SKATING TO WHERE THE PUCK IS GOING TO BE…NOT WHERE IT’S BEEN

You might think it odd to reference Hockey just when the NFL season is now underway. (Hey, the NHL season has started already, the official season begins in less than a month, and the Chicago Blackhawks are going to be more interesting than the Bears.) But there’s another reason for using a hockey reference, and it comes from one of the greatest of all time, Wayne Gretzky.

“I skate to where the puck is going to be…”

 

Bear with me on this, it pertains very specifically to the intentions of small businesses across the country for the rest of 2018 and 2019.

The most recent SMB surveys from Borrell Assoc. are completed, and the results again show a clear direction for local small business marketing intentions. The complete data is available in this week’s Chart of the Week later in this blog. But the bottom line is that SMB’s across the country are stating loud and clear where their marketing dollars are going to be placed. Ant it speaks loudly to where we should be…or rather ARE…placing our emphasis.

Small businesses have resoundingly said they are going to be adding marketing dollars to things like Email, SEM, Social, and Video, to name a few. And they have just as resoundingly, said they are going to be spending less on things like Yellow Pages, Newspaper, Magazines and  Cable. This should not be a surprise to anyone seeing MOM on a frequent basis. Heck, it shouldn’t be a surprise to anyone, not even Wayne Gretzky. But knowing it, and doing something about it are two different things. Enter, Mr. Gretzky.

Wayne Gretzky was once asked his thoughts about hockey and why he was so great. I am sure there are many versions of his responses, but the most direct quote we know of goes like this…”I skate to where the puck is going to be…” That quote has been used many times, even Apple has used it in its marketing campaigns. But it’s not the full quote. And when you look at the complete context of what Mr. Gretzky says, it becomes startlingly prescient for our own business. Here’s the quote in its entirety…

A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be. I skate to where the puck is going to be, not where it has been.”

Ok, so I emphasized the last part of that. But it says just about everything about where we are, where we should be. If we’ve been good at our jobs, we’ve been paying attention to the present. We have been where the puck is. But our customers are telling us loudly that they are racing towards a different location…where the puck is going to be. And certainly not where it has been. The analogy is startling, and should remind us of our direction. Small and local businesses have already pointed out that very direction, we already know where the puck is going to be.

There is very little similarity between hockey and local marketing. Hockey players, for the most part have fewer teeth than marketing professionals, and they tend to have better hair than most of the guys in marketing that I know. But I do think we can take something from Wayne Gretzky’s thoughts. We know where we need to be. We need to be skating as fast as we can to get there.

 


Quote of the week

“The price of doing the same old thing is far higher than the price of change.”

— Bill Clinton


Your MOM Knows Best

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

UPDATE-ThriveHive Deploys Strategic Accounts Team Regionally, Added Support for Verticals

GateHouse and ThriveHive are reinforcing their support for specific business verticals with the announcement of the Strategic Accounts Team. This team brings added knowledge and expertise to our sales focus. Their mission is to grow our digital revenue and grow your active account bases. Jackie Olson from ThriveHive will be the Strategic Account representative for our region. This team will be a point of contact for opportunities that lie within high impact business segments. These are clients with the potential of spending $3,000+ month or more in digital solutions. Categories of special focus will be:

  • Higher Education
  • Healthcare
  • Real Estate Firms (not independent agents)
  • Lawyers
  • Home Services (with a fleet of 8+ vehicles): HVAC, Plumbers, Pest Control,
  • Landscaping
  • Financial Institutions (i.e. Banks, Credit Unions, Loans)

We will immediately be reviewing top 25 accounts in all markets to determine strategies to improve digital performance…for customers and for you.  Word coming soon. 

The process for engaging Jackie and this team will be simple and is outlined here, just for guidance.

IMPORTANT-Digital Rate Card changes for Wilmington and ENC effective 9/3/18.

New digital rate cards are available now. Please access the new rate cards and keep them close for access. New cpm’s and base campaign minimum’s are in effect immediately. The new rate cards are available here.

IMPORTANT UPDATE-Coastal NC Promotion Intake and Set Up Forms (Wilmington & ENC)

Please pay close attention…use these forms at will, depending upon the sales stage you are at currently.

  1. PROMOTIONS INTAKE FORMthis is a form you will want to reference BEFORE you have made a sale, (if you want help putting together a promotion, pricing, etc.) Just fill this out with a little customer info and we will do some of the leg work for you.
  2. PROMOTIONS SET UP FORMthis form should be completed AFTER the sale. When you complete this form, we should have all the information available to start setting up the promotion.

And remember, almost all of our promotions are very focused on digital solutions!

Both of these forms are easy to find, please bookmark them in your version of My Drive. We will also make sure they are linked to MOM on a regular basis.

UPDATEGH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used.
  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O Rich Media Calendars
  • ENC Front page sticky note calendars

Training

NEW-Monthly Digital Dives…”Java with Jen!”

Effective with this week, Wednesday 9/12, we will be holding an extended Wednesday sales webinar, 9 to 10 focusing on specific areas of digital products and how best to apply with local businesses. You have all received NEW log in instructions for this Wednesday’s session, these supersede previous webinar log in’s for this week only. (Future invites are forthcoming.)

These sessions will be interactive, led by Jen McKay from GateHouse. And we are using Zoom, so you will need to have your digital camera’s in operation. If you do not have a separate digital camera, please have your laptops open in front of  you. Using this will help our engagement and provide y’all with much better opportunities to take to the field.

First session…Wednesday, 9/12, @ 9:00 AM. 

