Guerrilla Marketing

by Levinson, Jay Conrad

• ISBN13: 9780618785919
• ISBN10: 0618785914
• Edition: 4th
• Format: Paperback
• Copyright: 2007-05-22
• Publisher: Mariner Books

Summary

When Guerrilla Marketing was first published in 1983, Jay Levinson revolutionized marketing strategies for the small-business owner with his take-no-prisoners approach to finding clients. Based on hundreds of solid ideas that really work, Levinson's philosophy has given birth to a new way of learning about market share and how to gain it. In this completely revised and expanded fourth edition, Levinson offers a new arsenal of weaponry for small-business success in the next century. Filled with strategies for marketing on the Internet (explaining when and precisely how to use it), tips for puttingother new technologies to work, programs for targeting prospects and cultivating repeat and referral business, and management lessons in the age of telecommuting and freelance employees, this book will be the entrepreneur's marketing bible in the twenty-first century.

Author Biography

Jay Conrad Levinson is the author of more than a dozen books in the Guerrilla Marketing series. A former vice president and creative director at J. Walter Thompson Advertising and Leo Burnett Advertising, he is the chairman of Guerrilla Marketing International, a consulting firm serving large and small businesses worldwide.

Table of Contents

Introduction	p. xi
The Guerrilla Approach
What Is Guerrilla Marketing Today?	p. 3
The Need for Guerrilla Marketing	p. 11
The Sixteen Monumental Secrets of Guerrilla Marketing	p. 22
Developing a Guerrilla Marketing Plan	p. 36
Developing Truly Creative Marketing	p. 49
Selecting the Most Lethal Marketing Methods	p. 58
Secrets of Saving Marketing Money	p. 71
Research: The Starting Point of a Guerrilla Marketing Campaign	p. 83
Minimedia Marketing
Truths About Minimedia Marketing	p. 97
Maximedia Marketing
Guerrilla-Style Maximedia Marketing	p. 161
New-Media Marketing
E-Media Marketing	p. 215
Info-Media Marketing	p. 252
Human-Media Marketing	p. 268
Nonmedia Marketing	p. 283
The Nature of the Guerrilla
Guerrilla Company Attributes	p. 307
Guerrilla Company Attitudes	p. 323
Guerrilla Marketing Psychology	p. 332
The 200 Weapons of Guerrilla Marketing	p. 337
Acknowledgments	p. 341
Information Arsenal for Guerrillas	p. 343
Index
Table of Contents provided by Publisher. All Rights Reserved.

Excerpts

What Is Guerrilla Marketing Today? Marketing is every bit of contact your company has with anyone in the outside world. Every bit of contact. That means a lot of marketing opportunities. It does not mean investing a lot of money. The meaning is clear: Marketing includes the name of your business; the determination of whether you will be selling a product or a service; the method of manufacture or servicing; the color, size, and shape of your product; the packaging; the location of your business; the advertising, public relations, Web site, branding, e-mail signature, voicemail message on your machine, and sales presentation; the telephone inquiries; the sales training; the problem solving; the growth plan and the referral plan; and the people who represent you, you, and your follow-up. Marketing includes your idea for your brand, your service, your attitude, and the passion you bring to your business. If you gather from this that marketing is a complex process, you're right. Marketing is the art of getting people to change their minds - or to maintain their mindsets if they're already inclined to do business with you. People must either switch brands or purchase a type of product or service that has never existed before. That's asking a lot of them. Every little thing you do and show and say - not only your advertising or your Web site - is going to affect people's perceptions of you. That's probably not going to happen in a flash. Or a month. Or even a year. And that's why it's crucial for you to know that marketing is a process, not an event. Marketing may be a series of events, but if you're a guerrilla marketer, marketing has a beginning and a middle but not an ending. By the way, when I write the word marketing, I'm thinking of your prospects and your current customers. Nothing personal, but when you read the word marketing, you're probably thinking of prospects only. Don't make that mistake. More than half your marketing time should be devoted to your existing customers. A cornerstone of guerrilla marketing is customer follow- up. Without it, all that you've invested into getting those customers is like dust in the wind. Marketing is also the truth made fascinating. When you view marketing from the vantage point of the guerrilla, you realize that it's your opportunity to help your prospects and customers succeed. They want to succeed at earning more money, building their company, losing weight, attracting a mate, becoming more fit, or quitting smoking. You can help them. You can show them how to achieve their goal. Marketing is not about you. It's about them. I hope you never forget that. Marketing, if you go about things in the right way, is also a circle. The circle begins with your idea for bringing revenue into your life. Marketing becomes a circle when you have the blessed patronage of repeat and referral customers. The better able you are to view marketing as a circle, the more you'll concentrate on those repeat and referral people. A pleasant side effect of that perspective is that you'll invest less money in marketing, but your profits will consistently climb. Marketing is more of a science every day as we learn new ways to measure and predict behavior, influence people, and test and quantify marketing It's more of a science as psychologists tell us more and more about human behavior. Marketing is also unquestionably an art form because writing is an art, drawing is an art, photography is an art, dancing is an art, music is an art, editing is an art, and acting is an art. Put them all together, and they spell marketing - probably the most eclectic art form the world has ever known. But