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Looking for Hot Marketing Tips…

MediumBeach

during a lazy, hazy day of summer?

So to keep my post short, there are five direct marketing tips in the first paragraph.

Read them, then enjoy your day!

Your copywriting must grab the attention of the readers, focus on them and not your company, differentiate your product or service from your competition, tailor your copy to different niche segments and the channels you’ll use and why they should buy from you and no one else.

That’s a rather long sentence but it’s not very often to see five tips as promised in the first sentence. As the USPS once said, “We deliver.”

I love sharing with readers like you my experience and ideas which can make your small business marketing more effective. After all, you’re interested in selling more of your goods and services. Right?

Whether you realize it or not, your company is not going to stay the same forever.

A good product and service will help your company grow. As that happens some of the one-to-one personal dialogue becomes harder to maintain. Your customers will change, the market is consistently changing and there is more competition today, but even more tomorrow.

Marketing-Tip_CrpdOne of our favorite white papers we consistently update to meet marketing changes, “The Right Notes in Your Direct Marketing, Make Beautiful Music for Your Customer’s Ears and Your Accounting Department”, on our report sending website, is absolutely free for the asking. All we ask for is your name and email address.

Then there’s the business growth cycle…

Let’s save that for some other time. So please enjoy you day and read our white paper during your next rainy day.

Additional information is available on our website, Direct Marketing and Communications Management.

Thanks for reading and please share with others – except your competition! It is truly appreciated.
Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

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Big Data, CRM, Small Data, CCM…

any one of these can make a BIG difference in your small business marketing.

Here’s why!

PeopleRpeopleIf your company is like many small businesses today, customer-centric marketing (CCM) may be at the center of your marketing endeavors. After all, knowing what a customer wants and likes, increases your chances to sell more product.

The people in the above photo may all have a different reason why they would buy your product. They also have similarities that can be documented and grouped into segments. Marketing must build customer segments and determine what relevant type of message causes a person to react and buy. Like the woman sitting in the box.

So before you jump on the bandwagon, let me share a few ideas you need to think about to take full advantage of a CCM program.

Plan to use more and better data management.

In data management, people are seeing data compiled from a variety of different sources.  Some can come from social media, content marketing, your blog or even an email newsletter.

Yes, your technology person can offer a variety of methods for customer profiling, personas or segments, but not the final determination. Marketing must make that decision.

Before you even think at what cost to your small business, there are many options not involving your checkbook.

  • Small business decisions are easier to make.
  • There is a ton of material on this blog to help you market better.

Let’s look first at Big Data but keep an open mind. It is presented here to help generate a few ideas for your small business.

Big Data is not for a small business but what is Big Data?BigData

I believe the more you know, the more you’ll grow. More knowledge generates more marketing ideas. For example, in Big Data, analytics, descriptive and predictive analysis, enters the mix of Customer Relationship Management (CRM). The bigger companies are trying to determine marketing effectiveness and return on investment. The two (Big Data and CRM) when bundled together show data-driven insights allowing marketing to connect the dots between real people.

According to Dr. Michael Wu, in an edition of Information Week published in December of 2013, he defines descriptive data and predictive analysis. Here is my edited version.

Descriptive analytics: “This is the simplest class of analytics, one that allows you to condense big data into smaller, more useful nuggets of information.”

“Most raw data, especially big data, are not suitable for human consumption, but the information we derive from the data is,” Wu wrote. “The purpose of descriptive analytics is to summarize what happened.”

Predictive analytics: make predictions about the future. “The purpose of predictive analytics is NOT to tell you what will happen in the future,” Wu blogged, “it cannot do that. In fact, no analytics can do that.”

“Predictive analytics can only forecast what might happen in the future, because all predictive analytics are probabilistic in nature.” In the most general cases of predictive analytics, “you basically take data that you have to predict data you don’t have,” Wu told InformationWeek.

Now you have a very general idea about big data. Let’s take this new found knowledge and apply it to your marketing.

Let me sort this out in small business bytes.

How are these two data analytics used in a small business? Example from a small business using small data: “Of the 300 customers who know what they want and really like our product, 200 are female and the remaining 100 are male. Total sales for the month for female were $6,000 and male, $2,000.” This is descriptive analysis according to small business.

