In a recent discussion among fellow-marketers, there was a debate around getting the Online : Offline Marketing Mix right…
Some said “Online : Offline Marketing Mix should be 100 : 0”
Some said “Online : Offline Marketing Mix should be 80 : 20”
Some said “Online : Offline Marketing Mix should be 60 : 40”
Some said “Online : Offline Marketing Mix should be 50 : 50”
And it ended there. No one suggested that the Offline Marketing should exceed the Online Marketing…
After the discussion, I was mulling over this.. I mean in theory, we can all argue about the right Online : Offline marketing mix – And come up with very scientific, logical, analytical and data-driven explanations for our argument – And rightly SO!
Whatever one is trying to market – Books, Blogs, Products, Services, People, Organizations, Brands, etc.
Have we reached the level of maturity where the Online Marketing should be at the very least the same as the Offline Marketing mix?
Here’s my view – The Online : Offline Marketing Mix would typically be based on:
(1) Where you’re existing / potential customer’s are? At the end of the day, the purpose of marketing is to reach your existing / potential customer to trigger a potential sale. And the mantra for marketing success is to reach and connect and communicate with your customers.But firstly, do you know who you’re customer is? If no, then find out!
If you’re customer is going to be more receptive in the online world, then do marketing online.
If you’re customer is going to be more receptive in the offline world, then do marketing offline.
Take-away => Know who your customer is. Go where you’re customers are. Online : Offline Marketing mix is incidental
(2) Your industry ecosystem Every industry has certain dimensions which are unique to it, and create a distinct ecosystem. For e.g: The way you market agricultural machinery is very different from the way you market a book is very different from the way you market an IT service. And the online : offline marketing mix will be influenced by the industry ecosystem. Sure, you can innovate and leverage best practice from other industries, but the core of how in industry functions takes decades to change. So ensure you’re marketing strategy is aligned accordingly
Take-away => Align you Online : Offline Marketing mix in line with the industry ecosystem
(3) Your brand-image Every product / service has a brand. And a brand is really a “perception in the minds of your customer”. One of the factors that influences your online : offline marketing mix is your brand image. For e.g: When I was consulting a high-end designer fashion label, the designer mentioned that she DID NOT want to do too much online marketing as it could negatively impact her brand image. She had her reasons based on her clientele – And rightly so! So we devised a marketing strategy which had significantly offline marketing, and she continues to do well today!
Take-away => Brand-image is important, personal and subjective. Ensure your Online : Offline Marketing mix is in line with your current brand image, and the brand image you want to create for the future
(4) Your marketing objective Last and most importantly, what is the specific marketing objective you are working towards? Is it awareness? Is it customer engagement? Is it sales? Is it brand re-enforcement? Is it re-positioning?.. Whatever it is, your online : offline marketing mix should be aligned with this objective.
Take-away => Your Online : Offline Marketing mix should be in line with your marketing objective
In my view, there is no one and right answer. It depends on what you’re marketing objective is.
What do you think? Leave a comment to let me know