8 Recommendations Before Hiring New Digital Direct Marketing Talent
If you're an employer that recognizes you need new digital direct marketing approaches, you may be apprehensive about hiring new talent. When you hire new people, you risk a cultural misfit between the style and approach of a traditional direct marketer and a digital direct marketer. If it doesn't work out between the employer and employee after a few months, there is a lot of lose-lose for all parties concerned.
The employer has made a costly mistake with the hire. The employee has possibly given up a good position and relocated. The employer gives up on digital direct marketing, declaring that it's conceptually not a fit with traditional direct marketing, when it may actually have only been company cultural barriers, skills of the employee, or a lack of commitment to fund digital initiatives by the employer.
Consider, too, that there is the high demand these days for digital talent. Target Marketing's recent article, 5 Trends in Direct Marketing Job-Hunting and Hiring, by Executive Recruiter Jerry Bernhart, raised excellent points about the state of human resource recruitment for direct marketing companies.
It's clear, based on Bernhart's experience, that candidates are getting multiple offers, suggesting that those individuals who are trained in digital marketing, or those who have reinvented themselves, are the folks getting not only offers, but competitive offers with higher pay.
But what if you're among those "... tens of thousands of companies out there that have little more than a rudimentary Web presence," referenced in the article? How do you, if you're faced with the need to reinvent your marketing approaches, recognize the right talent for a new digital direct marketing position and process that's unproven inside your organization?
Here are eight recommendations, with complete acknowledgement this is a biased perspective coming from my personal experience of having started new departments to lay the groundwork before hiring a new employee.
- Retain a Consultant First
Bring on an independent consultant to work with your organization a few hours or days a week to create your new department, or your new digital direct marketing infrastructure. This individual should be expected to work with you for several months and be made responsible for several initiatives outlined in the following points.
- Create a Digital Direct Marketing Plan
Your consultant should be versed in more than basic websites and email marketing. The plan probably includes development of a content marketing strategy, using multiple cross-channel media, that is designed to bring in leads. Perhaps the role includes the introduction of customer relationship management (CRM) software. The plan might also include acquisition of a marketing automation system that enables sophisticated nurture marketing programs to integrate direct mail, email, personalized microsites, social, mobile, content marketing and more.
- Fund It
You must be ready to invest the money it will require to see results. Be prepared for this transition to take anywhere from six to 12 months of refinement before it's clear how this can work for you. This can be challenging if your company is seeing slowly declining sales, but the alternative isn't so rosy. If you wait too long, you won't need to worry about funding it as your company slowly disappears into non-existence.
As a business owner or senior manager, obviously you're going to want to have input in the digital marketing plan and how your company's money is invested. But you must accept that to be successful you'll need to empower people to make decisions on your behalf. Of course, with empowerment comes accountability on the part of the consultant and your staff.
- Your Company Culture May Be Stressed
Chances are that if you've brought on a consultant (or fulltime new hire) to make change, your staff will feel threatened. Budget dollars that went to fund existing traditional direct marketing initiatives are likely diverted to new initiatives. That will create anxiety and stress from current long-time staff. And it's human nature for people to become hostile, passive-aggressive, and even work to discreetly sabotage new efforts.
- The Org Chart May Change
The consultant you contract with should be able to objectively evaluate individual staff's strengths so they are placed in a role where your current employees come out winners. The organizational chart will probably evolve during this process.
- Be Flexible and Agile
The future belongs to companies that are flexible and agile. If your culture is slow and overly methodical, ask yourself if you're willing to leave your comfort zone. If not, reread the last sentence in No. 3 above.
- Your Plan to Transition From Consultant to Full-Time Staff
The consultant's responsibility will be to create a transition plan to hand off the keys to new initiatives and processes that have been created (and proven) for your new fulltime hire. Often, the consultant works with an executive recruiter to identify a replacement, and stays on for a few weeks after the new hire starts to ensure a smooth transition. Sometimes, a consultant is asked to stay on fulltime, but consider that a consultant is most likely energized by "the chase," so to speak, and will want to move on to help reinvent the next company.
Following these eight steps will set up better odds for a win-win for employer and employee. By the time a new-hire is on board, the organization has had time to absorb and accept cultural change. Assuming the outcome is successful, this process gives confidence to not only the employer, but the new hire and the entire staff. Most importantly, you have broadened your approaches to reach your market through digital channels that are capturing more of their time and attention
Reinventing Direct is for the direct marketer seeking guidance in the evolving world of online marketing. Gary Hennerberg is a mind code marketing strategist, based on the template from his new book, "Crack the Customer Mind Code." He is recognized as a leading direct marketing consultant and copywriter. He weaves in how to identify a unique selling proposition to position, or reposition, products and services using online and offline marketing approaches, and copywriting sales techniques. He is sought-after for his integration of direct mail, catalogs, email marketing, websites, content marketing, search marketing, retargeting and more. His identification of USPs and copywriting for clients has resulted in sales increases of 15 percent, 35 percent, and even as high as 60 percent. Today he integrates both online and offline media strategies, and proven copywriting techniques, to get clients results. Email him or follow Gary on LinkedIn. Co-authoring this blog is Perry Alexander of ACM Initiatives. Follow Perry on LinkedIn.