To succeed, you must start with a solid marketing and PR plan. Executed well, your plan will be your road map as you grow your business. The right marketing plan identifies: 1) who your target customers are; 2) how you will reach them; and 3) how you will retain your customers so they repeatedly bring in new business for you.
We are often asked what we include in the marketing and PR plans we produce for our photography clients, so we thought we would outline the 15 key sections as the fundamental basis of our working relationship with some of the best local talent.
Section 1: Executive Summary
We often complete the Executive Summary last. As the name implies, this section merely summarizes each of the other sections in the plan. It will be helpful in giving yourself a reminder and any stakeholders an overview of your plan.
Section 2: Target Customers
This section describes the customers you are targeting which we develop through a persona exercise. Personas are generalized characters that encompass the various needs, goals, and observed behavior patterns among your current and potential customers. They help you understand your customers better. The ability to more clearly identify your target customers will help both pinpoint your marketing (and get a higher return on investment) and better “speak the language” of prospective customers.
Section 3: Unique Selling Proposition (USP)
Having a strong unique selling proposition (USP) is of critical importance as it distinguishes your work and your business in an already over-crowded industry. The hallmark of several great companies is their USP. For example, FedEx’s USP of “When it absolutely, positively has to be there overnight” is well-known and resonates strongly with customers who desire reliability and quick delivery. We’ll identify the USP that sets you apart from your competition.
Section 4: Pricing & Positioning Strategy
Your pricing and positioning strategy must be aligned. For example, if you want your photography business to be known as the premier brand in your genre, pricing your work too low might dissuade customers from purchasing. In this section of your marketing plan, we detail the positioning you desire and how your pricing will support it.
Section 5: Distribution Plan
Your distribution plan details how customers will buy from you. For example, will customers purchase directly from you on your website? Will they buy from other publishing venues, at events or galleries? We’ll brainstorm different ways to reach your customers and document them in this section of your marketing plan.
Section 6: Your Offers
We’ll develop strategic offers to secure more new customers and drive past customers back to you – that will generally cause your customer base to grow more rapidly.
Section 7: Marketing Materials
We’ll take an in depth look at the marketing materials you’ll use to promote your business to current and prospective customers. We’ll identify which ones you’ve already completed and ones that need to be created or re-worked to fit the plan.
Section 8: PR Strategy
The PR section is one of the most important sections of your marketing plan and details how you will reach new customers. In this section of your marketing plan, we’ll consider each of vehicles available to us and decide which ones will most effectively allow you to reach your target customers.
Section 9: Online Marketing Strategy
Like it or not, most customers go online to research their next purchase. As such, having the right online marketing strategy can help you secure new customers and gain competitive advantage.
The four key components we consider for your online marketing strategy:
- Keyword Strategy: identify the keywords to optimize your website.
- Search Engine Optimization Strategy: updates you make to your website so it shows up more prominently for your top keywords.
- Paid Online Advertising Strategy: the online advertising programs you use to reach target customers.
- Social Media Strategy: how you will use social media to attract customers.
Section 10: Conversion Strategy
Conversion strategies refer to the techniques to turn prospective customers into paying customers. For example, increasing your social proof (e.g., showing testimonials of past clients who liked your work) will nearly always boost conversions and sales. In this section of your plan, we’ll document which conversion-boosting strategies you will use going forward.
Section 11: Joint Ventures & Partnerships
Joint ventures and partnerships are agreements with other organizations to help reach new customers or better monetize existing customers. Think about what customers buy before, during and/or after they buy from your company. Many of the companies who sell these products and/or services could be good partners. We’ll document such companies in this section of your marketing plan along with tactics to reach out to try to secure them.
Section 12: Referral Strategy
A strong customer referral program could revolutionize your photography business. For example, if every one of your customers referred one new customer, your customer base would constantly grow. Rarely will you get to experience such growth unless you have a formalized referral strategy. We’ll help you think through the best referral strategy for your business and document it.
Section 13: Strategy for Increasing Transaction Prices
While your primary goal when conversing with prospective customers is often to secure the sale, it is also important to pay attention to the transaction price. The transaction price, or amount customers pay when they buy from you, can dictate your success. For example, if your average customer transaction is $1000 but your competitor’s average customer transaction is $1500, they will generate more revenues, and probably profits, per customer. As a result, they will be able to outspend you on advertising and promotion, continually gaining market share at your expense. In this section of your plan, we’ll strategize ways to increase your transaction pricing.
Section 14: Retention Strategy
Too many organizations spend too much time and energy trying to secure new customers versus investing in existing customers. By using retention strategies you can increase revenues and profits by getting customers to purchase from you more frequently over time. We’ll identify and document ways you can better retain customers here.
Section 15: Financial Projections
The final part of your marketing plan is to create financial projections. In your projections, we’ll include all the information documented in your marketing plan with the related expenses that give you the highest return on investment.
One final word…
Creating a comprehensive marketing & PR plan is real work. Once it’s complete, it will serve you well as an actionable road map of deliverables with expected results in terms of new customers, sales and profits.
About the Author
Deanna White is owner and publicist for storylinePR, exclusive PR firm & marketing agent to Ottawa’s most talented fine art photographers. “Because we know instead of marketing your work, you’d much rather be creating it.” www.storylinepr.ca