years, and will likely be around even when the internet is a distant, faded memory. That’s because there {hidden treasure} are always stories to tell, for those perceptive enough to find them, and bold enough to write them.

This is a huge problem for small businesses, where marketing gets stuck between a dozen other priorities. Even dedicated marketers within large corporations are frequently are pulled off task, and lose sight of the big picture. Last but not least,  marketing gets stuck in no man’s land: perpetually caught somewhere between the sales and human resources team.

I believe that every great company deserves great marketing. To make it accessible we’ve created a simple system based on accountability. We put a deadline in place, and you’ve got to check in on a regular basis to report progress. Beyond that, the BrandOne Marketing Coach Program is designed to help you get clear about your company and its marketing.

If having your own personal marketing coach sounds interesting, feel free to check out the program in more detail. The Marketing Coach 2 minute slide show covers the philosophy and general outlines of the program, which will be FREE to all participants who enroll during the first 60 days. I hope you’ll join us.

There’s more about our marketing services at the BrandOne blog site.

Selling complex financial products or services based on price alone is a very weak opening gambit. It assumes your readers are unsophisticated, and are willing to accept unlikely scenarios or outlandish claims. On the other hand, this approach works well if you are willing to bet your company on a large volume of buyers who are interested in low end commodity purchases.

Ready to sell on price? Then you should be ready to compete with the Wal-Marts of the world. That means your product comes in cheap on containers from China and/or that your employees are outsourced to an offshore call center. Not you?

Direct Mail is more than ever the premier outreach method for everyone from Mom & Pops to Fortune 100s. It’s just silly and wasteful to use it as a spamming tool.

Why would I want to do business with your company? “Discount pricing” is the same answer all of your competitors use, and they’re as close as a Google search. For most marketers, low price just isn’t good enough, and just the wrong approach.

Perhaps you’re old enough to remember video of John Cameron Swayze delivering the iconic Timex slogan: Takes a Licking and Keeps on Ticking. Fans of the recent TV series Mad Men were recently reminded of the classic Think Small print ad campaign for Volkswagen. Both ads were conceived and penned by the legendary copywriter Julian Koenig.

Seems like great copywriting is largely a lost art. A recent blog post by from a well known e-mail marketing company posited that “e-mail copy that sells” must include benefits, subheads, short blocks of conversational copy, a well crafted subject line, etc. All of these elements refer to form, and little falls to content. There’s nothing about reaching out to the reader with a single coherent message. Nothing about capturing the readers’ imagination. Nothing about ideas that are compelling and memorable.

And then there’s the disturbing adulation of psychological trickery in web marketing content as well as the ascent of highly paid Google AdWords strategists. All of this seems to nicely coincide with the collapse of our economic system. It’s like the dot com bubble all over again, this time accompanied by credit default swaps and insanely over-leveraged financial institutions. Lack of substance might be the appropriate words to sum things up.

In the good ol’ days, marketers were gifted writers who worked in a commercial setting. Though these writers of short sentences weren’t revered by their peers, today one can find much to appreciate in their work. A fascinating account of the advertising world, including a contemporary interview of Mr. Koenig can be heard on a recent installment of This American Life.

Today’s e-conomy can be looked at as a house of cards. Much is free or cheap on the internet, and the temptation to do-it yourself is the order of the day. The problem is that talented graphic designers, skilled commercial artists and great copywriters (for that matter all stripes of writers) need to eat too. Ironically, their talents are needed now more than ever.

So here (courtesy of Empire State College, NY) is a helpful guide to alleviate a frequently heard question: should one put the period inside or outside the parenthesis?

Short Answer: Punctuate correctly in and around parentheses. If a whole sentence is inside parentheses, then put the period inside the end parenthesis. If only part of the sentence is in parentheses, then the period goes outside of the end parenthesis.

