According to Richard Harmer of the Brady Media Group, these Deal-A-Day sites don

http://www.chick-fil-a.com/

Masters of Aikido, Judo and TaiJiQuan all leverage the inertia, strength and mass of their opponent to win the match – and small business can do it, too.

How?

By hyper-focusing on the client to build a brand that actually competes with major national brands. As a small business owner, you can over-deliver the tailored, neighborhood-specific, home-town features of your product or service that the big boys across the street cannot offer. That kind of specialty stands out! That helps develop a powerful local brand.
National chains cannot hope to know your customer as well as you do! So leverage that ‘disadvantage’ against the powerhouse national company!

Sorta like Pace Picante Sauce advertising that the competition came from “New York City”!
Yikes!

Yes we all know that Pace is owned by the Campbell Soup Company, and they don’t exactly fit the “small business” label, but even leveraging even a perceived strategic advantage is powerful stuff.
…and of course Texans want to buy their salsa from people in Texas who ‘know salsa,’ right?

My point is, big national companies rarely get to know customers by name, sponsor local high school athletic teams, send store managers to speak at local Rotary clubs, or give their store managers the authority to speak to local media without approval from the “corporate headquarters”.

But you can.

We followed that approach with one of our clients. A small independent pharmacy with no real advertising budget or media footprint. And right across the street – fierce competition from one of the “big boys”!

It’s Texas Star Pharmacy in Plano, Texas.

The owners – Mike and Donna Barsky – wanted to build their brand and expand their client base despite the proximity of a major national chain pharmacy nearby. How did they do it?

By leveraging the opponent’s ponderous weight as a tool! Senior pharmacist Donna Barsky is a marvelous speaker and writer. So she wrote articles and gave educational talks to local civic groups.
With decades of pharmacy experience, she was able to explain complex medical topics to local newspaper and TV reporters, and offer media interviews on health issues at the ‘drop of a hat’ – with no big bureaucracy to navigate for approval.

During flu season, they offered low-cost vaccinations at a local church.

We taught them how to start blogging, podcasting and developing content for YouTube. (She was a natural!)

They offered home delivery, one-on-one counseling for drug compatibility, longer hours, competitive pricing – and every customer got a hug!
Yes, that’s right. Donna’s a hugger!

How could the pharmacy giant possibly compete?

Over the course of the last year, Donna Barsky has been covered by local or national media at least 60 TIMES! And business has grown about 30%! And now they’re opening a new location!
This stuff really works.

A hyper-local focus. Listening to the client and putting their needs first. Becoming a resource for local media. And developing content for yourself (articles, videos, podcasts).

So borrow a page from the Judo Master and make your ‘strategic disadvantage’ into a powerful weapon.

In the book The Tipping Point by Malcolm Gladwell he references

50 pieces of “art” either made of, or inspired by, Red Bull energy drink cans. The Art of the Can
C’mon. Red Bull cans as Art? Welcome to the Golden Age of Content Marketing. And Red Bull is just the tip of the iceberg.

Proctor and Gamble has re-launched Rouge magazine and now delivers it to 11 million US households.

Kraft publishes Comida Y Familia – the largest hispanic womens magazine in the US – and has now entered the short-film business with a series of 2-3 Minute Info-tainment Segments profiling the Oscar Meyer and Ritz brands. They’ve been playing during the previews on more than 15,000 US screens this year.

Mountain Dew launched a record label – Green Label Sound – and is now sponsoring a “Green Label Tour” this summer with the Kool Kids.

Quiksilver was ahead of the curve six years ago when the apparel company co-produced a surfing movie – remember Riding Giants? More recently, they’ve scored with the ‘Dynamite Surfing’ YouTube series. Amazing stuff. Now they sponsor surfboarders, skaters and recording artists.

And of course, those of us in North Texas remember the infamous attempt by Chesapeake Energy to launch Shale TV with my friend and fellow former newscaster Tracy Rowlett. The experiment in branded TV content never got off the ground. But the vision was grand, if perhaps a little premature.

Regardless, it’s not “brand” new (pardon me), but it’s not a temporary trend either, and in fact, the whole content-as-marketing concept is now reaching a maturity that portends a shift of the tectonic plates for all advertisers, for all time. No more interruption. No more distraction and circus-barker shouting about sales and prices and product features. Branded Content is here to stay. At our agency, we call it “Organic Media” – that is, content that originates internally and not in a distant newsroom or an agency’s creative think-tank. Time to be useful and pertinent and honest and smart and resourceful and solve some pressing problems or vanish in the cluttered jungle of by-gone media. Solve your customers’ problems, answer questions, provide service and solutions, or become irrelevant.

Well, that’s fine if you are Mountain Dew or Quiksilver and you have an eight-figure ad and marketing budget. But if not?
How does content marketing work for the rest of us? Great question. The answer = sorry, it’s the same path. Publish content or exit stage right. And as modern marketing guru David Meerman Scott preaches in his books and articles, everyone can and should be a publisher these days. And it doesn’t have to involve your own recording label or national art exhibit.

How?

