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by Matt Maginley July 31, 2014

 

Managed Media and Marketing Services is a marketing firm based in Westwood New Jersey owned by consultant Matthew Maginley. It focuses on helping small and medium businesses with marketing strategies.

“Businesses can increase sales and profits without spending more money on advertising by starting with these three basic steps. Step one is to find what is unique about the business that gets people to buy from them. Step two is to understand the customer’s buying strategy, and step three is to focus on customer sales rather than prospecting.”

“Businesses all use the same tools: a website, email, mobile marketing, and social media. The challenge for them is to communicate the message of their uniqueness to the right people. If they miss that, what ends up happening is that the business falls into the trap of buying more advertising that addresses the wrong market. That is where we can help them,” says Matt Maginley, President of Managed Media Services and Marketing based in Westwood, New Jersey.

“We show businesses how to see things from the buyer’s perspective and have a message focused on a customer’s buying strategy. It is more effective and profitable for a business to talk to customers about what they want to buy and to understand the strategy for buying than it is to tell and sell. Remember, nobody likes to be sold to, but everybody likes to buy buy things,” Maginley says with a smile.

Having worked in advertising his entire life, Matt Maginley says, “The simple truth is that most people just haven’t been exposed to marketing strategies. We have a complete one-hour presentation that we can do for organizations such as a chamber of commerce, or trade group, or for an individual business. I also make available a full recording of a consultation call where we explain step-by-step a successful strategic marketing plan.

“I’ve worked on major brands my entire life, and these are the fundamental models that make up the basics of marketing. The easiest way to explain it is that advertising is about selling, and marketing is about buying. You can sell against the competition, but you market to your customers. We also help with social media, email marketing, newsletters, and press releases. These are the basics that all companies put effort into, and we cover these basics and then go into an area that many companies overlook. Once we bring it to their attention, they get it immediately. We are looking to do the same for more of the businesses in New Jersey by providing marketing portals similar to the one created for the Hasbrouck Heights Chamber of Commerce,” Maginley says in conclusion.

Managed Media Services and Marketing is a private marketing consultancy based in New Jersey, serving small and midsized business across the United States. Owned by Matthew Maginley, an executive with over 20 years’ experience at companies such as Lintas, Ogilvy and Mather, and Foote, Cone, and Belding.

Managed Media and Marketing Services is powered by an all-in-one marketing solution for independent consultants through a reseller agreement with GVO – Global Virtual Opportunities, based in San Antonio, TX, which provides hosting, email, and webconferencing. He may be reached at (201) 289-2762 or emailed at matt(at)maginley(dot)info.

The Issue Is…


Many people want to speak to CEOs to sell. After reading “How to Talk to a CEO“, I thought there was another POV on the topic. Let’s use the Darden Restaurants news regarding selling off the Red Lobster unit as a real life point of departure for this discussion.

Following the format of the article I offer 6 highlights as a guide to the five minutes granted to speak to a CEO.

  1. Know what problem (s) are facing the CEO.  If you read the Darden Restaurant Strategic Action Plan to Enhance Shareholder Value, there is some insight to be gained into what a CEO needs to think about/understand about running the business, and possibly how to frame any potential discussion within that thought process. If not sure, ask questions. Diagnose the situation, but have some inkling of an idea of the big picture going into the meeting. Be knowledgeable of the company, competitive environment.
  2. Cite specifics about the nature of the problem. The goal for a CEO is to return shareholder value in most cases. What is preventing this? What obstacles present themselves?
  3. Present a solution. Obviously, there are teams already knowledgeable of the problem and potential solutions, so I look for a way to be part of the overall solution – and maybe not THE solution. What is the best solution? What are the risks?
  4. Listen closely for feedback. This might be what one could call the CEO’s “buying strategy.” After hearing the problem and stating a solution you might hear that they have tried that already, or be given some additional information about why a proposed solution may or may not work. In light of additional factors and information, make your offer . “We can do X to help with that problem.”
  5. Ask to be introduced to the team tasked with the area of interest to continue pursuit of the offer. The goal is to become part of the team as a trusted advisor.
  6. Follow-up intelligently and professionally. Naturally, businesses don’t want their problems broadcast all over town as it can have an adverse effect on share price. The prudent course is to gain trust, and appreciate that over time, you may actually do business one day, if not today. Be clear and concise, and maintain contact and follow the course of action suggested by the CEO.

Meeting any CEO may seem daunting but if there is a clear purpose in mind : writing an article about the CEO or the Company, selling your company’s product/service, or selling yourself. Realize that CEO’s are human beings just like you, but they are under enormous time pressure, and delegate to teams of executives whose job it is to find good ideas that have value. Asking a CEO to commit to more than the proper channel to execute what it is that you want, after a first meeting, is a breach of corporate etiquette, and ill-mannered. My experience has come from cold-calling C-Suite Executives, getting past the gatekeeper, scheduling a specific day and time to call/meet,  and getting on the calendar in the first place.

