Keep It Simple With a Marketing Triangle

“Keep your eye on the target and your marketing plan simple and focused”

Keep it Simple with a Marketing Triangle

Let’s face it, you are the busiest you have ever been. You are trying to keep up with all your learning, staying active in the community, marketing and implementing (or keeping up with) technology, and of course making money! There is a lot of “noise” out there and it is easy to get distracted and thrown off course from your main goal of building your business and adding clients.

It is time to simplify things and when it comes to your marketing, it doesn’t have to be difficult. You have heard me say before that marketing is simply telling people what you are doing in your business. It’s that simple. But the problems happen when we get stretched too thin and get off course from our strategic approach or message. We get involved in too many different “shiny sparkly objects” or marketing programs, and become exhausted. We wind up doing nothing!

Here is a simple principle I learned that will help you get your marketing in line, it is called the marketing triangle and it is an easy to remember strategy for building your marketing plan – Market – Message – Media.

MARKET: you need to choose a target market. Wean out the wrong people to get to the right people.

• Is it large enough?

• Is it easy to reach?

• Do they have money to spend?

• Do you have a natural affinity with it?

• Do they need your product or service

• Do you know their pain and how to solve it?

MESSAGE: you need to speak to your market in THEIR language, in a way that they will respond. Talk like they do, get on their level so to speak. RELATE to them. You would need to market differently to a group of senior citizens as opposed to a group of seniors graduating from high school, wouldn’t you?

• Be bold in your message

• Be clear in your information

• Be consistent

• Tell your compelling story with passion

• Be authentic, let your message reflect who YOU are

MEDIA: Don’t limit yourself to online only – there are thousands of possibilities here!

• Diversify your marketing

• The Internet is a media all it’s own

• Consider speaking and hosting workshops

• Direct mail

• What is the best way to reach my target, my list, my prospect?

• How does my target customer preferred to be contacted?

• Create online or print white paper on your industry/market

• Create online or print newsletter to your SOI

• PUSH your content to the social networks in a systemized program

• Consider a blog to share your message and educational posts

BE CREATIVE – DO YOUR RESEARCH

What would catch your attention? How would you pay attention?

MARKET – MESSAGE – MEDIA

To be successful in your business you need to have your target market, your message and your media all line up:

• Pick a plan and stick to it

• Choose a marketing method that is tried and proven that will leverage your content on the web

• Work your plan

• Get rid of fear you might miss out on something and stay focused on the plan you choose – STOP BUYING marketing programs and WORK the method you have!

• Use my TIME-IMAGINATION-BUDGET practice to guide you in building your plan

Times may change but marketing 101 does not change. “Master the marketing basics and your business will grow”. Just like any world-class musician or athlete – they practice, practice, practice AND PRACTICE to bring perfection to their craft. Mastering your marketing through repetition of a proven, strategic plan, will bring you success.

Auction Listings Are Vital to the Success of Fundraising Auctions

Fundraising Auction Tip: You should always provide potential bidders with a printed Auction Listing of both your Live and Silent Auction items at any Fundraising Auction. A printed Auction Listing is vital for several reasons:

An Auction Listing informs bidders of the order of sale, and what is coming up next. If you keep your bidders guessing, they will simply not bid.

If bidders are not 100% certain of what they are bidding on, they will not bid. A printed Auction Listing should answer any and all questions about what is being sold in order to encourage bidders to bid as much as possible.

Bidders often need time to plan their bidding strategies, especially on multiple and/or larger value items. A printed Auction Listing helps them to do that.

Couples often need time to consult with each other about what they are willing to spend on something. A printed Auction Listing helps them to do that.

Potential bidders need to know the specifics, the benefits, and the restrictions on any item they are going to bid on, especially on travel and/or other higher value items. A printed Auction Listing should answer all of their questions, in writing.

After bidders see that they have lost an item to another bidder, a printed Auction Listing makes it easier for them to re-strategize on what else they can bid on.
Printed Auction Listings generally come in 3 forms:

Printed in the Event Program or Auction Catalog.

Printed on loose sheets of paper and hand-inserted into the Event Program or Auction Catalog.

Printed on loose sheets of paper and hand-delivered to all attendees, or left on each dinner table in the room.
Auction Listings cost practically nothing to produce and they can make the difference between the success and failure of a Live and Silent Auction. You should never conduct a Fundraising Auction without one.

A Case Study

Let me share a real-life experience with you. Once I was hired to conduct a Fundraising Auction for a nationally renowned organization. The event was held in a major hotel, in one of the country’s largest cities, with several hundred “black tie” participants attending. It was an extremely professional event, with the music, singing, lighting, speeches, and awards all perfectly timed and choreographed. Everything was done to perfection… exception the Fundraising Auction.

Although I had signed an agreement to serve as their Auctioneer nearly one year in advance of the event, no one bothered to contact me for any advice or help. Approximately one week prior to the Auction date, I contacted the group to see if they had replaced me with another Auctioneer. But they said that I was still their man.

Upon arriving at the event I asked for a copy of the Auction Listing. I was told that there were none. I’m not sure whether they felt that the Auction Listing wasn’t necessary, or whether someone forgot to have them printed. This was never made clear. When I asked what I was to use at the podium, I was told to copy the list of Live Auction items from a committee member’s computer. It took me about 30 minutes to copy three pages of hand-written notes in order to prepare for my role as their Auctioneer.

I knew that they had created a PowerPoint program showing the various Live Auction items. When I asked whether the PowerPoint slide order corresponded to the order of sale I had copied from the committee member’s computer, I was met with a blank stare. The committee member left to check the slide order, and returned to let me know that the slide order did not correspond my notes, and he provided me with the correct slide order… hand-written on a paper napkin. This forced me to re-arrange my three pages of hand-written notes before taking the podium.

