The New Four P’s of Marketing — Part 2

So we’ve discussed Proof and why it’s critical to demonstrate that what you do and what you say means something to customers.

Now let’s discuss what you can do to demonstrate that Proof — go get yourself some Presence.

  • Presence — You can’t prove anything to anyone without having a Presence. And not just in terms of being there when there’s a need, or having an ad in the right place, or dropping a direct mail piece at the right time. Presence is also being there when there’s not a need. Presence means providing knowledge. It means creating or defining needs in addition to meeting needs — for example, by providing content and establishing credibility as an expert.  Or using customer interaction and knowledge to develop meaningful solutions. Presence helps you deliver the Proof.
    There are many ways to have Presence — and you need to be knowledgable about all of them, from traditional tactics like emails and direct mail, to online tactics like Google keywords, to social media engagement tools like Twitter. Maybe you don’t need them all, depending on your audience, but you better know their strengths and weaknesses. 
    And you better make sure your Presence evolves with your customers.  Otherwise, they move on and your Presence is meaningless.  There are alot of things you should be doing to stay up-to-date on new aspects of social media that allow interaction and dialogue with customers. Like Google Wave, for example. Your customers may be in all these social media nooks and crannies, and if you’re not there with them as part of the conversation then you have no Presence.
    Sure, you can still have 20th century Presence.  We still need it!  You can still send direct mail and email, run ads, hand out samples and all the other marketing tactics we develop and refine with great effort.  Hell, traditional marketing works wonders when done right. Yet if your bag of tactics has not expanded to include social media in whatever ways and websites and widgets your customers love and interact with — then you will now find that your traditional marketing has alot tougher time succeeding.  Competitors who create interaction are too easy to find, and they’ll steal your business with with their Presence.
    Presence is scalable, and it depends on your customers.  It may require people who live and breathe social media every minute of every day — bloggers, Tweeters, Tumblrs and Diggers. Or it may require a simple Facebook fan page.  And it certainly requires a mix of traditional marketing in some form.  So it must be guided by someone with comfortable vision of both traditional and new.

Next post discusses the third P: Persuasion.

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