“By adding 250 new female customers next month to our sales, we may increase the sales dollar volume by over 100%.” This is a predictive analysis according to a small business.  A very simple analogy but you get the idea.

Summary

Let me say it again, “Big Data is not recommended for a small business, but for a small business to put on their thinking cap and give birth to a few ideas.” Big Data is for a small business to emulate. It is there to give a small business a way to generate ideas for the best use of data they can capture on a much smaller scale. Don’t try to emulate the big boys, (especially in customer service)! Strive for data you can use to increase your sales performance.

My simple definition of CCM is – Customer-Centric Marketing means to fulfill all the needs and wants each customer expects, with a passion to succeed, provide an extra step of service and do it all with a smile – and a strong value proposition to keep customers coming back.

How a small business handles customer relationships can be a big reason for marketing success.

Marketing-Tip_CrpdFor additional information, request our report, “Customer Contacts… to know is the ability to manage.” All you need to provide is your name or company name and email address and this enlightening report with examples is immediately sent to your inbox.

Additional information is available on our website, Marketing Communications Group.

Thanks for reading and please share with others – except your competition! It is truly appreciated.
Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

 

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There are many tools of the trade in direct marketing.

ToolBoxlHere’s the one tool that is a certain choice for your marketing toolbox.

There is a right way and wrong way to contact people today. It seems like there are too many channel preferences people have at their beckoning. If you are one of the few waiting for that to occur, I’m sorry to inform you, your wait will not yield a desired result.

Over the past 25 years or so, I have reminded audiences far and wide to spend some time learning about their customer’s habits or needs and enter the results in a customer-contact management system. Once this information is collected and entered, the data lends itself to customer segments. This data then makes your marketing message more relevant.

I write and teach about this a lot. I even created a teaching program to help businesses understand how to do this segmentation in a very easy form to see the big picture leading to better marketing success.

Go back to the beginning…

As I previously stated, your customers have more choices than just your company, which may even increase in the near future. This is where my expertise of the direct marketing and mail fundamentals can help you snare more customers.

For example, in direct marketing, one of the more valuable tools is the offer. The offer is so important yet many businesses assume their product is good enough to sell as is without an offer. Wrong.

How important is the offer? In a quick answer, the offer causes a person to stop and give your message a second look, a second thought. Is that how your mind rolls?

The core of any direct marketing piece will always be an offer, whether you’re selling a product, promoting a service, driving traffic to a website, or bringing people to a retail location.

What is an “offer”?

It’s not to love and cherish a product for the rest of your life, but it can be. And no, it’s not a discount, but it can be. It could be any number of other things as well.

At the simplest level, an offer is the “terms of the deal.” It is you saying, “Here’s what you can get. And here’s what you have to do or pay to get it.” It’s the combination of several elements that make up the “deal.”

People who operate in the direct marketing and mail business understand the importance of creating a sense of urgency in a marketing offer. The value of having the sale happen now is that if it does not, it may not happen at all.

If the sale happens now, it increases the likelihood that another sale will happen later. These are a few of the tried and true strategies to help your customers and prospects overcome the dreaded disease of procrastination!

Marketing-Tip_CrpdWant to learn more about direct marketing?

For a limited time only, I have placed our most requested white paper, “The Right Notes in Your Direct Marketing, Make Beautiful Music for Your Customer’s Ears and Your Accounting Department”, on our report sending website absolutely free for the asking. All we need is your name and email address.

This powerful report can change your opinion on your marketing and realize there is a better way to communicate with your audience – when you spend some time to get to know them! Your messages become more relevant and your customers feel more appreciated. And we both know what that means!

Thanks for reading and please share with others – except your competition! It is truly appreciated.
Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

 

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Is this a typical day for you at your business?

BusyDayWebPeople like yourself work hard on your business day-to-day, striving for success.  

There are customer needs, production, product/service pricing, and employees to think about that help you reach your dreams and aspirations, just naming a few.

Your dreams and aspirations will shortly be realized because of the wealth of information flowing from our computers. Just this week I read on the HubSpot Inbound blogin any given day, we send 400 million tweets, upload 144,000 hours of YouTube video, and publish 4.75 billion pieces of content on Facebook.

