Showing posts with label 2014 EBOOKS. Show all posts
Showing posts with label 2014 EBOOKS. Show all posts

Friday, 14 February 2014

FOCUSE ON 2014 BUSINESS YEAR

Why Focus on 2014 Now?

We all know that for the majority of ecommerce businesses, the back-to-school season starts around June, while everything for the holiday season must be in place by Labor Day.
And while ecommerce sales, according to Forrester Research, will continue to grow nicely for the next several years, but at a decreasing rate, I don’t think there are going to be many retailers who can afford to not start working on next year’s initiatives now. Leadership and finance teams are not going to let their marketers and merchandisers grow their businesses at slower rates than this year―at least that is not what they are going to tell you.
online retail 2016_US
So what can you do?
First, take a look at what you have planned for 2014 and see what you can start doing now.
Next, my guess is that the demand generation tools you have used are not going to work for you as well as they have in the past, especially paid search. Shop.org reported in a recent survey that ecommerce brands are spending 40% of their marketing budget on paid search (the number one demand generation channel), but 27% of responders said pay-per-click advertising has become less effective than it was last year. This is an issue that you want to get in front of, especially with ecommerce growth rates expected to decline in 2014.
online retail 2016_europe
With demand generation softening, you need to adopt new marketing technologies that include more revenue generation solutions, more specifically browser-side solutions that allow you to monetize the visitors you receive from demand generation vendors likes Google, Facebook, affiliates, ad networks, email service providers, and more.
And the results speak for themselves. According to an Econsultancy survey done earlier this year, ecommerce companies focusing on site revenue generation (not site analytics) are growing at a year-over-year rate of 19% compared to the rest of the market growing at around 15%.
Make your 2014 number… today!

2014 New-School B2B Marketing: Communicating to the Individual

New-School B2B Marketing: Communicating to the Individual

Leading business-to-business marketers are moving away from their spray and pray acquisition strategies, opting instead to create more personalized experiences for each buyer. And it’s no wonder: a recent Corporate Executive Board Marketing Leadership Council study found that only 14 percent of B2B buyers believe that feature differences and unique selling propositions alone justify paying more for that product.New School Business-to-Business
Instead, B2B marketers are reaching their online buyers with three new school tactics:
  • Creating a visitor-centric strategy
  • Reaching visitors with personalized messaging, from the right organization
  • Re-targeting that visitor across the web, to drive them back
Creating visitor-centric strategy
Last October, McKinsey and Company did a survey to gauge how marketers perceived the impact of their B2B marketing efforts compared to how their B2B customers actually felt. The three things customers cared most about were that the company:
  • Engages in honest, open dialogue with its customers and society
  • Acts responsibly across its supply chain
  • Has a high level of specialist expertise
The fascinating thing is that B2B marketers surveyed placed these three crucial characteristics well outside of their top five. What this means is that many B2B marketers are missing their target audience.
The Executive Board studied B2B customers and they found “Customers who believe a brand will provide business value are 4x more likely to consider that brand.” And, the same study concluded, “when [potential-customers] don’t see personal value, they are over three times less likely to purchase, and over seven times less likely to pay a premium.”
Many B2B marketers understand this paradigm and are marketing with personalized messaging to their site visitors. Alterra Group recently reported that Account-Based Marketing (ABM) tactics are continuing to grow in popularity, with 87 percent of B2B marketers using this approach.
This underlines the key value of messaging to the individual and leads us to the message itself.
Reaching visitors with personalized messaging
Your buyers aren’t interested in your market share; they want to understand how you’re committed to building business solutions that can help them do their jobs more effectively.
Thought leadership and content is one way to get that message across, but it has to be highly targeted, highly relevant and highly engaging to resonate with your audiences.
Some B2B marketers have been making efforts to create that content. According to research firm Forrester, content generation in B2B marketing in 2013 was up from 22 percent over the prior year. That content, though was “product information that fails to pique buyer interest and raises eyebrows over quality.”
Without creating content that is highly targeted, highly relevant and highly engaging, however, B2B marketers can create the unforeseen effect of driving potential buyers away from their brand and their content.
So what can you do to more effectively get your message to your buyers?
  • Start with your business value proposition
  • Speak to your visitor’s organizational context
  • Take  your targeted experiences cross-channel
Visitors are immediately looking to understand whether your product is relevant to them personally and professionally and then whether it applies to their company. Marketers now can  segment these visitors by their context, their organization’s firmographics—company size, industry and the individual’s role.
By understanding their role and their organization context, marketers in the B2B space can now truly speak to their customers and position the best business value proposition to the right individual, creating a closer relationship.
Companies like Cisco have leveraged that data to better identify the business demographics of their website visitors and have changed their their web experiences accordingly. These changes help the companies better cater their messaging directly to these needs of those demographics—CXOs, CIOs and CMOs in Cisco’s case. Cisco believes this relevant messaging lead to more than $18 million in incremental revenue and an increase in engagement rate from 13 percent to 18 percent, driving true bottom-line value.
Message to visitors’ context, on and off-site
Finally, we’re seeing new marketing innovation happening offsite. B2B lead-to-conversion timeframes can be lengthy, in some cases upwards of a year. This involves many interactions before a client may even engage on a form conversion or reach out to sales.
Zendesk.com, a customer support platform targeting Fortune 500 businesses, leveraged 3rd party providers to identify anonymous visitors, segment them, qualify them and finally re-target visitors coming from the right industry and/or from pre-selected target organizations. Combining this strategy with sophisticated behavioral on-site tracking, Zendesk.com was able to retarget visitors who visited and left in the last two days—focusing on recency. They saw more than 2,000 new conversations in two months due to this effort.
As B2B marketers are learning about their clients, they’re putting this into action at every encounter, never forgetting what they’ve learned. Marketers now have the tools to employ new strategies that bring message context to the user, across channels. I think we’ll begin to see exciting and new creative strategies in 2014.
This is the new-school B2B marketing approach: Align with your customers’ needs through messaging and put a premium on the customer relationship on site and off.

