Marketing 360 Evaluating Your Plan

MARKETING 360:
EVALUATING YOUR
INTEGRATED MARKETING PLAN
How the right metrics keep your plan
moving in a profitable direction

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When a carpenter begins crafting a
new piece or project, he or she has a Today’s marketing plan
might include a wide
number of tools available: Various sizes variety of technology-
and types of hammers, screwdrivers, fueled media such as
and other types of hand tools may websites, social media,
online video, and email
be the right choice for some jobs. In marketing in addition to
other cases, power tools are a more traditional media such
effective option. However, without an as print, radio, outdoor,
television advertising,
understanding of what each tool does and direct mail.
and the jobs for which it is best suited,
the efforts will be inefficient and will not
generate the best possible results.
Small business marketers are in much the same position. Faced with an increasing
number of tools to promote their businesses—especially in an environment of
ever-increasing online media and digital marketing options—it can be difficult to
make the right decisions about investing marketing dollars. Today’s marketing plan
might include a wide variety of technology-fueled media such as websites, social
media, online video, and email marketing in addition to traditional media such
as print, radio, outdoor, television advertising, and direct mail. This integration
allows small and medium-sized businesses to reach broader audiences with
greater frequency, effectiveness, and measurement options and to tailor campaigns
targeting prospective customers accurately, especially as more of these prospects
choose online media in addition to traditional media consumption.

For savvy small businesses, success begins with crafting a set of measureable
goals, creating communications that achieve those goals, then selecting the
marketing tools that will best reach a well-defined target audience. This lays
the foundation for creating an integrated marketing plan that can be measured
through such metrics as quantifiable reach and frequency, awareness, perception,
analytics, and costs.

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Metrics and Measurement
Marketing activities can be measured using a variety of benchmarks that have
various applications within an integrated marketing plan. For example, awareness-
and perception-based metrics help marketers understand consumers’ knowledge
of, and associations with, the brand, product, or service, while analytics deliver deep
insight into the online behavior of customers as it relates to the brand. Understanding
key metrics such as those described above is essential to forming, evaluating,
and refining your integrated marketing plan. As the plan is deployed, many of these
metrics can be combined with budget figures to calculate cost-based metrics that
can help marketers determine those investments that provide the best return.

Overall reach and frequency
Reach is a method of evaluating how many individuals
or households will be exposed to your message via a Ideally, the
particular medium. Frequency is the number of times the characteristics of the
individual or household will be exposed to the message. vehicle’s audience,
such as interest,
These metrics are particularly important during the initial
occupation, age, income,
planning stages. The reach of a medium like a magazine
or other factors, will
or website, or tactic, (e.g., an event), tells you how
match closely with the
many audience members will likely get your message.
characteristics of your
Ideally, the characteristics of the vehicle’s audience, such
ideal customers or,
as interest, occupation, age, income, or other factors,
at least, people who
will match closely with the characteristics of your ideal
are interested in your
customers or, at least, people who are interested in your
products and services.
products and services. For example, if you sell organic
dog food, a canine-focused publication or event would
be obvious choices to place your brand because of the
likelihood that the readers have dogs and buy dog food.

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While frequency is simply the number of times your message appears, effective
frequency relates to the number of times your message needs to be repeated before it
is remembered. That will vary depending on a number of aspects, including the level
of competition in your market, (i.e., the more competition, the greater the need for
frequency), the complexity of your message, and the uniqueness of your brand. To
get an initial idea of frequency for your plan, look at past marketing and advertising
efforts. If that data is not available, seek out similar brands or competitors, and try to
estimate their advertising frequency in various media. If that seems reasonable to you
and effective for the business, use that data to plan for frequency within your budget.
Of course, such estimates will give you preliminary targets that can be refined as your
plan moves ahead.

