With all of the shiny new tools out there, many of our small business clients ask whether they still need use email marketing to reach their communities and audiences.  A few months ago, I would have said “yes”, but not as emphatically as I say it now.  A few months ago, I would have spouted off something about how your clients, influencers, and potential clients like to receive their information in different ways.  Not everyone is going to be on Facebook, reading your blog, etc. but they might actually like to hear from you by email.  I believe that this is still the case, however now we have some metrics to back it up.

Last week at the Word of Mouth Marketing Supergenius conference in New York, Olivier Blanchard from The BrandBuilder not only gave an incredibly robust presentation on determining ROI from social media efforts but he also gave a REAL LIFE (these exist!) example of a small business who used different digital and print avenues to promote his business.

From Olivier’s presentation:

Example of spend justification — A retailer suspected his print advertising wasn’t helping. 90% of spend was on print, 10% was on email, blog, and in-store. We embedded unique promo codes in each channel. We did sales as tests. We didn’t need to measure all the time, just slivers of time. Of all promo codes, 4% of sales came from print, 69% came from email, 17% came from Facebook, and 10% came from web and blog.

In our own experience, we have also found that our clients have highest direct sales from email marketing compared to other platforms.  One of the design firms that we work with in Montana held a large sale on all furnishings from one of its manufacturers.  The firm printed and mailed postcards about the sale and….crickets.  For the same sale, we developed an email marketing campaign as well.  At least three large furnishing purchases were attributed directly to the buyers receiving the emails (side note: margins on furniture are large). Emails are sharable too.  For your list of 500, you may reach 1,000 when people forward on something good to their friends. That’s much more difficult with a hard copy mailer.

By what I’ve written in this post, I would imagine that several of you are thinking- “Well then why do we waste our time with Facebook, Twitter, blogging, and the other things that are about to make my brain explode?  Why not just put all of our resources into email marketing if we want to make more money?”  Facebook, Twitter, LinkedIn, blogging, vlogging, etc. are important for the new way that we, as consumers and as sellers interact; we expect that interaction and it’s an important fundamental piece of our new marketplace.  On the digital marketing scale, email marketing is much less conversational. Conversations are important in building the bridges for future sales and future brand development.  Don’t give up on the other platforms, but especially don’t think that email marketing is now obsolete.  Just like each of the other tools, it has its place in your tool belt.

Alexandra and Amanda have just arrived in New York City to enjoy a few days of meetings, great events, and of course– fun. (Would you expect anything less?)
Kicking off today is House Beautiful’s “Kitchen of the Year“ in Rockefeller Plaza– an event full of cooking demonstrations with celebrity chefs, tastings, kitchen design tips, and a fully rendered “Kitchen of the Year” designed by Jeff Lewis. After the daytime activities conclude, Alexandra and Amanda will attend House Beautiful’s “Kitchen of the Year” opening night gala! For more details, watch the video below– and be sure to check Twitter for updates and photos by Alexandra and Amanda.

They will also be meeting with ultra-talented GDM member Ondine Karady at the event, whose 50’s movie- inspired kitchen, “Bumblebee by the Beach,” which was designed for House Beautiful’s “Uncompromising Design“ video series can be seen below.  Alexandra and Amanda have just updated that Ondine’s video has been playing on the big screen in Rockefeller Plaza throughout today’s event– congratulations!  Tomorrow, Ondine’s kitchen design will continue its reign in the spotlight at cooking demos and more sponsored by Jenn-Air.

Credit: Ondine Karady for House Beautiful

Tomorrow, Alexandra and Amanda will attend the Word of Mouth Marketing Supergenius Conference hosted by Gaspedal for some educational nourishment.  The event will feature how-to crash courses in Word of Mouth (WOM) Marketing, brilliant speakers, and real-world case studies.

If you happen to be in New York, head over to Rockefeller Plaza to partake in some of these exciting events. Even if you’re not a design enthusiast, there’s sure to be something for everyone to enjoy!

