kindermusik gold coast july 2009

http://www.thecreativecollective.com.au

Low cost or no cost ways to Low cost or no cost ways to market your market your

Kindermusik classesKindermusik classes

• The Creative Collective + YummieMummie.com.au

Yvette Adams

Citizen of the world

Kids – Rio (5 years) + Matisse (2 years)

Yvette Adams

What I did in my first year with Kindermusik head office

2000 on the database 6729 on the database

Unique users per month to site = 665

Unique users per month to site = Regularly 5000+

Communication frequency = infrequent

Communication frequency = every two weeks – either newsletter or special offers

Online sales = $6000 per annum

Online sales = $100,000+ per annum

Predominantly offline marketing

Predominantly online marketing

Let me get to know you a little better…

• Facebook? know it? use it?• Linkedin? know it? use it?• Twitter? Know it? Use it?• Blog? have one? work it?• Website? have one? use it?• CMS website? have one? reap the reward?• Online database? have one? use it?• SEO? know it? use it?• Adwords? Know it? use it?• Emarketing? Know it? use it?• Ecommerce? have one? use it?

• That you have a website or AT LEAST some forms of online presence (or are planning to get them soon!)

• That you’d like more leads/inquiries• You’d consider expanding your classes/school if you knew

how• That you’d like more customers/sales• That you’d love to be more efficient• That you’d love to automate tasks where possible• That you’d like to know about the most cutting edge, innovative

marketing strategies currently available to you• That you are only interested in strategies that give you a

GREAT return on investment

Important presumptions I’ve made about you for my presentation

STOP START

Always doing what you’ve always done (because you’ll always get what you’ve always go, or worse – times are changing!)

Thinking outside the square of the most innovative marketing strategies you could possibly engage in

Burying your head in the stand and making excuses about being busy/non techie/limited by budget

Being open minded about the possibilities and how they could benefit your business some of which are very easy to do and low cost or no cost!

Throwing stuff out there with no proper measurement devices in place

Tracking and measuring EVERYTHING you do

Measuring the cost of advertising and marketing activities

Measuring the impact of marketing activities

Doing things offline… ..if they can often be done faster and cheaper online

Guessing and presuming what your prospectives and clients want

Conducting research to understand buying motives and barriers to sale

The effect I hope to have on you…The effect I hope to have on you…

STOP START

Looking for new business If you haven’t maximised what you’re already sitting on and what they are worth to you

Having casual phone, email and walk in chats to prospective clients

A bullet proof prospect to conversion system that capitalises on every contact you receive

Waiting until your client comes to you

Keeping in touch via a frequency and method that is helpful, not annoying

Not wanting to put yourself in the spotlight

Creating and taking publicity opportunities for the good of your business

Hoping for the best and having a ‘bit of an idea’ of what you want to achieve at the end of the day

Getting crystal clear about your objectives, setting SMART goals and targets

The effect I hope to have on you…The effect I hope to have on you…

The sales funnel

The ice-cream

The Ice-Cream Marketing Funnel

1. A web presence - google maps, directories etc2. A website you can self manage (and that you do regularly update)

which has a good level of interaction and high conversion3. Emarketing & database drives4. Facebook5. Twitter6. SEO & SEM

Five low cost or no cost marketing strategies that WILL make an impact

Tracking the results

• Google Analytics or other web stats in place• Offline procedures in place

You must ask every single person who:• Walks in• Phones up• Emails you

For their: • Name• Email• Phone – main and alternative is ideal• Post code• Preferred method of contact i.e. phone or email• HOW THEY HEARD ABOUT YOU. ‘newspaper’ is not enough –

try and extract exact name of the publication and note it.

Options include:

1.1 Google Maps1.2 Business directories – paid and unpaid1.3 Government/council/local directories1.4 Industry directories1.5 Social media (but we’ll go into that more later)

1. A web presence

Visibility on Google Maps gives you access to approx 2.6 million Australians each month according to Roy Morgan

A search in google Maps for ‘kindermusik’ provided me with 116 listings

1.1 Google Maps

• Make sure your listing is complete and accurate – videos, photos, opening hours, types of payment taken, description etc.

• Choose the most appropriate, specific categories for your business.

• Establish a strong, accurate presence on the web

Tips to help Google users find and connect with your business

The types of categories you might like to list for

• Yellow pages - http://www.yellowpages.com.au/awu_freeListing.do

1.2 Free business directories

Search ‘free business directory’ or ‘free business listing’ or similar

Example of a free business directory

1.2 – Paid business directories

1.3 – Government/council directories

1.3 – Local directories

1.4 – Industry directories

It should be the epicentre of your business It can work for you 24/7 It can grow with your business – i.e. more classes,

change of contact details, news etc. The demographic you are targeting demand it (Gen X &

Y parents) starts a search for new info, services and products on a search engine, Cell phone, no landline, pay bills online, Reads blogs/websites/youtube not newspaper, does not have Yellow Pages, into Social networking, judges brands by their web site

2.0 – A good website that you can self manage. Why?

