With most economies feeling squeezed, lots of companies have had to let staff go. This has a massive impact on the economy (there are less people with spending power) and on businesses (the remaining staff are stretched). However, it also leads to an increase in entrepreneurship.

As experienced staff find themselves made redundant or taking early retirement, they often turn to self-employment as a way to earn an income.

The worldwide economic meltdown, the advance of social media and widespread availability of technology has created a perfect storm for the small business person. The ranks of freelance consultants and small businesses have swelled to enormous proportions that could not have been envisioned even ten years ago.

What this means for communication and marketing companies is that two new sectors have sprung up. Mid-sized companies who would previously have employed their own communications team are increasingly looking to outsource their needs. From proof-reading to newsletter writing, companies realise that they can keep their overheads low if they recruit independent professionals rather than a new staff member.

Equally, the newly redundant who set up their own businesses are suddenly faced with creating a professional image and issuing communications.

Recently, we've been completing contracts for both these sectors. From a business plan to a risk assesment to a method statement, there are strict criteria that need to be met. We're experienced in compiling all of these documents and have been doing so with greater regularity as the economy has waxed and waned.

At the same time, we've also been creating newsletters, websites and company brochures for businesses that were started by experienced professionals in their field but who recognise they do not have the communication, design or IT skills to present a professional image to their public.

It is sometimes difficult to see any silver lining in a time of global economic crisis but our clients prove that there are small companies who are thriving and individuals who have grasped their release from employment with both hands and set up their dream businesses. We get on with the business of writing, and they can focus on growing their dreams.

Doctor Who is amazing - the writing, the costumes, the characters, the massive reboot that has conquered the world and made 'wibbly wobbly timey wimey' part of modern vocabulary . . .but before we get too fan girl/boy about the series (and before you start to think this post might just be an elaborate ploy so we can post a gratuitous pic of David Tennant) let me stop. From a marketing point of view, Doctor Who is just a marvel and the introduction and exit of his companions is a great example of both creating anticipation/delaying gratification and using the element of surprise for maximum effect.

Firstly, creating anticipation and delaying gratification. These are common marketing techniques although they do seem to have fallen out of favour slightly. About a decade ago, every journalist and every business would receive at least one teaser mailing every week. Sometimes, it would be a cryptic card with one word, maybe it was a parcel with an intriguing photo or painting. If you were lucky (and yes, I'm showing my own bias here!) it would be
chocolates or sweets. 

There was one link between these disparate items: you had no idea who had sent them or why. They were an elaborate tease, creating a sense of
anticipation around the mail delivery and around the point when the company would finally reveal who they were and why they thought you would be interested in them. From pieces of jigsaws sent at daily intervals, to themed cupcakes, it was an entertaining time to receive mail. And all sorts of companies decided to use this technique to attract attention including publishers, designers and internet start-ups. 

It remains a clever technique. If you find the mailings attractive, then you have already made an emotional connection with the company even before you know their name and product. Plus you will have discussed the mailings with your colleagues, creating a swell of interest.

So, where does Doctor Who come in? Just look at the interest they generated around the first glimpse of the new
companion (Clara) or the build-up to the last episode featuring Rory and Amy (the exiting companions). Fans across the world knew when Rory and Amy would leave. Speculation mounted to fever pitch about how it would happen. There were so many theories and counter-theories they could have powered an alternate
universe.

Everyone knew the end date of the speculation, it was when the programme was scheduled to air. Anticipation for the episode was huge. Not only did it mean that fans could schedule their viewing but the delayed gratification
meant it was possible for non-fans to be drawn into the wait, to hear about the anticipation and possibly start to share it. (In fact, similar to the way businesses would wait for their interesting mail delivery and discuss it with
their office colleagues until the big reveal of the sender).

The first episode to feature the new companion was not the expected Christmas episode. Oh no, it was earlier and completely unannounced!  It was a reveal that was beautiful in its unexpectedness.

It rewarded loyal fans who watched every episode (not just ones heralded with lots of fanfare) with the first glimpse of a new character. And, perhaps more importantly, that element of surpise reintroduced the wonder of television and of storytelling. We are so used to signposts, and as shown above, delayed gratification definitely has its place, but surprise? Well, that has an important place to play in any campaign too.

So what can we learn from Doctor Who? That anticipation and surprise can all help to build emotional connections with our customers. That in the serious business of marketing, there is definitely space for fun and playfulness. And that our every communication tells a story. So the delivery, timing and execution of our campaigns should be approached with the precision of building a mini-narrative. Our big reveals (whether anticipated or unexpected or combining elements of both) should provide a satisfying pay-off for our target audience. Campaigns should reward loyal followers and entice new interest.

Imagine if you approached every new product release or service launch with the enthusiasm of Doctor Who introducing a new companion. After all, your products and services are your customer's companions and they deserve the opportunity to generate excitement.

As for the gratutious David Tennant pic? Well, hopefully you've been anticipating it and that always deserves a reward. Enjoy!


(And the pic of Amy Gillan and Matt Smith? That's our surprise gift to reward everyone who made it to the end of the post).

In the past week, we have completed letters for two different clients. One was a newsletter. The other was a sales letter. They are distinctly different disciplines.

Traditionally, a sales letter would expect to achieve a conversion rate of between 1% and 2%. In the current economic situation, that rate may have been impacted. However, a large factor in the success of your sales letter's conversion rate will be whether you are working with warm or cold leads. Our client was targetting warm leads and hence should expect to maintain the industry average.

The internet has rejuvenated sales letters in many ways. Long form sales letter are often the only content on affiliate marketing sites. You scroll down for over a page reading all the benefits of the product to be confronted with an urge to buy and a reason why it has to be NOW! For example, they mention a limited offer or a great deal ticking to a deadline. Writers tend to feel conflicted about writing such letters. Undoubtedly they can be effective but often they represent sales at its most manipulative.

On the other hand, direct mail sales letters (like the one we produced for our client) are much more difficult to pigeonhole. McShane Media has had the pleasure of working on some award-winning direct mail campaigns over the years with some amazingly talented salespeople and fundraisers. They have taken direct mail letters to an art form. Their work is witty, concise, factual and innovative.

A good sales letter marries the innovative and the informative, as does a strong newsletter.

Of course, the other important aspect of a newsletter is the 'news'. It's important to remember to augment your company news with the wider news context. Yes, your newsletter should be singing your company's praises but it should also be claiming your company's niche in the industry and showing you are alert to any external issues that impact on your strategy. Like a sales letter, your newsletter should have a clear aim and audience. Only then can you guarantee the best results.