Thursday, 13 February 2014

2014 EBOOK Three Reasons to Love Lists


Three Reasons to Love Lists (No, Really!)

Yes, I know the internet is awash with lists.  Yes, I know that many of them are terrible. No, that does not mean lists are do be avoided at all costs. Do we impugn all comedians because of Pauly Shore? I certainly hope not. There’s a reason list-style posts are perennially popular, and there’s a lot you can take from them to enhance your own (non-list) posts.
At the risk of causing a list-based meta-implosion that sucks the entire internet into the wormhole of Top Ten Celebrity Baby Names, here’s my list of three reasons to love lists.

1. LISTS HELP YOU ORGANIZE YOUR OWN THOUGHTS.

As a writer, lists are helpful organizational tools — if your thoughts are a-jumble and a post isn’t coming together the way you’d hoped, breaking your ideas down into a list of bite-sized chunks can be a useful way to bring order to the chaos. You can easily move list items around and group related thoughts, and since you’ve spewed all your ideas onto the list, no important bits get unintentionally left by the editorial wayside.
Once you’re done writing, remove the list elements if you’d like; they’ve served their purpose. Toss in an intro, a conclusion, and a few segues, and boom: a perfectly proportioned post. Or keep the list formatting, to walk your readers through a complex argument or highlight your important points.
Lists are also satisfying for you and your readers. It feels good to cross something off a list.* Working your way through a list post taps into a little bit of that satisfaction, as does reading one.
*I’m not going to say that I sometimes add already-completed items to lists just so I can cross them off, but I’m not going to say that I don’t, either.

