Marketing Matters: Marketing Plans, Public Relations and Leads


June 8, 2015

Photo: ©

Photo: ©

Q. Is a marketing plan the same as an advertising plan?

A. No. Advertising is just one component of a broad marketing plan. Think of a marketing plan as an umbrella, under which the following components reside: sales strategy, public relations, community involvement, customer service, pricing, distribution, media planning, budgeting, strategic Internet and social media planning, networking, and advertising. Marketing should be planned annually and reviewed quarterly.

Q. What’s the difference between advertising and public relations?

A. You pay for advertising and pray for positive publicity. A well-executed public relations event and the publicity it generates has at least 10 times the credibility of advertising. Positive publicity can result from the publication of an article you’ve written, or when information you give to a publication’s editor leads to a featured article about you. You also can sponsor a community event and contact the local media for coverage, and/or contact local media outlets and offer to be the expert, go-to company when they want to tackle pest-related issues.

Q. My company gets many helpful Internet leads, but our lead-to-closure rate is less than 45 percent. Evening and weekend lead-to-close rates are particularly problematic. Any ideas?

A. According to research sponsored by, the odds of converting a lead within the first five minutes of receipt are 100 times higher than the rate of returned calls as little as 30 minutes later. In other words, the early bird gets the sale.

You can reach Harvey Goldglantz, president of Pest Control Marketing Co. and author of Marketing Matters, at His book, Marketing Matters, is available from the PMP bookstore.


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  1. Art Manon says:

    Our Industry can have a Trifecta , triple benefit by utilizing Share A Ride, ” Uber “‘ simply get paid to advertise , promote our brand while harvesting leads such as Airport traffic where hundreds of new residents are traveling to your region daily. This is already a multi Billion dollar industry grossing more than the Pest !anagement Industry. I have brought this up @ the Pest Vets committee where we could hire Bets to be uber drivers. Their is currently compliance issues that no one better than us can solve, we wrote the book. N compliance. Along with NPMA , the Certifed a Pest a Control Operators of Florida are looking into solving any compliance issues & capturing this growing !arket where we also will garnish a lot of good will publicly as well as positive PR such as being current & providing additional good will, after all , we are the People whose. Is mission is your Protection”.