CHAPTER 8 FRI 10/11/23

Marketing is the process of creating and delivering desired goods and services
to customers and involves all of the activities associated with winning and
retaining loyal customers.

bootstrap marketing strategies

unconventional, low cost, creative marketing strategies designed to give small
companies an edge over their larger, richer, more powerful rivals.
A sound bootstrap marketing plan reflects a company’s understanding of its
customers and acknowledges that satisfying them is the foundation of every
business. profits are the outcome of creating value for your target customers.
Every area of the business must practice putting the customer first in planning
and actions.
A bootstrap marketing plan should accomplish three objectives:
1. It should pinpoint the specific target markets the small company will serve.
2. It should determine customer needs and wants through market research.
3. It should analyze the firm’s competitive advantages and build a bootstrap
marketing strategy around them to communicate its value proposition to the
target market.

Pinpointing the Target Market

One of the first steps in building a bootstrap marketing plan is to identify a
small company’s target market—the specific group of customers at whom the
company aims its goods or services. The more a business knows about its local
markets and its customers and their buying habits and preferences, the more
precisely it can focus its marketing efforts on the group(s) of customers who
are most likely to buy its products or services.
From market research, they know their customers’ income levels, lifestyles,
buying patterns, likes and dislikes, and even their psychological profiles —why
they buy. These companies offer prices that are appropriate to their target
customers’ buying power, product lines that appeal to their tastes, and service
they expect. The payoff comes in the form of higher sales, profits, and
customer loyalty.

