From Survival to Full Bloom

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Eliza Blank was tired of the gloomy atmosphere in her cramped New York apartment. Eliza began dabbling with houseplants, and her passion quickly bloomed into a budding small business. In 2012, Blank launched “The Sill” to bring color and hope to stale Manhattan apartments, equipping new “parents” by transforming certified plant killers into botanical aficionados. The Sill works to match the right plant to the right space, offering hands-on coaching that helps “aspiring green thumbs (and potential customers) feel at ease.”

The Sill operates both on and offline, recently opening its second brick-and-mortar shop in New York’s Upper West Side. Last year, sales topped $2 million, and a website redesign doubled online traffic and newsletter subscriptions. But the Sill had a few obstacles along the way. In the first year, the company’s co-founder bailed as Blank hustled to handle marketing, orders, and deliveries. “It was me, a desk, and a computer – I was writing the product descriptions, potting the plants, delivering the plants, and doing everything myself . . . I (sometimes) joke that I’m the CEO, but also the janitor,” Blank says. “I’m still straddling those two roles.”

While Blank credits several factors to her success, education as a service was a key component. Since prospects were often daunted by caring for a living product, the company organized sales around blogging, coaching, and newsletters. “Not everyone who comes to the website is there to shop. We believe it serves us to serve prospective customers through helpful content,” Blank says. As clients gained confidence, sales exploded. Even if blog readers don’t come to buy, Blank believes valuable content is a catalyst, because “we are then top of mind when the time comes to purchase – and the trust is already there.”

Blogging That Brings Business to Life

Perhaps you’ve toyed with the idea of business blogging yourself, but you’ve been hesitant to try. With so much to do, why bother with something that doesn’t yield immediate, obvious benefits? Content and social media can be a cost-effective way to not only complement your print marketing but also to promote your company, grow revenue, and enhance your reputation as a trustworthy resource. Check out these tips from blog coach Gary Dek to make your business blogging easier:

  1. Research competitors’ blogs to learn what works or to strengthen your own unique voice.
  2. Identify your target demographic and blog specifically to this audience.
  3. Publish in-depth resources that answer questions, offer step-by-step guides, and solve specific problems.
  4. Promote your content through social media, direct mail, e-mail, or asking core customers to re-post.
  5. Involve everyone on your team to contribute topic ideas, design concepts, or content submissions of their own. Work to humanize the company in a way that’s enjoyable and fun!
  6. Consider using guest bloggers to put your content in front of new audiences and give you greater influence and credibility.

Drive People Online with Direct Mail Marketing

Want to drive people online to your growing content? One of the best tools to increase website traffic is direct mail. A 2015 Direct Marketing Association study revealed that 78% of people react to direct mail immediately, with 44% visiting the brand’s website and 34% searching online for additional product information. Recent research shows that very active smartphone users are reading more print materials than any other target demographic!

As you grow your online AND offline presence, we’re here to help! As your local printing connection, we’re more than just a contracted vendor; we’re an invested partner, committed to efficiency, precise brand matching, and to the customer care you deserve. Stop in and see us today!

 


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How to Take the Lessons Learned in Online Marketing and Apply Them to the World of Print

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Print marketing isn’t going anywhere anytime soon. Over the last few years, people are coming to the realization that digital and print isn’t an “either/or” scenario. Many use one to supplement and compliment the other to great effect. Despite this, people still tend to think of them as two different mediums, thinking you have different rules that you use online than those that you follow in print.

Because online marketing has become so prominent, it has taught us some very valuable lessons. One of which is that those lessons aren’t reserved only for the digital market. You can apply those lessons to your print collateral and come out all the better for it.

Marketing Is About Intimacy

Perhaps the biggest lesson that various digital and online marketing channels have taught us is that at the end of the day, you’re not trying to “sell” to someone at all. You’re trying to connect with them. The best marketing reaches out to customers and prospects in an intimate way that establishes the type of bond that turns prospective customers into buyers, and buyers into loyal advocates.

On the internet, this often takes the form of various social media and related techniques – after all, what could be more intimate than contacting someone on a small device that they carry around with them all day? The key takeaway, however, is that you DO have a way to maintain this intimacy in the world of print marketing, too.