Again, stay updated on Twitter and follow Alexandra and Amanda as they journey through New York! More to follow…

It’s no surprise that the dirty martini, a symbol of refined revelry and exceptional taste, is also Gibson Design Management’s chosen symbol for a reward of member excellence. Each month, the Dirty Martini award is presented to one of our members, honoring the innovative, devoted and impressive achievements of the people we are so fortunate to work with.  What better way is there to applaud a job well done than by unwinding with a cocktail?

This month, we’d like to congratulate Lane Elisabeth Oliver of LEO Interior Design for her recent media recognition, which praised her skilled design sense and innovative approach when it comes to transforming an interior.  Although Lane’s work has been featured in many publications, last month’s Denver Life Magazine highlighted an LEO Interior Design project in a lengthy spread (“Tidy Transformation”)– describing Lane’s ability to “add life” to an outdated home interior by combining traditional elements with light colors, bold patterns and some impressive faux finishes.  (To read the full article and see pictures of the final interior, visit the LEO Interior Design website and download a PDF version.)

After a job well done, we think Lane deserves to put her feet up and enjoy a refreshing martini.  Congratulations again to Lane Elisabeth Oliver of LEO Interior Design–cheers!

Practical, judicious and well-dressed, Scarlett O’Hara embodies more than just the charm of a Southern belle.  Her character gives us plenty of business-savvy lessons to work with– applicable to any time period, and regardless of proximity to the Mason-Dixon Line.

Here are four lessons to be learned from Scarlett:

1. Be resilient. Scarlett did not have an easy go of it after the Civil War.  She was forced to work the fields and manage the house after the death of her mother and the onset insanity of her father.  Furthermore, she had not a penny to her name and was deeply indebted to the tax collectors.  However, she pushed through.  We’ve all lived through the last 2 years of a terrible economic storm.  Even without poor market conditions, businesses will go through very tough times.  Resiliency, and will power, can often be the only thing to push us through the difficulty when it seems like everything is going to mud.  Sometimes it is about putting one foot in front of the other when things are really dismal.
2. Dress the part. When Scarlett goes to Atlanta to visit Rhett Butler in jail and ask for money to pay the taxes on Tara, she dresses the part despite being destitute (and wears the velvet drapes that Mammy fashioned into a gown).  As Thomas Fuller said “Good clothes open all doors.”  When you want something from someone—a sale, an investment, etc.—you need to look and act like you will survive without it.  Dress the part, inside and out.
3. Think about it tomorrow. Some days are overwhelming.  If you think about eating the whole elephant in one sitting, you will be sick thinking about the enormity of your task.  Not everything has to be done today.  Don’t bury your head in the sand but give yourself a break and realize that you are one person with the same 24 hours that everyone else has.  As Scarlett says, “I’ll think about it tomorrow.”  Some days you should do just that.
4. Don’t be foolish chasing after something that is not meant to be. Occasionally, we all really believe that a certain product or service is what is going to be our savior for our company.  We continue investing money and time, putting other lucrative services and products on the back burner.  Be honest with yourself about what areas of your business are really producing revenue.  Focus a majority of your efforts there.  Don’t spend your business life chasing after Ashley when Rhett is really the best fit.

A guest blog post by Gail Doby, ASID, Design Success University

Starting in 2007, the market for interior designers turned into quicksand.   The credit markets tightened, and projects that typically went to designers were brought in-house both residentially and commercially.

HGTV and the Internet created more competitors in the middle of the market from the consumers themselves, and frankly, for most designers, those weren’t and aren’t your best clients anyway.

High-end projects stayed fairly steady until the economic debacle of October 2008, and then many of the projects slowed, stopped or didn’t start at all.  Especially in markets tied to the financial markets like New York, the wealthiest clients lost their jobs and their sense of security if they were in jobs associated with money and wealth.

The commercial market was devastated by the credit crisis, and according to economists, the concerns aren’t behind us yet.

Even with this perfect storm, some designers were very busy.  Why?  They adapted to the market shifts, changed their pricing strategies, developed an online presence, spent as much as 10% on marketing, focused on a niche, learned how to differentiate themselves better, and didn’t wait for the phone to ring.  They took these conditions as a challenge and they worked even harder than before.

