Marketing your Organisation Introduction to Marketing (the short, short version…) Andrew Smith Wandsworth Voluntary Sector Development Agency

Marketing your Organisation Marketing Many voluntary and community organisations do not understand the concept of marketing and lack the systems to implement it. Do you agree?

Marketing your Organisation What is Marketing? Identifying a need Matching resources against that need Building relationships to deliver services Delivering services based on need in a cost effective way Sound familiar?

Marketing your Organisation Marketing Principles It is not sufficient simply to provide a product or service and then concentrate on finding people to buy it You must find out what customers want and then produce a product or service that meets those needs KNOW YOUR CUSTOMER

Marketing your Organisation Knowing your customers When you understand how customers think and what they like and want… …you can develop services that meet those needs… …and come up with appropriate ways to communicate with them.

Marketing your Organisation Benefits not features How will people benefit from what you are offering? Insurance doesn’t sell the covering amount, they sell the benefit of security. “Volunteering will bring you into contact with other people, which means that you will build a bigger circle of friends”

Marketing your Organisation Needs and Wants A customer needs a drill bit. What the customer really wants is a hole. Needs help satisfy wants (the end result). A means to an end.

Marketing your Organisation Benefits and Features In small groups spend time discussing : What are the main features and benefits of volunteer centres? –Brokerage –Good practice development –Policy response

Marketing your Organisation The Message Messaging is the hook that captivates a customer’s attention. If the marketing message is not relevant it won’t garner a second glance. Use motivations to make it relevant.

Marketing your Organisation AIDCA The engagement model that marketing communication is intended to initiate in the mind of a prospective customer. Attention: Last year, three of your fellow local charities doubled their donations thanks to good marketing. How are YOU going to improve yours? Information: We are a support organisation that exists specifically to help you with everything from designing a website to crafting a marketing plan.

Marketing your Organisation AIDCA Desire: You exist to make a difference to your community. So do we. Even if you’re not sure what marketing is, or what you need we can help you increase donors, recruit more volunteers and generally raise awareness. Conviction: We have done this successfully for several local charities. Here’s what they have to say about us. Action: Contact us in the following ways. Act now.

Marketing your Organisation AIDCA Attention = Key point Information = Features Desire = benefits Conviction = Evidence, case studies Action = Response mechanism

Marketing your Organisation Your turn Using the AIDCA model what messages can you come up with for Volunteer Centres? –Brokerage –Good practice development –Policy response

Marketing your Organisation The Right Approach Focus of helping not selling. No one likes to feel they are being sold to. How did you react the last time a double glazing salesperson caught you on the phone? People like to make their own buying decisions and seek out what they want. Initial product/service is based on need.

Marketing your Organisation Thank you Andrew Smith Operations Manager