Google+ The Marketing Survivalist

Should You Hire a Marketing Agency or Use Freelance Marketing Specialists?

As you think about outsourcing your marketing, one of the first questions you'll need to answer is...

Should I hire a marketing agency to handle everything for me, or would I be better off hiring freelance writers, web designers, graphic artists, etc.?

The answer is - it depends. (Isn't it always!) You'll need to take a look at the pros and cons of each to decide what's right for your business. Let me give you some general guidelines and an assessment of the pros and cons of each approach. I'll also share a few tips for working with these different groups.

Working with a Marketing Agency
When I talk about marketing agencies, I'm referring to an organization that purports to be an expert in "all things marketing." Many of them have a specialty like web design, but that doesn't mean they can't offer a plethora of other services.

Pros: The primary advantage of using an agency is that many of them can handle everything for you: web design, SEO, collateral, social media, etc. They can also help you prioritize so you get the biggest bang out of your marketing budget.

Cons: The disadvantage is that this expertise comes at a cost. Many of these agencies use freelancers, so they need to cover those costs as well as the cost of the project manager assigned to your account, internal marketing talent and the usual sort of miscellaneous overhead that comes with running a business.

Tips: Be wary of the "all things marketing" firm that really specializes in one or two things. For example, if an organization's forte is SEO, and that's how they approach every project, you can end up with website content that ranks well (for awhile) but fails to resonate with your buyer.

Working with Freelancers
Freelancers are by nature specialists. They are often sole proprietors, but most of the freelancers I know - myself included - maintain a network of other freelancers that round out the solutions we can offer. For example, my focus is copy. You wouldn't want me designing your website - just takea look at mine and you'll see why! However, I work with a number of designers (and agencies) who do a fabulous job designing client websites, brochures, white papers, etc. They help me see the vision, and then I create copy that fits and gets the message across - with the appropriate attention paid to SEO, of course.

Pros: If you have a specific project like a white paper you want written, working with a freelancer can be much less expensive. The freelancer's expertise also tends to be deep because they are so focused. And, without a middleman (external project manager), projects can often get completed faster.

Cons: Freelancers can get a bit myopic. As the saying goes, "when all you have is a hammer, everything looks like a nail." Plus, if you have a lot of multifaceted projects, you may need to do more project management ensuring the project flows smoothly from one phase to the next. When you work with an agency, your account manager normally takes care of this task.

Tips: To avoid the hammer/nail paradigm, look for freelancers with a broad marketing background. Also, make sure you have someone internal with a strong marketing background in charge of your project. Generally, you don't want to put your fresh-out-of-school new-hire in charge of a project that involves a lot of moving parts and people.

I would love to hear what you think. Do you outsource at least a portion of your marketing? If so, do you favor freelancers or agencies?

Have a specific question? Reach out to me on LinkedIn.

View Melissa Paulik's profile on LinkedIn

Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

Website or Product Brochures - Which Comes First?

I am sure many of you will recognize this all-too-common scenario...

I am working with an old friend who owns a small technology company. Like a lot of small business owners, he has a laundry list of things he'd like to get done, but budget dollars are scarce. The two most vital projects - a website overhaul and new product brochures - will take more dollars than he has available.

Option A - Spend a little here, a little there.
One way to address this is to try to fit both into the budget by doing it himself or hiring lower quality freelancers. While that's an option, I'd argue it's probably what got him to where he is in the first place. Replacing his current website with one that doesn't improve the user experience or brochures that are poorly written or designed, will just be throwing good money after bad. 

Nor will trying to do it himself result in a better quality product. He heads a team of technologists not marketers, and there are significant opportunity costs involved.

Option 2 - Prioritize
In truth, he has enough funds to do either the website or the brochures well. We're not talking "Cadillac" versions of either, but he doesn't need that. He needs something that allows his team to put their best foot forward. Ultimately, he needs to prioritize and pick one over the other.

The big question is, where does he start? I have the luxury of being somewhat of an unbiased source. That is, I don't necessarily make my living from website redesigns nor sales collateral creation. I supply copy for both as well as a number of other types of materials such as blog posts and white papers. Where he ultimately chooses to start makes no difference to me. That said, while I have no horse in this race, after spending three decades in sales and marketing, you can be sure I have an opinion.

Let the Sales Funnel Decide
customer's journey, sales cycleMy friend needs to look at his sales funnel and determine where his biggest challenges lie. Let's take a closer look.

One of my clients divides the customer's journey into three phases - awareness, buying, and implementation and usage. Naturally, you are going to have more opportunities - and I'm using that term somewhat loosely - at the top of the funnel in the awareness phase. At this stage, your prospects are starting to frame their challenges and research potential solutions. The key is to capture their attention and help them see your solution as at least one potential option so they can progress to the buying stage.

During the buying stage, the prospect is digging deeper into their potential options. At first they may have general questions - the kind that can be answered via sales collateral. Later in this stage, their questions will go deeper and need to be supported by more specific resources such as white papers, case studies, ROI tools and subject matter experts.

For now, I'm going to skip the implementation stage. If my friend's team can close the business, implementing and creating long-term relationships is not an issue.

