-Eliminating bias and jargon from marketing communications
-Understanding how engineers create and understand communications
-Communicating with the B2B buyer
Jargon:B:What is Jargon? When is it valuable?Clear communication depends on audienceMarketing needs from Engineer two things: Technical Jargon, Benefit of productBring in design engineer to mktg brief- close gap of jargonL: Connects us- VerificationAll fields, Not Specific to ENGCollaborationWork through the cloudENG + MKT need to be sold….benefit over competitorAudience perceptionJargon to non-technical groupFamiliarityB: Trusting both sides, pick out valueTwo needs from EngTransfer Knowledge; Job complete?Audience =jargon ; Common denominatorThrow around jargon
L: What are engineers thinking?Needs fixing/needs improvementSkeptical/hard sellOK WITH Technicalities/detailsEinstein quote –refer to slideImpede project/My wayConfidence to hand overB: Best Buy Example / smart buyerHollywood approachEngineers, genius ideasPromotional fluff, bring value or wasted dollarsAll sizzle no steakMarketing –benefit, Eng- ProofL: DP QuoteConfidence- eng. can mkt, mktg can eng.Conflict/compromise/partnersEmpower message to launch effectively – join forces
B: Best Buy Example / smart buyerHollywood approachEngineers, genius ideasPromotional fluff, bring value or wasted dollarsAll sizzle no steakMarketing –benefit, Eng- ProofL: DP QuoteConfidence- eng. can mkt, mktg can eng.Conflict/compromise/partnersEmpower message
L: DP QuoteConfidence- eng. can mkt, mktg can eng.Conflict/compromise/partnersEmpower message
B: Need both sides of the brain to complete equationRight brain: creative, intuitive, visual--refer to slideVacation exampleLeft brainers “Just the facts ma’am”L: JokePracticality v flashyBest buy exampleDesigners, mathematician, creatorsMKT- tough job – perceived valuePoll: toothpaste-colgateBias/decisions/emotionalB: MKTG needs ENG, ENG needs MTKGLogical v emotional, but all things emotionalSupporting details to procure the sell- Pull value for explosive launchConfidence in each other to advance
B: Why is marketing important?Impulse buy v project driven purchasesCommoditized productsConstant and memorable collateral is key along with compellingBuyer- weighs facts, makes comparison, only buy back on his requirementsGrasp attention with benefit, fluffRefer to best buy- never would have drawn in w/out mktgMust have supporting backup- no teasing, superficial fluffBuy our product, become and advocate