Let me explain (Tongue-in-Cheek)

When I’m away from the office (this time for a day and a half), I am always amazed at the number of emails I receive. I have my emails placed in folders so I know what is relevant or not. While I’m away the only relevant email folder I check is customers.

Here is what I discovered that can save us all time and more importantly – MONEY! SackOfCashv2

Since nobody has enough time in their day to glance at a portion of the 4.75 billion pieces of content on Facebook, I compiled for you a reading list. Since I am an avid marketer and writer I surveyed a few select discussion groups I visit daily to get the cream of the crop.

It was not easy to narrow my selections down, but here they are- 

  • 12 Common Business Development Mistakes You Can’t Afford to Make
  • How to Make the Best of Your Procrastinating Nature
  • The Power of Storytelling in Sales
  • 100 website Mistakes and How to Avoid Them!

Don’t get the wrong idea, the list is daunting, and full of missteps we can’t afford to make in our businesses. A few of the posts offered an idea or two so it was not a total waste of time. Interestingly enough, I did not see one post on how to add more time in a day.

But wait, I did find another way to waste more time!

Moving over to my promotional tab I was invited to 8 webinars. Hell, I could be busy for a week straight glued to my screen and navigating through PowerPoint slides. If this is your thing, contact me and I’ll help you with the enrollment process.

There is a point to my sarcasm-

A person like me who is always developing and writing a lot of articles and papers – scours the world for relevant content to create ideas – on how to use direct mail and marketing within a business like yours.

But, the one point writers must understand while sharing their content, as a writer you can’t be everything to everybody. The best writers always have a specialty and stick to it.

Go back to my list. If you had a professional develop your website, how could you possibly have 100 mistakes? Even one mistake is unacceptable.

Marketing-Tip_CrpdTake a closer look at your customers.

They are not all alike. They can provide you with a number of ideas on how to sell more of your product. The number of customer touch points keeps exploding as digitization fuels growing multichannel complexity. You must start to tell your employees to stop wasting time and money on lackluster marketing results and become more creative interacting with customers.

Marketing a business today the right way, will take time by nurturing your customers with relevant information. Make sure your employees have access to everything they need to know about your company’s customers.

When you and your employees look closer at your customers, you’ll both discover there are a variety of different needs. And being a small business it is not that difficult to tweak your offering for a few different customers!

To read more about relevancy and how frequent to contact someone, here’s a short read from a recent post on our blog. It’s the right way to share relevant information.

One final note…

Need some help with your direct mail marketing? Could your marketing be better? Could your direct mail be better? Evaluate your marketing or direct mail campaign with our new mcg-Marketing eval for small businesses who want more marketing success. Click on the link or post your question in the comments and I’ll get you an answer pronto.

Thanks for reading and please share with others – except your competition! It is truly appreciated.
Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

 

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Customers are like the weather…

They can change at the drop of a hat.

MakalyaAs a kid growing up in Chicago, mom made sure I was ready for anything from the sky above. Sort of like the younger child in a Christmas Story as he was leaving for school on a cold, snowy morning in winter.

Even today, with all the advancements in weather forecasting, Mother Nature can still throw a mean curve ball.

Never stop asking why.

Take forensic science for example. Pick up any fictional mystery book or watch a thriller who-done-it mystery movie, and see how forensics can make a hero out of anyone.

In a similar way, Neuromarketing, as endorsed by Roger Dooley, is where “Brain Science and Marketing Meet.”  As a person in marketing for your company, it truly is a challenge to get people to buy, make another purchase, or at least give your product a chance to show off its benefits.

Wishing and hoping is not a good small business model.

Hoping for a good response from your next marketing message is human nature. Just like hoping your favorite team wins its next game. The only thing you can do is attend the game and cheer your team on. That’s about the only control you have in determining the outcome.

In order to meet your goals for each and every marketing campaign, ask yourself:

  • Does our product meet the needs and wants of our customers?
  • Is the marketing message relevant to these needs?
  • Is the offer good enough to push the customer to buy?
  • Does the customer service team have the right information to satisfy a customer demand?