To make a wise choice, he needs to look at his funnel and determine where his biggest challenges lie. Is he having a problem attracting new opportunities? If so, his website is the most important focal point, especially since he sells B2B products across a wide geography. His website is the first introduction most people have to what his business can do.

On the other hand, if finding new opportunities isn't an issue, but keeping them engaged is, he will want to focus on the collateral needed to keep the opportunity flowing through the funnel. He believes product brochures are necessary, but other organizations may choose to start with supporting collateral like case studies if they are more instrumental in keeping prospects engaged.

If the answer is "all of the above" as I suspect it might be, he needs to start at the top of the funnel. After all, he can't close opportunities that he doesn't have to begin with.

Want to ask a direct question? Reach out to me on LinkedIn.
View Melissa Paulik's profile on LinkedIn

Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

3 Steps to Getting Blog Content from SMEs

I don't post as often as I should.

Truth is, a lot of would-be bloggers are like me. I know, because I make a living blogging (and writing in general) for people who have a lot to say but not enough time in the day to write it all down.

My first contact with clients is usually the frustrated content marketing manager. They have executives, product managers, support specialists, etc., who would make great subject matter experts (SMEs), but they just can't get them to write anything. It's not that these experts are unwilling. Most of them are pretty excited about seeing their name online. They just can't find the time.

For a time, marketing managers may try to do the writing in house, but it's not like their plates are any emptier than the SMEs'. The key to gaining SME buy-in to your content program - and actually contributing - is to make it as easy as possible for them. I've separated this into three steps.

#1 Gain initial buy-in. As I mentioned, most experts love to see their name in print. Just telling them that you're starting a new program or ramping up an existing one is enough to get their attention. But regardless of initial interest, everything will fall apart of you don't take the next two steps.

#2 Minimize the time they need to spend. The first question they are likely to ask is: What will you need from me? Yes, full-blown, well-written posts would be nice, but don't hold your breath. If you really want to get your program off to a good start, you will need to outsource the writing to either an internal or external ghostwriter.

Every ghostwriter's process differs, but I usually offer SME's three different options:

  1. Write a full post and let me polish it for them. Sometimes they come to me well-polished, but usually there's a fair amount of work to be done to clean the post up and turn it into something blog worthy. Sometimes, their style isn't my style, and I just need to accept that. At the end of the day, the post needs to be something they - and their organization - are comfortable owning.
  2. Send me a few hastily scribbled thoughts and let me flesh it out into a post. This is really popular when I write for sales leaders. They are always on the go, but constantly coming up with new ideas.
  3. Let me create a post from scratch and see if they agree with it.

The last option is the least time-consuming, and as you might imagine, the most popular. It takes a bit more research on my end, but the SME may spend as little as 10-20 minutes on any given post.

#3 Always make sure the SMEs are satisfied. The SMEs are your customers as much as they are mine. No content program can succeed if they aren't happy to have their name associated with the final product. When they start tweeting their posts, that's a great sign!

Would love to hear about your content marketing program. Have you had a challenge getting SMEs to commit? If so, how have you overcome it?

If you would like to ask a direct question, reach out to me on LinkedIn.

View Melissa Paulik's profile on LinkedIn

Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

Channel Professionals: Can You Break the 80/20 Rule?

I posted this question recently on the Partner Manager Alliance Program (PMAP) group on LinkedIn:

As I think back over my career and all the channels I've been involved with, the one constant is the 80/20 rule - 20% of the partners contributed 80% of the revenue. (Actually, there might have been one situation where it was 90/10) In these organizations, a lot of time was spent discussing how to get the 80% contributing more. 

Is it possible? I know everyone on this list can share probably share channel enablement strategies designed to achieve the goal - but have you ever seen it happen?

Unfortunately, that group seems to have a lot of lurkers and not much discussion - yet.

Still, I'd love to hear what those of you who are channel managers or channel strategists think about the 80/20 rule. Can it be broken?

Feel free to share your thoughts here, or visit the group on LinkedIn.

Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

Where Should I Start?

I get a lot of questions like this from prospective clients:

I don’t have a lot of money, but my marketing is pretty ineffective. What should I do to get things moving?

The problem with marketers is that we usually give an answer related to our area of expertise. Web designers will suggest a better web design. The SEO specialist will suggest optimizing your web site. Campaign managers will suggest new campaigns. Content developers like me will suggest…you guessed it…content!

Actually, none of these are bad places to invest. If, for example, your website looks like it was designed by your nephew as a high school project (or, if indeed, it was) that’s as good a place as any to start.

But if you don’t have any glaring issues, such as a klunky website, let me give my plug for starting with content. Not just any type of content. A blog.

(Yeah, yeah, yeah, I know blogging is dead, but the people who tell you usually have something new to sell you.)

The reason I suggest starting a blog as opposed to other types of content like white papers or case studies is because they are easy to do. You can set it up in an afternoon. You don’t have to be a professional writer to create a post. Like the “family project” that brings everybody closer together, almost anyone in the organization can submit a post.

