SlideShare a Scribd company logo
Official Poll
Official Poll


How many of you consider yourselves
“Soccer Moms”?
Official Poll


How many of you are married to someone
who considers themselves a “Soccer
Mom”?
MARKETING TO WOMEN
Why market to women?
Why market to women?


Women spend 80 cents of every dollar in
the US…
…and influence up to 90 cents of every
dollar spent.
Women buy…


•   Food
•   Clothing
•   Entertainment
•   Childcare
•   Furniture
Women buy…


•                    •
    Food                 Houses
•                    •
    Clothing             Cars
•                    •
    Entertainment        Investments
•                    •
    Childcare            Mortgages
•                    •
    Furniture            Insurance
                     •   Office Phone Systems
Marketing to women does not work.


Why?
GET READY FOR THE BIG
ADVERTISING INDUSTRY
SECRET…
Not all women are the same.
Marketing to women is like marketing to people…


• Who is your target market?
  People

• Who is your client base?
  People

• What’s a market you would
  like to break into?
  People
Marketing to women is like marketing to people…


• Who is your target market?   • Who is your target market?
  People                         Women

• Who is your client base?     • Who is your client base?
  People                         Women

• What’s a market you would    • What’s a market you would
  like to break into?            like to break into?
  People                         Women
70% of women say that marketing does not
speak to them. Why?
70% of women say that marketing does not
speak to them. Why?


Because all women are not 25-45-year-old
Soccer Moms.
Most women aren’t.
• YOU MUST MARKET TO WOMEN

• YOU CAN’T MARKET TO WOMEN
HOW TO MARKET TO WOMEN
STEPS A THROUGH M
NO STEREOTYPES!


• Don’t look to the past

• Don’t force perceived
  female archetypes

• Don’t believe the hype
STEP A: NO STEREOTYPES!


• Don’t look to the past   • Do introduce something
                             new
• Don’t force perceived
                           • Do consider what women
  female archetypes
                             you know prefer
• Don’t believe the hype
                           • Do turn gender stereotypes
                             on their heads
STEP B: BOLD COLORS


• Leave the pastels for
  marketing to babies

• Women like their
  unmentionables to be
  pink, not their lawyer’s
  office.

• Choose a palette that suits
  your business’s offerings
STEP B: BOLD COLORS


• Leave the pastels for         • Bold colors attract everyone
  marketing to babies
                                • Bold colors connote
• Women like their                strength and courage
  unmentionables to be
  pink, not their lawyer’s      • Use bold colors in your
  office.                         marketing materials as well
                                  as client spaces
• Choose a palette that suits
  you business’s offerings
STEP C: BRING OUT THE MEN!


• Don’t assume women want
  to talk to another woman

• Women often listen more to
  men than women

• Women often trust men
  more than women
STEP C: BRING OUT THE MEN!


• Don’t assume women want      • Try to find a fellow to talk to
  to talk to another woman       the ladies

• Women often listen more to   • Sad, but true
  men than women

• Women often trust men
  more than women
STEP D: KNOW YOUR FEMALE CUSTOMER


• She may not be who you think.

• Who is your customer?

• Why is she your customer?

• Once you know who and
  why, you can go get more!

• How do you find out?

• Ask!
STEP D: KNOW YOUR FEMALE CUSTOMER


• She may not be who you think.   • What does she look like?

• Who is your customer?           • Where does she shop?

• Why is she your customer?       • What are her politics?

• Once you know who and           • What age range is she?
  why, you can go get more!
                                  • What are her resources?
• How do you find out?
                                  • Who is her family?
• Ask!
STEP E: NO DOORS

• Women have been burned—they are skeptical

• Don’t trap them

• What will you say to them that no one else should
  hear?

