I have noticed more and more over the last several months that web-focused business have poor marketing strategies. Let me qualify what I mean. First, what would I classify as a web-focused business? Here’s a List.
- A website designer and developer
- A web or Internet marketing consultant helping you figure out your marketing strategy online
- E-commerce specialist helping you put your business online
- Outsourced website content updating service
Second, a marketing strategy should consist of several components. Nowadays this list has grown.
Marketing History
In the 1800′s there was no mass-marketing. You had a physical building with a sign, and you interacted with people physically and worked hard to serve your customers because word-of-mouth was your only marketing tool. If your town was lucky to have a newspaper you may take out a short ad there. 1800′s marketing was all physical.
The 1940′s warring generation brought waves of radio advertisements sponsoring America’s favorite radio shows e.g The Lone Ranger, The Shadow, Jack Benny Program to name a few. This was really the first time that mass-marketing became main steam and non-physical over the airwaves and via posters plastered everywhere by Uncle Sam.
Then the 1950′s post-war boom drove mass-marketing to new heights. Companies adopted a wide array of mass-marketing tools. Magazines sold in millions and were filled with ads, lunchboxes and toasters were plastered with brands, Radio ad’s continued to flourish and grow, and a little thing called Television became mainstream.
From the 1950′s to the 1990′s marketing changed very little. You needed four basic components in your marketing strategy: Physical (stores with signs, serving customers, product demonstrations in the supermarket isle), print (newspapers, magazines,sign posted at the baseball stadium), radio, TV. For forty years America trudged right along with no major advancements.
The Internet
Then came the Internetin the 90′s. The Internet has been added to the list of marketing key elements. It’s also CHEAP and is accessible to everyone. The marketing industry has been trying to figure out how to effectively take advantage of this medium since then. Pay-per-click advertising has proven to be a lucrative model, but is it truly effective? I think it’s effective at supporting millions of mom-and-pop entrepreneurssitting at home, but it’s not truly effective for mass media. The audience the Internet reaches is global. What may be effective in one culture is not necessarily effective in the next.
The website craze has also come and gone. You don’t have to persuade people to have a website anymore, you have to persuade people to keep it updated. You have to persuade people that their website is hideous and needs to be redesigned. The next wave of successful web-focused service businesses will be those who can convince customers that they need updated relevant content. Outsourced or content management and generation business. That is companies already have a website, but are they keeping it updated?
What Marketing Strategy should a web-focused business have?
As you’ll see above, the one key marketing element that carried through out the last 200 years was, “physical”. I think the most new and relevant thing you can do marketing wise, is to maintain and keep the “physical” element. Marketing has gone so far to the virtual side, that it’s now cutting edge and unique to have a physical marketing presence. In a day and age of virtuosity, companies can have a local phone number in Kansas City but be based out of LA This makes them appear as though they’re local. One thing that CAN’T be faked is the physical presence.
Web-focused companies need to conqueror their homeland before the world. Grow locally and then branch out to the world. I’ve seen web-focused business posting “ad’s” on LinkedIn touting their expertise. They’re right along side 50 other “companies” (most of them are individuals with full time jobs and they only do their web-stuff on the side) who say the same thing. It’s like a bunch of hungry dogs scrapping over a piece of meat. It does me no good to market my website maintenance services to a web design company, they’re not going to use me.
Get off the Internet!
So my message to web-focused business is to Get Off the Internet! You have to do some physical contact to truly make it. You have to make physical phone calls, you can’t just be passive over the Internet if you hope to ever make you business something to be reckoned with.