By: Kyle Purcell
President of Purcell Communications
PAICR Gold Sponsor
Marketing is often built around factors that are hard to control – technology, shifting tastes, competition. Many of those factors are topics at this week’s PAICR Annual Conference. But there’s one aspect of marketing that firms can control – their message. How effectively – and consistently – does your firm communicate its most important messages?
When we say messages, we mean the information and ideas that are central to how your company invests, or otherwise tries to meet investor goals. They typically include:
- Product and service information
- Investment strategies
- Investor suitability and benefits
- Performance perspectives
- Market point of view and outlook
In our experience, there are two areas of this “core” content that investment firms struggle with most.
The first is maintaining and refreshing it. Perspectives and points of view will evolve with the market environment, and engaging with investment staff or other time-pressed senior executives on a regular basis can be frustrating on both ends.
The second challenge is incorporating these messages consistently across all investor touchpoints. If you pull together every communication about a particular investment product – including RFPs and call center scripts – they sometimes don’t sound like the same product.
Building the Messages on Which Everything Else Is Built
There are 3 steps you can take to enhance your control over your firm’s messages.
- Document — Core messages often exist only in materials that have since been produced and archived, such as annual reports, marketing collateral, or RFPs. We advise clients to gather and document core messages separately from the production of any one collateral piece. That way, your interactions with investment staff are focused on getting the most important input in the most efficient way.
- Update — Re-engage with your company’s subject matter experts on a regular basis by asking for updated input in a structured way. That way the process remains the same for your SMEs even when marketing strategies change.
- Distribute — Make your core content an input to any communication process you have.
Constructing your messages around this core content builds consistency and credibility in your communications, while also making your communication processes simpler and more efficient.
Contact: Derek Napoli, Director of Business Development – (240) 452-5200