• Open doors confirm transparency

• Show that you have nothing to hide

• You can be trusted
STEP F: IT’S NOT ABOUT THE PRICE


• The price is not right for what you are offering

• Find out what you need to offer

• She will pay for what she wants
STEP G: NEVER TALK DOWN TO YOUR
CUSTOMERS

• Belittling will never close the deal

• Remove all intimidation from sales process
STEP H: BUILD RELATIONSHIPS


• Retain existing clients

• Women value being
  appreciated

• Women reward appreciation
  with loyalty

• Demonstrate, don’t just
  voice appreciation
STEP H: BUILD RELATIONSHIPS


• Retain existing clients     • The CEO knows her name
• Women value being           • You know how she takes
  appreciated                   her coffee
• Women reward appreciation   • She achieves VIP status
  with loyalty                • She is a regular and more
• Demonstrate, don’t just       valuable
  voice appreciation          • She gets insider info
STEP I: CREATE A SENSE OF BELONGING


• Turn your business into an exclusive club

• Provide members-only swag

• Introduce new clients to established clients
STEP J: WORD OF MOUTH MARKETING


• Women tell everyone about
  bad experiences

• Women actually feel pain
  when hearing about bad
  experiences

• Women are 5x as likely as
  men to post reviews on
  websites
STEP J: WORD OF MOUTH MARKETING


• Women tell everyone about   • Women are tireless
  bad experiences               promoters of their favorite
                                brands
• Women actually feel pain
                              • Women post good
  when hearing about bad
  experiences                   reviews, too

• Women are 5x as likely as   • Reward referrals with gift
  men to post reviews on        cards, swag and discounts
  websites
STEP K: ASK FOR AND USE CUSTOMER
       FEEDBACK

• Women like to give their
  opinion

• Free market research

• Softens clients to change

• Run all new ideas by as
  many women as you can
STEP K: ASK FOR AND USE CUSTOMER
       FEEDBACK

• Women like to give their    •   New products
  opinion                     •   New services
                              •   New branding
• Free market research        •   Location change
                              •   Policy change
• Softens clients to change   •   Personnel
                              •   Hours
• Run all new ideas by as
  many women as you can
STEP L: BE AN EXPERT


• Information is the new currency

• SMART is the new RICH

• Women want to know EVERYTHING

• Make yourself her #1 source of information

• She’ll share you with her friends
STEP M: IN TUNE WITH TRENDS AND
       MARKETING

• Where are all of the ladies?

• Social networks

• Are they fads?
YES!
STEP M: IN TUNE WITH TRENDS AND
       MARKETING

• Where are all of the ladies?   • Are you ready for what’s
                                   next?
• Social networks
                                 • Will you already be the next
                                   place she goes?
• Are they fads?

                                 • Or will you have missed the
• Yes! But…
                                   boat?
Passion + Knowledge   Practice = Success!

