Marketing successfully as a research company #IMD16 #IIeX 


Live note taking at #IMD16 in chicago. Any errors are my own.

Panel: Strategies of successful research agencies, Gillian Carter, Ross McLeanr, and Arusha Sthanunsathan moderated by Lukas Pospichal

  • Clients don’t know what they’re buying until they are fully on board
  • Use client’s excitement to book speaking engagements, win win for them to shine among peers and the research company can share their expertise through the lense of a client
  • Overcommunication helps to avoid problems, overshare until you’re told not to
  • Daniel Kahneman – experience is measured by most intense positive, negatives, and the end, and these are averaged for an event, measure these points well
  • Use the advantages available to you, whether you are small or large, stand up for what you believe in, smaller companies can react more quickly
  • Best clients will often let you talk about them in sales meetings even if they don’t want you doing so at conferences
  • Leverage client pride in your projects, find all the spaces where their work deserves to be showcased and help them become more publicly recognized, and hey mind doing a case study for us?
  • Work hard to make your clients look smart to their superiors


The future of social markeing by Priscilla McKinney, Little Bird Marketing

  • She gets big respect for being able to say the alphabet backwards really fast
  • Should my company be a pokestop? Is this for business, what is my strategy? What is the right question to ask?
  • You should be asking how do i do this.
  • 200 million numbers are on the do not call list and 44% of direct mail is never opened [me and me]
  • People aren’t watching commercials either so should we move commercials over to where people are watching now?
  • The vehicle/channel is being discarded, consumer behavior is changing
  • People watching changing behavior will win, if you uncover meaning in your own behavior you will win, create epic content and you will win
  • Companies have changed from big media buys to social media buys but they haven’t changed what they’re offering
  • People won’t tolerate impersonal messages anymore
  • Consumers will no long tolerate companies that inconvenience you, “batteries not included” is no longer acceptable
  • Make sure you can get to your own data,  you need meaning of this data
  • We don’t help our clients understand the outside world enough, we focus too much on inside data
  • Your goal isn’t more facebook engagement, your goal is more clients. Potential clients need to find your facebook page, click on your fb CTA, and proceed down the sales funnel
  • ABC – Always be closing, ABH – Always be helpful, is your service helping to make their day better
  • You need to put your top people on content marketing, it’s not a job for interns [oh my, the worst blog posts come from people who are trying to fill word counts not create opinions]
  • We let social media take us wherever it wants to go but you must have a strategy

Branding you: Sales tips for market researchers by Dan Rangel, Survox

  • Join a few meetup groups, and maybe start your own, then you’re in a leadership role
  • Consider putting your photo on your business cards
  • Althways think about WHY should this person do business with me
  • Show them the money, talk about ROI
  • It’s not about you, always listen. 
  • Weekly project plans are important for the larger projects, let client see where the status is, what they will need to do, what you still need to do
  • Nurture the human bond.  Go to a baseball game, lots of fun, lots of talking time, and builds a good relationship
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