Traits of a good website…Traits of a good website…

Visually appealing Fulfills the ‘8 second rule’ Data capture prominent and enticing for users to leave details i.e.

incentive Any desired call to action prominently featured Opportunities for clients to ‘interact’ where-ever possible –

comments, fill in form, check availability, view photos, videos, audios etc.

Easy to find the information they want with multiple navigation points plus main service offerings clearly identifiable

Loads fast Scannable copy with lots of internal links Search engine optimised Regularly updated so encourages repeat visits – events and news

articles good here

• Means you can quickly and easily contact your database in a relevant way rather than spending hours on the phone ‘ringing around’ and not getting any body or hours printing and collating envelopes and posting out specials or running the risk of missing people from hotch potch excel spreadsheets or ‘groups’ in outlook.

• You can start to do contras with other companies i.e. I’ll give you a mention in my blast out if you’ll give me one in yours

• Adds significant value to your business should you ever decide to sell it.

• Gives you a good birds eye view of your• business.• Can grow automatically overnight if linked toyour website

3.0 – Database & emarketingThe importance of a centralised, online database

Why Microsoft Outlook/Express/ Hotmail etc just won’t do

error 452 4.5.3 Too many recipients specified

You have exceed the maximum number of recipients allowed within one hour. Please try again in one hour.

Six things you need to know about databases

1. Have one

2. Grow it – You need to be constantly thinking of ways to grow your database.

3. Segment it into relevant client groups that apply to your business – different people are interested in different products, services, events or information you might have on offer so don’t bother them with things that don’t apply. Just think, how would you like someone telling you all about make-up when you’re a bloke!

4. Communicate with either the entire database or the client groups mentioned above REGULARLY (but not so often that you end up annoying them and they unsubscribe) and RELEVANTLY.

5. Track results and listen to and implement the feedback your database give you

6. Get a system that will grow with you

• Prospective clients• Deactivated clients• Current clients• VIP Clients

Categories every business should have

• By product purchase• By service• By gender• By location

Some others that may suit you

1. Tell your clients, associates, and friends

2. Put a signup form on your home page and every page of your Web site.

3. Use a pop-up or pop-under box on your site. Studies show pop-ups/unders can increase your e-zine signups by up to 10 times!

4. Offer a free goodie for new subscribers - free article, report, resource list, e-book, etc.

5. Offer a free sample issue on your Web site or have one available by e-mail autoresponder - Some people won't sign up for anything until they can see it first.

6. List your e-zine in free e-zine directories

7. Swap ads with other e-zines

8. Buy ads in other e-zines

9. Plug your e-zine in your e-mail signature

10. Get content published in OTHER e-zines

11. Do a co-op with other e-zine subscribers

12. Try a pay-for-subscriber service.

13. Announce your e-zine to all of the professional organizations and associations you're a member of.

14. Advertise your e-zine on the back of your business cards.

15. Become active in a few online forums where your ideal readers hang out.

15 ways to start or grow your database

See: http://tinyurl.com/l3ydua

Emarketing systems we use and recommend…

CASE STUDY | YummieMummie.com.au

Email:

Post code:

How did you hearabout us?

GrowthMore than 200 million active users More than 100 million users log on to Facebook at least once each day More than two-thirds of Facebook users are outside of college The fastest growing demographic is those 35 years old and older User Engagement Average user has 120 friends on the site More than 5 billion minutes are spent on Facebook each day (worldwide) More than 30 million users update their statuses at least once each day More than 8 million users become fans of Pages each day ApplicationsMore than 900 million photos uploaded to the site each month More than 10 million videos uploaded each month More than 1 billion pieces of content (web links, news stories, blog posts, notes, photos,

etc.) shared each week More than 2.5 million events created each month More than 35 million active user groups exist on the site International GrowthMore than 50 translations available on the site, with more than 40 in development About 70% of Facebook users are outside the United States

4.0 – FacebookThe importance of a centralised, online database

Sources:

1 – Facebook | Advertising, Estimates taken on 19th of December 2008.

2 – 3218.0 – Regional Population Growth, Australia, 2006-07. Australian Bureau of Statistics, via Wikipedia: List of cities in Australia by population

• Personal pages – you the individual• Professional pages – you the business person• Company pages v groups

How it all works

Facebook advertising

Criteria = Anywhere in Australia27 – 50FemaleIn a relationship, engaged, married

What if we specify a city and a 50 mile radius?

Even more targeted!

Worldwide traffic to Twitter.com reached 10 million visitors in February 2009, up a whopping 700 percent from the same time last year, according to comScore

But the question is, should you be doing it and what are the tangible results it can return?

5.0 To Twitter or not to Twitter – that is the question!

Once you have a Twitter account (as easy as setting up a hotmail, gmail or similar email account and also free), essentially you have 140 characters to play with and tell people what you are doing.

The key to getting the return on your efforts is, like any other marketing, setting out with a specific objective in mind.