Awareness-based metrics
Awareness-based metrics measure the extent to which
customers and prospects remember your brand and other Measuring awareness
associations they have about your business, products, typically includes
and services. Measuring awareness typically includes soliciting the feedback
soliciting the feedback of the target audience directly via of the target audience
surveys, questionnaires, interviews, focus groups, and directly via surveys,
other similar vehicles. This is often an easy, inexpensive questionnaires,
way of measuring how well-known and well-liked a brand interviews, focus
is, especially with the advent of low-cost and free survey groups, and other
services and the ease of sending email questionnaires. similar vehicles.
The challenge with awareness-based metrics is that they
often rely on the customer’s memory or perception of where he or she saw the
messages about your company. This is not always accurate. Customers may have
seen your message in multiple places, but only remember one. So, it’s best to use
this measurement method in conjunction with others, like reach, frequency, and
perception-based metrics.

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For example, if a restaurant customer read a great review of the establishment, but
also received a coupon as part of a multimedia campaign, it can be difficult to discern
what actually motivated them to dine there. Asking the customer where they heard
about the restaurant might reveal they saw the review and remembered it, while a
special code on the coupon will directly reveal which medium reached that customer.

Perception-based metrics
Without knowing what actually moved someone to
respond to your message, it’s hard to truly evaluate the By collecting and
effectiveness of a plan, says Angela Sinickas, founder of tracking customer
Sinickas Communications, Inc., a communications firm feedback, you may also
in Laguna Woods, California. It’s one thing to evaluate the begin to see patterns
number of people who saw your message or the number in responses that will
of times they saw it, but that offers little insight into how often indicate particular
effective the message was. For example, perhaps 14,000 referral sources and
people saw your ad an average of three times—but did it marketing methods
change their perceptions or interest and, therefore, inspire that are remembered
them to take any action? by prospects.
Perception-based metrics can help you measure the
impact your message has had on your audience.
They can be tracked through methods like surveys, phone, and in-person interviews
by asking questions about the associations made with the brand. For example, does
your audience see your business as the high-end, service-oriented market player?
Or is the impression of your brand more low-end? Are these associations in line with
how you intended to position your brand? If not, you may need to make changes to
your marketing or even within your business to reflect the image you wish to project.

By collecting and tracking customer feedback, you may also begin to see patterns
in responses that will often indicate particular referral sources and marketing
methods that are remembered by prospects. For example, a restaurant coupon placed
in a daily newspaper may pull better when it runs in the food section rather than the
business section, or one version of landing page copy may work better than another.

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Analytics
Online media offer precise, granular tracking in terms of actual behavior as well
as a variety of insights that can yield important information about your messaging;
they can even enhance measurement of traditional media activities.

Your web host or online advertising venues should provide you with basic data
such as click-through rates and overall site traffic levels. (Click-through rate can
be calculated as the number of users who clicked on an ad [clicks], divided by
the number of times the ad was delivered [impressions].) Similarly, email service
providers should be able to provide you with reports on open rates (the number
of recipients who opened your email).

Beyond that, most analytics programs can tell you
revealing data, such as which sites visitors were on Most analytics programs
before they got to yours and which search terms they can tell you revealing
used to find your site, as well as which pages on your data, such as which sites
site were visited and the average length of time spent visitors were on before
on each. For example, an analytics report may tell a they got to yours and
consulting firm that a white paper on how to cut business which search terms they
costs is the most viewed content on the website, and that used to find your site,
“cost-cutting” is the number-one search term that leads as well as which pages
visitors to the site. As a result, the firm may add more on your site were visited
content about cost-cutting to meet the demand for and and the average length
interest in that information. of time spent on each.

Cost-based metrics
Beyond measuring general reach, frequency, perception (including awareness),
and action, cost-based metrics can shed additional light on the efficiency of your
campaign, says marketing consultant Jill Snyder, a self-described “chief marketing
officer for hire” for small businesses. Snyder finds that many business leaders don’t
understand these costs or even have a good grip on the number of leads it generally

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takes to generate a sale. Of course, you’re not going to “land” every prospect,
she says. But you should have a good idea of the ratio that end up as customers.

