About Jodi Kaplan

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5 Quick Ways to Tell if Your Marketing is Broken

broken lamp image

This blog is called Fix Your Broken Marketing. But what exactly is broken marketing? And how do you tell if your marketing is broken?

1) Poor return on your investment. If you’re putting ads in the yellow pages, speaking at events, inserting ads in magazines, or sending direct mail pieces and not getting results your marketing is broken.

2) Spending money without being able to measure the results. Just throwing money at the wall (or those direct mailers) and hoping something sticks is broken.

3) Failing to calculate the cost of your leads versus the value of the customer. If those yellow pages ads are costing you $8,000 a month, but bringing in customers only worth $4,000 a year, your marketing is broken.

4) No call to action. If you don’t tell people to do something, they won’t.
For example, putting an ad in a trade publication without telling readers to call or click, or speaking at events without asking for contact information (don’t make it a commercial, offer something your listeners will want to get).

5) Not targeting. Trying to sell to everyone is selling to nobody. Pick a distinctive niche, such as photography for college brochures and catalogs or video services for pharmaceutical trade shows.

Photo: gary hymes

Freebie Friday: Using LinkedIn to Get More Leads

freebie friday imageWe’ve all heard a lot about social networking; joined LinkedIn, commented on forums, or started to use Twitter.  But, can you actually get leads from all of this?  Or is it just a giant time waster?

Today’s Freebie Friday is a new case study from Marketing Sherpa.  It spells out how one marketer uses LinkedIn to raise awareness of their products, qualifies leads he gets, and shares marketing materials (without being pushy and obnoxious). Find out how LinkedIn is different from other networks and lead generation tools and how to tailor your marketing to get more (and better) leads from it.

Hurry to read  this (free access ends after August 5th)

Generate more leads with LinkedIn.

A Year in the Life of the Triiibe

triiibes blog ring imageOne year ago today, Seth Godin posted an invitation to join his tribe at triiibes.com. It’s a gated network dedicated to sharing marketing ideas, building trust, and gaining permission for your marketing (rather than shouting).

This past year, I’ve had the great pleasure to meet the most remarkable people (both online and in person), including Bernd, Mary Louise, Tom, Joel, Sue, Greg, Megan, Pace, Kyeli, Jule, Becky, Bernadette, Anne, Brendan, Ed, Paul, Bob, Chris, Bolaj, and many, many more.

Update:  Bonnie and Marcos! I forgot Bonnie and Marcos (smacks head)!

In honor of the anniversary, we’re launching a global blog tribute to mark the occasion.

The group has acted as a launching pad, a brain trust, and a catalyst and has developed into an amazingly close-knit community of people who’ve traveled thousands of miles to meet each other in person.

I started this blog because of triiibes, and I’m in the process of revamping my business because of it. I’ve realized that I want to focus on creative people (videographers, web developers, film editors, exhibit designers, graphic design firms) who are great at generating ideas and doing their jobs — but need help turning their expertise, their skills, and their desires into dollars.

I want to focus on little things that can make a big difference, like developing a niche, retooling a brochure, and fixing broken web sites (rather than huge projects with giant spreadsheets and timelines that require a certified project manager to complete).

Here’s why you’re not making enough money, and here’s how you could make more. Instead of throwing time and money at the wall and hoping something sticks, here’s a way to get results you can measure.

More on the triiibes anniversary.

Does Your Voice Mail System Send Callers to the Twilight Zone?

twilight zone imageMy dad wanted to buy some energy-saving light bulbs. He found a company online that sold light bulbs which were both energy-saving and bright. It was about 4:30 PM and he called the company because he had some questions about the bulbs.

He wanted information, but landed in… The Twilight Zone.

The system had no direct to operator option. The only choice was to spell out the name of the person you wanted to reach. Since he knew nobody there, he started spelling out common names, “Joe, Bob, Steve, until he finally got a name that matched. Of course, he had no idea if this was the CEO or the bookkeeper, but he left a message.

Why make it so hard for people to find you? Sure an option to spell out a name is helpful, but make sure you add “Press 1 for Accounting” or “Press 2 for Sales.”

Make it easy for customers to reach you, and buy your products, and you’re likely to get more sales. That light bulb company just lost one.

Photo: is0b3lpalm3rs0n

The Goldilocks Guide to Making Your Website User Friendly

website navigation tipsRemember the story of Goldilocks and the three bears? The first chair was too big; the second was too small; the third was just right. She also had to try three bowls of porridge before finding one that suited her.

Goldlilocks was very patient (if also a housebreaker).  Your visitors won’t take the time to try three different buttons or search through five pages for your contact information.

I’ve talked a lot about the perils of putting up barriers to your customers (Flash, logins to comment on blogs, complicated contact forms, etc.),

Sites can be too easy, or too hard, but how do you get it just right and get a website that’s easy to use?

The site that was too easy to use

A client wanted me to update his Lexis/Nexis directory listing (not my usual thing, but he’s “technologically challenged”).

He said all I had to do was hit an update button and make the changes. This seemed way too easy (what, no login? no password?). Sure enough, he was right.

NOT SO FAST; it was also too hard

There was only a tiny box to enter three pages of text, and no way to tell what it would look like “live.” Then, I got a message saying the changes would go live at their next update (no indication of when that would be).

I called and was told it would take 7-10 days to go live. They review each entry individually, retype it, and then upload it!!

When I asked them to send me the changes, they wanted to fax them.  Then they emailed the client (who doesn’t use email). The changes were sent in plain text, so I couldn’t see the formatting and was unable to tell how it would look when it was uploaded to the site.

After that, I received a second email saying my listing was too long (they had a 300 word limit, and the listing had 682 words). No sign of this on the site anywhere.

I spent three hours talking to the client, making changes, checking them, several phone calls back and forth, reading emails, and getting strange messages, only to end up with the same inaccurate and misspelled listing I had when I started.

How to make your site just right

First, make sure you Include basic security measures.  If you allow users to update listings, set up a login and password system. Use security questions, but please don’t use the same 5 questions everyone else uses, or questions that can be answered by anyone, in a few minutes, by checking someone’s Facebook page.  Even better, use two-factor authentication.

Make data entry easy

If you want people to add data, include a preview window so that users can see what they’re doing. And, if they might need to click away, say to check a URL or get some other information from their computers, don’t clear the window and remove all the text.

Explain the rules

If you have a word limit or other requirements, outline them in the edit section. If there’s a delay or a waiting period, spell it out.

Don’t expect your customers to know your policies without being told.  I recently wanted to reserve a  library book and kept getting an error message saying there was a problem with my record and to see a librarian.  Turned out the “problem” was a new limit on the number of reserves, which I’d reached.  Why not just say that?

clear navigation

People expect navigation bars to be on the top of the page, or on the side.  Don’t make your visitors hunt for them.

Don’t load it up with every single topic on your site.  Put a few primary categories, and keep the drop downs to a minimum.

Give the categories descriptive labels; a name like “products” doesn’t really help much, try “iOS apps” or “email marketing services” instead.  If you have help buttons, or a page with common questions, make them easy to find, and put links on every page.

Easy to contact

Your contact information should be easy to find.  It should be easy to call, email, or physically send you something.  Add a pop-up chat button (in a bright color) so your visitors can get help right away.

Have you ever been frustrated by a website that was too hard to use?  Share in the comments.

 

Photo: James Emery