I mentioned last week that I was working on both a marketing plan and a personal strategic plan, and that there would be places where they would intersect.
The personal strategic plan won’t be ready until sometime in February. But I’ve been working on the marketing plan, because that’s important to land the work.
My plan is multi-tiered. I work marketing myself as far as the books, plays, radio plays, etc. I work marketing myself when I pitch to publications or bloggers editors.
I also work marketing myself to potential clients, where I write up THEIR marketing plans. A future post will talk about some of those challenges, especially when it comes to small businesses.
Each of these tiers has a slightly different focus. A different slant.
I’m an advocate of media kits, especially for authors. You want top-tier coverage? Put together a good media kit and get it out there.
My own challenge with my main media kit is that I tried to put too much into it and it became unwieldy. So I’m streamlining it. That’s a conversation for another day.
For me, the absolute, most important question in any marketing plan is:
What do I want?
When it comes to the books, the answer is “book sales” or “coverage that will lead to book sales.”
When it comes to the plays or radio plays the answer is “a production contract.”
When it comes to publications/editors, the answer is “a well-paid assignment that will hopefully lead to more of the same.”
When it comes to potential clients, the answer is “a meeting to see if we are compatible.”
The latter answer is fairly new. The answer used to be “hired by the client.”
But what I want from a client relationship has changed, especially over the last year and change. It’s not just about getting hired, any hire; it’s about working with and for someone I can like and respect. Someone I believe has ethics and integrity on multiple levels.
You can talk all you want about how “being professional” means you can work with anyone. Great. Go ahead.
That is not my choice.
I want to work with clients who have both personal and professional integrity. Who are doing something about which they are passionate. I might not know much about it, or be passionate about it myself, but if they love it, I can use that passion and communicate it effectively, thereby growing their business.
But not if I think they don’t have personal and professional integrity. That is a personal choice. Separating last year from a client whose ethics I felt were shaky (although everything was technically legal) was the right move.
This shift changes the way I market myself to clients. It means I do more research earlier in the process about the client and the business, before I even send an LOI. Not just that they’re a company with some stability and not a fly-by-night, but more about how they do business, with whom they do business, how they interact in the community.
It also adds value to the initial meeting.
So, my first question in any marketing plan for myself is “What do I want?”
Which is different than when I meet with clients to work on THEIR marketing plans — again, a conversation for another day.
Different Strategies for Different Tiers
Since I do many different things, I work on a strategy for each type of work I do. My marketing plan for the books includes new releases, the back list, re-releases, how I work with the publisher, what portions of the marketing burden the publisher takes on, doing swag for promotional packages, adding in appearances, workshops, etc.
Budget factors hugely in this; 2018’s biggest obstacle was not having the marketing budget to do what I knew I needed and wanted for the books. I hope to make the necessary adjustments for 2019.
The marketing plan for the plays is about sitting down with the Theatre Guild’s list and seeing what play fits with which theatres in the US, and going through lists of international companies to see if any of them would be a good international fit (although, on the current political scene, it’s much harder to go international now, which is a blow to me, since my work does well overseas). The marketing for the radio plays is similar to that of theatre plays, although there are fewer venues.
With the plays and radio plays, it’s also seeing about who’s accepting pitches to commission new works and seeing if something I want to write fits. Commissioned work is important in this field.
This doesn’t need a lot of money; it’s more about well-written plays, outlines, samples, and previous credits. It is, however, about time and research.
Articles/publications marketing/pitching is constant, because editors move and publications start and cease. It’s about keeping up with the market, having an updated portfolio of samples (or, in my case, several), and sending out pitches every week. There’s also tracking the pitches, which is important for all of them.
Pitching to clients is about networking, watching businesses and listings, and seeing who needs what, and who might not know they need something, but I can suggest an approach that is useful.
It’s full of moving pieces, and, in my case, requires a large print calendar where I can see a month or more at a time.
Every electronic calendar I’ve ever used has failed me.
The hardest habit to get into is constant marketing. When you have a lot of work, you want to focus on the work, not getting more work.
But this is exactly when you need to focus on getting more work, so you’re not scrambling with NO work when you’ve finished your current work.
The more you can have certain materials ready, the less time it will take to put together your pitches and get the out the door. I talk about this in detail in my workshop and Topic Workbook Setting Up Your Submission System.
Have these pieces ready:
Current resume (I have more than one, each with a focus)
Sample portfolios (online and as samples you can send. Again, I have several)
Updated clip files (online and hard copies)
Quick bio paragraph with credits (about 250 words)
For fiction/plays/radio plays, as soon as I deem a piece ready to go out on submission, be it to agent or editor or producer, I prepare the following (each in a separate document):
One paragraph summary
Chapter outline (if applicable)
Synopsis (if applicable)
First 3 Chapters/50 pages/10 pages in .doc and .rtf
Radio plays in both BBC format and US format (I only do US Numbered format upon request)
I have a Submission Log of the full pieces that go out, and a Pitch/Query log for pitches, queries, and partials.
I dropped the ball on my LOI log last year for business writing, which was a huge mistake. I will remedy that in 2019.
Logs help you track deadlines, payments, contract dates, and follow-up.
It’s not always possible to market every day, but set aside a few hours each week, and make sure you get out there.
Taking a few days to set an overall plan for the different facets you plan to explore will save you time in the long run.
The more you pitch, the more likely you are to land a good assignment, and the less likely you’ll have to scramble during fallow times.