UPDATE-GateHouse Sales Training Center

Well no, this is not “new”, but you may not have accessed these pages yet. This is the GateHouse Sales Training Center where you can find links all training materials, web pages and training decks for just about anything we need to know. Need to know more about OnTarget, this is the place. Need to know more about working with Google Apps, you’ll find it here. Need to know where past monthly update decks can be found, this is the right place. Bookmark the Training Center, this is the FIRST place to access when you have a question about a product or tool we have.

NEW-Google Digital Sales Certification

Congratulations to everyone for passing and/or renewing your Google Digital Sales Certification. Now it’s time to upload your certificate in the GH LMS. Instructions for how to do this are here.

Please make sure you upload your certificate soon…our own CNC deadline for completing this simple task is 5:00 PM Tuesday, 9/11/18!

 

UPDATE-September 2018 Digital Webinars from GateHouse and ThriveHive

  • Look for the September Digital Rollout registration on the TH Training site and the GateHouse Sales Training Center (mentioned above.)

Marketing

What’s Hot-2018

Here’s larger pdf view of this chart that can be repurposed for customer presentation.

These results are just in from SMB’s participating in Borrell Research’s and 2018 SMB survey, when asked “How will your (marketing) plans change? ”

  • 46% said they will increase email marketing, 50% said they would stay the same
  • 58% said they would increase use of social media, 38% said they would stay the same
  • 52% said they would increase use of video, 40% said they would stay the same
  • 46% said they would increase the use of SEM, 47% said they would stay the same

This contrasts to…

  • 39% said they would stop or decrease use of YP, 58% said they would stay the same
  • 34% said they would stop or decrease use of newspapers, 56% said they would stay the same
  • 32% said they would stop or decrease use of magazines, 60% said they would stay the same

So if you are in the local marketing services business, and you are trying to grow your share, this chart spells out everything you need to know to position yourself to do just that.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • iPad-like tablet, envisioned and developed by a newspaper company…in 1994! Yes, that is really the truth. And the newspaper company didn’t pursue it. Now there are a number of legit reasons why they made that business decision, but there’s alot of irony there. Check out the video on YouTube.
  • Local businesses get a lift when they ad online reviews to their websites. Google has endorsed the practice. This is something that all of us should be recommending to local businesses to help them improve their search ranking, and be found more often. Google loves it! But there are some specific ways to do this, and we should be on top of that as well. See more about this on SearchEngineLand.

WHAT’S YOUR UNIQUE SELLING PROPOSITION

Do you know your YOU S-P?

You know what USP means right? Unique Selling Proposition…that’s the thing that we’re supposed to get prospective clients to identify for us. Well…that’s only part right. Frankly any good business or product should have a great USP. More importantly, any good business should KNOW what their USP is. So let’s ask the question again…what’s YOUR Unique Selling Proposition? Or, why should a local business work with YOU!

A unique selling proposition (USP) refers to the unique benefit exhibited by a company, service, product or brand that enables it to stand out from competitors. The unique selling proposition must be a feature that highlights product benefits that are meaningful to consumers.

Before you jump on an answer, remember that most SMB’s are contacted 15+ times per month about marketing opportunities. Many are contacted 2x’s that number. What is going to make you stand out in that crowd?

Are you able to offer a local business some real and “relevent” information about THEIR business and customers? According to Borrell Assoc., “Local businesses are simply not listening to the sales representatives who don’t take the time to understand their needs and approach the sale from a consultant’s perspective.” Taking the time to learn something about local SMB’s customers and business category might be part of your USP.

And what about emphasizing your expertise and status as a Google Premier SMB Partner? You have achieved a Digital Sales Certification from Google. And ThriveHive is one of Google’s Premier partners meaning greater access to insight and training that benefits any of our clients. That should also be part of your USP.

Then there are always the old (understatement)  stand-bye’s…being local and being a newspaper. Caution here, neither of these are compelling in 2018. Being local isn’t what it used to be…nobody is going to do business with a local provider unless they are a good provider. And while our newspapers still carry a loyal audience, the share of local ad spend devoted to newspapers (forecast to be 8% in 2019 by Borrell Assoc.) might suggest there are other strong attributes to rely upon for a strong USP.

In the end, YOUR Unique Selling Proposition might be a combination of the above. Where else can a local business get quality consultation regarding the latest marketing channels from a digitally certified seller, backed up by an, an award-winning digital agency that has earned Premier Partner status from Google. But there is still one thing missing from that equation, and that is YOU. Your skills and your attention to service add to the overall USP.

Remember, USP’s aren’t just for our clients to brag about for their prospective customers. We need to be bragging about our own USP as well. Take a few minutes and make sure you can articulate it, get good at doing so. Then make sure that same USP comes out in everything we do.


Quote of the week

“Currently we don’t have plans on conquering the world.”

— “Sergey Brin (One of the founders of Google Inc.)


Your MOM Knows Best

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

NEW-ThriveHive Deploys Strategic Accounts Team Regionally, Added Support for Verticals

GateHouse and ThriveHive are reinforcing their support for specific business verticals with the announcement of the Strategic Accounts Team. This team brings added knowledge and expertise to our sales focus. Their mission is to grow our digital revenue and grow your active account bases. Jackie Olson from ThriveHive will be the Strategic Account representative for our region. This team will be a point of contact for opportunities that lie within high impact business segments. These are clients with the potential of spending $3,000+ month or more in digital solutions. Categories of special focus will be:

  • Higher Education
  • Healthcare
  • Real Estate Firms (not independent agents)
  • Lawyers
  • Home Services (with a fleet of 8+ vehicles): HVAC, Plumbers, Pest Control,
  • Landscaping
  • Financial Institutions (i.e. Banks, Credit Unions, Loans)

The process for engaging Jackie and this team will be simple and is outlined here, just for guidance.