According to a study conducted by the United States Postal Service, sixty-nine percent of people who responded said that they felt direct mail was more personal than internet mail. Emails may be great and efficient, but an actual letter (or in the case of a marketer, a flyer or brochure) is something tangible. They can hold it in their hands, pin it up on the refrigerator and share it with their friends and loved ones.

Optimizing Print Campaigns Through a Digital Lens

So how do you take full advantage of this fact and build the type of intimacy and emotional connection you can online? Simple. Take the rules that the internet forced marketers to adopt and apply them back into your print campaign.

Don’t just tell the story of a product or service, tell the story of your entire organization. Bring people into the fold and let them see who you are, what you’re all about, and why you do what you do. According to Millward Brown, physical materials forge a stronger connection inside the human brain than digital media ever can.

You can also take the valuable data you’re gathering about your audience from the digital world and apply that back into your print collateral. Marketing has gotten hyper-specific. By using various software, you now know precisely what type of white paper, blog post, or video to send to someone at just the right point in the customer journey to help nurture that lead and guide them through to the desired outcome. Taking that one step further, you can also use the same insights to know exactly what type of flyer someone needs to receive in the mail, or take a successful visual element from social media and transform it into your next poster.

Print media is a format that people are naturally wired to engage with. If you can provide them with materials that are worth engaging with, similar to and combined with what digital agencies have been doing over the last few years, you’re in an incredibly powerful position as a result.


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Learn to Protect Yourself From the Inside

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Kingdoms have fallen, and wars have been lost because of betrayal. Although we all desire to foster an atmosphere of trust and dependence on one another within our companies, it would be foolish to underestimate the internal risks with reports and employees in this digital age.

The Case of Bradley Manning

The case of Bradley Manning is an illustrative example of how even the most secure agencies can be compromised from the inside. Private Manning worked as an intelligence analyst in the U.S. Army two years after enlisting in 2007. Then, in 2009, a major leak occurred that disclosed millions of classified documents from the military’s databases to the now-famous government leak website, Wikileaks. The identification of the source was unknown until Bradley Manning himself disclosed he was the source to a civilian. The conversations about that activity, and other functions Manning had in the military, were primarily out of boredom and disillusionment with the U.S. Army and its role in the Middle East. That discussion disclosing Manning as the source was then reported by the civilian, and Manning was arrested. He was eventually charged and sentenced to 35 years incarceration in a court martial for his actions releasing intelligence material. However, outgoing President Barack Obama decided to pardon Manning.

That Manning was pardoned or that he committed the damage he did to U.S. intelligence is beside the point. The real takeaway here is that he did not trip any flags during his enlistment, screening, and subsequent assignment to intelligence. And then, without any warning, Manning ends up becoming the source one of the top five most famous intelligence leaks in U.S. military history via the internet.

We all want to think the best of the employees and contractors who support our businesses. As a result, most employee policies are written with the assumption that no action will be taken until a threshold is met of unacceptable behavior. However, companies cannot reasonably operate with blind trust either, especially when managing sensitive data information. As in the case of Manning, it only took one action and one flash drive to walk away with as much as was lost in that case. So companies need to be proactive as well.

Begin with One, Two, Three

There are ways to stop data losses from the inside before they occur without having to be suspicious of good employees. Here are three of them:

1) Modularization of data access is a key defense.

By effectively limiting an employee to only the data area in the network needed to do his or her job, the employee cannot access anything else. This can be done through both network login authorizations, as well as pass-keys to different parts of the office building.

2) Keep logs of large data movements.

By having your network administrators can keep regular records of large data changes, you would be able to highlight issues to look into, such as large data transfers at night or on the weekend when nobody would regularly be working or connecting.

3) Learn to be proactive with training.

Companies can follow up regularly with training to teach employees to notice and proactively warn their superiors when they see something wrong. Employees are typically eager to help in this way because they are seen as part of the company defense to protect it and their own livelihood. This approach focuses on personal investment in the issue, which often gains very strong support in practice.

Again, we assume the best of employees, but we also need to be realistic about how easy damage can occur in the digital age. Practicing both trust and sound IT


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defense can protect a company far more than just a firewall alone.

