The coronavirus pandemic seems to have cancelled ‘business as usual’, however this could present an opportunity to refocus your marketing effort.
These days, it doesn’t matter where you work or what you do for a living, business has changed as a result of Covid-19 and the response of governments, companies and the public to the new viral threat. In fact, some may feel that their business has been turned upside down!
While you naturally put the health and safety of your customers, employees and other stakeholders first, you’ll also be mindful that every business needs to take measures to ensure productivity, revenue and profit. However, the reality is that your customers are probably grappling with changes to their own lives at the moment. So, simply calling them up to find out if they would like to buy more of your new product or service could prove to be highly counterproductive.
In the meantime, recognise that your regular day-to-day business has changed. This doesn’t mean that people won’t be buying at all, just that they may not be buying what they normally buy in the same way as they normally buy it. This also means that the demands placed on your marketing team will change. So, could this be the perfect time to review and refocus your marketing effort?
If you believe that your marketing team could have time on their hands during the next couple of weeks, here are five ideas to take advantage of the current disruption to ‘business as usual’ and refocus your efforts.
1. Review goals and refocus your team
The media and marketing environment has changed dramatically during the past few weeks. This means that what your marketing and communications teams are doing has changed too. Some tasks simply won’t get done, while others will take more work. This is the time to double down on those tasks or campaigns that you know can be productive, perhaps take another look at those projects that you previously weren’t able to spare resources for or experiment by trying some new ways of doing things.
2. Learn more about your customers
Although this may or may not be a good time to sell to all your customers, that doesn’t stop you updating your company’s knowledge of their needs, challenges, preferences and behaviours. In fact, their circumstances may have changed during the past few weeks, making it timely to check your marketing assumptions. You may even find that some customers have more time to answer your questions than they did a few weeks ago.
3. Find new ways to engage your stakeholders
In general, people are spending more time at home, which impacts their day-to-day routines, consumer behaviour and media consumption. As a result, there may be opportunities to engage with customers differently (and I don’t mean just doubling your online advertising spend). The same goes for employees, business partners and other stakeholders.
4. Create new customer offers
There’s no reason not to use the changes in business environment to help inspire some marketing innovation. Are there ways that you can create value-added offers, reward customer loyalty or otherwise differentiate your offerings now, or in the future? In addition, are their any ways, taking into account the current health emergency, that you could make it easier for customers to do business with you?
5. Audit your website content
When was the last time that you reviewed your website content from a customer engagement point of view? Does your website engage effectively with customers throughout the buying cycle, from discovery to post-sales? A review could be especially timely in the current environment where customers may defer some purchases and so spend more time in the learning and consideration phases of the marketing funnel. If you can keep them returning to your website in those phases, then you are more likely to increase your chances of selling to them.
As anyone reading the news will know, the business environment is constantly changing and adapting as the world adjusts to the new pandemic. For sure, this throws up lots of new obstacles for business and will affect some companies more than others. It will also present opportunities for some businesses to do things differently. Taking the time to review and refocus now, could put your marketing team in a position to identify and take advantage of those new opportunities.
This story was first published on SME10x.com.