Just Like High School – Popular vs. Smart JanSan Marketing

The most recent study by Content Marketing Institute shows Social Media as the most used tactic by B2B marketers ...

The most recent study by Content Marketing Institute shows Social Media as the most used tactic by B2B marketers …

The statistics on B2B marketing for 2013 are in, and they bring back memories of high school, where everyone flocks to the attraction of the “in group” versus tracking a course that is smart, effective, and will have impact for the future.

According to the study conducted by the Content Marketing Institute, B2B marketers are using 12 different marketing tactics, which is an increase over the average used in the past two year (8 tactics). In 2013, social media (not including blogs) were reported to be the most popular contact marketing tactic, as 87% of marketers engaged with it.

but social media does not even register on the "most effective" tactics.  Still at number 1 ... in-person events followed by case studies.

but social media does not even register on the “most effective” tactics. Still at number 1 … in-person events followed by case studies.

Most Effective Marketing Tactic
However, reminiscent to high school, popular is not the most effective for long-term ROI.

When queried regarding the most effective marketing tool, social media didn’t even crack the 50% mark.

Which tactic was considered the most effective? In-person events with nearly 67% of those surveyed placing value in the old-fashioned face-to-face marketing tactics.

Second on the list for effectiveness was the use of case studies, which have become the new “word of mouth” and testimonial. E-newsletters also ranked in the top ten, with 58% remarking positive effectiveness.

JanSan Marketing Reality
These statistics reflect what we see every day in marketing in the janitorial supplies industry. Many in our industry are embracing social media … I don’t think a month goes by that I don’t see some type of article in a trade publication about the merits of social media marketing. However, when we look at the hard statistics, we see a completely different story.

Today, you are lucky if even 3% of your facebook “likes” see a post. Compare that to an average of between 9 – 15% open rate on an e-newsletter for an average B2B prospect list. Many experts will tell you that your tweets reach even fewer people.

Does that mean abandon social media? Not at all. It is a necessary component to today’s marketing mix.

But what we do say is be prudent in your marketing  … just like high school, the most popular kids don’t always show up at the reunions as the most successful ones.

> see our examples of case studies

JanSan Distributor Monthly Marketing Program Launched

Turn-Key Monthly JanSan Marketing ProgramJanSanOptimize.com launches our JanSan Distributor Monthly Marketing Program!

It is an easy, affordable, automatic way for janitorial supply distributors to stay in front of customers and prospects with both electronic and physical marketing materials.

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Creating Footprints in the Brain

pix-footprint-brainAre you creating “footprints” in the brains of your customers and prospects?

The more times you get your name in front of your customers and prospects, the deeper and more lasting your image is in their minds.  When they are ready, you will be the first one they call.

In this world of numerous digital marketing tools, what is the best method to create lasting impressions of your company? 

In a study conducted by Millward Brown, “Using Neuroscience to Understand the Role of Direct Mail”, it was found that “greater emotional process is facilitated by the physical material than the virtual.”  In other words, hard copy … whether a postcard, ad, or sell sheet … will create more lasting impressions in the brains of your customers and prospects.

The study showed participants various advertisements in both printed format and on-screen.  While participants interacted with the material, brain scans assessed how they were processing the marketing messages.

The material shown on cards generated more brain activity suggesting that physical material is more “real” to the brain and is better connected to the memory because it engages with its spatial memory networks.

In summary, this study concluded:

  1. Tangible materials leave a deeper footprint in the brain.
  2. Physical materials produced more brain responses connected with internal feelings, suggesting greater “internalization” of the ads
  3. Physical material involves more emotional processing, which is important for memory and brand associations.

For years, JanSanOptimize.com has understood the value of printed materials in a marketing program.  See our website for our current customized postcard program that allows you to highlight three floor products in your inventory.

> Read the full Millward Brown study on “Understanding Direct Mail with Neuroscience”

> Distributors: Check out our “Summer Promo Postcard” offer