Print Marketing: Never Underestimate the Value of Letting Someone Unplug

unplug-greenTechnology is all around us. As recently as ten or fifteen years ago, computers weren’t quite the ever-present part of our lives that they are today. They were usually reserved for when you got home from a hard day at work or school and not something you used all day every day. Flash forward to today, where 77% of adults in the United States own a smartphone according to Pew Research – a device that’s literally more powerful than the combined computing that NASA used to send men to the moon in the 1960s.

All of this may underline how important our digital lives are becoming with each passing day, but it also helps to illustrate perhaps the most critical benefit that only print marketing collateral can bring to the table: that it isn’t digital at all.

The Digital Divide

Technology addiction, and specifically smartphone addiction, is a very real concern across the United States. According to one study, 89% of Americans check their smartphones “at least one or two times a day.” That may not seem too bad, but when you consider that 36% admit to “constantly checking and using” their phones, things get a little more concerning.

Of those surveyed, 21% of people said that they checked their smartphone at least once every hour. When you add in people between the ages of 18 and 24, that number rises to 36%. According to another study by IDC Research, 80% of smartphone users, in particular, check their mobile devices within fifteen minutes of waking up in the morning. Taking a shower? Brushing your teeth? Getting breakfast ready? All of these things take a back seat to finding out what your friends are up to on Facebook or checking your work email account for new messages.

While this may sound alarming, it again perfectly illustrates one of the reasons why print marketing is, and will always be, so valuable. Whether you realize it or not, you’re giving someone a chance to unplug. You’re giving them permission to take a breather from the internet and to check in with something tangible, something that they can hold in their hands, and something that they can pass along to their friends. You’re letting them tap into an experience – a physical one, at that – that people don’t get nearly enough of these days.

What This Means For Direct Mail

This digital divide is likely a large part of the reason why in the last ten years, direct mail response rates have shot up 14%. What else happened during the last ten years, you ask? That’s right – the Apple iPhone was released in 2007 and the smartphone explosion occurred, changing large portions of our lives for all time.

According to yet another survey, an incredible 92% of younger shoppers say they actually prefer direct mail when it comes time to make purchasing decisions – the same demographic who check their phones constantly. These ideas may seem like they’re in conflict with one another, but they really aren’t.

With print marketing, you’re giving people an opportunity to do something they want more of but just can’t seem to find time for: stop thinking about their digital lives for a minute or two so that they can focus on the real world around them. If anything, this is something that is only going to get MORE precious as time goes on, which is why print marketing is and will always be one of the most effective ways to reach out to someone to make a strong, emotional connection that benefits you both.


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Different By Design: 6 Tips for Adopting The Principles Of Disruption and Improving Your Marketing Strategy

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Less than a decade ago, one of the world’s largest transport networks was simply an imaginative flicker in the minds of two men trying to hail a taxi on a cold Paris night. After failing to snag a car, the two men came up with an idea of an on-demand taxi service at the touch of a button. What began on a snowy evening in France quickly turned into an app to request luxury sedans in a tiny handful of the world’s most cosmopolitan cities. Soon it spread to include different types of rides, package and even food delivery in nearly any city on earth. That app was Uber.

Uber is now one of the world’s richest start-ups. Along with other innovative digital companies such as Airbnb, Snapchat, Netflix, and even Buzzfeed, Uber has grasped a powerful disruptive strategy that has brought it financial and scalable success in a short amount of time. Disruptive businesses such as these can pick out and then act on trends before they become a trend, building a niche in a market that many people haven’t even discovered yet. Follow these six tips to learn some disruptive strategies that will help to differentiate your business and set it up for future growth.

1) Be technologically savvy

Get to know what is happening in the world of all things digital and tech, even outside of your own industry. Something that can revolutionize your business might come from a spark of something you’ve noticed in a different market or business type.

2) Be a first adopter

Often successful companies are the first ones to take on changes and innovations and to use them to their advantage. Don’t be afraid to step out on your own when trying something new.

3) Rely on sharing

Businesses can no longer rely solely on traditional forms of advertising. Combining your marketing channels to include print, as well as digital sharing and promotion can be the easiest and quickest ways to reach potential customers.