Examples: Parentheses are like polite back seat drivers. (They interrupt to explain additional information that the reader should know.) Parentheses can hold explanations, illustrations, or clarifications forty (Byron was 36; Nathanael West, Rimbaud, and Robert Burns were 37; Thomas Wolfe and Pushkin were 38; and Dylan Thomas was 39). I told him I absolutely believe in marriage (as a cure for the temporary insanity of infatuation). Parentheses are also used to set off dates, provide reference information, and to enumerate a list.

• Angela Merici (1470-1540), an Italian, founded the Ursulines in 1535, an unconventional religious order in which women took vows but lived at home and taught in the community.
• The Chinese poet Li Po (c.700-762), a “lighthearted winebibber,” fell out of a boat and was drowned when he tried to kiss and embrace the moon’s reflection in the water (Hendrickson 111).
• The reason there are so many popular bike trails outside of Washington, D.C., is that the land is mostly flat (see contour map on page 6).
• If your toddler does not sleep through the night there are several questions to ask: (1) Have you developed a soothing bedtime ritual? (2) When checking on your child, do you accidentally wake him or her? (3) Is your toddler afraid of the dark? (4) Is your toddler waking regularly in the night hungry or thirsty? (5) Does your toddler use a pacifier or “cuddly” so he or she is able to comfort himself or herself?

It’s like running a red light, and then having your picture show up in the mailbox. The amount of your fine: 7 cents per piece, or a total of $175 in this case. Yes, that’s right. You pay for every address on the list, even the good addresses.

Friends, there’s no traffic school at the Post Office.

Standard class mail is becoming an increasingly unattractive option, unless you’re well equipped to navigate the postal system. And with all postage rates going up soon, we’re all well advised to get things right, before getting things in the mail.

For more than the last 100 years its been about yelling the loudest to the largest number of people. Making them notice you. Pushing a business card in their face. Building a restaurant on a street that they pass frequently. Bombarding them with “me-too” direct mail. Making “cheaper” your big selling point. Buying a giant billboard or airtime on a radio station to do any of the above. Guess what: these approaches don’t work nearly as well as they did 20 years ago. Unless you’ve got deep pockets, try something different.

Where to start?

I’ve heard so many folks talk about becoming a complete “solution,” a “relationship” seller and such. All of your real competition claims the the same. It pretty much falls on deaf ears any more. A waste of time and money.

“We’ll do anything to earn your business” doesn’t count. Does top quality mean anything to anyone any more? Great service? Low prices?

To all of the above I say: Big deal! (expletive deleted). Even a recession won’t make low prices the salvation of your brand. So what then?

The answer is uniquely yours, it can’t be something you’ve repackaged. It’s got to come from the inside out.

Get to work. Figure it out. Nobody else can do it for you!

Here are the new rules

Obviously, this is not a do-it-yourself job. It requires special tools and direct access to the most current version of the Postal Service’s Move/Update database.

NEED TO NCOA UPDATE YOUR LIST? Do it for FREE

Copies&Ink has special access to the NCOA database. Here’s what we will do to bring you into full compliance:

If you choose, we’ll process and mail your materials for the lowest available postage rates.

Keeping your list clean is a good step along the path to being “green.” You’ll save on postage and printing while less undeliverable mail ends up in the landfill. Besides, wouldn’t you want to know if your customer or prospect has moved (or died)? In any event, you’ll need to certify in writing that your list is ready for prime time.

FREE NCOA UPDATES
EFFECTIVE IMMEDIATELY: Copies&Ink will update and certify your list AT NO CHARGE if your project is printing and/or addressing & mailing at Copies&Ink. Contact our customer service department and ask for the NCOA promo. Offer expires Jan 31, 2009, so act today!

LOW COST NCOA UPDATE SERVICE
We’re also offering a special $27 rate for NCOA processing only (any list up to 2500 addresses), no printing or mailing services need be purchased to receive this price. Offer valid until Jan. 31, 2000.

TO GET STARTED or for additional information, fill out our quick form below. You can optionally attach your mailing list file in Excel or text formats.

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OPTIONAL: Attach your mailing list using the file upload button above.

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