One of the biggest challenges in marketing heard by businesses across almost all industries is the constant search for their next idea—the one that’s going to hook and reel in new customers. It’s the idea that constantly eludes them
Unfortunately, this way of thinking is largely mythology. And, if you haven’t figured out the big idea of your product or service—what’s intrinsically compelling about it—you have bigger problems than coming up with the latest gimmick.
Searching for a single elusive idea is like looking through the wrong end of a pair of binoculars. It depends on that which is neither
Here are three steps to moving away from this myopic approach and toward a more strategic way of finding better tactics.
Focus first on the bigger challenge
Take your attention off the symptoms of the moment—a sales slump, for example. Instead, ask these questions: What is the nature of the challenge or problem we face? Is there a larger issue we’re not facing that is causing our current predicament?
A short-term bump in sales is going to be hard to bring about without a larger understanding of what is causing the symptom of a temporary sales slump. Is it due to the seasonality in your business, an increase in competition, or a downturn in the market or economy that’s causing customers to spend fewer dollars?
Understand the causal factors contributing to the dynamic that has brought about your present challenge. By understanding the true nature of the problem, you will effectively prepare yourself to devise a better and more accurate approach. This new approach can be used to mitigate or overcome the forces that are causing a symptom, such as a short-term dip in unit sales.
Develop a strategic plan
Yes, develop a plan instead of brainstorming a single idea. Will it take longer and require more effort? Most likely, yes. Will it also solve your issue more effectively than a short-term tactic? Definitely.
Strategy—the binding approach that will inform all other plans and tactics;
Plans—individual recipes, each with coordinated activities in accordance with your strategy, that will serve your goal;
Objectives—observable, measurable and time-bound declarations of how you know you are successfully fulfilling your plans; sometimes called key performance indicators (KPIs);
Tactics—the details and activities that will be undertaken to fulfill plans and reach your goals.
The role of any strategic plan is that it serves as a blueprint for
Rely upon integrated tactics
Once you have a thoughtful strategic marketing plan in place, you will be shocked at how much more easily the tactics present themselves. A thoughtful strategy serves to focus everyone around a centralized, agreed upon approach. Since strategy forces choice, it eliminates the need to consider disparate (and sometimes desperate) ideas.
What you once thought of as innovative and other-worldly ideas will become almost foregone conclusions when a strategy is present. New possibilities present themselves more readily when you and your team are provided a guided pathway upon which to engage creative thought and energy. Because such ideas must fall within a guided strategic pathway they become, by default, integrated tactics.
If you think bigger to tackle larger problems, thoughtfully plan your marketing approach, and tactically integrate ideas around a strategy, you will move
Andy Slipher is