NEW-Digital Rate Card changes for Wilmington and ENC effective 9/3/18.

New digital rate cards are available now. Please access the new rate cards and keep them close for access. New cpm’s and base campaign minimum’s are in effect immediately. The new rate cards are avaialble here.

IMPORTANT UPDATE-Coastal NC Promotion Intake and Set Up Forms (Wilmington & ENC)

Please pay close attention…use these forms at will, depending upon the sales stage you are at currently.

  1. PROMOTIONS INTAKE FORMthis is a form you will want to reference BEFORE you have made a sale, (if you want help putting together a promotion, pricing, etc.) Just fill this out with a little customer info and we will do some of the leg work for you.
  2. PROMOTIONS SET UP FORMthis form should be completed AFTER the sale. When you complete this form, we should have all the information available to start setting up the promotion.

And remember, almost all of our promotions are very focused on digital solutions!

Both of these forms are easy to find, please bookmark them in your version of My Drive. We will also make sure they are linked to MOM on a regular basis.

UPDATEGH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used.
  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O Rich Media Calendars
  • ENC Front page sticky note calendars

Training

UPDATE-GateHouse Sales Training Center

Well no, this is not “new”, but you may not have accessed these pages yet. This is the GateHouse Sales Training Center where you can find links all training materials, web pages and training decks for just about anything we need to know. Need to know more about OnTarget, this is the place. Need to know more about working with Google Apps, you’ll find it here. Need to know where past monthly update decks can be found, this is the right place. Bookmark the Training Center, this is the FIRST place to access when you have a question about a product or tool we have.

IMPORTANT UPDATE-Google Digital Sales Certification

If you have not done so already, (and I am certain just about everyone has) please send me a copy of your Google Digital Sales Certificate. That way we’ll have the right dates to register here.

Here’s our tracker showing who has completed and passed this certification…

UPDATE-September 2018 Digital Webinars from GateHouse and ThriveHive

  • Look for the September Digital Rollout registration on the TH Training site and the GateHouse Sales Training Center (mentioned above.)

Marketing

Chart of the Week-Why SMB’s Were Going to Cancel Their 2018/19 Advertising…

This is an interesting chart, and a great question. Mr. Borrell asked local businesses across the county what they would be cutting back…then asked why. As you can see the three most often offered reasons for cancelling ad spend were the expense, the coverage (too broad) and too difficult the measure.

  • TV’s most often reason for canceling remains the overall cost, but “too broad of an audience” was offered surprisingly few times, not a much higher % than newspapers.
  • Cable TV seems to do an even better job of making sure that the audience coverage fits advertiser needs, but is also plagued by higher than justifiable costs.
  • Newspapers are also getting hurt by higher costs than deemed worthwhile by local advertisers
  • Digital media has the lowest % of cancellations based on cost, coverage and measurement among all the channels offered.

Take a look at the entire chart. There are lessons here. When high cost is offered as a reason for budget cuts, that means the cost is higher than the client can justify. Maybe that is something we can address ahead of time. And also remember that digital advertising still is the most targeted, easy to measure and cost efficient channel among all offered.

You can see a larger version here.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • 69% of smart phone owners use them to shop. And 82% of them conduct “near me searches. You already knew everyone owns a smart phone and everyone uses them. But here’s another fact…as much as 90% of these shoppers are likely to click on the first set of results. Local businesses have to have a great mobile presence and show up among the leaders on SERP’s to grab their share of customers. See more about this on Search Engine Land.
  • Google adds new ‘veteran-led’ attribute to Google My Business profile. This is very important for our markets. Any Veteran-Owned business will want to know this, and take advantage. Showing them how on GoogleMyBusiness is our job, this level of expertise adds to your own “USP.” Check it out on Search Engine Land.
  • 80 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2018! Did you know there is a correlation between having a robust pipeline on making goal? Of course you did. And did you know that prospecting, just is not easy? Yes! But did you also know that a vast majority of prospective customers want to read emails between the hours of 5 am and 6 am? I thought I was the only one up then. There are tons more interesting sales stats here. Read through them here on HubSpot’s blog.

WHAT DOES DIGITAL MARKETING HAVE IN COMMON WITH A SWISS ARMY KNIFE?

Answer: Nothing!

Swiss Army Knives are cool, right? They do everything…or just about. Someone gave me one as a gift once. It’s a great gift. I look at it often in my dresser drawer, (to ward off late night Swiss burglers, I guess.) But I don’t really use it for anything specific. There are almost too many things in one tool that you can do with one of these things. And does it do any one thing spectatularly? No offense to the Swiss, but when I need to get a job done I find the right tool that fits the job. Just because it can do alot, doesn’t mean it’s the right tool for any one specific task.

Same is true for digital marketing tools (any marketing tool for that matter.) Just because “digital” can help SMB’s achieve many of their goals, you need the RIGHT solution for the specific goal in mind to be effective. And that’s kind of the message behind a neat survey (and a very useable chart) from our friends at Borrell Research. Seems like when agencies are recommending solutions to generate an immediate conversion (like sell something) they are recommending different channels than they would if they are trying to support a branding campaign. There’s no digital-swiss-army-knife here. Take a look at the chart below (a larger version is available in today’s Chart of the Day.)