In practice, this takes a bit of calculation and historic information. Use the data
from your sales and marketing efforts to look at a sample of prospects that have
been targeted over a specific period of time. This data will include the total revenue
generated, as well as the average deal or sale amount during that time period. Also,
review your various marketing expenditures and any information you’ve gathered from
your awareness- and perception-based measurements. Some of the questions you
should ask when trying to determine the cost effectiveness of your leads include:

• How much did it cost to target those prospects?
• What is the percentage of deals that you and your employees closed?
• Was this typical, or were there extenuating circumstances that skewed
the ratio?

To fully understand the work and cost leading to a sale, your calculations will likely
include a number of elements you have not considered. For a business seeking
$100,000 in new revenue, this is what such analysis may look like:

Cost-based Metrics in Action

Revenue target $100,000
Average deal size $5,000
# of deals needed from new customers 20
% of proposals from new customers that close 75%
Number of proposals to new customers 27
% of sales calls that lead to a proposal 20%
Number of sales calls needed 133
% of qualified leads that turn into a sales call 10%
Number of qualified leads needed 1,333

Source: Jill Snyder, 2010. Reprinted with permission.

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According to its historic data, this business needs 1,333 leads to generate
approximately $100,000 in new business. But how can a company get those leads?
Further analysis of marketing results can show a business owner exactly what needs
to be done to bring in those prospects. However, this also takes tracking. In the
following chart, “The Real Cost of Lead Generation,” the audience represents the
reach—the number of prospects seeing your message. From there, you need to
have an understanding of how many conversions each activity generates.

The Real Cost of Lead Generation

Marketing Tactic Audience Conversion Leads Cost Cost per
Lead

E-mail marketing campaign 15,000 3% 450 $2,000 $4.44
Exhibit at conferences/events 5,000 5% 250 $10,000 $40
Local/regional media coverage 5,000 2% 100 $4,000 $40
Speaking engagements 500 10% 50 $1,000 $20
Search engine marketing (PPC) 35,000 2% 700 $5,000 $7.14
Seminar series 600 5% 30 $1,000 $33.33
Internet advertising 12,000 2% 240 $3,000 $12.50
Direct marketing 15,000 2% 300 $15,000 $50
Print advertising 10,000 1% 100 $2,500 $25

98,100 2,220 $43,500 $19.59

Target: 1,333

Source: Jill Snyder, 2010. Reprinted with permission.

As you can see, measurement and analysis of your marketing plan can yield
tremendous insights into the actions and investment necessary to grow your
business. By capturing this data, reviewing it, and using the resulting insights
to refine your media mix and messaging, you can create the most effective marketing
plan possible and ensure that your marketing expenditures are being invested
in the best possible way.

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Gauging Metrics in Real Time
How do businesses apply these principles in “real life?” We spoke with three growing
small businesses about their marketing tactics and how measurement has helped
them grow.

Cowabunga Computers: Maintaining Visibility
While Honolulu, Hawaii, may seem like a big city to outsiders, Yasuo Ogawa, founder
of Cowabunga Computers, a computer repair and network integration provider,
is very aware of the close-knit nature of the city’s business community. For example,
he relates, “we’ve seen major brands come in, and if they ignore the customer—like
getting a bad review on Yelp and not responding to it—they can get into trouble.” As
a result, he works hard to provide fast, reliable customer service and makes sure that
his customers know that his nine-employee shop is a local, independent business.