Here is a challenge you might like to try as a thinking exercise. Read the following Darden Restaurants presentation “Strategic Action Plan to Enhance Shareholder Value” and think through how you would present yourself or your Company’s value proposition/product/service to the CEO.

The solution we offered Darden relative to Real Estate a few years back, was to takeover any vacant retail locations that are under a lease, buy out the lease, and return the value of the leases as media buys using their benchmarked rates, to be used how they please. In this example, I am sometimes referred to the CMO or CFO.

I am curious to hear feedback about how others speak to the C- Suite relative to selling. Feel free to use your own example.

Get your feet wet, speak to a CEO today.

1. The goal of business is to get customers.

2. Sales chases. Marketing attracts.

3. Nobody like to be sold to. Everyone likes to buy.


Click this link to hear a recorded phone call and presentation based on a case study. You’ll hear a case study that illuminates 8 basic principles of marketing that follow these three business truths.

The major consumer brands have used them for the past 100 years. Brands I’ve spent half my life working on. Brands such as Campbells, Nabisco, American Express.

All brands that were entrusted to Ogilvy & Mather.

I worked there when David Ogilvy was there and many other great people who taught me everything I know.

“We sell or else.” – David Ogilvy

Learn these basics and stop wasting your money.
Contact me if you want help with getting started.
You need to first “Click to be a fan”.

 

Click to learn:

How to Increase Sales

without Advertising

 

http://ecode360.com/search/HA1233/?

Look up any ordinance that may impact you in the Borough of Hasbrouck Heights.

 

I’m in agreement with your points but have to do more research to understand how there can be so much construction allowed on contaminated soil in the Meadowlands region as defined by the Heldrich Center, in consultation with the Meadowlands Regional Chamber.  In other words, they will allow some projects but not others. Ball fields, swimming pools, can be considered “beneficial to the community” and fulfill corporate social responsibility, which is a trade off for new business and housing construction which is beneficial to “shareholder value”. Maybe one day NJ news organization editors, as well as Patch.com, and the Huffington Post, will follow-up and look into accessing independent test data. Once moms realize that the increase in spectrum disorders e.g. autism, in children in New Jersey is linked to environmental contamination, particularly heavy metal e.g. mercury and lead, there will be a huge outcry for government leaders to do something.  Until then, the status quo is that Fortune 100 companies such as Honeywell will pursue activities to boost shareholder value without being held accountable for past sins. But there is another side to this: the growth and safety of this great country of ours is dependent on industry and jobs- many of which were defense contract related. We have to realize that our American lifestyle that emerged from the post war baby and economic booms, also brought about the changes in legislation and policy that increased environmental regulations, and were later blamed for inhibiting economic growth. We are slowly realizing that climactic, environmental and social problems were not caused by liberal media bias related but are based on scientific fact and plain old common sense.

 

Berry’s Creek study area site
http://www.epa.gov/region2/superfund/npl/berryscreek/index.html

Catellus has been doing remediation work there since 2007.
http://catellus.com/wp-content/uploads/2011/02/Teterboro-PE1.pdf

2009 report was issued and the area is under study.http://www.epa.gov/region2/superfund/npl/ventronvelsicol/berryscreek_final_cip_april302009.pdf

If your school suffered damage during Hurricane Sandy, edWeb has informed me of an opportunity for schools to receive a grants towards rebuilding efforts.

In April, Princeton University students are hosting a fundraiser and they would like to donate the funds to New Jersey schools that suffered damage in the hurricane.  The effort is being coordinated by the Pace Council for Civic Values.  The students are raising money to offer grants from $500, to a select group of schools.  The total amount of money to be awarded is estimated to be about $5,000.

Since edWeb is located in Princeton, NJ, they volunteered to help the students find schools who need help rebuilding.  One of our edWeb team members lost a home at the shore during the storm.

If your school, or a school you know, suffered damage, you can apply for a Hurricane Sandy Relief Award by completing this application.  Applications should be submitted by April 12th.  Submissions will be reviewed by a student committee to make the final grant awards.

If you are selected to receive an award you will be notified by May 10th.

Hopefully, this fundraising effort can help you in your efforts to restore the shore.

Make a bee-line for:

http://www.search.twitter.com

Monitor it using the RSS feed each individual search produces.

* Enter fragments of phrases that customers use most often to: complain about current providers/products, express need explicitly, express need indirectly, ask their network for help with, etc. etc.

* Scan those feeds a few times per day or set up a daily email so you can scan them—to keep it simple.

* Cherry pick opportunities to: Contact leads directly and close the sale, contact leads and nurture the sale, conduct market / competitive research, etc.

Hope this helps.

I highly recommend not doing what 98% of social marketing gurus tell you to do—and what most major brands do with it (broadcast and/or use it as they would email to conduct customer service).