You need to be smart, first of all. You need to KNOW THE CUSTOMER. Listen. Watch. Pay attention. Ask the right questions. Know what keeps her up at night, tossing in bed or tapping at Google. What problem is she trying to solve? And how can you help her with a quick, affordable solution? Be the fix. Also, find out what media platforms she is most likely to use. Does she Facebook? Does she read the local paper? This is a crucial first step.

Second, you need to BE STRATEGIC. Don’t start tweeting willy-nilly or blasting out pretty marketing e-mails without a strong, identifiable plan and a purpose. Who do you want to be?
What’s your strategic position? What’s the powerful tag line? Does it work? And is it WORTHY OF CONTENT MARKETING? Is it WORTHY OF PR? (Journalists may be struggling these days, but they still won’t do your marketing for you. However, if you have something useful and unique, they might want to quote you!)
Find someone who can ask the really tough questions. Do the difficult work of deciding what strategic position you want to occupy among your competitors. If you’re competing on price alone, I wouldn’t waste the time and mental effort to develop a serious campaign.
Generic platitudes along the lines of “We’re Just Better” or “Quality and Value” or “We Stand the Test of Time” really don’t trigger the kind of emotional response on which strong brands are built.
Neither do they help solicit news media coverage. Instead, ask ‘What is the one thing we do better than anybody else?’ or ‘What is the single most powerful advantage we have?’

Third, BE CREATIVE. If you’re not a writer, but you’ve discovered that your typical customer reads blogs and a company blog fits into your budget (what’s it cost, again?) – then HIRE A WRITER! Find someone who can tap into your corporate braintrust and interpret the know-how for the layman. Find someone who’s writing you enjoy and who’s written about your industry. Give away (some of) your secret sauce. Where? Well, online first. Realize that as soon as you launch a website, you’re basically in the content marketing business. Meerman Scott preaches (and I’m para-phrasing) ‘great content is what BRANDS A RELEVANT ORGANIZATION and DRIVES ACTION’. If your website is fun and engaging and pertinent, then your company is viewed the same. If your website is stale and flat, then…. well, you get it.
(Be sure to include some call to action online. How will a visitor to your website be asked to take an action that initiates the sales cycle? How can you add them to a mailing list or capture the e-mail address?)

These days, some of us just are NOT readers. Fine, then how about video? (Yes, as a former TV news guy, it’s my preferred format…) Why not post a quick interview with the CEO or a few satisfied customers?
How about a virtual tour of your factory or warehouse? Why not let web browsers see how proud you are of the people you employ? And if you don’t own a little Kodak Zi8 or High-Def Flip Camera – then HIRE A VIDEOGRAPHER! It’s really not terribly expensive. Again, find someone who’s previous work you appreciate. Ask about the day-rate for shooting and (additionally) for editing. Ask about the format, and remember to ask your web-master about an appropriate video format. The finished product has to be compatible with your website. Still, it’s not a big deal.

Fourth, THINK LIKE A JOURNALIST! What kind of interesting, useful content would you like to read about your industry, product or cause? Can you sponsor an on-line poll? (Check our Survey Monkey or Constant Contact.) Can you interview an industry or association leader and write up a summary? Can you offer a ‘behind-the-scenes’ snapshot of one of your major projects – and how you tackled a particularly tough job?
Can you offer advice on going ‘green’? What are some pertinent thoughts on customer service? Or warranties? Or a recent trade show you attended? Keep it short. Most of us don’t want to be bogged down reading multiple pages. Highlight the key points. Summarize. Offer references. Valuable websites. Tips. Hints. Insider stuff.

Fifth, ENGAGE. Frightening as it seems, the branding equation is no longer a one-way street. If you’re not involved in a dialogue with your client or customer, rest assured that someone else is. Probably one of your competitors. Allow public commentary of your blog and photos and YouTube Channel (don’t have a YouTube Channel yet? Then STOP reading this blog post and GET ONE NOW! Anything with your corporate name, if it’s still available.) Try to elicit a response on your website or any social media platform. If you just ‘don’t have the time’ for the Facebook fan page, then find someone in your organization who does, or simply make it part of his or her job description. Yes, it’s that important now. Think of it as you might consider a community garden. Yes, it takes some time to weed and fertilize and water. But imagine the beans and carrots and peppers you’ll grow! And who knows? You might just meet a neighbor. The internet magnifies the networking possibilities almost infinitely.

Another opportunity to engage is to think like Red Bull and sponsor something. How about a local lecture series? (Post the video!) Or a live concert? (Post the video!) Or a community service project? (Sure, post the video!) Maybe you can’t publish a glossy news-style magazine, but what sort of stylish e-mail newsletter can you send out? If you’re not a graphic designer, fine. HIRE A GRAPHIC DESIGNER to organize your ramblings once a month and then blast out the product to your mailing list.

Or maybe you hire the freelance videographer to come in once a month and videotape something interesting and worthwhile for your website. Or you hire a freelance still photographer to shoot your service project, or maybe to capture a ‘day in the life’ of one of your best employees. Or maybe you sponsor a kid’s contest to write speeches on a topic that pertains to your industry. And then videotape the winner giving her speech and – again – post the video on your website.

I know, it’s often a Time v. Money question for the small business-owner or entrepreneur. Publishing new content on the website or sponsoring a concert are often the LAST item on the to-do list.
But old advertising is stepping aside.

And the Age of Red Bull Art is on the rise.

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