Post on 12-Jan-2017
transcript
Attracting the right PersonBecome a Master
If your entity needs…
To strengthen the brand of the organization To attract your target audience with right expectations To improve your conversion rate
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Attracting the Right
EP
oGIP & Mkt Synergy
Building your attraction strategy
Executing
Standardizing Process:
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WHY SYNERGY?
• It is not just up to front of back-office operations (GIP) to design the whole programme plan.
• Back-Office needs to design the whole process, and take inputs from the front office. The VP MKT has a consultancy role. The responsibility remains to the VP Exchange
• Having unified goals and purpose within the team is very important.
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Build strategies together
Clear Common Goals and Tracking Metrics
Clear allocation of
responsibilitiesHave (bi)weekly
meetings
Create a routine, track and check
implementation and results
Use your Backwards plan to decide
Leads and Apply goals
Also track KPIs as Conversion Rate
Define responsibilities
based on conversion flow
Define needs for oGIP and build
Marketing strategies to support it
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• Participate in PR Events to connect with companies and students
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• Invest on Advertising
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• Create new Campaigns, invest in creative message
What are the borders of your classroom?Teach To Learn Campaign
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• Create new Campaigns, invest in creative message
• Participate in PR Events to connect with companies and students
• Invest on Advertising
• Additional graphic materials
Goal Target Audience Channel Message
Your main Marketing/ Communications
target is the same as your ELD goal and
should therefore also be tracked based on your
chosen segmented markets. Have raising
goals for each sub-product.
Campaign should be customized towards your specific target audience.
Therefore understand their wants, needs, interests
and what context they’re living in during the time period when you wish to run the campaign.
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Answers to the questions...• Which channels’ do our
Targets normally visit? • How often do they go to
these places? • What do they do there?
Answers to these types of
questions will help you clarify..(1) Which Channel/ Places should you focus on for your promotions?
and,(2) When is the best timing for you
to release your materials?
You will have a Main Message/ Tag-line that captures and communicates the Unique Value Proposition of your Programme to
your Target Audience. You will also have to further customize how you package this according to each channel you plan to
utilize.(1) Main Message: To come up with the
general theme and tagline for your campaign, you should base this on what will
be most attractive and engaging to your Target Audience.
(2) Customized Messages for Channels: Your general message should then be
customized according to each channel you will be using it in. Especially for online social media, this will help “optimize” engagement
and drive stronger influence.
For more marketing information about the GTCM check the Wiki A Guide To Marketing
Remember your RE goal for different sub products and your partners did in your
planning
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Understand your
Customer
An Effective Product and Positioning Strategy relies on knowing WHO you’re selling to and HOW they
think.
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Know your
customer
Know how they think
Use Most Influenti
alChannel
s
Customise your
Message
Target Audienc
eChannel Messag
eand
#ThinkAheadActNow #GreeceSpeakUp
Know your
customer
Know how they think
Use Most Influenti
alChannel
s
Customise your
Message
Target Audienc
eChannel Messag
eand
#ThinkAheadActNow #GreeceSpeakUp
TARGET AUDIENCE
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Define the "right EP" by Building a Customer Profile
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Common Oversights in defining your Target Audience
Thinking your customer is the same for all the products
Having an overview of your customer that is too general
Not thinking the way your customer does
For more marketing information about the Customer Flow check the Customer Research Wiki
STEP 1: IDENTIFY YOUR CUSTOMERBuild a Customer Profile Map
BACKGROUND(Working/ Academic)
LANGUAGE ABILITY
(Language and proficiency)
TIME AVAILABILITY(When are they
available?For how long?)
INTERESTS/ NEEDS (what
motivates them in everyday life?)
Informed by:
• OPS/ ORS analytics• Trends in
backgrounds
• NPS Promoters • Trends in
Top promoterReasons
• Comments
Responsible:VP Exchange
This is your basic understanding of your ideal customer
STEP 1: IDENTIFY YOUR CUSTOMERBuild a Customer Profile Map
BACKGROUNDWeb Development
(or Other specific technical programming
skills)
LANGUAGE ABILITY
English – Intermediate to Excellent
TIME AVAILABILITY
3 months starting April
INTERESTS/ NEEDS
- Aspiring Entrepreneur
- Wants to gain professional learning
Informed by:
• OPS/ ORS analytics• Trends in
backgrounds
• NPS Promoters • Trends in
Top promoterReasons
• Comments
Responsible:VP Exchange
Build a Customer Profile Map
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Know your
customer
Know how they think
Use Most Influenti
alChannel
s
Customise your
Message
Target Audienc
eChannel Messag
eand
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At this point, you've already formed your first level understanding of who your customer is! Next, it's time to get a more in depth perspective!
STEP 2: UNDERSTAND HOW THEY THINK
Build a Customer Insights Map
• Based on your basic understanding conduct External Market Research
• Run surveys/ interviews/ assessments to understand:• Where you’re customers are and when they are there?• What they’re state of mind is at that touch point?• What needs do they possess at that given point?
Main Responsible: VP Comms
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Know your
customer
Know how they think
Use Most Influenti
alChannel
s
Customise your
Message
Target Audienc
eChannel Messag
e
MESSAGE
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MESSAGEYour Messaging should be based on the answer to the question— “Why should I buy into this specific opportunity?”
1. Customize a Value Proposition for each Issue (Example: Teach to Learn)
2. List down the Key Benefits a customer will gain from the opportunity under this specific issue ?
(ex. Gain personal development, make a difference in student’s lives)
3. What are the Reasons to believe/ Proof points for this issue? (ex. Stories, testimonials, Impact of projects)
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Know your
customer
Know how they think
Use Most Influenti
alChannel
s
Customise your
Message
Target Audienc
eChannel Messag
e
CHANNELS
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CHANNELS1. With your Customer Profile Research, identify the Key
Channels which present ideal opportunities for you to connect with your target audience
2. Can be online (ex. social media channels) or physical channels (on campus, bus stops, youth events, etc.)
3. Determine KPI’s for each of these channels that clarify the ROI of these channels for the marketing campaign
4. A Customer Journey Map can help!
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Know your
customer
Know how they think
Use Most Influenti
alChannel
s
Customise your
Message
Target Audienc
eChannel Messag
eand
#ThinkAheadActNow #GreeceSpeakUp
What is your end goal? Everything you do from this point is to drive
the end goal.
To send students abroad!
G T C MExample
Goal: 300 EP’s raised. With a 50% conversion rate — you will need 600 qualified leads.
Target: Senior University students in English, International Relations, Business looking to develop their language skills
Channel: - Offline promotion: University (Events, Classroom Talks, Booths, Newsletters)- Print (3 Flyers for the 3 countries)
- Online Facebook & Website campaign - Email Marketing for Follow Up & Nurture
Message: Teach abroad this Summer and impact entire communities through education. Develop yourself while developing the potential of others. Keywords: Impact, Develop, Teach, Educate,
To provide 300 senior university students who are graduating soon
on Global Talent Teaching Internships in India, Colombia, Brazil
this Summer for 3 months.
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Example
Take a look what AIESEC in Colombia done: Speak to one
target audience interested in IT
internship.
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Thank You!