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Teg1556 Marketing To Women

  • 1.
  • 3. Official Poll How many of you consider yourselves “Soccer Moms”?
  • 4. Official Poll How many of you are married to someone who considers themselves a “Soccer Mom”?
  • 6. Why market to women?
  • 7. Why market to women? Women spend 80 cents of every dollar in the US… …and influence up to 90 cents of every dollar spent.
  • 8. Women buy… • Food • Clothing • Entertainment • Childcare • Furniture
  • 9. Women buy… • • Food Houses • • Clothing Cars • • Entertainment Investments • • Childcare Mortgages • • Furniture Insurance • Office Phone Systems
  • 10. Marketing to women does not work. Why?
  • 11. GET READY FOR THE BIG ADVERTISING INDUSTRY SECRET…
  • 12. Not all women are the same.
  • 13. Marketing to women is like marketing to people… • Who is your target market? People • Who is your client base? People • What’s a market you would like to break into? People
  • 14. Marketing to women is like marketing to people… • Who is your target market? • Who is your target market? People Women • Who is your client base? • Who is your client base? People Women • What’s a market you would • What’s a market you would like to break into? like to break into? People Women
  • 15. 70% of women say that marketing does not speak to them. Why?
  • 16. 70% of women say that marketing does not speak to them. Why? Because all women are not 25-45-year-old Soccer Moms. Most women aren’t.
  • 17. • YOU MUST MARKET TO WOMEN • YOU CAN’T MARKET TO WOMEN
  • 18. HOW TO MARKET TO WOMEN STEPS A THROUGH M
  • 19. NO STEREOTYPES! • Don’t look to the past • Don’t force perceived female archetypes • Don’t believe the hype
  • 20. STEP A: NO STEREOTYPES! • Don’t look to the past • Do introduce something new • Don’t force perceived • Do consider what women female archetypes you know prefer • Don’t believe the hype • Do turn gender stereotypes on their heads
  • 21. STEP B: BOLD COLORS • Leave the pastels for marketing to babies • Women like their unmentionables to be pink, not their lawyer’s office. • Choose a palette that suits your business’s offerings
  • 22. STEP B: BOLD COLORS • Leave the pastels for • Bold colors attract everyone marketing to babies • Bold colors connote • Women like their strength and courage unmentionables to be pink, not their lawyer’s • Use bold colors in your office. marketing materials as well as client spaces • Choose a palette that suits you business’s offerings
  • 23. STEP C: BRING OUT THE MEN! • Don’t assume women want to talk to another woman • Women often listen more to men than women • Women often trust men more than women
  • 24. STEP C: BRING OUT THE MEN! • Don’t assume women want • Try to find a fellow to talk to to talk to another woman the ladies • Women often listen more to • Sad, but true men than women • Women often trust men more than women
  • 25. STEP D: KNOW YOUR FEMALE CUSTOMER • She may not be who you think. • Who is your customer? • Why is she your customer? • Once you know who and why, you can go get more! • How do you find out? • Ask!
  • 26. STEP D: KNOW YOUR FEMALE CUSTOMER • She may not be who you think. • What does she look like? • Who is your customer? • Where does she shop? • Why is she your customer? • What are her politics? • Once you know who and • What age range is she? why, you can go get more! • What are her resources? • How do you find out? • Who is her family? • Ask!
  • 27. STEP E: NO DOORS • Women have been burned—they are skeptical • Don’t trap them • What will you say to them that no one else should hear? • Open doors confirm transparency • Show that you have nothing to hide • You can be trusted
  • 28. STEP F: IT’S NOT ABOUT THE PRICE • The price is not right for what you are offering • Find out what you need to offer • She will pay for what she wants
  • 29. STEP G: NEVER TALK DOWN TO YOUR CUSTOMERS • Belittling will never close the deal • Remove all intimidation from sales process
  • 30. STEP H: BUILD RELATIONSHIPS • Retain existing clients • Women value being appreciated • Women reward appreciation with loyalty • Demonstrate, don’t just voice appreciation
  • 31. STEP H: BUILD RELATIONSHIPS • Retain existing clients • The CEO knows her name • Women value being • You know how she takes appreciated her coffee • Women reward appreciation • She achieves VIP status with loyalty • She is a regular and more • Demonstrate, don’t just valuable voice appreciation • She gets insider info
  • 32. STEP I: CREATE A SENSE OF BELONGING • Turn your business into an exclusive club • Provide members-only swag • Introduce new clients to established clients
  • 33. STEP J: WORD OF MOUTH MARKETING • Women tell everyone about bad experiences • Women actually feel pain when hearing about bad experiences • Women are 5x as likely as men to post reviews on websites
  • 34. STEP J: WORD OF MOUTH MARKETING • Women tell everyone about • Women are tireless bad experiences promoters of their favorite brands • Women actually feel pain • Women post good when hearing about bad experiences reviews, too • Women are 5x as likely as • Reward referrals with gift men to post reviews on cards, swag and discounts websites
  • 35. STEP K: ASK FOR AND USE CUSTOMER FEEDBACK • Women like to give their opinion • Free market research • Softens clients to change • Run all new ideas by as many women as you can
  • 36. STEP K: ASK FOR AND USE CUSTOMER FEEDBACK • Women like to give their • New products opinion • New services • New branding • Free market research • Location change • Policy change • Softens clients to change • Personnel • Hours • Run all new ideas by as many women as you can
  • 37. STEP L: BE AN EXPERT • Information is the new currency • SMART is the new RICH • Women want to know EVERYTHING • Make yourself her #1 source of information • She’ll share you with her friends
  • 38. STEP M: IN TUNE WITH TRENDS AND MARKETING • Where are all of the ladies? • Social networks • Are they fads?
  • 39. YES!
  • 40. STEP M: IN TUNE WITH TRENDS AND MARKETING • Where are all of the ladies? • Are you ready for what’s next? • Social networks • Will you already be the next place she goes? • Are they fads? • Or will you have missed the • Yes! But… boat?
  • 41. Passion + Knowledge Practice = Success!