Quick tip: I recommend that one individual be responsible for review and approval! I’m all for keeping it real, but you want to put your best foot forward. A rambling, poorly written post by one of your experts, probably isn’t the best first impression.

But the best thing about a blog is that touches on all those areas of improvement mentioned above and then some:

Website/SEO – A blog is a great way to add SEO optimized pages quickly.

Campaigns – Blog content makes for great nurture campaigns. If you’re really on a shoestring budget, these campaigns can be as simple as emails from your sales team pointing them to the latest opinion piece on your blog.

Social media – It’s easy to repurpose blogs on whatever social media platform you’re using. Post them in facebook and Google+.  Start a discussion around the post on LinkedIn. Tweet them (several times) on Twitter.  A few months past since you wrote the post? Tweet it again.

List building – People don’t subscribe to receive emails, but they will subscribe to receive blog content.

Credibility – Well-written posts by a number of people within the organization do more to establish an organization’s credibility than any number of white papers created by some industry guru.

That said, I do have one word of caution. Blogs are not a quick fix to all your marketing problems. You have to execute – frequent posts, well-written and educational content, etc. In addition, it may take some time to build a following, but it sure beats the half of a percent return rate (if that) most companies are seeing on their non-subscriber email campaigns.

Questions about blogging? Add your comments below or reach out to me at


Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

I Blog Therefore I Am

Reading the tweet stream of a new follower, I ran across an interesting article from @goforbiz101 entitled Blogging is Dead – But Long Live the Blogosphere.

They make some valid points. Here’s my favorite quote:

Heck, most people blogging today are consultants being told by consultants to blog (and even those consultants learned that from other consultants).

That might be true. Most of the people I follow use Twitter as not much more than a syndication service for their blogs. (BTW, it works really well for that!)

Valid points aside, there are a number of reasons I still blog. One of my motivators is that there is another Melissa Paulik.

Yes, it’s true. In fact, there may be even more than one more out there. One in particular lives in the general vicinity of where I grew up.  We even look similar – blonde hair, blue eyes, that sort of thing.

I’ve never met her. I’m sure she’s a nice person – at least she hasn’t done anything online to tarnish our name. But she’s not me.

Blogging ensures that MY persona is online so that when a potential client Googles me, enough of me will show up to counter balance her persona. Hopefully, they can tell the difference.

At the end of the day, we’re all a dime a dozen whether we share our name with someone else or a hundred someone elses. (I always felt bad for the Jim Smiths of the world.) Blogging is one more way to say. “Hey, I’m here!”

For those of you who blog, what’s your primary motivation*?


*My doppelganger isn’t my primary motivation. Just one of many.
Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

6 Tips for Creating Compelling White Papers

White papers are a unique animal in the content marketing stable. They can be highly useful at every stage of the sales cycle. They can help introduce prospects to your business and fill your funnel with fresh opportunities. They can help prospects frame a challenge or a possible solution. They can even dig deeply into technical questions or offer potential ROI scenarios.

If you’re thinking of creating one, or having someone else (like me) create it for you, here are 6 tips that can help you produce a compelling piece.

1/ White papers don’t have to be white. Scratch that. Perhaps it’s better to say they shouldn’t be white. Gone are the days when you can have your engineers knock one out in Microsoft Word in an afternoon. To get noticed, today’s white papers need to be as aesthetically pleasing as they are educational.

2/ Use your messaging as a guide, but leave your product at the door. Your messaging says a lot (or at least it should) about what matters most to your prospects. Like all collateral, the white paper should be guided by your messaging. However, break in too early with a product message and your prospects starts to feel like they are "being sold."

3/ Title is critical! Journalists know this. That’s why they create titles that draw you in whether you’re perusing search engine results or standing in line at the supermarket. X tips for doing whatever works exceptionally well for pieces that are a bit lighter, like this post, but they also work well for heavier topics. Here’s an example from the solar energy industry written for energy executives.

4/ Use headers. Many executives tell me they skim the headers of a white paper to judge whether it's worth reading. I notice myself doing the same thing when reading a longer article or blog post. Make sure you use headers that tell a compelling story.

5/ Your product manager may not be the best author. As a former product manager, I hate to disparage these hard working folks. However, too many PMs, especially those managing highly technical products, get so lost in the bits and bytes that they forget how to speak to anyone who isn’t an engineer. If your target audience sits in the executive suite, you will want a writer who can bridge the gap between product features and the business case.

6/ They don’t have to be long. A lot of my clients come to me with a set number of pages in mind. While that helps with estimating, remember that a white paper can easily be as few as two pages. On the other hand, it may be as many as six or eight if the subject warrants it.

7/ Include plenty of whitespace.  While the paper may not be white, you want to include plenty of whitespace to increase readability. You may not need as much whitespace as a well-designed product brochure, but nor should you cram every little nook and cranny with content.

Have a question about creating quality white papers, the best way to reach me directly is through LinkedIn.

View Melissa Paulik's profile on LinkedIn

Digg Technorati Delicious StumbleUpon Reddit BlinkList Furl Mixx Facebook Google Bookmark Yahoo

Search This Blog


Rank or Vote for This Blog