If commercial and hospitality is your preferred area of business, you’ll want to focus on renovations.  If you can show companies that an investment in renovation can lead to more dollars at the bottom line especially if they depend on consumer spending, then you have an opportunity to build a logical reason why a company should invest.  The commercial designers that become a marketing partner with their clients differentiate themselves and become a valuable solution-oriented team member instead of an expense.

If your specialty is residential design, bathroom and kitchen renovation is still steady.  The budgets might be smaller, but there is work in this specialty area.

A kitchen renovation featured on the Traditional Home blog

Some designers created packages of services they offered on their websites.  Why did that work for them?  The consumers wanted (and demanded) to know the investment required .

Other designers offered Value Based Fees because consumers resisted hourly fees.  ASID surveyed consumers a few years ago and approximately 70% said they wanted fixed fees.  Designers who offered this option found that it completely shifted their role from an hourly wage slave to a trusted advisor, and that helped many designers kick-start their businesses even during the last several months.

You could be the greatest designer, but if people don’t hear about you consistently, then your business will struggle.  These days, you need great photography, a great head shot, articles about you in magazines, online and in newspapers (third party endorsements), a web presence including a website, blog and social media and search engine optimization of your website and blog.

And, if you don’t have a written business plan, marketing plan, vision and strategy for your business, it’s time to get busy and take action.  Referrals and networking may have worked in the past, but they are less effective than ever, so that means it’s time to rethink and reposition your business.

[Originally written for Decorati Access Interior Design, Published June 11]

A guest blog post by Gail Doby, ASID, Design Success University

I’ve been an interior designer for over 20 years, so I’ve had plenty of time to make these mistakes.  Here’s a startling statistic (and I’ll bet it is higher during this recession) – 62.8% of all new businesses fail within 6 years according to the U.S. Census Bureau, and 96% fail within 10 years.  That means you’re lucky to be one of 4 out of 100 to make it past 10 years…or is it luck?

What if you could avoid the mistakes that these business owners made?

I’d like to see you avoid them, and if you’ve already done a few of them, now you can learn what not to do so you don’t waste your valuable time and money:

1. Not having a written “ideal client” profile – If you don’t know who your ideal client is, how can you tell other people who they can refer to you?  If you’ve ever had the client from &%$&, (or more than once) the key is to know what you don’t want in a client as much as what you do want.
2. Not knowing the lifetime value of your client – If you’ve been in the business even a few years, you can add up your billings and divide by the number of clients to get your current lifetime value.  You should also look at how long they stay as a client.  These two metrics are critical in your business planning and if you have this data as part of your Business Dashboard, it will help you grow your business. (more…)

Good evening, I’m Ron Burgundy, and this is what’s happening in your world tonight.  What you’re about to see is a Channel 4 Social Media News exclusive.

Part of the Channel 4 News Team.

Residents have spotted a turquoise lamp traveling from one Charlottesville location to another.  It’s quite phenomenal, to say the least– a lamp traveling.  How about that?  Does it have feet?  Channel 4 has received reports that this mobile lamp is a part of a contest involving local businesses and Gibson Design Management member, the Shade Shop.  Meteorologist Brick Tamland has responded with: “I love lamp,” offering no further comments when questioned about his devotion to this mysterious lamp.

Authorities have noted that this Shade Shop’s cheerful turquoise lamp has moved to a new temporary residence every Wednesday, waiting for curious Charlottesville locals to stop by, take photos, tweet (@ShadeShop’s #TravelingLight Lamp Giveaway), or respond to the weekly question posted on the Shade Shop blog– all of which were ways to enter to win.  And the outcome? It looks like the word has traveled about this lamp and a lucky winner will bring this charming lamp home at the end of this very week!

Unfortunately this means the lamp will not be gracing our studio with his presence – but hey, I can’t even be mad. That lamp is amazing!  At least someone will be able to enjoy him in his glory.   When I am finished reading this teleprompter, you should go read the Shade Shop blog to learn more about this breaking news story and find out what lucky son of a bee-sting gets to take him home.

For all of us here at the News Center, I’m Ron Burgundy.

You stay classy, Charlottesville.