Ogawa’s focus on networking and building trust in
the community led to an exclusive referral agreement Ogawa’s focus on
with Time Warner Cable. Now, the media giant refers networking and building
any local customer in need of computer repair to trust in the community
Cowabunga. This accounts for fully one-quarter of the led to an exclusive
firm’s business. In addition, he consistently reviews the referral agreement with
responses he gets from customers after asking them Time Warner Cable. Now,
where they hear about Cowabunga. From that feedback, the media giant refers
he has created an integrated plan that focuses on a few any local customer in
key marketing components. need of computer repair
to Cowabunga.
Ogawa’s team is often on the road, repairing computers
and working on networks throughout the city. To optimize
that opportunity for exposure, he branded the company’s
vehicles with a black-and-white “cow patch” motif, along with the company’s
logo. And because prospects in need of computer repair often turn to directories,

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he advertises in two of the city’s yellow page publications. Other vehicles include
an online newsletter that reaches 17,000 people monthly and a recurring editorial
feature he writes that is distributed via email to Time Warner cable customers.

By reviewing the responses of his customers and his online analytics, Ogawa has
dropped some of the giveaways he was offering, such as t-shirts and other branded
products, since customer feedback indicated they weren’t adding value to the
marketing plan. His holiday “thank you” mailing is simply a postcard, since he found
that referrals and loyalty were based more on his team’s speed and performance than
inexpensive gifts.

Ogawa regularly reviews his website analytics to determine the search terms people
are using to find his site and the topic areas where they spend the most time, so he
can devote more of his content to reflect the most popular terms and topics. His email
service provider reports newsletter open rates, which helps Ogawa determine the
topics customers read most, so he can write more about those areas in future issues.

Parties That Cook: Landing Leads
A combination of effective marketing and a dedicated team of people has helped
San Francisco, California-based Parties That Cook, a cooking class and party
company, expand into Chicago and Seattle since its launch in 2006. The company
lands the lion’s share of its business—about 85 percent—through its online
marketing, including a robust website, search engine advertising, and social media.
In addition, Parties That Cook advertises on local directory sites, which refer
prospects that are looking for the products and services the company provides.

Direct marketing is also an important part of the company’s marketing mix.
Marketing manager Crissy Gershey notes that monthly email newsletters and offers
are among the company’s most effective ways of keeping in touch with prospects.
In addition, Parties that Cook sends two postcard direct mail programs to its lists
each year. Public relations efforts focus on getting the company placed in articles
about food-related topics and positioning company spokespeople as food experts.

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To monitor the success of these varied efforts, the Parties
That Cook marketing team uses an online service to Gershey is able to
store the data it collects about its marketing efforts. calculate an average cost
The company rigorously monitors its web analytics, per lead and average
including reviewing the sites from which various clients cost per customer.
and prospects found the Parties That Cook website, Cost-per-lead and
search terms used to find the site, and which areas of the cost-per-customer
company’s site get the most traffic. In addition, it reviews metrics are used to cut
the reach of its various offline programs. back underperforming
methods in order to
Gershey collects information from each customer and
focus on those that
tracks, as closely as possible, which marketing efforts
garner better results.
led the customer to the company. The costs of those
marketing efforts are then prorated across various leads,
and Gershey is able to calculate an average cost per
lead and average cost per customer. Cost-per-lead and cost-per-customer metrics
are used to cut back underperforming methods in order to focus on those that
garner better results. In reviewing the revenue generated per lead, she found that the
company’s referrals are increasing, and those leads typically generate high revenue at
low cost. As a result, the company is working on more referral incentives to offer its
current customer base.

Launch Education: Leveraging CRM for Leads
When well-heeled parents want their children to get into good schools, they call
Santa Monica, California-based Launch Education, an upscale tutoring firm. And
because these parents trust the company with their children’s educational futures,
the company’s marketing has to focus on highly targeted efforts that build trust and
nurture it over time.

“Because we’re high-end, it’s not really about sales. It’s more about letting people
know about what we do and how we do it,” says managing director and co-founder
Andrew Finn.