There was a Live Auction Table with descriptions of the Live Auction items that were to be sold, but the table was not clearly marked, and it received significantly less attention than the Silent Auction Tables, which were clearly identified. Since the Live Auction Table was located adjacent to the “Raffle Table”, it appeared that most people thought it was part of the raffle and therefore paid very little attention to it.

According to the event program (which did not include an Auction Listing), I knew approximately when I was to begin the Live Auction. At the designated time the Master of Ceremonies announced the start of the Live Auction to the several hundred people in attendance, and introduced me as Auctioneer. As I approached the podium I realized that photographs of award winners were still being taken… directly in front of the podium where I was to stand… which required me to stand aside for several minutes until the photographers were done. Can we say “awkward moment”?

As the photographers cleared, I approached the podium and began my Live Auction introduction. Approximately one minute into my introduction, the “Raffle Committee” approached the podium and stopped my Live Auction Introduction in order to pull the 8 or 9 Raffle Winners. These drawings lasted about 5 minutes. Upon it’s conclusion I was allowed to resume the start of the Live Auction.

When standing at the podium two intense and extremely bright spotlights were pointed directly at the podium. The lights were so bright that I literally could not see the center 1/3 of the room. I could see the tables on the right, and on the left, but was totally blinded when looking straight ahead. It took perhaps five minutes before the spotlights were turned off.

While at the podium and describing Lot #1, I had to ask someone to start the Lot #1 PowerPoint Slide… because apparently no one was assigned that job.

So with only the Auctioneer’s verbal description, and a PowerPoint slide, it appeared that few people in the room had any idea about what we were selling… or when we were selling it… until it was announced by the Auctioneer. As a result, bidding was extremely light and the final results fell several thousands of dollars short of where they should have been
The learning experience is this:

The Live Auction is where you place your better items, and where the real money should be made at any Fundraising Auction. Let bidders know as far in advance as possible what you will be selling, and the order of sale, so they can get excited about the Auction, and plan their bidding strategy accordingly.

Auction Listings are absolutely vital to the success of both Live & Silent Auctions. In my opinion, revenues at this Auction fell thousands of dollars short of where they should have been, because no Auction Listing was provided to the guests.

If bidders are not perfectly clear on what is being sold, including both the item’s specifics, benefits, and restrictions, they will not bid.

When you have a committee of volunteers, especially volunteers having full time jobs and/or very busy schedules, the services of a professional Fundraising Auctioneer can help to keep the committee on track.

And once you retain the services of a professional Fundraising Auctioneer… use the services that you are paying for.

Educational Wellness Seems Lost in North American Society – But We Can Get it Back

The personal philosophy of education, of the members of any society, is not something to be taken lightly. Do you have an opinion about how the public education system should work? Fifteen years ago, I was employed in a public, suburban high school that served grades 8 to 12 and as a result of that employment; I formed a very definite personal philosophy of education.   My belief is that the education system is failing and the parents, who depend on it the most, have become so disempowered, that it would take a major change in how people think about educational wellness to make any real change. The writing has been on the wall since the 1950s that things are not working that well.  Good stress management skills are learned very young in life. 

Because the public education system, most often, meets children, at the tender age of five or six, it has the best chance possible to teach young people, the life skills needed to function as well-balanced adults. Unfortunately, the school experience is often so negative and destructive that children today really don’t stand any chance. It’s time for real change.  

Just like every other institution in society, the public education system served a valuable function at a particular time in history, but that philosophy of education is no longer serving our society. It has to change! We now know that educating groups of kids all at the same age in massive groups of 30 or more per class just doesn’t cut it. Something has to change!  This model came into use after WW2 when the population grew dramatically in a short amount of time. Schools had to make big adjustments to accommodate the increased numbers of students and it wasn’t long before children became little more than numbers in a cookie cutter education system.

The system began to weaken and even though the system was being stretched thinner and thinner, the system still wasn’t interested in hearing your personal philosophy of education.  In the elementary classes, children still stayed with one teacher for the better part of each day but at the secondary level, the children were moved from class to class each hour like cattle on a cattle drive. Learning systems began to fail, drop out rates increased, violence and destructive behavior began to increase and today schools are some of the most dangerous places to send kids.

Educational experts tried all kinds of things to fix the problem and when school-based solutions didn’t help, schools began dictating to parents how to raise their children. They began offering sex education; death education; and they began forcing families to put their, so called, ADD/ADHD children on Ritalin. Not only was your personal philosophy of education unimportant but now your parenting philosophy was being challenged as well.  When I attended high school, I had a mandatory reading list that included two well-known books-”Lord of the Flies” by William Golding and “1984″ by George Orwell. The first book talked about the consequences of allowing a large group of same age, same gender children to be in charge of their own destiny. The results were not pretty. The second book discussed the effects on society when there is too much governmental interference and control. 

Again the picture was not particularly attractive. These two authors are considered by most to be some of the best writers of our time and yet we seem to have learned nothing from them. The individual parent’s personal philosophy of education is considered to be quite irrelevant as schools continue to dictate to families.  Will it ever change? Can it change? I like to think that we can put an end to this very destructive educational model. We do not need to be dictated to by governments and unions. We are capable of raising the bar for the public education system. Schools have the ability to change, but families have to demand it. Parents cannot and should not be replaced as the stewards of educational wellness in society. Educational wellness is far too important to allow it to fall into the hands of politically motivated people. We have to return the system to the way it began. It has to, once again, be about the kids.


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