If you don’t know an answer, how can you get one?

The smartest answer I know is not to start collecting customer DNA, but to eliminate the DNR (Did Not Respond) from your collected data. Look over your present data and determine if you have correct segments labeled for each customer.

Is your message relevant for each determined customer segment? If not, label the customer INR (Is Not Relevant). You may need to create another segment as you move through your data by looking for similar preferences.

Marketing-Tip_CrpdRelevant Content in Marketing Campaigns

As a good scientist would do, test your latest segment with a controlled message and look over the responses. Make the necessary adjustments until you are satisfied with the results.

If you would like more information on Neuromarketing, check out Roger Dooley’s book, “Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing.”

It never hurts to have some science backing up your marketing decisions.

Let me know if I can help. Thanks for reading and please share with others, except your competition.

Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

 

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Is your marketing invincible or invisible?

Hint – One of the two can cause a lack of cash flow.Invisible

What is the purpose of your marketing today? Is it to motivate a customer to buy? Do you want a prospect to call and determine if your product is right for their needs? Is there enough information in your content marketing? Or is there too much or maybe not enough information?

Whatever you intended marketing to do – make a sale or have a person call with questions after reading your content – it was ultimately to motivate a person to take the next step and not disappear.

Planning is valuable.

In this fast-paced, highly-competitive world of ours, making this happen isn’t always as easy as it looks. The reason is that it takes a tremendous amount of planning and implementation expertise to make that response occur.

Today, your mission is to coordinate all of the elements that lead to a successful marketing program.  Regardless of how many tactics you use or how often – the use of other communication channels – you’ll always want to seek the overall leadership, professional guidance, and the advice of experts to achieve the greatest possible response.

Boosting your visibility is good marketing.

Sure, you can do every step in the process. What’s a little extra overtime or using too much time that takes you away from your other duties or family. Or, if you’re getting further behind there’s always a step to eliminate to get you back on schedule. Somehow that doesn’t feel like that is the right thing to do, now does it?

If you are serious about boosting your visibility, or to finally reach your response goal for the next marketing campaign, consider using a mentor or a business marketing specialist.

Marketing is a tricky profession.

A wrong word in the copy, bad timing of the message delivery or lack of relevance to the reader can leave a negative feeling about your product. Worst case scenario is your campaign is one and done.

Let me know if I can help. Thanks for reading and please share with others, except your competition.

Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

 

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How do the top companies get new business?

CustomerSigningv2Here are a few of the best roads to take.

If you get a catalog in the mail with a tool set you like, you’ll have no problem placing an order. The catalog company will happily thank you for the order.

But if Nissan sends you a mailer about a new sports car, you are probably not going to run to your wallet and grab a credit card or transfer a large sum of cash immediately to Nissan. Nissan isn’t going to ask for the order, but instead, send you to a website or a local dealer.

Why the difference? Because certain types of products are harder to sell than others, so they require a sales person to complete the order. This is a process known as lead generation. In the typical lead generation process, information, such as content marketing about a product is offered to a list of prospects through a variety of traditional and digital communication channels.

Those potential customers who request additional information such as  a paper, product specifications or benefit content are usually given to the inside or outside sales team to work the leads and make sales.

When should you use lead generation?

A lot of companies are using some form of lead generation activity. If your product is 1) expensive; 2) is complex, new, or hard to explain; or 3) require a considerable commitment of time or effort, lead generation may be a good fit.

If your business products fall into anyone of these categories, your marketing team must work with a sales team to identify potential customers. Sales and marketing may not always get along, but in a small business it’s paramount they work together for the good of the company.

Why use a hybrid form of lead generation?Hybrid-stock-car

In short, using a hybrid combination of marketing and sales will reduce costs and boost profits. But it can also help marketing sharpen their customer profiles. People buy for different reasons. If you have already determined the need for lead generation, a strong message relevant for a particular customer profile can shorten the time before a purchase is made.

Not only does it keep marketing on target, sales people are less likely to waste time on the wrong type of leads. The sales process becomes easier, the buying cycle can shorten, inside and outside sales are more productive and the costs for marketing and sales are substantially reduced. That’s an hybrid worth driving.

ReportStopFor additional information on relevancy and frequency please visit our post from May 28th.

