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Is getting your product out there taking a toll on you? Product promotion can take more effort and resources than you imagine! You may have the best quality or the most innovative product but if you lack the right strategies to make it visible to the right audience, it just sits in your warehouse.
Sales and marketing are very powerful tools; about 87% of sales and marketing leaders say intertwining sales and marketing encourages critical business growth. Moreover, market research reveals that small businesses usually invest between 7% and 8% of their revenue in promotions, while startups may spend between 3% and 5% before establishing themselves well.
So, let’s understand how product promotion can add those extra millions to your revenue.
Here are some effective ways to let a wider audience know, test, and try your product:
A study reveals that nearly 93% of buyers apply a discount or coupon code throughout the year, which means a vast majority is mostly in search of a good deal.
For new product launches, offering a coupon, combo offer, or free shipping to new buyers is a great strategy to lure them. There may be customers who find your product interesting or useful but don’t want to pay as much. A discount will give them the needed push to buy it.
Setting a time limit on the offer would be a cherry on top for your business, as it will create a sense of urgency and motivate them to take the irresistible deal. This will work wonders especially if it’s the holiday season, when people are looking to spend lavishly.
Before you launch or relaunch a product, you can create a buzz around it through social media campaigns, blog posts, or a press release from your brand. You could also use email marketing to excite your customers about the upcoming launch.
A survey by experts suggests that content marketing, at 32%, is the third most prominent source of customer retention, email marketing being the primary medium at 58%, followed by social media marketing (32%).
Moreover, 97% of marketers achieved success with their content marketing in 2023, as per a Semrush survey. You can leverage many channels like YouTube, Instagram, Facebook, and more. Especially, using the video ad formats on these platforms can demonstrate your product’s features and functions clearly to your potential and existing customers.
If you use the right mix of digital advertising strategies, it can give you a jumpstart by helping you reach audiences on multiple channels.
Joining hands with the right influencer in your industry or market with a well-thought-out product promotion strategy can become an effective route to reach a niche or targeted audience. According to Matter Communications, 69% of consumers trust recommendations from influencers.
It can help you increase brand awareness, or establish credibility through a person that the audience already trusts. Plus, you’re at an advantage if your targeted audience is GenZ. Studies show that GenZs often trust influencers over celebrities.
After finding the right influencer, hand them over some samples of the products you want to promote. For example, a famous food blogger can promote a brand from the food industry, as they would have followers who love to try new food recipes or items.
You could kickstart your product launch with virtual or in-person events to connect with potential customers. It is a fun way to engage people who show interest in your brand.
Marketing events like soirees, fests, influencer gatherings, live broadcasts through social media, and many others entice your customer base. You can show off the features and creative packaging, give out free samples or offers, and do more at such events.
The more creative your sales promotion approach would be, the better the engagement. You can use behind-the-scenes demonstrations or a compelling story for your product promotion. For instance, Apple almost always nails its product launch events and is even known for it.
Effective product promotion is the backbone for increasing brand awareness among your target audience, informing potential customers about new product launches, and more. It piques the interest of your prospects by giving them a sneak peek into your product’s unique features and benefits.
Promotional activities, like discounts and limited-time offers, beget high demand by creating a sense of urgency in consumers while offering them a cracking deal they can’t refuse. Consistent promotion gives your brand recognition and strengthens its identity, which creates credibility and trust in people through repeated exposure.
Moreover, strategic promotion gives you a competitive edge by differentiating your products from other similar ones in the market and showcasing their unique selling points.
Ultimately, it drives home more sales and revenue through leads and higher conversions. Another perk is the engagement and feedback you get from customers, which you can use to improve your marketing strategy or product.
Before beginning product promotion, product managers do thorough market research to figure out the brand’s target audience, their preferences, needs, and pain points. This helps convey the right marketing message to the right people, through appropriate channels.
They, then, define the value proposition of the product and communicate it to the desired audience. It encompasses letting customers know what problem your product solves, its benefits, and why customers should choose it over other products in the market.
The managers align their product promotion efforts with the overall goals and objectives to achieve with the product. They set specific parameters, like customer acquisition, revenue targets, or conversion rates to see how effective the promotional campaign is.
Their next move is to develop marketing strategies, based on their market research and product positioning, by collaborating with cross-functional teams, like marketing, sales, design, etc. These strategies involve having the right mix of promotional channels and creating marketing messages that resonate with different audience segments.
Product managers regularly track the performance of these promotional campaigns, collecting data and insights to measure their effectiveness. Product promotions are also great feedback loops that managers use to gather comments or product experiences from prospects and existing customers during promotional activities and make improvements wherever necessary.
