Telemarketing is dead … long live telemarketing

An ex-client called me the other day to enquire about telemarketing services.
You know Graham — as your team did for us 10 years ago.  Just telemarketing to get appointments – no need for any other mumbo-jumbo like collateral or messaging – I just want you guys on the ‘phones talking to people about our new ‘xyz’ capability – which is awesome … we’re getting super traction in the ‘xyz-loving’ industry and we have three customers  in that space“.

The world has moved on on since the telephone was the only way to make connections with people.  RMS is more than just a telemarketing agency that can make rabbit pop out of a hat where other aspects of the campaign have failed [although I do say that we have a great track record of that !].  Prospects are a lot more savvy and a lot more time-poor.  Some years ago, just the offer of “we have a guy expert in xyz who is in your neighbourhood next week, can he buy you a coffee ?” was often enough to book a meeting.  But these days, that is no longer true.  Either caffeine isnt the lure it used to be, or people just dont have time.

So – with this in mind, we need to think a little more laterally with the campaigns.  Our most successful campaigns are — unsurprisingly, perhaps — where RMS has control over multiple aspects of the campaign.  Giving us – the main driving agency – more levers to pull.

Social media lovers will tell you to drop telemarketing in favour of building a community in a blog and some LinkedIn activity, or getting a story read by a million people on a web site.  We take a more pragmatic approach. What we tend to do is to tackle’ each target/person individually — a bit like calling mounting a campaign per person.  Prepare for the call with with some content real to immediately follow up with; by also advertising on places we know they hang out – such as LinkedIn, Facebook and Google Adwords on sites of interest; and by sending collateral electronically to them for review.

In short: “just doing telemarketing” rarely works any more.  But “telemarketing as a core component of a campaign” is still a vital part of the mix.

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Marketo floats on the NASDAQ – marketing automation flying along

It was a busy week for our friends at MARKETO last week — floating the company on the stock exchange and seeing the price going from $13 @ float to $23 @ first day close.

Nice job folks – keep on truckin’ - http://www.nasdaq.com/symbol/mkto

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Making every marketing campaign a social campaign … easily.

GREAT news for RMS customers, and all those who use Marketo.

Marketo has just acquired Crowd Factory.

No longer will marketers just be running marketing campaigns and then add on social campaign.  Marketeers now have the option to make every campaign social, amplifying everything using social media.

  • You’re already doing email campaigns driving to web pages. Now extend that to social channels to get your friends/contacts.
  • Every marketing dollar is now working two or three times as hard.
  • Measuring social for the first time [properly].

More info here: Marketo acquires Crowd Factory and here.  Videos are great – a little ‘head-shot’ but great overview.

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What the Marketing Agency of the Future Will Do Differently …

Sadly, most people think of “advertising” when they think of “marketing.” Marketing — as traditionally defined — is about the Four Ps (Product, Price, Place and Promotion).  Marketing agencies have spent the bulk of their time focused on just the promotion part of those Four Ps. The world — because of technology and connectedness — is forcing marketing agencies back to the entire sphere that encompasses marketing.

Now, more than ever, marketing agencies will be challenged to prove their results and mettle.

It’ll be well worth the three minutes of your day it’ll take you to read this article.

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Google Glass[es]

Perhaps its because I am a bespectacled gent … or because I love all things tech … but I think Google Glasses are cool.

Yeah – I know that people dont LIVE being filmed in public – watch this video if you need proof of that statement – but this is great stuff.

One thing is sure – as technology gets off of the becomes wearable, we will get to see some interesting uses of the technology – and many issues of privacy will be raised.  It will again push boundaries and there will be winners and losers.  It is pretty easy to expect that medical science will be a major winner [think long-distance surgery]. But your privacy will be invaded – and “the privacy of your parents generation” will be a thing of the past.  Instead of a someone holding a video camera that you can clearly see, wearable technology will allow it without you knowing it’s even happening.   Just think of the repercussions on government officials, the police, marriages, school playgrounds and such.

I am not a great supporter of stopping any technological advancement because someone shouts “privacy invasion” – but are the technological advances enough to outweigh the inevitable erosion of privacy?

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Does Google think the growth in mobile advertising is peaking?

this article consider these and other thorny changes to the AdWords world.

I love the commentary; and I think Google needs to think hard about their modifications …

Brand marketers still tend to disdain this engineering approach to marketing and feel that context and experience matter a lot, even if they’re harder to measure. This is one reason they’ve been wary of smartphones for advertising – the units are so small, the contexts so brief and lean-forward. This was part of the promise of the tablet: a hi res, lean-back experience made for brand discovery and impact. So will Google be able to sell an undifferentiated AdWords channel to brands?

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What every sales & marketing exec should know about the future of marketing ..

Darn its an exciting time to be in marketing.

Look, I dont normally bleat on too much about this stuff — but some of the things that are happening in our industry in the CRM/Social Marketing space are really worthwhile looking at.

Chances are if I’ve sent you here, you’re either a sales professional [or even betterer :-) a marketeer].  You should take a squiz at the links below.

For many of us, this stuff was the future not too long ago … BUT it’s here – NOW – and its commoditised to a level where small-to-medium business/departments can adopt it without $multi-squillion budgets.  Chances are – you are use Salesforce [if you’re an RMS customer, you probably are] so it’s inside your browser.

You should check out these videos and understand what’s available.  They’re a few days old now, and at noon Sydney time 25th Sept 2012 they had roughly 1,250 & 1,000 hits. It will be interesting to see how they rate.

They’re from last weeks Salesforce.com users conference in San Fran.  Dependant upon who you read, there somewhere between 76,000 and 90,000 people at the event.  That’s huge.  Bigger than any Oracle event, anything Google could do or indeed the master of events – Apple.  Why so many people ?  Quite simply, Salesforce is visionary; and people know it.

So — to the two links:

Firstly, the Case Study.  The link below is  CBA … yes, Commonwealth Bank of Australia [I guess the GFC hit all the other banks :-) ].  If you can see through the typically American [I’ll need to apologise to some of you when I say that !]  bluster, the content is very, very impressive … http://youtu.be/f53dnMV-N3w

Secondly, the Demo.  The creation of the facebook ad is astonishingly simple.  the tracking; the creation of a lead directly from a from social advocate … ooooh as a marketing guy … it makes me so excited I almost want to explode. http://youtu.be/6C7FYZvSKYc

The bottom line is that we at RMS, have been doing this in ‘bit form’ for years now – but SFDC really seems to have pulled it all together; and into a platform which is easily deployed, simple to use and already on your desktop.  And that is cool.

Get on it, people.

Posted in marketing automation, Social Media, Target Penetration | Tagged , , , | 3 Comments

That “Ah-ha” moment for Social Media, Marketing Automation & Traditional Marketing

I was with a client today … where we’ve been working social media and marketing automation tools [we've recently added Marketo Spark to their setup] and we’ve been LinkedIn-ing and tweeting and salesforce and blogging … and … and … well you get it …

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HELP WANTED: RMS consultants – direct marketing & electronic marketing roles

An unprecedented period of growth and demand for our services had led to us looking for more people.

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HELP WANTED: Bookkeeper

Our CFO is disappearing under a pile of paper !

good with numbers ?Join the team at RMS – we’re all about long-term relationships with clients, empowerment and results.

We require a part time bookkeeper to undertake Quickbooks activity / consolidations / BAS’s / work out pay-run.  This job requires a few days work initially, to get your own processes running – then a few hours per week – at office [Crows Nest, parking available] or @ home.  This job would suit a school-Mum who wants to ‘keep the hand in’, keep the  brain working.

Apply to gp@resolutionmarketing.com.au

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