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Saturday, November 1st, 2014

dove experiment 300x169 Doves Beautiful ExperimentEveryone is more beautiful inside and outside than they think.

Thanks to this great commercial by Dove for reminding us.

Everything you need to know about marketing you learned in Kindergarten via ‘Show and Tell’ Days!

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St. Patricks Day Logo 138x140 custom 15 Marketing Lessons of St. Patricks DayAs a 50 percenter of Irish blood and a serial marketing professional, I thought I’d offer you dear reader, my 15 Marketing Lessons of St. Patrick’s Day to help you find your little pot ‘o gold at the end of a rainbow!

And, I’ll offer them quickly because I shouldn’t even be working this hard today as I’m 17 days away from – and preparing for – St. Patrick’s Day which is one of my many “high holy days” - and there’s a Guinness pint with my name of it at my favorite Pittsburgh Irish pub (Riley’s Pour House) and it’s getting warm! So here you go!

1. Green Marketing Lesson One – Making Money. Always keep money (making it or saving it) front and center of any marketing campaign. If you know anything about the Irish (and I do growing up in a large extended family), the majority have experienced challenging economic times and know the value of a dollar. So, incorporating zero based budgeting into your marketing processes will help you become more creative and help you do a lot more for less. 

2. Green Marketing Lesson Two – Sustainability. These days when you hear brands talk about sustainability, it’s related to the environment, but the basic pure definition of sustainability is “the capacity to endure.” Using the same color in your marketing communications reinforces your brand, makes your marketing work harder for you and enables your marketing to endure.

3. Green Marketing Lesson Two – Color. Design and color can help you communicate a great deal. Red – hot, stop; Blue – cool. etc., Keep in mind that all colors also come in a great deal of shades so don’t be boring and predictable.  Green has about 50 unique shades.

4. Create Multi-Sensory Emotional Appeals (e.g., appeal to people’s five senses of sight, sound, touch, taste, smell). In a prior post about, “Marketing with Sound,” I discussed the awesome power of sound, but you should also consider all of the ways you can appeal to your customer’s five senses. St. Patrick’s Day appeals them all with color, strong visuals of parades, people having fun; taste of ethnic foods like corned beef and cabbage and drink (pints of Guinness and shots of Jameson) etc.,

5. Appeal to One’s Ethnic Heritage. There’s nothing wrong with appealing to people’s ethnic heritage – net, different strokes for different folks.  In fact, it’s a growing and popular strategy due to our mobile society, immigration, single parent households etc.

Some of this strategy’s keys to success include knowing your market well, being aware of unique cultural nuances, being respectful etc.  Disney’s Epcot Theme Park’s World Showcase is a great example of ethnic marketing, but Denny’s Restaurants’ old Pancake promotion is not.

6. Be Inclusive with Your Marketing. As much of an Irish heritage appeal the holiday provides, St. Patrick’s Day is all-inclusive and welcomes everyone to celebrate – everyone is Irish on St. Patrick’s Day!

7. Special Event/Thematic/Celebration/Holiday Marketing. Giving a unique thematic association to your marketing messages makes it easier for your customers to understand you and more immediately recognize you too. Tie-ing in to a major holiday celebration gives your promotion authenticity and a “reason why” you’re holding a sales event.

8. Limited Time Appeal.
Having a hard date against a campaign creates urgency, excitement and traffic. Pretty obvious statement, but many marketers leave far too many campaigns without a clear end date and a sense of urgent appeal.

9. Spokesperson/figurehead/celebrity/image appeal. Having a Saint as your celebrity figurehead ain’t too shabby, but it’s the consistency of using the same appealing celebrity with a unique story is what works.

10. Iconic Marketing – Shamrock – brand, sell, profit. Mickey Mouse’s Ears, Ronald McDonald’s big red shoes, McDonald’s Arches and more.

Shamrocks do the same for today’s holiday – it’s the day’s badge of honor and identification. What’s your badge ID?

11. Rule of Threes. Legend has it that St. Patrick used the common Shamrock to teach the Celtic Pagans about the unique Holy Trinity of the Father, Son and Holy Spirit – 3 in 1 Godhead.

However, the “rule of three” symbolism in the good man’s teaching is relevant today as well because people’s minds are noisy and limited. Using the rule of three enables you to get them to remember you and buy-in a presentation or product mix selection. Small, medium, large; gold, silver, bronze; 3 bears; 3 blind mice; 3 Stooges (see more examples/proof here) – trust me – the rule of three rocks.

12. Be Positive. You won’t find a more positive group of people that the Irish. Despite all of their “Troubles” who else tells you that you can find a pot ‘o gold at the end of a rainbow? At Pittsburgh’s St. Patrick’s Day Parade this past Saturday, people throughout the day referred to the cold constant rain as nothing more, “a little Irish mist!”