Here’s the trail to follow for your product promotions:
You need to consider these things to effectively promote an item:
Collaborate with your design team to come up with fun and attractive product packaging to match the marketing strategy. Your ad’s theme must revolve around the features you want to promote.
For example, the Sass Bar promotes its recently launched dusk body wash cleanser in packaging that looks like a milk carton. This strategy totally encapsulates the idea of their body wash using plant-based milk as the main ingredient in the formula.
Create print and digital advertisements to publish immediately after the product’s launch.
After all the thinking and designing, it’s time to unleash the product to your audience, using your promotional strategy. You may seek support from your loyal customers and the press to give out information ahead of the launch.
Providing a launch date is also a good idea to build curiosity and excitement around your new product.
After the launch, intrigue your existing customer base to buy and try the new product. You can use a mix of product promotion strategies to get your message through. Reward these customers by offering them exclusive referral discounts or other offers.
Here is how you can have more people singing praises for your products:
Promoting your products does a lot of good for your business:
Here’s the flip side of product promotions for you to be aware of while marketing your products:
Product promotion activities don’t come for free! You need a considerable investment to get your message through a broader and new audience. It means keeping a hefty budget for advertising and marketing materials aside.
If the marketing goes south for you with excessive promotion or discounting, it can dampen your brand’s image. For instance, some studies confirm that many consumers relate discounted products with a lack of product/brand performance.
As it goes for most things in life, customers may take receiving discounts or offers from you for granted if you overdo it. It can set unrealistic expectations among buyers, leading them to only buy when there’s an ongoing sale or offer at your store.
When selling in highly competitive markets, over-promotion can saturate channels and make it difficult to break through the clutter and get audience attention.
If you heavily rely on promotional offers or discounts to sell your products or execute poorly planned promotional activities, it can cut into your profits and negatively impact your revenue.
If you’re wondering how to apply product promotion for your brand, here are some reasonable answers:
Do extensive product promotions when you want to launch a new product or relaunch one with an added feature or new flavour. These marketing tactics build anticipation and excitement in people, driving initial sales.
If you have excessive inventory that won’t sell out, put it out on sale or at discounted prices and use product promotions to encourage customers to buy those products.
Holidays (Diwali, Christmas, etc.), season-change, or special events are the best time to capitalise on the increased purchasing power and buying intention of consumers. Use your promotional campaigns to drive more traffic at your stores.
If you’re thinking of rebranding or repositioning, the right promotional activities will help you change consumer perceptions or even target new markets.
Promotional incentives, like special offers, discounts, or other deals can attract new customers, adding more prospects to your customer pool.
Initiating loyalty programs, personalised promotions, and exclusive offers for your existing customers can woo them to buy repeatedly from you and stay loyal to your brand.
Let’s look at some brands that took product promotion to a new level:
After almost nine decades of debuting their chocolate-covered wafer, KitKat reached out to Amazon Ads to capture the interest of adult millennial and Gen Z shoppers. By creating Twitch premium video ads, KatKat struck chords with a highly engaged community, reminding the viewers that “Even the best champ needs a break.” It’s a new and refreshing take on their tagline.
After this, there was a buzz on social media as well where people took up the challenge of breaking KitKat chocolate sticks into a perfect half. Many influencers enjoyed and promoted this challenge.
Upon noticing the lukewarm reviews for their Flushmatic toilet cleaner, Harpic launched a new version of the product and wanted to convey the updates to its customers.
They did this by engaging audiences through display ads and an interactive quiz that may turn into a coupon for them. As a result, the parent company Reckitt succeeded in educating customers and supporting conversion.
In 2022, when HP thought of relaunching their laser printer series with a new ink-tank technology, they collaborated with Amazon Ads to make a full-funnel promotional campaign.
As Amazon Business caters to over 2 million verified B2B Indian customers, HP could tap small businesses and re-engage audiences that previously had shown their interest in printers.
Cheetos combined one of their wildly popular products with a comfort-food staple, PepsiCo to add more Cheetos lovers to their customer base by reaching new-to-brand millennials through Cheetos Mac ’n Cheese.
This campaign used major audience insights across Amazon DSP. Consequently, Cheetos witnessed a lift in ad awareness, customer purchase intent, and brand preference.
Follow these tips to effectively promote your products:
Get your product out in the market with a bang! Product promotions excite and intrigue people to find out more about your offerings or brand. Think of a conducive strategy that pushes your message creatively to your target audience.
Weighing the benefits and drawbacks of product promotions, create your marketing mix that shines your product in a positive light, and makes it irresistible to consumers.
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