If you have any concerns about your sales and marketing, have it evaluated. When you determine a mcg-Marketing eVal is right for you, not only do you find what is working, but what is needed to make it work harder for your company. Email me with your questions and I’ll offer you some advice at no cost just for reading this blog.

Thanks for reading a please share with others. It is truly appreciated.

Marketingeval_logoV3MarketingDocEverything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

 

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What is extremely important in your direct marketing content?

GasMonitorTry these few energizing ideas on your next writing project.

Some writers can get hung-up on the headlines and sub-heads of content. If this sounds like you, try this idea on your next writing project.

Once the copy is close to completion, and even proofed, easy-to-follow headlines become easier to write. Recap your text in short and frequent summary blocks which are easier on the eye.

Somehow these headlines appear right before your eyes!

Make sure your readers understand your offer, know what they are buying, and are not intimidated by the copy. Unless your readers understand your entire message, the tedious hours of selecting just the right words and making sure you are concisely communicating can go to waste.

Since the world is getting smaller it is a good idea to know where the message is going. Even in the US, different regions can use different words or slang or how words are grouped.

Speakers may regularly say; “It’s me/him/them/us, for example, but in writing they tend strongly to prefer It’s I/he/they/we.”

Keep the receiver in mind at all times. After all, that’s who you are trying to impress.

If you like the idea of having more money in the bank –

Headlines are vital to the success of any promotional copy, but it’s especially important for direct marketing and mail. Good headlines are like money in the bank!

For more information on writing headlines, read “Seven Easy to Write Headlines that Sell” on our Direct Marketing Communications and Management website (DMCM).

Need some help with your direct marketing? Could your marketing be better? Evaluate your marketing or a direct marketing campaign with our new mcg-Marketing eval for a small business who want to grow.

Thanks for reading a please share with others. It is truly appreciated.

Marketingeval_logoV3Everything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.

NewLogo© 2014 by the Marketing Communications Group, Inc. No part of this publication may be stored in a retrieval system, transmitted, or reproduced in any way, including but not limited to digital copying and printing without the prior agreement and written permission of the publisher. Photographs are purchased from such companies as I-Stock, Solid Stock Art, Windows Clip Art, DepositPhotos, HubSpot or John Deuerling.

 

 



Frequency and Relevancy make sure your content is in demand…

Julietv13

Here’s how to put each one to good use.

In any small business, B2B copy is very important to a company’s marketing success. Of equal importance is the frequency of the delivery and how relevant the message is to the contact.

Give frequency and relevancy some acclaim.

The next time you prepare your email newsletter, direct mail, promotional offer, or something in the social space, ask yourself this simple question. How many contacts does it take for a prospect to buy a product, service or a customer to make another purchase?

In the B2B industry of small companies I have worked with, it could have been seven, ten, or fifteen contacts. That’s not only a lot of contacts but also takes a lot of perseverance, money, time, and analysis.

So what is it; frequency or relevancy?

In today’s economy, prospective customers don’t want to be sold to. They want to make their own decisions. With the capability of better web searches, social media and even communication with business associates, there is literally a mountain of information available for your contacts to gather.

If that sounds like your market audience, you may want to consider using different content. Look closer at your present content to see if it is more relevant to the receiver. It’s the kind of content that can make their day go by a little easier.

Not every contact is the same.

Spend some time studying your customers buying behaviors. You’ll probably find a few unique ways to segment your contacts into groups. I refer to this experience as ICE. It’s an acronym for Interested Customer Engagement.

All contact management systems allow you to build a profile of each contact’s use for your products and services. Then analyze what you have to determine the best way to segment your contacts.

In the beginning use the KISS principle. The goal at this point is to come up with a few segments. Your future attention and time will allow you to make each segment you build a profitable one.

Set goals for the segment process.

The gathered information and analysis of this information allows you to build a library of content designed for each segment of your contacts. The differences could be very small from one segment to another but the relevancy for each contact can make a world of difference.

Now use frequency in the stretch.

As with just about anything good that comes from great marketing campaigns, it takes time to nurture a contact by breaking through the clutter, and for them to become better acquainted with your business.