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To promote itself, the company focuses on its website, which has a number of
resources and extensive information about the company, including a blog about
education. The firm has launched an annual event to get more face-time with
prospective clients, in an effort to earn their trust. They also run two regular print
advertisements in regional publications to create general awareness among a local
audience and attend education conferences to network. The latter is a very important
activity, since it supports the critical marketing component of meeting prospects
and gaining their trust. However, their most concerted efforts are focused on search
engine advertising, on which the company has spent approximately $3,000 over a
period of nine months. That investment has yielded five clients. “And while that may
not sound like many, one client can return that amount several times over,” Finn says.

The Launch Education team uses a customer relationship management (CRM)
system—which is essentially a database that captures contact, referral source,
and other relevant information about customers and contacts—to track the various
referral sources through which clients hear about the company. Several private
schools frequently recommend the firm to parents, so the company’s management
keeps those sources aware of the company’s progress, programs, and success
stories. Finn says the team also reviews analytics provided by online advertising
venues and is working on refining its evaluation of its
web marketing by using analytics provided by its web
Capturing data from and
hosting company.
about customers helped
“All of this data is entered into the CRM system so the the business refine its
team can track what’s working and refine what’s not,” marketing efforts and
he says. generate better results.
By using the various
In each of these three cases, capturing data from measurement means
and about customers helped the business refine its available to them, they
marketing efforts and generate better results. By using were able to cut waste
the various measurement means available to them, they and use their marketing
were able to cut waste and use their marketing dollars dollars more efficiently.
more efficiently.

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Integrated marketing plans that are measured and refined based on the varied
metrics available allow small business owners and marketers to improve accuracy
and reduce waste. When used together, reach, frequency, awareness- and perception-
based metrics, as well as analytics and cost-based metrics give marketers a more
comprehensive understanding of the interests, needs, and wants of their target
audiences. When businesses capture and apply this information, they are in a better
position to meet those needs and wants, attracting and maintaining a satisfied, loyal
client base.

Expert Advice from Yellowbook360

Sometimes, having so many tools available can be overwhelming—like
visiting a restaurant with hundreds of choices on the menu.

The good news is that you have a guide to help you navigate the integrated
marketing menu: Your Yellowbook360 media consultant. He or she can help
you select from Yellowbook360’s suite of tools and develop a customized
solution designed to effectively promote your business across multiple
platforms. Among the many solutions Yellowbook360 provides:

• Strategic advice about what works within your budget
• Website development
• Online advertising on Yellowbook.com
• Search engine marketing (SEM)
• Search engine optimization (SEO)
• Online video advertising
• Direct mail campaign development and execution
• Social media monitoring
• Print directory advertising
• Data reporting that tracks the performance of your campaign

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Think of your Yellowbook360 media consultant as a partner who can help you build
the right customized marketing solution for your business—and help you save
money along the way.

Got questions? We’re here to help.
Call 1-800-YB.YELLOW (1-800-929-3556) toll-free today
or visit us at Yellowbook360.com. Your Yellowbook consultant
is eager to work one-on-one with you to create a customized
multimedia marketing plan that works for your business.

Learn How a Multimedia Platform Can Drive the
Success of Your Business
In our first Marketing360 guide, “Developing an Integrated Marketing Plan,” we
discussed how multimedia marketing can help take any company to the next level.

If you’ve ever heard a good piano player, you know that a solo act can create beautiful
music, pleasing everyone within earshot. Now, combine the piano with a guitar,
vocalist, saxophone, and a few other pieces. Suddenly, you have a richer, more
powerful sound.

Similarly, marketing tools may produce one level of results when used alone or
independent of each other. However, when you combine the tools into an integrated
marketing plan—a cohesive symphony of marketing efforts with coordinated timing
and consistent messaging—the synergy increases results dramatically. The explosion
in new media combined with more traditional promotional platforms means that there
are more opportunities than ever to create strategic integrated marketing plans. This
guide will help show you how to optimize the marketing tools and resources currently
available to create an integrated plan for your business.

To learn more, download your free copy of “Developing an Integrated
Marketing Plan”.

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Marketing 360 Evaluating Your Plan

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