It’s no surprise that the dirty martini, a symbol of refined revelry and exceptional taste, is also Gibson Design Management’s chosen symbol for a reward of member excellence. Each month, the Dirty Martini award will be presented to one of our members, honoring the innovative, devoted and impressive achievements of the people we are so fortunate to work with.  What better way is there to applaud a job well done than by unwinding with a cocktail? Plus, we’re sure this month’s recipient—Vicky Serany of Southern Studio Interior Design— will be in need of a martini after all her hard work!

Vicky Serany

Vicky is a standout in the interior design industry, successfully applying creativity and ingenuity to every project she is involved with.  Most recently, Vicky has been asked to speak at the Southern Living Magazine’s Custom Builder Conference as an expert in the homebuilding industry. Brent Warren, manager of the program, had this to say about Vicky’s participation in their annual conference:

“Her knowledge of the homebuilding industry, impeccable tastes, enthusiasm, and thoughtful systems for managing the selection process, for both custom builders and homeowners, have proven to be invaluable tools for our organization.”

In response to this (well-deserved!) compliment, Vicky commented: “Some of the finest builders in the South are members of this unique program. It’s personally and professionally rewarding to help homeowners and builders transform dreams into reality.”

Gibson Design Management would once again like to congratulate Vicky of Southern Studio for being an exemplar of hard work and enthusiasm! Cheers!

Sometimes, receiving confirmation that you’re taking the right steps for your business is all it takes to push you ahead even further.  Success is closely linked to communication, which is why it can be particularly advantageous to talk to someone, ask questions, and discuss any possible ideas you hope to incorporate into your business structure.  This is exactly where Martha Kirkpatrick, Director, Member Services comes in for our Gibson Design Management members.  Martha provides immeasurable assistance to clients through monthly “sounding board” calls, where she lends an ear and her thoughts, helping members sort through any inquiries or ideas regarding their business’ success.

This is a service offered to all members (and included in the price of monthly membership!), and one that has played a particularly important role within our clients’ businesses—allowing clients to fine-tune new ventures, determine how to effectively use their Gibson Design Management membership, and mold personalized strategies for branding, marketing, expansion and more.  Here’s what members have said about the importance of conversation and sounding board calls:

“I think of Gibson Design Management as a very capable employee that I have on call at all times. Whether it’s product sourcing, CAD drawings or advice that I need, Gibson is always there to save me!” — Marlene Oliphant, Marlene Oliphant Designs LLC

“I love working with Gibson Design Management!  Although technically a solo-entrepreneur, I have a team of knowledge, support and creativity on my side at all times.  Monthly member calls with Martha remind me that I never need to “go it alone”!” – Sarah Devaney-O’Neil, Storibook Designs, Inc.

“The monthly mentor calls with Martha Kirkpatrick have been very helpful.  Martha always immediately finds the answers to my questions and reports back to me within 24 hours, if not sooner.  I know that in Martha I have someone to go to if I ever have a question or a need and that it will be taken care of.” — Randy Trainor, C. Randolph Trainor, LLC

“For the past several months, I’ve had the opportunity to participate in monthly coaching calls with Martha Kirkpatrick.  As the owner of a small interior design firm, I have found the calls to be both productive and motivating. Martha has listened to challenges and helped brainstorm solutions for a variety of business topics. These calls have become, without a doubt, one of the greatest benefits of my membership with Gibson Design Management.” — Vicky Serany, Southern Studio Interior Design

If you are a Gibson Design Management member and have not yet taken advantage of the sounding board calls, please email Martha to schedule.  If you are not a member, and you would like to find out more about becoming a member, please email Alexandra Gibson.

We are very excited to be working with Ondine Karady, former set decorator for Sex and the City, finalist in Bravo TV’s Top Design, and acclaimed interior designer.  Ondine was just recently named one of 20 Young Designers by Traditional Home.

We will be working with Ondine on spreading her great design and personality even further through the beauties of social media and online PR.

As part of the 20 Young Designers feature from Traditional Home, the magazine is holding a Reader’s Choice contest.  Please support Ondine and support us by voting for her!

Note:  Make sure that you click on the “Vote!” button and not just the “Like” button to vote!

Also, by voting you are automatically entered to win a complete room design and $5,000 in fabric to outfit the room so there’s some extra incentive…besides your undying love for us.