13. Be Nice. You’d be hard pressed to find a nicer bunch of people than the Irish on St. Patrick’s Day too.

14. Have fun and don’t take yourself so seriously. In this age of “political correctness” the Irish are for the most part a happy and fun bunch and most Irish demeaning jokes bounce of them like water on a duck.

15. Plan Your Luck by Working Hard. In my opinion, “the luck of the Irish” is based on hard work – simple as that. You’ve probably heard the saying, the harder you work the luckier you get!” Well, its true. The majority of Irish are no strangers to hard work and I believe – all things being equal – people that work harder and smarter than their peers will meet with more profitable success in a shorter period of time.

Got to run, my pint is getting warm.

Slan (Gaelic for “farewell for now”)!

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Sprint Franco Harris Immaculate Reception 300x69 Immaculate Reception Marketing Memories

Sprint PCS Immaculate Reception Billboard

I’m so looking forward to tomorrow, December 23 because its the 40th Anniversary Celebration of the Immaculate Reception. I was 10 years old and was listening to the Steelers Raiders football game on the radio (local broadcast was blacked out) and heard the news LIVE!

What a thrilling end to a game that propelled the Steelers to future greatness. In addition, this single play would change a city and would forever be immortalized as the greatest NFL play in history!

Immaculate Reception Marketing Memories

Ranking just as high on my list of favorite Steelers memories, was back in December 1997 when as the Director of Marketing and Sales Operations for Sprint PCS, I came up with an idea to help us more effectively communicate our digital ‘call clarity’ position.

franco harris immaculate reception sprint steve wayhart 300x169 Immaculate Reception Marketing Memories

Sprint’s Immaculate Reception Print Ad

You guessed correctly – it was also around the same time as the 25th Anniversary of the Immaculate Reception.

To clearly position our new wireless phone service in a hyper competitive wireless phone market, I searched and found a high profile customer (football great Franco Harris) whose testimonial and personal brand matched up perfectly with Brand Sprint.

The marriage between Franco’s most famous play in football and Sprint’s unique selling proposition of digital call clarity, helped drive favorable awareness, considerable store traffic and effectively communicated our unique product positioning (the first and only digital phone service in the market). And, the timing was perfect.  The 25th anniversary of the Immaculate Reception coincided perfectly with our new product launch.

Franco Harris Steve Wayhart Immaculate Reception Sprint 213x300 Immaculate Reception Marketing Memories

Franco Harris and Stephen Wayhart
25th Anniversary of Immaculate Reception
1997 Commercial Photo Shoot

Testimonials are one of the most effective methods of building brands, and Franco’s testimonial helped us to effectively pull together a strong brand building and sales effort.

Our strategy was so on target that Sprint PCS realized record store traffic and sales.

Now 15 years later, I’m proud to say our campaign – like Franco’s famous catch – has been immortalized by the NFL Network in its feature film A Football Life – The Immaculate Reception.

Click here to watch the entire video of the Show and be sure to check out the mark at 31:57 to 32:04 to see one of our ads!

Happy Anniversary Franco and thanks for the memories!

P.S.: See Case Study here. Also, many thanks to my boss Doug Cotton for giving the idea a ‘thumbs up.!’ And to photographer Harry Giglio, designers Kathy Kendra, Mark Power; Mike Cusick Sprint Director of Sales; and Sprint marketing partner Maria D’Abruzzo.

Click here to see a super video treatment of the 40th Anniversary Celebration and marker unveiling of the Immaculate Reception from Steelers.Com

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Spiderman cleaning windows 300x199 A Great Demo of How to WowIn our client strategy sessions, we always discuss “How to deliver a ‘WOW’” because most brands don’t take the time to think how they can create brand buzz – or, believe they can!

Every brand has a ‘WOW” within them – cost effective ones to be nurtured with thought and care – that will effectively separate themselves from their competitors and carve out a unique branded value proposition, awareness etc.

For example, here’s a ‘WOW’ case study right in our own backyard by a small family owned window cleaning company based in Pittsburgh.

Their idea is a cool and commendable story. The idea was a simple lift of one that a firm executed  in another country.

This simple ‘WOW’ paid off big time too. The brand made a more favorable impression with clients, prospects, employees and for its potential little customers that will last a lifetime. In addition, this ‘WOW’ landed the company and its owners on the front page of Pittsburgh’s major daily papers, 6PM and 11PM TV news and more. Do you have a ‘WOW’ cooking NOW?  If not, why not? You can do it and get people buzzing about your brand!
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