While all of the references to digital and traditional media in this chart basically mimic what we’ve already know from experience and our training, it’s still a great reference when the subject comes up during a SMB needs assessment. Fact: I used it twice last week in communicating with prospective clients.

SEM is the  leader when it comes to “sellling stuff”, which we all know is a conversion. Looks like social advertising is also a great channel for conversions. Not as great at accomplishing the same, according to agenices, are things like video, banner ads, and frankly newspaper and magazines. But when it comes to a branding campaign, there is a significant difference in many of the choices shown. Social advertising seems like the one channel that is a high scorer for both “selling stuff” and branding according to agencies. But you’ll see that the needs of the agency client will have a strong impact on the media solutions recommended.

Didn’t we already know this?

Frankly yes. However the focus in our business on deeper needs assesments and using those to determine the right solution should serve as a reminder that hardly any of our tools are going to be universally and equally as effective in all situations. Display ads just don’t generate significant conversions like a good SEM campaign does and newspaper or magazine ads are not the same as a social media campaign. Similarly, when we talk to a prospective client about their current campaign, we should be able to call out which competitive channels being used for current campaigns may or may not be the most effective choice for their goals.

Of course, all research is subject to scrutiny. There are great display campaingns, there are great newspaper ads…just like there are average campaigns that don’t elicit high-fives. If all SEM campaigns hit home runs nobody would switch providers. And the basis of this survey (agencies) might skew results. But the overall findings and the trends are pretty clear. Just because it’s digital, doesn’t make it the right solution. More appropriately stated, the RIGHT digital channel is going to be highly effective when applied well to the right job to be done.

Now getting back to my Swiss Army Knife, now that I recall, the bottle opener has come in handy a number of times. THAT…is genius.


Quote of the week

“Setting a goal is not the main thing. It is deciding how you will go about achieving it and staying with that plan.”

— Tom Landry (Dallas Cowoys Head Coach 1960-88)


Your MOM Knows Best 

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

UPDATE-Coastal NC Promotion Intake and Set Up Forms (Wilmington & ENC)

For a while we’ve had forms (for Wilmington AND for ENC) that allow for easy set up for any promotion. We want to make sure that everyone has access to these forms, with a little explanation.

  1. PROMOTIONS INTAKE FORMthis is a form you will want to reference BEFORE you have made a sale, (if you want help putting together a promotion, pricing, etc.) Just fill this out with a little customer info and we will do some of the leg work for you.
  2. PROMOTIONS SET UP FORMthis form should be completed AFTER the sale. When you complete this form, we should have all the information available to start setting up the promotion.

And remember, almost all of our promotions are very focused on digital solutions!

Both of these forms are easy to find, please bookmark them in your version of My Drive. We will also make sure they are linked to MOM on a regular basis.

NEW-Google Premier Partner Status…what does it mean?

If you are searching for a plumber to get work done at your home, wouldn’t you want to know if the plumber you choose has access to the best tools, the most up to date knowledge and has passed a high level of certifications? In searching for a pre-school for your son or daughter, wouldn’t you want to know that the instituion is highly selective in choosing its employees and they have received the right kind of training to insure your child has a great learning environment? That’s kind of what being a Google Premier Partner means for us, and for any business we work with. And that’s the reason why all of us are asked to take and/or renew Google Digital Sales Certification status.

Being a Premier Partner is something that we should brag about when discussing our ThriveHive solutions. Don’t be shy to let prospective clients know of ThriveHive’s status. Earning that trust from Google takes work. The benefits to local businesses are that we have access to the latest information and updates, something that not all providers can say. Here’s a quick chart from Google on what it means to attain and maintain Premier Partner status. Check the Training section of today’s MOM for our Google Digital Sales scorecard so far. Have you passed yet?

UPDATEGH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used. 
  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O  Rich Media Calendars
  • ENC Front page sticky note calendars

Training

NEW (well sort of…)-GateHouse Sales Training Center

Well no, this is not “new”, but you may not have accessed these pages yet. This is the GateHouse Sales Training Center where you can find links all training materials, web pages and training decks for just about anything we need to know. Need to know more about OnTarget, this is the place. Need to know more about working with Google Apps, you’ll find it here. Need to know where past monthly update decks can be found, this is the right place. Bookmark the Training Center, this is the FIRST place to access when you have a question about a product or tool we have.

IMPORTANT UPDATE-Google Digital Sales Certification

Have you taken and passed the latest Google Digital Sales Certification?  Everyone is required pass this to be able to sell any Google products. If you took it two years ago, your certification must be renewed. If you have passed, you must add your name to our tracker. Here’s our tracker showing who has completed and passed this certification…

UPDATE-August 2018 Digital Webinars from GateHouse and ThriveHive

  • The recording of the August webinar is available on the TH Training site and the GateHouse Sales Training Center (mentioned above.) Great stuff, check it out for a refresher. Look for the September roll out registration very quickly on the training site also. 

Marketing

Chart of the Week-Branding and Conversions…What Agencies Recommend For Both

As mentioned in today’s opening feature, branding and conversions are two different goals. So naturally, diferent media solutions/tools might be called upon  for one as opposed to the other. What do agencies recommend for these two disparate client goals?

  • SEM and Social Media Advertising are the clear winners when an action, or conversion is required.
  • Social Media Advertising scores high here too.
  • The clear winner when it comes to branding from agency recommendations is broadcast TV.
  • Video and Cable TV are ranked #3 and #4 when it comes to branding recommendations.

