When I decided to start working as a freelance marketing
professional, I decided to call my business Megan Hayne, Luxury
Marketing and PR (“like” me on
facebook, friends). There was a
reason for this, and yes, it was because I had a bad experience. I
was working a project for a very large company, and although it was a
luxury product, my own beliefs around marketing felt out of place. This company was literally always having a sale and
always passing out coupons. Getting many people through the door
was their number one marketing priority. Did this result in sales? Sure, but
it also resulted in people running out the door and embarrassment. Usually it was
price shock that sent them running. This process was exhausting for
someone like me. I love upfront price transparency from a business,
and I absolutely hate wasting people's time. In a guerrilla marketing company culture like this, employees are taught to say anything just to get
people through the door. There are many cases when these unsuspecting
customers have no idea that they are in for the hard sell.
Luxury marketing can be different. It can come from
the realization that not everyone is your perfect customer. Inherent
in luxury marketing is the understanding that the more people know
about your product before they walk through your door, the better.
This doesn't mean that you have to paste your prices up on your door
like a menu, feel free to sell the value of the product first and
tailor the product to their needs. However, isn't it better for
people to know the basic “ball park” pricing? If your product
costs upward of $1000, you don't want someone walking in expecting it
to be $100. Why waste a person's time when they can't afford $1000?
Why waste your own? Luxury marketing is about telling your story and
putting out content that is valuable and impactful. If you provide
content with substance, it might reach someone on an intellectual, or
better an emotional level. People might even want to share the
content you are creating. In luxury marketing it is less about
having a 50% off sale, and more about collaborating with another
person in your space to write an interesting article about your
profession. Luxury marketing is about showcasing your creative process and giving people insight into your world. It is about getting the “right” customers coming
through your door. When they walk in your store or click your link, they may already know about your legacy, your
passion, or even your opinions about life. These customers are the people that already think they
might want to give you business.
Guerrilla marketing works best for necessity goods and mass
markets, not luxuries. I love clipping coupons for my groceries. I am
also willing to pay more for the fresh baked today baguette, and I
don't expect that to be as inexpensive. I know there is a difference
between a $5 necklace, and a $1500 necklace. When I walk into a fine
jewelry store, I know what to expect. There is a time and place for
that $5 necklace, but it is no fun for anyone if I walk into a
diamond shop expecting that $5 piece. Luxury marketing is for me
because I like to call a diamond shop a diamond shop. It saves
everyone so much time and energy.