4) Keep up with the competition

Stay aware of what your competitors are doing and be prepared to match their innovations with yours.

5) Interact with customers

Uber and the like are successful for their ability to connect with customers instantly. Listening to your customers helps to gauge demand and enhance the consumer relationship. With the rise of social media, customers are developing increasing expectations for transparency from businesses. Forming a connection with your clients will add to their loyalty and trust of your company. With constant lines of communication open to your customers, you can also respond quicker to real-time changes in the market, safeguarding you from future pitfalls.

6) Track your success

Digital data provides you with the tools and metrics to see how and where your customers are coming to awareness and consideration of your services or products. Understanding and using data effectively can make the difference in building and maintaining new business and answering needs within the market.


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Why You Can Never Nurture Your Leads TOO Much

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If you think that you can comfortably stop nurturing your leads as soon as they make that ever-important sale, you’re only seeing one small part of a much larger and more important picture. The fact of the matter is that you can NEVER nurture your leads too much for a variety of important reasons.

Why Lead Nurturing is So Important

Lead nurturing is an essential part of any business, but judging by some recent studies, it may be more important than you think. According to Gleanster Research, as many as half of all the leads coming into your business may be qualified, but they’re not yet ready to buy. Nurturing is perhaps the single best way to make sure you’re able to convert as much of that 50% as possible into a sale.

To make things more interesting, research from InsideSales.com shows that between 35% and 50% of all sales go to a brand that responds to a customer FIRST. This means that even if you know you’re working with a qualified lead AND you know that they’ll eventually be ready to buy, they may not buy with YOU at all if you don’t have a timely presence in their life.

That, in a nutshell, is why lead nurturing is so mission critical to your organization. If you’re not nurturing properly and using timely marketing collateral to help usher someone down the sales funnel, you may be doing little more than perfectly setting someone up to make a purchase with one of your competitors.

NSN: “Never Stop Nurturing”

Consumers want to be loyal to a brand. However, they’re also loyal to themselves and their own situations first and foremost. If you think that just because you’ve ushered a lead down the sales funnel and convinced them to make a purchase that you’ll have them forever, you’re sadly mistaken. And, unfortunately, this is one mistake that you’re likely to pay dearly for.

Remember that “making a sale” is NOT the only benefit of consistent lead nurturing. According to research, leads that have been nurtured experience a 23% shorter sales cycle than those who have not been. Nurturing over time (as opposed to just in the beginning of your relationship) can even increase your revenue over the next six to nine months by as much as 10% or more.

Remember that a constant and consistent nurturing gives way to perhaps the biggest benefit of all: retention. According to one study, it costs 500% more to bring in a new customer than it does to keep a current one. Likewise, the cost of bringing a new customer up to the same level of profitability as one of your old ones is up to 16% more. All of this is to say that by adopting the mantra of “I can never nurture a lead too much” today, you could be saving yourself a tremendous amount of money tomorrow.

Nurturing a lead to the point where you’ve made a sale is important, but this is not the point where your story ends. Consistently nurturing your leads even AFTER a sale will continue to pay dividends over the lifetime of your relationship with that person. The benefits of retention versus bringing in new customers alone should be more than worth the effort you’ll need to make.


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How to Combine Your Passion and Profession to Make Your Life Purposeful

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You have likely heard the adage, “Choose a profession you love, and you’ll never work a day in your life.” Although the thought of this has merit, sometimes, if a person’s passion isn’t something they can easily transform into a money-making endeavor, it can be a little unrealistic. Thankfully, there is more than one way to combine your passion with your profession to create a purposeful life.

Use Your Passion to Generate Income

We all seem to know at least one person who bought a professional camera and began making money by becoming a photographer. Their profession, of course, was combined with their passion for photography and is now generating income. Another good example of this is someone whose passion is music. They have many options when it comes to transforming that into a career. They can become a music teacher at a school, play an instrument in their local orchestra, give private lessons, or even play at places of worship, parties or weddings as a way to produce an income. These are just a few examples of passions perfectly suited for generating income. There are countless others, and we can all agree that “it’s a beautiful thing when a career and passion come together.” If you have a passion like this, congrats! Unfortunately, not all passions are equally conducive when it comes to generating income. There isn’t an obvious way to create a career out of every passion.

