Posts Tagged 'business to business'

Social media marketing: Where to start

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Most business owners rightly feel they have better things to do than play around with social media.

At the same time, it’s not an exaggeration to say social media has revolutionized marketing. It allows any business to engage in “content marketing” – essentially developing its own audience at little or no cost, and engaging with them to drive interest in sales. To ignore this is to ignore the behavior of your customers and prospects.

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The economics behind the media meltdown

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What really happened that caused traditional media to shrink so much over the past decade – and why are so many still struggling to come back?
That’s the subject of this presentation, which I’ve given several times over the past few years.

 

Make sure value-added really adds value

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Value-added is the currency of the new economy. The idea is this: You do business by giving people what they pay for, but you gain and retain customers by adding a little something extra on top.

When the Eat ‘n Park restaurant chain gives each child a free Smiley cookie after dinner, that’s value-added. When UPS and FedEx provide tracking numbers so you can follow the progress of your package, that’s ...

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First things first: What game are you playing?

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billiards_James Barker_freedigitalphotosStrategy before execution. This should be simple.

But it’s human nature to jump right into doing stuff before sweating out the big questions.

For example, a couple prospective clients have put off small, closed-ended projects that I proposed to help them align operating strategy and marketing. This in turn would  help them answer such daunting digital communications questions as how to deal with social media, ...

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The time has passed for revenue-enhancing digital products

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A small B2B media company contacted me to talk about enhancing revenue by adding some new digital products to its portfolio. The company already offers a digital edition, business directory, email newsletters, web-seminars and a number of other digital B2B staples. Non-monetized but just as important, it has a reasonable Twitter following, a large group on LinkedIn and a Facebook page that is basically just a placeholder.

I’m sure there are more products the company could implement. It doesn’t have any ...

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Outside the marketers’ echo chamber, print lives

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According to B2B magazine, ABM, the trade association for the business-to-business trade press, held a series of panel discussions recently in which participants declared that print isn’t dead.

Wouldn’t we expect them to say that? Of the four pro-print souls mentioned in the article, three of them still make their living by running, editing or selling for print magazines.

I’m not arguing their point either; I believe print is a vitally important communications vehicle and somehow will remain so in the ...

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IBM study paints not-so-pretty picture for B2B media

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A new study by the IBM Institute for Business Value concludes that the troubles faced by traditional media aren’t going to go away when the recovery picks up steam.

The study, according to a report by BtoB magazine, concludes that as more and more people move online to get their information, advertisers aren’t willing to pay as much to reach them. Why? Presumably because these prospects become easier for the advertisers to reach – a conclusion that’s hinted at by ...

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A morale-boost for beleaguered newsies: E&P lives

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Editor & Publisher – was shuttered in December by its owner, Nielsen Business Media – has been sold and will continue to publish, according to a report by Folio: magazine. E&P is more than 100 years old, and has been the leading trade publication of the newspaper industry for most, if not all, of its history. Its demise was a blow to the gut to journalists everywhere, who for the last few years have watched the apparent meltdown ...

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R.I.P. E&P

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epAdd another surprise that’s not a surprise to the long list of publications that died in 2009: Editor & Publisher, the No. 1 title serving the newspaper industry itself, is folding at year-end.

E&P was such an institution – it’s been around since 1901, but existed under a different title since 1884 – that it’s hard to imagine a media world in which it doesn’t exist. That’s why it’s closing is ...

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The startling drop in audited circulation

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According to AudienceDevelopment.com, audited circulation levels are declining at historic rates.

This actually points to two trends — one economics related, and one customer-induced.

The first is that publishers are cutting circulation in order to reduce cost. AD states that “183 publications decreased circ 5 percent or more compared to 142 a year ago and 101 the year previous. Conversely only 41 publications increased circ five percent or more compared to 76 the year previous.”

OK, so publishers are cutting circulation to ...

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