Take a look at the entire chart. This is something that can fit well supporting your own client recommendations. You can see a larger version here.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • Target Marketing gone wild! Think you’ve seen everything right? Well, think again. Looks like there’s a new way to target an audience. Capital One has gone live with their campaign utilizing fortune cookies to help spread their message. Let’s hope there is no frequency cap on these campaigns! More on this at Digiday.com.
  • Facebook organic reach continuest to drop, this means FB advertising is more important than ever. Yep, Google is not the only place where algorithm changes occur with some frequency. FB is also constantly retooling the way they deliver content. The latest version continues to result in smaller organic reach for businesses. This means that FB advertising is continuing to grow as an SMB staple. More on this coming soon, but to check on the changes rolling out on FB, take a look at eClincher.

WHAT CAN GOOGLE TEACH US ABOUT PROSPECTING?

As it turns out, quite alot!

For those of us that have passed/renewed the Google Digital Sales Certification (ahem…more on this in training in this week’s edition) you’ve already seen the great suggestions about prospecting coming out of Google. As our two prospectors (get it, prospectors?) in the graphic  are saying, it’s not about selling product, it’s about setting an appointment. 

Prospecting, i.e. finding new potential from formerly non-customers, is the heart of what we are about. Of course we are digital, a media company, maybe even a digital agency. But at our core we’re a new business development machine. Or at least, we should be.

Google has some neat suggestions on prospecting. Here’s their 10 tips for great prospecting. (Click on the graphic for a larger version.)

Some of these are pretty plain and basic, like have a plan, be enthusiastic, etc. Plain and basic they may be but they are still right on. One of the tips that really jumps out is thought that prospecting is about selling a “meeting” and not a product, a schedule, a campaign, or gasp…an ad.

Frankly, it’s really easier to get a meeting from someone you’ve never talke to before, or done business with before than it is to sell them something. If you’ve put it right, you’re just trying to do the prospect a favor. This takes  virtually all of the threat out of cold calling. And it makes the first time, face-to-face, a little easier. Because if done right, you’ve positioned yourself as the expert just trying to help the prospect.

At Coastal NC, we have New Business Wednesday. And new business is one of our company’s core KPI’s. Borrell Research has identified more than 44K SMB’s in our 7 county market. So considering the number of active customers we have in total today, we are only scratching the surface. The pool of prospects for future meetings remains pretty deep.

Why is this important to me?

Contacting and converting new prospects into customers is key to everything we do today. It’s not as hard as it may seem. Take a look at what Google suggests are 10 best practices for prospecting…doing some every day, focusing on the prospect, keeping it fun all work. And remember these are not MOM’s recommendations, they are all from Google. But most important, remember prospecting is not about winning the  sale over the phone. It’s about winning an opportunity to speak with a prospect, starting the whole SITRW process. Pretty soon, you end up with a pipeline of prospects learning more about what we can do, and how we can help them achieve their goals. And helping businesses in our markets achieve their goals is alot more fun than just sellin’ ads.

Happy prospecting!

 


Quote of the week

“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.”

— W. Clement Stone


Your MOM Knows Best 

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

NEW-Coastal NC Promotion Intake and Set Up Forms (Wilmington & ENC)

For a while we’ve had forms (for Wilmington AND for ENC) that allow for easy set up for any promotion. We want to make sure that everyone has access to these forms, with a little explanation.

  1. PROMOTIONS INTAKE FORM-this is a form you will want to reference BEFORE you have made a sale. If you want help putting together a promotion, pricing, etc. Just fill this out with a little customer info and we will do some of the leg work for you.
  2. PROMOTIONS SET UP FORM-this form should be completed AFTER the sale. When you complete this form, we should have all the information available to start setting up the promotion.

And remember, almost all of our promotions are very focused on digital solutions!

Both of these forms are easy to find, please bookmark them in your version of My Drive. We will also make sure they are linked to MOM on a regular basis.

UPDATE-New GH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used. 
  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

UPDATE-Best Of The Best Voting Completed for All 4 CNC Sites

Vote for Me Market Particiption

 

  • New Bern and Jacksonville ended up #1 and #2 in total number of votes placed in this round.
  • Jacksonville and Wilmington finished #1 and #2 in the number of individual people that have participated in voting, this includes Nominate Me and current Vote for Me participation. The communities are engaged!
  • Votes are being tallied at this moment. Expect results very soon.

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O  Rich Media Calendars
  • ENC Front page sticky note calendars

Training

IMPORTANT UPDATE-Google Digital Sales Certification

Have you taken and passed the latest Google Digital Sales Certification?  Everyone is required pass this to be able to sell any Google products. If you took it two years ago, your certification must be renewed. If you have passed, you must add your name to our tracker. Here’s our tracker showing who has completed and passed this certification…

UPDATE-August 2018 Digital Webinars from GateHouse and ThriveHive

  • The August Digital Updates from GH and TH will take place on Thursday, August 23rd at 1pm EST and Friday August 24th at 10am EST. Register for one of these sessions on the ThriveHive training website.

Marketing

Chart of the Week-2019 Local Ad Spending for CNC 7-Market Area

It’s that time, time to start looking at 2019 for budgets and proposals.

Here’s a look at 2019 local spending according to Borrell Assoc.

  • Online continues to grow
  • Newspaper barely holds on and is tied with local TV
  • Radio and Direct Mail are next in line.

