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By Blackwell Thomas, The Southern
 
Wednesday, October 22, 2008 11:28 PM CDT
 

Alan Kuczynski, president of FWS Solid Suface Specialist Inc., of Carbondale, talks with Splattered Ink operations manager and co-owner Kelly Eileen Jones during a marketing fair sponsored by Carbondale Main Street on Wednesday at the Carbondale Civic Center. (STEVE JAHNKE / THE SOUTHERN)

CARBONDALE - For those gathered inside the Carbondale Civic Center on Wednesday, the message to small businesses was clear: The economy may be sputtering but, when it comes to promoting your business, now is not the time to let off the gas.

Scores of people attended the first Regional Marketing Fair, which featured about 20 local companies gathered to share information about advertising opportunities and other creative ways to market.

Booths, displays and tents lined the inside of the Civic Center representing marketing companies like Arthur Agency and 1187 Creative as well as media outlets like WSIL, KFVS and The Southern Illinoisan.

The event was sponsored by Carbondale Main Street and the Carbondale Chamber of Commerce. As attendees bustled by her, Main Street Director Meghan Cole said now is the time for just such an event.

"We saw a need for businesses to be more informed about marketing throughout the region," she said. "Together with the Chamber, this is an opportunity to get out the word."

The 'word,' Cole said, is a reminder that marketing is particularly important during tough economic times.

"Cutting your marketing during a recession is like throwing in the towel," she said. "If you are not putting yourselves out there you are going to lose business."

Under the Silkworm Inc. tent, employees were handing out gift packs and getting feedback on the company's updated logo, which features a rather happy looking worm.

Sam Bell is a marketing coordinator for Silkworm, which provides graphic design and apparel services.

Bell agreed with Cole's sentiment and said the timing is right for promotional companies like Silkworm to raise their profile.

"We know the economy is bad right now," she said. "But we want people to know what we can do to make them extend out into the community."

A few feet away, Splattered Ink, a graphic design and Web development company displayed samples of the company's work including an array of print materials.

But there weren't just promotional and media companies represented at the fair.

At the Red Cross table, visitors were reminded of an upcoming blood drive.

Across the room, Guido and Audrey Bernstein had a booth where they were informing people about GoChi, a health drink that hails from the Himalayas.

Cole said when the idea for the fair was hatched she hoped it would attract at least 15 companies. Twenty signed up.

Thanks to the strong response, Cole said she expects to host the event next year.

blackwell.thomas@thesouthern.com

351-5823
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Monday, 06 September 2010

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Marketing Moment: Internet Marketing vs. Brighter, Cleaner, Cheaper

by Darryl Jones

Marketers have been using the “brighter, cleaner, cheaper” strategy for decades. The idea is that you focus your message solely on your products and services. Product X is so extraordinary you simply cannot live without it! This strategy for marketing is quickly loosing momentum, especially in Internet marketing. You no longer have time to “seduce” your potential customers into buying, when the competition's products are just a click away.

We are entering a new age of customer service and transparency. In a lot of ways, Internet marketing is still marketing, but the Internet has an extra step of appealing to people based on their needs. In this new marketing age, the customer wants to truly feel that your service or product puts their needs first. Your customers no longer want to be told that they need product X in order to keep up with the Jones'.

It's true Internet marketing seems to have an extra step of appealing to people based on their problems and or needs. And yes, there could be multiple problems that each need separate solutions.

But the Internet also helps you skip steps.

Because you can target based on problem (need), you can skip a lot of the "qualify the lead" steps. And you can target based on where the customer is in the sales cycle—search marketing keywords can reveal the early stage from the comparison stage from the buy stage. You probably heard the saying, or even said it yourself, "Half of my advertising spending is wasted, but I don't know which half." On the Internet, you do. And you can stop spending it next week.

Internet marketing is different from the "brighter, cleaner, cheaper" marketing of other media, but not completely. You still want to understand and segment your markets. You need to send a clear and consistent message. You do those things differently than in traditional marketing, but you still do them. One of the greatest advantages to Internet marketing is that you can target granularly by need and by moment in the buying cycle, for example. You can also, more accurately than ever, measure the results of what you do. The ability to compare clicks, verses buys, verses paid online ads has revolutionized marketing.

Your business success has probably come by a series of steps that you know by heart. Its time to ask yourself if you're ready to try to apply what you know to a more honest form of marketing. For some of you Internet marketing won't be comfortable, but it's sure more comfortable than blowing your business by avoiding it.

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