What to Do When Your Passion Doesn’t Easily Translate to a Profession

Let’s consider an example of a passion that would be less than ideal as a career. This could include being passionate about running, biking, or being focused on giving to the homeless, third world countries, or charities. Often, these are hobbies/passions that are practiced alongside a career and don’t ever become the career itself. Of course, there are some ways to use these passions to generate income. However, it’s not easy to make money working for a charity or by giving to the homeless. It’s also hard to get someone to pay you to cycle or run. That doesn’t mean you aren’t allowed to live out your passion, though. You just might have to get creative with how you go about doing it.

Companies That Have Successfully Combined Their Passion & Profession:

An excellent example of this principle in action is the TOMS Company, which has been in business for going on eleven years. The concept they came up with was revolutionary at the time. When they began, TOMS was virtually the only company doing something like this. (There are more now.) TOMS started by selling shoes and advertising a one-for-one system. Their customers bought a pair of shoes from them, and then TOMS donated a pair to a needy child. Therefore, every customer got to get in on the giving action. Customers loved the product but liked the fact that their purchase helped a child in need even more. Today, TOMS has branched out to sell coffee, bags, and eyewear along with their shoes. As of January 2016, TOMS has given away more than 60 million pairs of shoes. TOMS is an excellent example of how you can combine your passion, in this case, helping children in need, with a profession that began selling shoes in a unique way.

How to Get Started

TOMS showcases an ideal strategy to combine your passion and profession. Of course, you don’t have to sell shoes to give back. You can also use the assets you acquire through doing business to give back. The idea isn’t to get this perfect. It’s to attempt to combine your passion with your profession in some way so that you will live purposefully. Remember, starting somewhere will get you where you want to go quicker than sitting still!


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What’s in a Name? The Value of Sponsorship as a Branding and Marketing Opportunity

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In the world of marketing, you’re essentially always on the lookout for new and innovative opportunities to raise awareness about the brand that you represent. It isn’t just about getting the word out about a new product or service; it’s also about reminding people that you’re there, that you’ve always been there, and that you’re always going to be there. In an era where marketers strive to stretch the value of each dollar as far as it will go, one often overlooked opportunity may just generate the types of results you’re after: sponsorship.

Sponsorship and Brand Awareness: The Stats

Even if you don’t necessarily see sponsorship of charities, non-profits, or other local organizations as a valuable addition to your marketing arsenal, it’s clear that somebody does. According to a study conducted by IEG Sponsorship Report, sponsorship was a $2 billion dollar enterprise in 2016 and is expected to increase by roughly 3.7 percent over the course of the next year.

A report generated by the Edelman Trust Barometer indicated that sponsorship even goes far beyond marketing impact. Eighty percent of consumers around the world agreed that a business has a duty to play a very key role in addressing modern issues.

It even plays an important role in your own company culture. Fifty-one percent of employees surveyed said that they didn’t want to work for a company that didn’t have strong societal and environmental commitments, and almost seventy-five percent said that they liked their jobs more when they were given the type of opportunity to make a positive impact that sponsorship affords.

Sponsorship Best Practices

If you do decide to go ahead with sponsorship as a new brand and marketing opportunity, there are a few key things you’ll want to keep in mind. For starters, do your research carefully. Always make sure that you’re aligning with an organization that meshes with your existing culture and values. Do as much deep digging as you possibly can, as sponsorship creates something of a symbiotic relationship between two entities. A scandal at one will more than likely affect the other, so you’ll want to make sure that there are no skeletons hiding in the closet before you start spending your money.

You’ll also want to make an effort to isolate the impact of your sponsorships from the rest of your marketing activities, as only then will you be able to fully understand just what role it is playing in your larger campaign. MarketStrategies.com says that only half of marketers actually do this, which is a mistake. Though you’re doing something for a good cause first and recognition second, it still needs to be measured for maximum effectiveness – the same as anything else.

These are just a few reasons sponsorship is such a valuable branding and marketing opportunity, particularly for companies operating in the small and medium-sized business space. Not only does it give you a chance to raise awareness in a powerful way, but it also allows for something even more important – you get to give back to the community that you are an active part of.


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What’s in a Leaf?