What does this say about our go-to-market messaging for all presentations from here on out? Feel free to download a larger image of the above graph here, for presentations. Or ask for customized versions by business category, david.prizer@gatehousemedia.com.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • GateHouse continues to diversify. GateHouse Live has announced it is taking a majority interest in a wholly owned subsidiary of New Media
    Investment Group Inc, has signed an agreement to acquire a majority interest in Rugged Events Holding LLC, the events production company behind the Rugged Maniac Obstacle Race series and more than 90 premier endurance events in the U.S. and Canada. This company was a Shark Tank success story, receiving investment funds from Mark Cuban four years ago. Rugged Events will be part of GateHouse live, reporting to Jason Taylor. Read more about this exciting acquisition, here.
  • Businesses that use Reputation Management tools experience more overall effective digital marketing. This makes sense, but it also means that our Reputation Management customers need some support along the way to make it more beneficial. Read how some of the larger local comapnies are making it work for them on StreetFightMag.
  • They’re at it again, Google rolled out another update! Ok, so this is nothing new, but probably good thing for you to check in on the impact it had on websites and search ranking. And it’s also another reason why ThriveHive is so important, most local businesses would not be able to keep up with these frequent updates. This one is really good to know. Check it out on SearchEngineLand.

SMB’s ARE KIND OF LIKING THIS MULTIMEDIA THING

If you’ve been making multimedia recommendations to customers for a while now, this may not sound like big news. “I always recommend print with my digital proposals” you say…or vice versa. Well that is not really the case, and data further down will verify that. However additional information from Borrell Assoc. validates all the “multimedia” ideas we talk about on a regular basis.

Borrell’s 2018 SMB Survey results are in and they speak loudly to the concept that traditional media (newspapers, TV, radio, etc.) are hardly ever used without digital being  added to the overall media mix.

This may not surprise you, it did not surprise the folks at Borrell for sure. But what did surprise everyone was the fact that only 5% of SMB’s surveyed said they used “only” traditional media. This was a huge drop from the year prior, and verifies the idea that SMB’s are starting to realize that multiple platforms can compliment each other, driving better results.

These results shouldn’t suggest that anything that contains print and digital is a great idea. Of course no proposal is going to work unless it’s created well and the multiple components carry the right weight. But they do suggest that local businesses are willing…no, make that anxious, to take advantage of a well crafted campaign using multiple and complimentary media channels.

As a side note, another “factoid” coming from Borrell’s recent survey is the fact that overall, newspapers are doing a better job of recommending digital than any other traditional media. (See this week’s chart of the week.) In fact, SMB’s say that digital is recommended to them  71% of the time a newspaper advertising representative proposes a schedule. That’s better than any other traditional media! The only problem is, I am still wondering what happened the other 29% of the time. Guess that just means there’s still more work to do.

For a larger version of the chart above, you can find it, and another one in today’s Chart of the Day.


Quote of the week

“It’s not that we’re a declining business, we’re in a changing business”

— Dean Singleton (former chairman of MediaNews Group)


Your MOM Knows Best 

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

UPDATE-Top ThriveHive Business Categories

Worth a repeat…are you fishing in the right ponds?

Below, is a list of the top categories of business for digital solutions with ThriveHive from a total contract revenue perspective. This provides great direction for prospecting efforts.

  1. Automotive – For Sale
  2. Home & Home Improvement
  3. Healthcare
  4. Real Estate
  5. Attorneys & Legal Services
  6. Business Services
  7. Community
  8. Apparel / Fashion & Jewelry
  9. Education & Instruction
  10. Industrial & Commercial
  11. Restaurants & Food
  12. Furniture/Appliance
  13. Physicians & Surgeons
  14. Dentists & Dental Services
  15. Automotive – Repair
  16. Financial Services/Taxes/CPA
  17. Sports & Recreation
  18. Personal Services
  19. Arts & Entertainment
  20. Shopping

UPDATE-New GH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used. 
  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

UPDATE-Campaign reports continually updated, on the drive

  • Don’t forget to access the campaign reports on the drive, for our customers. These will be updated when received. Don’t expect to hear of an update, just access them and you’ll have the latest and greatest to share with clients. For ease of access, check the REPORTS page of MOM.

UPDATE!-Best of the Best-Voting Ends 8/14

Vote for Me Market Particiption

Best of the Best continues to engage our home town audiences. 

  • New Bern and Jacksonville are #1 and #2 in total number of votes placed in this round.
  • Jacksonville and Wilmington are #1 and #2 in the number of individual people that have participated in voting, this includes Nominate Me and current Vote for Me participation.

ENC and StarNewsMedia reports are on MOM!

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O  Rich Media Calendars
  • ENC Front page sticky note calendars

Training

UPDATE-Google Digital Sales Certification

Everyone is required to renew, or pass for the first time, the Google Digital Sales Certification. Here’s our tracker showing who has completed and passed this certification…

  • When you have passed, send me your certificate.

UPDATE-July 2018 Digital Webinars from GateHouse and ThriveHive

  • The August Digital Updates from GH and TH will take place on Thursday, August 23rd at 1pm EST and Friday August 24th at 10am EST. Register for one of these sessions on the ThriveHive training website.

Marketing

Chart of the Week-Who’s Recommending Digital?

Seems like newspapers are doing a little better than most other traditional media in making digital recommendations to local businesses.

Newspaper sales representatives recommended digital 71% of the time with a newspaper proposal.

SMB’s purchased digital from newspaper sales reps 56% of the time, second only to printed directories’ 58%.

They were unsuccessful 15% of the time, which is higher than most, which likely means there’s more work to do on justifying the recommendation.