2. LISTS ARE HIGHLY SHAREABLE.

One of the first publicly recorded lists, the "King List" was carved into walls all over lower Egypt in an early but slow-moving display of virality.
One of the first publicly recorded lists, the “King List” was carved into walls all over lower Egypt in an early but slow-moving display of virality.
Go to Facebook. Or Twitter. Or Google+. Scroll for a minute. Count the number of list posts you see. We’ll wait here.
Why? Posts that can be consumed quickly, are easily skimmed, and have clear highlights make the rounds — they’re useful, either as education or entertainment, and it’s simple to pull out the important bits.
Should you publish all your posts in list format to increase your odds of viral superstardom? Please don’t.  But do be aware of what makes list posts such regulars on the social sharing scene, and think about how you can inject those elements into your own.

3. LISTS ARE COMEDY GOLD.

Things that subvert our expectations of a list — that lists display reason and order, that each item on the list is important, that the list contains complete information — are funny.
To go meta on our meta post, here is a sub-list of my four favorite ways to write chuckle-worthy lists:

PUTTING SILLY ITEMS ON A LIST GIVES THEM FAKE GRAVITAS, AND THAT’S FUNNY.

Look at Stephen Colbert: being serious about decidedly not-serious things can be hilarious. When you put something on a list, you’re saying “This thing is important and your attention should be drawn to it.” When the thing itself is actually totally insignificant, the juxtapostion creates humor. It’s like atoms colliding, but with less potential for nuclear fallout.
Consider:
Four excuses for my tardiness to today’s meeting:
  1. Traffic accident on the Turnpike.
  2. Over-steeped morning tea; had to start over with fresh cup.
  3. Forced to wait through commercial break after Today Show cliffhanger for emotional closure re: Hoda Kotb’s preferred white wine to serve with shellfish.
  4. Reasons.
If there is anything less important that Hoda Kotb’s Pinot/shrimp scampi-matching preference, I don’t what to know what it is. But if you know, put it on a list! It’ll be funny.

ODD NUMBERS ARE FUNNY.

I’m using “odd” as in “strange,” not mathematically odd. Lists with nonstandard collections are always more amusing than lists with round numbers of items. The top 14 or 22 reasons for something is always funnier than the top ten.
The top 37 is the funniest, but use that one sparingly.

LISTING THE STEPS OF A TASK IN EXCRUCIATING DETAIL IS FUNNY.

Going overkill on details and listing each one of those details as a list item is another great list-subversion tactic — now, readers can no longer assume that each item on the list is actually significant.
If you try this technique, you earn Bonus Komedy Points for steps that aren’t really steps at all, and an extra gold star if you combine a detailed list with an odd number of steps and some mundane items.
To wit:
How to file your taxes in nine simple steps!
  1. Open a TurboTax account.
  2. Begin inputting your financial data.
  3. Remember you need to change the password for your online banking.
  4. Change it.
  5. Finish inputting your financial data.
  6. Forget to hit “save” before closing your browser.
  7. Repeat steps one through six.
  8. See amount owed; panic.
  9. Call accountant to do your taxes.
Does “remembering you need to change your password” need to be separated from “change your password”? Do either of those things actually help you do your taxes at all? No, and that’s why it’s funny.

REPEATING ITEMS ON A LIST IS FUNNY.

Repetitious lists help you really drive a point home while also being funny: a win-win!
I could write, “My dog really loves chicken.” Or, I could write:
Seven things my dog wishes he had right now:
  1. Chicken
  2. A bathtub full of dog biscuits.
  3. Chicken.
  4. A discarded pair of my socks.
  5. A bacon cheeseburger.
  6. Chicken.
  7. Chicken.
(By the way, that is a completely accurate list.)
The takeaway is the same for both — you could rob me blind if you broke in and threw my dog a chicken wing — but one is way funnier.
As with the first two points, this doesn’t mean you need to write everything as a list. You can pull these concepts out and use them in regular narrative. Repetition and emphasizing minor details are not exclusive to lists.
The next time someone sends you a link to Top 30 Signs Your Relationship Is So Cute It Makes Your Friends Nauseous, feel free to shake your head sadly as you delete it — but remember that there are legitimate reasons that post is engaging, and you can adapt them in your own work.