riba cpd forum on 15 march 2011
TRANSCRIPT
How to raise your profile and set yourself apart from your peersRIBA CPD Forum
David Patrick Yes Agency15 March 2011
My credentials
M.D. of Yes AgencyCommunity marketing specialistWide experience in construction marketingMember of the DMA North CouncilFellow of the Institute of Direct Marketing
What’s changing?
Lack of confidence in traditional mediaPeer-to-peer recommendations are increasingly importantConsumers and businesses less reliant on corporate spinMerging of the personalwith the professional
“Customers are becoming less brand-
loyal and more trusting of each other”Mary Kemp
It’s true of consumers
People assert their individuality more than everTrend towards individual rather than collective responsibilityProliferation of media channelsOne size no longer fits allPeople no longer defined by where they live
It’s true of business
Information transfer faster than everGlobal economy means fierce competitionNew business models and new niches appearingProliferation of media makes it harder to control your marketing messages Yet it’s also easier to personalise your message
It’s true of architects and specifiers
Time is preciousNumerous approaches from providersToo many cold callers and irrelevant approachesWary of the hard sellAlready using a bank of trusted suppliers
New communities are being formed
Communities are based on:-Shared valuesShared professional goalsA common interestA level of trustAn understanding of each other
New communities are being formed
What this means for you
This will inspire greater confidence and trust and result in more word-of-mouth recommendations
Tapping into these communities will help to set you apart from your peers
So what’s the benefit to me?
Communities:-Share informationMake relevant recommendationsGive feedbackCommunicate regularlyWork to address common issues
So what’s the benefit to me?
Get to know your audienceWhat do they specialise in?Which suppliers are they currently using?Who are the key personalities?Which of their ‘needs’ can you identify?
What kind of communities exist?
BDA Case StudyArchitectsSpecifiersEngineersBuilders / contractorsLandscapers Property ownersHome owners
What kind of communities exist?
Severn Trent case studyHome ownersOnline Ethnic BME, PolishProfessionalPolitical Voluntary sectorLocal community groups
How does it work?
What you need to do is:Build relationships within your communitiesFocus on promoting best practiceKeep in mind your commercial objectives
How does it work?
What you need to do is:Reach people within communities they’re part ofHarness power of peer-to-peer recommendationsUse genuine insights to inform your communications Achieve buy-in from your target audience by involving them in the process
“If people are talking about you it’s going to
be good”Mark Ralphs
How does it work?
What you need to do is:Understand your client’s worldShape your message around their needsDemonstrate how your product/services meets those needsAlways act strategicallyGet feedback and act on it
“Be quick but be smart”Amanda McDonald
How does it work?
What you need to do is:Use word-of-mouth in a cost effective wayEngage more effectively with people on an individual levelIntroduce your services to warm audiences Make your marketing work harder
What this means for you
“Marketing is moving from making messages to nurturing connections; from delivering push tocreating pull interactions;and from orchestrating campaigns to facilitating conversations”
Peter Kim
What this means for you
Community Consult
How do I identify and tap into my communities?
IdentificationIntroduction
Involvement
IntimacyIntegration
Immersion
IdentificationIntroduction
Involvement
IntimacyIntegration
Immersion
What are its core principles?
IDENTIFICATION
Identify relevantgroups within your
community
Identify keyinfluencers within
each group
Validate name and contact
IMMERSION
Get an understandingof their needs
Immerse ourselvesin their primary
issues and motivations
Interact with the community through their lead channel
INTRODUCTION
Introduce your product/service
to them
Explain how yourproduct/service
meets their need
Encourage themto spread the word
within theircommunity
INVOLVEMENT
Engage them in paid research
Involve themin the development
process
Advise themof new
developments
EdinburghGlasgow
Leeds
Manchester
Nottingham
Wolverhampton Norwich
LondonBristol
BrightonBournmouth
Plymouth
Liverpool
BirminghamNorthampton
Newcastle
Swansea
Belfast
Londonderry
Aberdeen
Dundee
Communityfield teams
Universityresearch teams
INTIMACY
Develop a personal relationshipwith your community
Invite key peopleto share in the
creative process
Offer brand-relatedbenefits and
offers to them
INTEGRATION
Integrate theprocess into your
marketing
Utilise traditionalmedia on the advice of thecommunity
Maximise theimpact of traditional
media channelsthrough advocacy
Community Consult
Introduction Immersion
InvolvementIntroduction
Intimacy Integration
Top Tips
Identify communities your prospects are a part ofListen to their issuesIntroduce your product/service – do they meet their needs?Involve them – get feedback Get intimate – build the relationshipIntegrate what you’ve learned with other clients
Summary
Know your communityBuild relationshipsAlways add valueChampion best practiceWork your networks… and engage with them
“Be patient, keep educating,
be respectful”Kevin Singh
David Patrick01889 564 931
Thank you
“Client service and day-to-day support is what sets Yes Agency apart”
Ibstock