An amazing statistic from this survey however is overall, digital components are purchased 81% of the time they are recommended. This is more proof that SMB’s are looking for good multimedia solutions.

Here’s a larger version of today’s Chart of the Week. 

And here’s a larger version from the opening feature from today’s MOM.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • Facebook is getting aggressive with changes supporting local business. Looks like Facebook is also in the Local Business biz. They have recently rolled out a number of features and changes supporting SMB’s. You can see what these changes are on StreetFightMag.
  • Mobile coupons, just about even with print coupons. Most of our research has supported the idea that consumers still prefer print coupons over digital versions. That is still true…barely…and recent research suggests that the preference for mobile coupons is just about to overtake print. Check out the story here, again, at our old favorite StreetFightMag.
  • Say good-bye to Google AdWords! Yep, Google’s cpc business is not AdWords anymore, it’s part of Google Ads. Google is also changing the branding of Google Analytics and DoubleClick. Here’s the scoop on SearchEngineLand.

IF YOU WERE AN AGENCY…

If you had your “choice” of the most effective media for local businesses, what would you choose? What are you recommending to local businesses in order to help them attain their goals? What would the ad solutions you are recommending look like if you were an agency? You are likely going to recommend the best advertising channels to accomplish what your “clients” need to accomplish. So I would ask again, what are you recommending these days?

That is exactly what Borrell Associates asked in  a recent survey, the answers are below, and in MOM’s Chart of the Day below.

As it turns out, the top 5 most frequently recommended media channels coming from agencies today are digitally focused.

  1. Social Media
  2. Streaming Video
  3. PPC Advertising
  4. Content Marketing
  5. Email
But I am not an agency, why should this matter?

If you are not thinking of yourself as an agency, maybe that is the issue. Yes we have our owned media to be concerned with. And there is a place for this for many local businesses. But if we are truly thinking about the welfare of our local businesses first, why wouldn’t we be thinking just like an agency? Are your top choices in  alignment with  the findings of this survey? They may not be, and there may be a reason. But that reason cannot, and should not in  2018, be that we are simply leading with print.

Ad agencies don’t lead with a specific channel based on “their” goals. They focus on the welfare of the client. And to be honest, many of them do not have the capabilities or expertise available to us from GateHouse or ThriveHive. And when you combine that with what is arguably a strong local voice, that’s a compelling argument.

You have heard much talk about our business being more marketing service focused than just advertising. Advertising is still a part of the overall marketing approach. And if we were asked the same questions as were asked of all the agencies contributing to the afore-mentioned survey, would our answers come close to the results of the survey?

Just sayin’.


Quote of the week

“It’s not the will to win that matters—everyone has that. It’s the will to prepare to win that matters.”

— Paul “Bear” Bryant


Your MOM Knows Best 

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

NEW-Top ThriveHive Business Categories

Are you fishing in the right ponds?

Below, is a list of the top categories of business for digital solutions with ThriveHive from a total contract revenue perspective. This provides great direction for prospecting efforts.

  1. Automotive – For Sale
  2. Home & Home Improvement
  3. Healthcare
  4. Real Estate
  5. Attorneys & Legal Services
  6. Business Services
  7. Community
  8. Apparel / Fashion & Jewelry
  9. Education & Instruction
  10. Industrial & Commercial
  11. Restaurants & Food
  12. Furniture/Appliance
  13. Physicians & Surgeons
  14. Dentists & Dental Services
  15. Automotive – Repair
  16. Financial Services/Taxes/CPA
  17. Sports & Recreation
  18. Personal Services
  19. Arts & Entertainment
  20. Shopping

UPDATE-New GH Presentation Template

All presentations to follow the GH template, immediately please.

  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

NEW-Campaign reports continually updated, on the drive

  • Don’t forget to access the campaign reports on the drive, for our customers. These will be updated when received. Don’t expect to hear of an update, just access them and you’ll have the latest and greatest to share with clients. For ease of access, check the REPORTS page of MOM.

UPDATE!-Best of the Best

Vote for Me Market Particiption

Best of the Best continues to engage our home town audiences. 

  • Jacksonville and Wilmington are #1 and #2 in total number of people particiating so far, this includes Nominate Me and current Vote for Me participation.
  • New Bern and Jacksonville are #1 an #2 in total votes placed during the Vote for Me Round

Voting continues thru Aug. 14! 

ENC and StarNewsMedia reports are on MOM!

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O  Rich Media Calendars
  • ENC Front page sticky note calendars

Training

UPDATE-Google Digital Sales Certification

Everyone is required to renew, or pass for the first time, the Google Digital Sales Certification. Here’s our tracker showing who has has completed and passed this certification…

  • When you have passed, send me your certificate.
  • Congratulations to Cassie Groff, Kinston, for passing the certification on July 9!

NEW-July 2018 Digital Webinars from GateHouse and ThriveHive

  • The August Digital Updates from GH and TH will take place on Thursday, August 23rd at 1pm EST and Friday August 24th at 10am EST. Register for one of these sessions on the ThriveHive training website.

Marketing

Chart of the Week-What Are Ad Agencies Recommending?

This is hot off the presses. A survey conducted recently by Borrell Associates asked the “experts”, ad agencies, what they are going to be recommending. The top three categories are all digital…social media, ppc advertising. Making up the remainder of the top five channels are content marketing and email marketing.

Direct mail, newspapers and magazines made the list, but they were way down on the list. This speaks volumes about digital marketing, what we need to be leading with, and where our competition is going to be spending their time.