5.0 To Twitter or not to Twitter – that is the question!

•To establish or build your organisation or individual profile•To drive traffic to your blog or website•To network with potential parents, influencers, or others in your niche.•To get valuable feedback•To build a community•To act as an alternative form of communication – quick and easy too!•To hire people – be they volunteers or paid?•To update your community of new class timetables/updates/achievements/end of terms/deadline to enrol etc.•To promote events/product launches/updates/fund-raising drives?•To provide live coverage of an event (you could ‘twitter’ updates from for instance a tele-thon, all night walk-athon etc)•To raise money for a child/family in need•To show a more personal side of yourself from your usual public persona?•To run occasional “twitter only” discounts and specials

Possible relevant objectives:

•Once you have an objective you need to ‘follow people’ • Suck in your address book, search for relevant groups to join, list on directories, search for existing customers or influencers in your industry and clicking on the ‘follow’ button • Aim for relevancy and large number of followers•Follow and follow back - It is generally Twitter etiquette to reciprocate those who follow you by following them back

Follow and be followed

•still an emergent phenomena, and as such, etiquette is negotiable•@creativecollect i.e. ‘enjoyed your presentation on the Gold Coast this weekend!’• # hashtags are a community-driven convention for adding additional context and metadata to your tweets.Example uses Events or conferences, e.g.: "Tara's presentation on communities was great! #barcampblock" Disasters: "#sandiegofire A shelter has opened up downtown for fire refugees." Memes: "My #themeword for 2008 is conduct." Context: "I can't believe anyone would design software like this! #microsoftoffice" Recall: "Buy some toilet paper. #todo"Quote: "Great minds discuss ideas. Average minds discuss events. Small minds discuss people." ~Eleanor Roosevelt #quote

You thought texting was bad. Now learn twitterisms!

• Feel good - Bonnie Sayers @autismfamily, a mother of children with autism, decided to use Twitter to promote awareness of autism and to allow those who live with it to share their experiences and knowledge with others. Dubbed “Twitter Autism Day” and connected with the #ASD hashtag, achieved huge number of tweets becoming a “trending topic” on more than one occasion during the day. Sharing their experiences over Twitter was a great way for parents and those suffering autism to connect.

• $$$ Story - In December 2008 computer giant Dell (@delloutlet) announced that it had generated $1 million online by posting e-commerce links to its Twitter feed. Latest reports say it has now surpassed $2m in Twitter related sales. Whilst it obviously isn’t a not for profit organization (far from it in fact) we’re sure you’ll agree it’s not a bad result for a little twittering!

Twitter success stories

6.0 SEO & SEM

Search term

SEO stuff

PPC stuff

Join our 10 week program starting soon!

Want more on SEO?Want more on SEO?

Normally $995 for a 10 week program. If you book in the next week - $495!

Special deal for Kindermusik Special deal for Kindermusik educators onlyeducators only

There’s one more very powerful marketing method I’ve purposely overlooked. Can you guess what it is?

Word of mouth!!!•Referrals•Incentives•Strategic alliances•The overall customer experience•Surveys/polls•Mystery shoppers•Immediate feedback asking for a referral

How do you know if it’s working? Review your web stats regularly - we have a DVD set on how to understand your web stats, filters you can set etc.

Work out your cost per lead and per sale regularly

Re-allocate spend that is not working

Ensure tracking is in place and that you run it for a minimum of 3 months to see a trend

Be aware of people trying to sell you into long ad campaigns – test and measure first

Develop a one page, quick-look marketing plan which shows all online & offline activities – see template

Send them back to the website or highlight the website’s key features/offers applicable to that market

Where possible send them to an ad specific URL or ad-tracker

Your HomeworkYour Homework Website – working for you? Optimised? Looks good? Strong call to

action? Am I writer? Then submit blog posts to us or post regular content to your

website, pr newswires or article directories. Company Facebook page and exploring the capability of running

demographically targeted ad campaigns through Facebook. Get key company documents i.e. templates, forms, contacts, procedures

and policies ONLINE utilizing technology such as wikis, Google Docs or otherwise where you can share and collaborate online and mobilize your business. If things are quieter than usual, there is no better time to get this key documentation for your business in place.

Explore other social media realms and possibilities i.e. Facebook, Twitter, You Tube etc

Make sure that in all your marketing material it is explicitly clear what you offer and what action you want them to take. If it’s not, change your marketing to something that is powerful and effective.

Make sure your marketing features your website and other social media community links ALWAYS and PROMINENTLY

Make sure you have a good email signature with your current offer!

The sales funnel

The ice-cream

The result?

Mmmm….

Want more on marketing?Want more on marketing?

QUESTIONS????QUESTIONS????

Want constant tips & inspiration?

1. Sign up to my database and receive useful tips, upcoming events and other special offers for my services: http://www.thecreativecollective.com.au

2. RSS Feeds - informative articles on tips, tools and tricks related to succeeding online and your marketing strategies: http://www.feedburner.com/fb/a/emailverifySubmit?feedId=2251782

3. Read past blog posts: http://the-creative-collective.blogspot.com/ .4. Become a fan of our company on our Facebook page5. Follow us on Twitter http://twitter.com/creativecollect 6. Products – Ebooks, SEO Olympics, marketing programs, Audios7. Come to our Web Wed events – Second Wed of every month via

webinar. See our website for latest event details

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