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If you enjoy watching the leaves float down during the fall season, you probably already know that just like snowflakes, each tree’s leaves are individual and unique. Unlike snowflakes, though, leaves can tell you from which tree they came, and fortunately, there are many resources available to you for identifying trees by their leaves.

Knowing more about your surroundings is important, and it can apply well in a work situation.

Discovery

An excellent resource for identifying trees will take you on a journey of discovery: from the color and shape of the leaf to how many points it has, all to learn more about the tree it came from. It might go on to identify the type of bark, the size of the tree, and more to help you determine which tree you are looking at.

There are many ways you can apply this strategy of discovery with your customers, especially if they are repeat customers. If you think about each customer as if they were an onion with many layers to uncover, you can view each contact with them as an opportunity to peel away one more layer.

Learning

Your customers are individuals with unique personalities, family issues, work challenges, and styles of doing business. You can work on strategies to uncover more information about your customers to help cement a relationship with them. Customers who like you and enjoy your relationship are more willing to continue to do business with you and become loyal repeat customers.

Depth

Depending on how you maintain your customer records, there are different methods of collecting and retaining information about your clients. In an article, “7 Ways to (Really) Know Your Customers,” it offers several suggestions for small businesses to get to know their customers better including gleaning social data from sites such as Facebook.
By getting to know your customers better, you can anticipate when they will be spending, what triggers a purchase, and how you can be proactive in contacting them for their triggers. As you learn more about your customer, you can apply your knowledge to help them better manage their relationship with you, potentially saving them money in the long run. For instance, if they are buying their products when needed, but you see a pattern, you can sell them a larger bulk amount on a periodic basis saving them money and securing the purchase for your account.

Knowledge

Knowing your customers will allow you to separate the A and B level of customers from the one-time business customers. As you develop your relationships with your clients, you can grow your business in depth. Then, using similar methods, seek out new business and begin the process again.


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Tips for Nurturing Existing Sales Leads

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While bringing new leads into your business is always important, sometimes it’s not the “be all, end all” solution to your bottom line. Remember that according to most statistics, an incredible 90% of new prospects are merely in the “browsing” stage of their relationship with your company – meaning that they’re not quite ready to buy. Out of every new lead you bring into your business, only 5% are ready to pull the trigger – if that. While you may think this means you have to work harder to bring in a higher volume of leads (this is a numbers game, after all), try a different approach. Don’t forget about the leads you already have.

If you want to get better at nurturing your existing sales leads to get them ready for that ever-important purchase, you’ll want to keep a few key things in mind.

You Are an Authority. Don’t Forget This

When people think about nurturing leads, one of the qualities required for a solid relationship is one of trust. Never forget that you’re not just selling a product or service – you’re also selling yourself. People are a lot more willing to spend money with your company if they trust that you know what you’re talking about.

Don’t JUST hit your prospects with sales materials over and over again; this isn’t lead nurturing, this is badgering. Instead, try sending helpful, well-researched content in their direction as well. You need to be focused on establishing that you know what you’re talking about. People aren’t just going to take your word for it. When you spend time positioning yourself as an authority and focusing on the other qualities of lead nurturing as well, people will begin to see you as the solution to their problem when they do feel comfortable enough to buy.

Don’t Just Make Contact When You Have Something to Sell

One of the biggest mistakes that a businessperson can make involves only remembering that a lead exists when you need to increase your sales numbers for a particular quarter. Nurturing leads requires you to keep in mind that you’re talking about more than just line items on a balance sheet – prospects are living, breathing people who don’t like to feel used.

As a result, make an effort to reach out to a few of your potentially higher quality leads even if you’re not pushing a new product or service. Thanks to the power of social media, this is easier than ever. Even a quick Facebook message on a birthday or at Christmas will go a long way towards strengthening (and increasing the ultimate value of) your relationship.
These are just a few of the many reasons why it is so important to nurture your existing sales leads. None of this is to say that you should stop focusing on bringing in new leads and turn 100% of your attention on existing ones. As always, success requires you to strike a delicate balance between the two. But if you let the majority of your existing leads lay dormant for too long, you’re burning a lot more than just potentially important relationships. You’re leaving a lot of money on the table at the same time.


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