Here’s a larger version of this chart for your presentations.

  • 78% of local businesses surveyed will participate with Facebook in 2018.

Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • Google has rolled out 11 updates so far this year. Need another reason to justify why local businesses should work with a Google Premier Partner instead of doing it themselves? You may not be able to make much out of any of these 2018 updates, but it’s good information to let local businesses know why working with an expert is important. Here’s a list of the updates from Moz.com.
  • Make that 12. See the details on SearchEngineLand.
  • A robust and fresh Google My Business listing is one of the most important things local businesses can do to insure they can be found on searches. So what do you know about it? Have you kept up to date with the latest enahnacments available on GMB? If it’s so important, why? Here’s your chance to catch up. Check out 5 FAQ’s about GMB on SearchEngineLand.
  • Perry Evans named new President of ThriveHive. Did you know? Wait, don’t answer, just read about it here on ThriveHive.

AS GOOGLE AND FACEBOOK CONTINUE TO GROW, SO DOES OUR MENU.

Q: How do you beat Facebook and Google at their own game?

A: You don’t! Stop playing their game.

Poor Facebook, their stock dropped about 20% last week. And CEO Mark Zuckerberg’s net worth dropped by more than $5 billion. Funny thing though, SMB’s across the country have more confidence in Facebook, and will be using it more than ever in 2018. (Check out today’s Pie Chart of the Week.) And Google continues to offer new services for local business. As they change their advertising branding from AdWords to Google Ads, they are now automating some of the advertising options for SMB’s like targeting and images, all aimed at increasing local business usage. (Check out today’s Good To Know, below.)

We can’t control these things. We can only be good, make that great, at what we do. And while FB and Google are two of the things we want to be great at, our services and capabilities continue to expand well beyond both. In fact, our menu of services is beginning to look downright “agency-like.” Take a look at the chart below, showing the breadth of marketing services offered by local media companies, (from a survey of Local Media Association members.)

I’m not sure it’s fair to really call ourselves an “agency.” But the ability to be agnostic when it comes to creating and delivering a marketing solution is a strong attribute. And it allows us to position ourselves in a way where we are not really competing with Facebook and Google.  That’s the beauty of our ever-growing menu of services. We don’t have to rely on advertising alone. A number of local media sites generate more than half their digital revenue from services. They are choosing an alternative route to advertising alone, providing more holistic solutions to local businesses.

There’s no big moral to the story this week, no big “AHA” moment. As the Coastal North Carolina sales team closes out this round of Best of the Best sales, it’s the perfect time to devote attention to local businesses and their full marketing needs. Services should be considered in many recommendations. No, we shouldn’t be in competition with Facebook and Google. We are using them for broader and deeper marketing solutions, going beyond advertising needs to help local businesses. And that is something we CAN control.


Quote of the week

“They say that nobody is perfect. Then they tell you practice makes perfect. I wish they’d make up their minds.”

— Winston Churchill


Your MOM Knows Best 

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.


Sales

UPDATE-GateHouse Presentation Templates

All presentations to follow the GH template, immediately please.

  • Please note that these have been introduced and are available on the GateHouse Media Portal. Effective immediately, all ENC and SNM presentations should follow the GH template, both design and content flow. These are designed to follow the Sales Transformation steps and touch points, following the format will help guide us along the way. Please access these templates regularly. (Caution-if you download to your hard drive, be prepared to access again for any changes and/or updates that may occur from GH.)

NEW-Campaign reports continually updated, on the drive

  • Don’t forget to access the campaign reports on the drive, for our customers. These will be updated when received. Don’t expect to hear of an update, just access them and you’ll have the latest and greatest to share with clients. For ease of access, check the REPORTS page of MOM.

UPDATE!-Best of the Best

  • Vote for Me status

ENC and StarNewsMedia reports are on MOM!

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O  Rich Media Calendars
  • ENC Front page sticky note calendars

Training

UPDATE-Google Digital Sales Certification

Everyone is required to renew, or pass for the first time, the Google Digital Sales Certification. Here’s our tracker for this certification…

  • When you have passed, send me your certificate.
  • Congratulations to Cassie Groff, Kinston, for passing the certification on July 9!

NEW-July 2018 Digital Webinars from GateHouse and ThriveHive

  • The August Digital Updates from GH and TH will take place on Thursday, August 23rd at 1pm EST and Friday August 24th at 10am EST. Register for one of these sessions on the ThriveHive training website.

Marketing

Pie Chart of the Week-Local SMB’s Spending More with Facebook.

From Borrell Associates’ 2018 Local Advertising Survey, comes more news about the love affair between local business and Facebook. In spite of all the negative news surrounding FB, local businesses will be relying on it more than ever in 2017.

  • 70% of local SMB’s surveyed consider FB as, or more effective than last year.
  • 78% of local businesses surveyed will participate with Facebook in 2018.

 


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • Google makes things even easier for SMB’s. Google has rolled out its first solution under the Google Ads brand, and it’s directed at SMB’s. This is a fully automated solution for creative, targeting with goals of phone calls, website visits and requests for directions. I strongly urge reading this, it’s directed at our customers. Check it out on SearchEngineLand
  • Local publishers looking more like agencies for growth. Local media properties are selling a broad spectrum of services to help SMB’s. It’s not just advertising anymore. Read more on this on Digiday.
  • Ever used the word “Algorithm” and still not know what it means? Here’s a great glossary of digital terms that you may hear often but might not know exactly what they mean. (This will make you look like a genius!) Check this out on SearchEngineLand.