Determining Customer Needs and Wants through Market

Research
Entrepreneurs who stay in tune with demographic, social, and economic
trends are able to spot growing and emerging market opportunities. An
entrepreneur’s goal is to make sure that his or her company’s marketing plan
is on track with the most significant trends that are shaping the industry.
The Value of Market Research
Marketing consultants argue that information is just as much a business asset
as equipment, machinery, and inventory. Market research is the vehicle for
gathering the information that serves as the foundation for the marketing
plan. It involves systematically collecting, analyzing, and interpreting data
pertaining to a company’s market, customers, and competitors. The objective
of market research is to learn how to improve the level of satisfaction for
existing customers and to find ways to attract new customers.
Next, entrepreneurs should make a list of the major trends they spot and
should briefly describe how well their products or services match these trends.
How to Conduct Market Research
The goal of market research is to reduce the risks associated with making
business decisions. For the entrepreneur, there is no bigger decision than the
one to start or not start a new business. Market research can replace
misinformation and assumptions with facts
Successful market research consists of four steps: define the problem, collect
the data, analyze and interpret the data, and draw conclusions,
1. Define the objective. For a new business, the objective
is to test the assumptions made while developing the business model. For an
existing business, the objective is to better understand changes occurring in its
business or in its market.
2. Collect the data. he marketing approach that dominates today is
individualized (one-to-one) marketing, which involves gathering data on
individual customers and then developing a marketing program designed
specifically to appeal to their needs, tastes, and preferences. The idea is to
treat each customer as an individual, and the goal is to transform a company’s
best and most profitable customers into loyal, lifetime customers. Two basic
methods are available: conducting primary research, data you collect and
analyze yourself, and gathering secondary research, data that have already
been compile and that are available, often at a reasonable cost or even free.
computer hardware and software, data mining. is now possible for even very
small businesses. Data mining is a process in which computer software that
uses statistical analysis, database technology, and artificial intelligence finds
hidden patterns, trends, and connections in data so that business owners can
make better marketing decisions and predictions about customers’ behavior.
3. Analyze and interpret the data. Entrepreneurs must use judgment and
common sense to determine what the results of their research mean.
4. Draw conclusions and act. The market research process is not complete
until the business owner acts on the information collected. Based on an
understanding of what the facts really mean, the owner must then decide how
to use the information in the business.
Plotting a Bootstrap Marketing Strategy: How to Build a
Competitive Edge
To be successful bootstrap marketers, entrepreneurs must be as innovative in
creating their marketing strategies as they are in developing new product and
service ideas.
Bootstrap Marketing Principles
The following 14 principles can help business owners create powerful,
effective bootstrap marketing strategies.
-FIND A NICHE AND FILL IT
focus (niche) strategy allows a small company to maximize the advantages of
its size and to compete effectively even in industries dominated by giants by
serving its target customers better than its competitors. Focusing on niches
that are too small to be attractive to large companies is a common recipe for
success among thriving small companies.
-USE THE POWER OF PUBLICITY
Publicity is any commercial news covered by the media that boosts sales but
for which a small company does not pay.
The following tactics can help entrepreneurs stimulate publicity for their
companies:
*Write an article that will interest your customers or potential customers.
*Sponsor an event designed to attract attention
*Contact local television and radio stations and offer to be interviewed
*Offer or sponsor a seminar
*Sponsor a community project or support a nonprofit organization or charity
-DON’T JUST SELL; ENTERTAIN
online video advertising. Many of the videos receive millions of views
-STRIVE TO BE UNIQUE
entrepreneurs can achieve a unique place in the market in a variety of ways,
including through the products and services they offer, the marketing and
promotional campaigns they use, the store layouts they design, and the
business strategies they employ.
-BUILD A COMMUNITY WITH CUSTOMERS
Some of the most successful companies interact with their customers
regularly, intentionally, and purposefully to create meaningful, lasting
relationships with them.
-CONNECT WITH CUSTOMERS ON AN EMOTIONAL LEVEL
They connect with their customers emotionally by providing captivating
products, supporting causes that are important to their customer base, taking
exceptional care of their customers, surpassing customers’ expectations in
quality and service,
The goal is not only to create lifelong, loyal customers but also to transform
customers into passionate brand advocates, people who promote a company’s
products or services to friends, family members, and others.
One important aspect of connecting with customers is defining the company’s
unique selling proposition (USP), a key customer benefit of a product or
service that sets it apart from its competition.
The best way to identify a meaningful USP that connects a company to its
target customers is to describe the primary benefit(s) its product or service
offers customers and then to list other, secondary benefits it provides. A
business is unlikely to have more than three primary benefits, which should be
unique and able to set it apart. When describing the top benefits the company
offers its customers, entrepreneurs must look beyond just the physical
characteristics of the produce or service. Sometimes the most powerful USP
emphasizes the intangible, psychological, and emotional benefits a product or
service offers customers—for example, safety, “coolness,” security,
acceptance, and status. The goal is to use the USP to enable a company to
stand out in customers’ minds.
It is also important to develop a brief list of the facts that support your
company’s USP, such as 24-hour service, a fully trained staff, awards won, and
so on. By focusing the message on these top benefits and the facts supporting
them, business owners can communicate their USPs to their target audiences
in meaningful, attention-getting ways. Building a firm’s marketing message
around its core USP spells out for customers the specific benefit they get if
they buy that product or service and why they should do business with your
company rather than with the competition.
Finally, once a small company begins communicating its USP to customers, it
has to fulfill the promise!
-CREATE AN IDENTITY FOR YOUR BUSINESS THROUGH BRANDING
to differentiate their businesses from the competition. Branding involves
communicating a company’s unique selling proposition to its target customers
in a consistent and integrated manner
-EMBRACE SOCIAL MARKETING
LinkedIn. Facebook. Twitter.
-BE DEDICATED TO SERVICE AND CUSTOMER SATISFACTION
The rewards for providing excellent customer service are great, and the
penalties for failing to do so are severe. Excellence in customer service means
that a company must meet the expectations its business model creates for
customers. Excellent customer service may mean quick, efficient service, or it
may mean absolute attention to customers’ specific wants and needs.
Unhappy customers are likely to tell their poor service stories to family
members and friends. Consumers expect a quick response to their complaints
on social media.
-RETAIN EXISTING CUSTOMERS
means building long-term relationships with customers. Research shows that
customers who are satisfied with a company’s products and customer service
are more likely to be repeat customers and are less sensitive to price
increases. Many studies also show that high levels of customer retention
result in above-average profits and superior growth in market share.
-BE DEVOTED TO QUALITY
quality is more than just a slogan posted on the company bulletin board;
world-class companies treat quality as a strategic objective—an integral part
of a company’s strategy and culture. This philosophy is called total quality
management (TQM)—quality not just in the product or service itself but also
in every aspect of the business and its relationship with the customer and
continuous improvement in the quality delivered to customers.
The key to developing a successful TQM philosophy is seeing the world from
the customer’s point of view. In other words, quality must reflect the needs
and wants of the customer. TQM supports the value proposition of the
business model.
-ATTEND TO CONVENIENCE
Several studies have found that customers rank easy access to goods and
services at the top of their purchase criteria.
-CONCENTRATE ON INNOVATION
Innovation is the key to future success. Markets change too quickly and
competitors move too fast for a small company to stand still and remain
competitive. small businesses can compete by putting all of their efforts into
finding new products and markets
-EMPHASIZE SPEED
This philosophy of speed is based on time compression management (TCM),
which involves three principles: (1) speeding new products to market, (2)
shortening customer response time in manufacturing and delivery, and (3)
reducing the administrative time required to fill an order. Victory in this time-
obsessed economy goes to the company that can deliver goods and services
the fastest, not necessarily those that are the biggest and most powerful.