by Chris McNeil,
Traditional marketing is educating the market about the distinctive benefits of a company's products or services. In advertising, we can be great entertainers, and share a wonderful and compelling vision of the distinctive benefits we offer. We can create a story full of drama that is vividly colorful and backed by powerful music and fireworks.
And all this will be like a small poster on the side of a glass house. Prospective customers might notice that poster or not . . but, they will definitely be looking around it, through the glass walls. Through those glass walls, they will know something of what it's like to be a customer of your company. They'll see it in the Yelp and Google reviews. They'll hear it in the stories people tell on social media. They'll feel it by stepping in the shoes of the story tellers the internet has given so much power to.
It's time to turn our marketing focus inward and through the company. We now need to:
So, at least as much as we are projecting outward with media, we need catalysts to look inwards and create reality tunnels full of ever growing delight that go from the outside in. "Delight is at the end of the tunnel", as Richard Bandler, co-developer of NLP, would say. I would add that delight needs to be on the tunnel entrance and walls as well. If we want to stand out as the exceptional choice in our niche, we need to emulate Walt Disney designing a theme park ride and consider every point of contact in its sensory detail and effect on the emotions.
How well are your touch points defined in terms of the emotions and experience you want to elicit in your customers, clients, and team? How many ways have you experimented with different pathways to satisfying the needs you address?
Like an aquarium, where the plants and fish come more fully to life as the temperature becomes perfect, these experience touch points of customer engagement grow best in the environment of a deeply aligned team. Both the people that customers and prospects connect with and those who support those people should come from a place of congruence with a clear mission that speaks to customer empathy and leadership.
It's not just about media anymore. When we combine the web media with optimized customer touch points and a deeply aligned team, the magic happens and the positive customer stories that emerge from this environment do much of the marketing work for us.
Reprinted with permission from the blog The Mental Game of Business.
Chris McNeil has won multiple innovation awards for web applications, is the founder of Pensarc Marketing and the creator of the e-Merg program that combines digital marketing with customer touch point optimization and team alignment.