Street Sense is a semiregular column with Salem Main Streets’ executive director Kylie Sullivan, highlighting common sense lessons learned while supporting the delightfully uncommon community of downtown Salem, MA.
Last week, I had the honor of participating in Innonorth’s panel on marketing locally. As I began to consider the topic – specifically marketing LOCALLY – I realized I actually had a lot to say, because Main Streets and local marketing are both all about people and connections. So here are a few of my personal takes on what it means to market locally in a community like Salem.
* YOU ARE YOUR BRAND
Downtown Salem is made up of small businesses – many of them microbusinesses (<5 full-time equivalent staff). For a lot of us, this is one of the things we really love about Salem – we love shopping local, we love knowing the person behind the product, and we love that they know us. There’s nothing more special than going into a business and being welcomed by name by the owner. This means that your business is really about you, no matter how good your product is. The great thing about your personal brand is that it’s the cheapest and most effective form of marketing you can invest in! It also makes it easy to represent your business when you’re simply doing the things you already enjoy – joining a running club, attending community events, supporting another business’ opening. The downside is that there’s a lot more on the line. Brands are about trust. It can take years to build a strong brand, and seconds to ruin one – and when you add your personal brand to your business brand, the number of ways you can accidentally mess up are immediately amplified. So be aware of this in your daily life, at the grocery store, at the bar, on social media (that’s right, even your personal social media can impact your business – perhaps unfair, but true). It can be exhausting, but it’s incredibly important to keep this in mind.
The best way to make use of your personal brand is to be present in the daily life of the community. This could mean physically, online, or financially, but if you’re keeping to yourself in an engaged community like Salem, odds are that the locals are going to overlook you. Sponsor local festivals, come to networking events, maintain a social media presence, participate in downtown promotional efforts. Like any marketing plan, it takes a while to figure out what works best for you – both what’s easiest for you personally and what gets you the most traction – but you won’t know until you try.
*Be a positive advocate for the community.
The emphasis is on positive advocacy. Small-scale economic and community development only really work if most of us are pulling in the same direction, but community advocacy is also an important marketing tool. Customers respond to local businesses that look beyond their own walls to support local causes, advocate for positive change within their industry, or collaborate with other local businesses. Additional insider tip: being an active and positive advocate also makes it more likely that local entities (like Salem Main Streets, let’s say) will think of you first when they’re looking for a downtown business to promote or highlight.
*Don’t forget to talk about what you do!
A lot of local business owners work so hard to make sure that the community knows them as people that they forget to say what their business actually does – and are then hurt or surprised when a community member doesn’t choose their business the next time they need something. Now, I’m not saying that you should be spouting off your elevator speech at every social occasion, or shoving business cards at people who haven’t asked for one – this can actually be extremely off-putting. But keeping your eyes and ears open for opportunities, and not being afraid to talk about what you do and what you’re proud of can go a long way when working in a small community.
*Be genuine and believe in your product.
Transparency is incredibly important to any consumer, but especially to those who choose to shop locally. And maybe it’s a result of living in a historic community with a strong tourist economy, but I feel that Salemites are particularly sensitive to insincerity. The good news is that this makes it even easier to be true to your personal brand – the less distance that exists between your professional self and your personal self, the less difficult it is to make sure that your brand remains consistent over time.
Love this as a new business – started in September 2016 and without an actual brick and mortar it’s been challenging to get into Salem and Beverly and get the word out. I am my product – I am my brand. You buy me. So this is all great information and it’s all true I am working through all the many ways to be part of my community and build my business and my brand. Exciting times. Not easy.
We really need to buy locally as many times as we can and try a new business even if it’s something you would not typically “purchase” – that has been my biggest learning getting people to try my service when it’s such a new thing that they probably never ever considered.
You are so right – this is ESPECIALLY important if you don’t have a brick and mortar location!!