There are literally volumes written about
marketing planning. It boils down to
developing your roadmap. What paths will you
take, which turns will you make and, most
important of all, where you are going? Unless
you have an endpoint on your road map, how do
you know which path to take? In the words of the
immortal Yogi Berra, "You got to be very careful
if you don't know where you're going because you
might not get there."
A plan offers a simple strategy or set of
strategies, a marketing calendar, an evaluation
system, and a selection of weapons and tactics
that give you complete control of your
marketing.
A good plan conveys your company's vision to
target markets, customers and employees. As part
of this vision, your plan should emphasize your
company's long-term goals and the path to get
there. Stops along the journey, in the form of
initiatives and actions, are key landmarks on
the roadmap to executing the plan.
To create a good
marketing plan you need three basic things
(besides the guerrilla marketing prerequisites
of time, energy and imagination). You need lots
of information. You need thinking time,
analysis, ideas, creativity and imagination, all
wrapped up into "brain power." Finally, you need
initiative: the ability to want to do something,
and the ability to get it done.
Marketing plans range in form from the back
of an envelope to bound editions. The guerrilla
rule of thumb is to lean toward the brief side,
but with enough meat that it can be used as a
guiding tool along your marketing journey. A
good guide will provide plenty of information
for you to develop the initiatives, actions,
follow-up, accountability and measurement to run
your business effectively, and in this case,
your marketing.
Here's a simple process to creating a
marketing plan using just seven sentences:
Sentence 1: What is the purpose of
your marketing?
Sentence 2: Who is your target market?
Sentence 3: What is your niche?
Sentence 4: What are the benefits and
competitive advantage?
Sentence 5: What is your identity?
Sentence 6: What tactics, strategies
and weapons will you use to carry out your
marketing?
Sentence 7: How much
money will you spend on your marketing;
what's your marketing budget?
These sentences represent your marketing plan
outline.
"Build it and they will come" isn't an
effective marketing plan or strategy. A
successful plan boils down to two essentials:
1. Knowing your market inside and out,
including what customers want and expect.
2. Identifying what's in your way to satisfy
customers: e.g., competitors, barriers to entry,
costs, outside influences, budgets, knowledge,
etc.
Armed with the knowledge of these two
essentials, you can develop all the necessary
marketing strategies that'll allow you to
attract, obtain and keep customers. In addition,
you'll also be ready to react to any marketplace
changes when they happen. A good guerrilla
marketing plan must be flexible enough to
respond to changes. Markets change, customers
change, and company intentions and activity
change. Flexibility is an inherent
characteristic of a guerrilla marketer.
The outcome of this planning process won't
just be your total plan, but will be your total
planning perspective.
Here are some distinct actions you can take
to ensure that you complete an effective
marketing plan:
- What portion of each day
will you devote to reviewing your plan and
any necessary revising?
- Write a hypothetical
outcome statement about the completion of
your plan. For example: "After planning to
increase leads and referrals for our sales
staff to pursue and convert, many marketing
weapons were employed. Utilizing the
guerrilla marketing resources of time,
energy and imagination, we embarked on an
aggressive PR campaign, issuing press
releases for new services introduced, new
information available demonstrating our
expertise, and announcement of events for
our target market to sample the service.
This was backed up with "meet and greet"
programs at various networking events, ads
in trade association directories, and
telemarketing to trade show attendees. The
leads generated were focused, open to our
follow-up, and ripe for conversion. We ended
up getting more leads than our sales force
could follow up on so we implemented a
telemarketing inside sales force. Conversion
increased, sales increased, and we made more
trips to the bank to make deposits."
- Outline your plan. Start
with seven planning components/sentences
mentioned above. Take these seven sentences
and develop plan sub-headings, supplemental
information and new ideas.
- What information (research)
do you have now relative to your planning
outline?
- What information (research)
do you still need?
- What market research
methods will you use to obtain that
information?
- List and prioritize your
marketing objectives, e.g.:
1. Product / service introduction
2. Position company, product or service
as a market leader
3. Counter action to competitive strategy
4. Lead generation and referrals
5. Obtaining market share in a new
geographical area
6. Renew, refresh, communicate new
identity
Al Lautenslager is the "Guerrilla
Marketing" coach at
Entrepreneur.com and is an award-winning
marketing and PR consultant and direct-mail
promotion specialist. He's also the
principle of
Market For Profits, a Chicago-based
marketing consulting firm. His two latest
books, Guerrilla Marketing in 30 Days
and The Ultimate Guide to Direct
Marketing
are available at
www.entrepreneurpress.com.