Summary

The opposite is that it also takes time for you to know more about the contact and their company needs. However, as you can imagine, it’s time well spent.FreeReport

It takes time to travel down this road. Step by step by step. However, when done right, it’s highly likely you’ll see success.

ICE teaches us to make sure the frequency with customers and prospects is on a schedule and is automated as much as possible. Plus, using more than one channel of communication can provide a lot of assistance as well.

In B2B marketing, content can make you a king in the eyes of customers and prospects. And when it arrives at the appropriate time, you’re probably on a first name basis.

To learn more about how to make your content more relevant, please request our white paper, “Customer Contact… to Know is the Ability to Manage.” Or email me with MCG1110 in the subject line to marketingdoc@live.com. The paper, a $149.00 value is FREE for the asking.

Please share and let me know what you think.

Marketingeval_logoV3Everything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.


NewLogo© 2014 by the Marketing Communications Group, Inc. No part of this publication may be stored in a retrieval system, transmitted, or reproduced in any way, including but not limited to digital copying and printing without the prior agreement and written permission of the publisher. Photographs are purchased from such companies as I-Stock, Solid Stock Art, Windows Clip Art, DepositPhotos, HubSpot or John Deuerling.

 



If the results from the last marketing campaign were so-so…

Really?And unless you’re a tailor, it’s time to do some evaluating.

I enjoy working with small business owners doing evaluations of their marketing and providing recommendations for better a response. A lot of times, just the slightest change, maybe a word in the headline, can make a large impact.

I also know that a marketing plan should never be static. If something is not working or just doesn’t feel right, a change is necessary.

SackOfCashv2The number one small business problem I still see is how much money is wasted on the wrong advertising.

If you are not sure how effective your marketing is, the time to quit wasting money is now. Take whatever marketing data you presently have and begin to build a better marketing program. Where should you start?

Start with your customers. There are many ways to learn about your customers which can impact your marketing response in the right direction. Here’ a few comments to get you thinking. But remember, Rome was not built in a day. Learn something new and test an idea on others to determine if there is marketing value.

  • Learn as much as you possibly can about customers.
  • Share your thoughts and ideas with customers,  becoming a solution provider, by piecing together a solution for your customer.
  • Treat your customers with value added, no cost services.
  • As you learn more about each customer, keep fulfilling the needs and wants of each – because a happy customer tells others.
  • And when customers are happy, they will give you testimonials. Testimonials are a great addition to use in your marketing and with the sales team.
  • Having a customer focus can help separate a small business from the competition.

Importance of a Customer-Centric Marketing Strategy.Customerv2

When a company starts to embrace these ideas and use the collected collaborated customer information, a company begins to learn what type of marketing works. And that means less waste of marketing dollars.

Many of the successful small businesses I know have this strong focus on customers. They have built a Customer-Centric Marketing Strategy to meet the needs not only of their customers, but of their employees as well. Leadership learns very quickly, a Customer-Centric Marketing Strategy will change a company’s business for the better.

Because I call it a strategy…

There is no reason to waste time by working on this strategy until you fully commit to a customer focus. Once you do you can easily take your ideas from customer conversations and start to determine a strategy that will work for you and your company.

How can I help you?

Consider a MCG Marketing Evaluation Process and get a list of marketing ideas for your business. It’s a great exercise I have used throughout the years to get a company’s marketing on the right track. It’s affordably priced and guaranteed to open your eyes to new ideas.

When you click on the eVal link you’ll have an opportunity to get a copy of our latest small business report, “Our Top Ten Lists of Marketing Essentials Required for Small Business Success.” In addition, learn how you can get a free 1 hour one-on-one with the Doc.

Please share and let me know what you think.

Marketingeval_logoV3Everything marketing starts and ends with your customers… cater to them, listen to them and react to them. The results will amaze you.


NewLogo© 2014 by the Marketing Communications Group, Inc. No part of this publication may be stored in a retrieval system, transmitted, or reproduced in any way, including but not limited to digital copying and printing without the prior agreement and written permission of the publisher. Photographs are purchased from such companies as I-Stock, Solid Stock Art, Windows Clip Art, DepositPhotos, HubSpot or John Deuerling.

 




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