How to Leverage Your Creativity to Convert Leads

Creativity (cre·a·tiv·i·ty) krēāˈtivədē noun the use of the imagination or original ideas, especially in the production of an artistic work. Creativity may not immediately seem incredibly relevant to CRO. After all, CRO is often thought of as a study in best practices and procedural experimentation. Today, I’d like to challenge you to look a little […]

Creativity (cre·a·tiv·i·ty)
krēāˈtivədē
noun

  1. the use of the imagination or original ideas, especially in the production of an artistic work.

Creativity may not immediately seem incredibly relevant to CRO. After all, CRO is often thought of as a study in best practices and procedural experimentation.

Today, I’d like to challenge you to look a little deeper.

Following best practices does matter of course. You should absolutely continue to optimize your pages with A/B testing, focusing on message-match and ensure your CTA’s are clear and concise.

But there are a number of interesting and entirely useful ways that you can “shake the trees” so to speak.

Let’s take a closer look at how you can flex your creative muscle to increase conversions.

Remind Me Why We Have to Do This?

One word. Oversaturation.

Users are increasingly “blind” to traditional forms of advertising. Just take a look at banner ads.

Users are essentially numb to them, and have been for a long time. In fact, studies show that users generally don’t even give site siderails a single consideration. I know I don’t, and I bet you don’t either.

This study showed that across all mediums and placements, CTR on banners lands somewhere around .05%. Yikes.

banner-ad-placement-performance

Same goes for spam emails, banners, popups… the list goes on.

I’m not saying these tactics don’t work, remarkably some of them still do. Banners are still valuable to expose new audiences to your brand identity even if they don’t garner clicks. Popups can still gather leads when implemented appropriately.

My point is, they’re no longer “fresh” enough to grab someone’s attention and create a memorable experience.

This is why leveraging creativity matters now more than ever. Without further ado, here are three wacky ways to do just that.

1. Be Original. Be Memorable.

“Just be yourself.”

I know, I know. This sounds like the advice Mom gave you before you went to summer camp. How’d it work out for you then? Stolen lunch money? Teasing?

While there are some potential downsides to being unique, particularly when surrounded by kids or teenagers, the perks can be pretty fantastic as well.

I’d go so far as to say that in the business world, being memorable is worth its weight in gold.

extraordinary-seth-godin-quote

Many customers make buying decisions based off emotional responses to brands. Whether it be to an ad, an email, or maybe a customer review they saw on YouTube.

The brands that tell compelling and memorable stories are the ones that land the most sales.

By being memorable and evoking a positive response from leads, you too can capitalize on this. A few ways to accomplish this…

  • Curate a quirky imagery style that you feature on ads, social platforms and your website. Moz does a fantastic job of this, check out their ad portfolio on MOAT.
  • Come up with a memorable and unusual catch phrase, then shout it to the world. When I think about slogans, my mind always races to Redbull. “Redbull gives you wings” is to this day, one of the most impactful, concise, and informative slogans I can think of.
  • Be disruptive with your advertising (screw the norms). Facebook canvas ads are a fantastic way to get creative with your approach. Check out this example by tieks.

tieks-mobile-app

Sticking out like a sore thumb is a good thing when it comes to converting leads. Making a lasting impression and being personable will endear your brand to leads.

Remember, you always want to view your digital funnel from the eyes of the visitor.

Discerning visitors have an inherent sense of authenticity. If you’re genuine with your approach to your product or service, that will come across loud and clear, and in turn builds trust.

The icing on the cake? The more a lead trusts you, the more likely they are to convert.

TLDR: Developing your brand’s unique voice and “personality” encourages consumer trust, which in turns produces sales.

2. Email Nurturing with Authenticity

We all know that email is massively effective when it comes to converting leads. It’s safe to assume each and everyone of you reading this tracks email signups as “goals” in your analytics platform of choice.

Hell, at RankPay we even have a tradition of lining up for high-fives when our MailChimp subscription level increases.

chimp-high-fives

Here’s the problem with emailing nowadays: Email users, aka the vast majority of people, are increasingly savvy as to what constitutes something of value in their inbox. You can’t just send an email with any old subject header and expect a double-digit open rate.

It’s time again to bust out our creativity and buck the trend.

In short, we want to be the unforgettable brand that’s unique but not bizarre enough to be off-putting.

For instance, I recently landed an opportunity by breaking all of the rules. Even the ones deliberately laid out in the denial letter I first received.

who-listens-to-instructions-email

With this in mind, start by taking a closer look at your own lead nurturing email campaigns. Are the subject lines innovative, quirky or unique? Do they have any personality?

Have some fun and try A/B testing novel subject lines where you let your personality shine through. Note that it’s OK if you hear your brain protesting…

“Play it safe! What are you doing? Best practices are established. You can’t go rogue like this!”

But do it. Click send. That quirky but endearing email subject line might be just what the doctor ordered.

When you have fun, your audience will recognize this intuitively. Smiles are infectious. Positive brand associations mean more conversions.

3. Write Marketing Copy to Appeal to Emotions

Every chance you have to put words in front of your leads, is a chance to sell them on your solution. But without appealing to a lead’s emotions, we’re wasting these opportunities.

It’s understandable that us marketers occasionally struggle with this part. We become intimately familiar with our products and services, and it can become difficult to see the forest for the trees. That is to say that we lose sight of what a customer journey looks like from the prospect’s point of view.

prospects-point-of-view-funnel

Image Source

One negative outcome of this lack of perspective can be uninspired copywriting. No need to be hard on yourself, it happens to all of us! Present company included.

Just the other day I caught myself writing a headline for a lead-nurturing email as follows: “The Best SEO Service for Small Businesses”. That’s all well and good. It’s a fairly standard headline in that it clearly highlights our company’s service and our target audience. But it’s not memorable and I’m not sure it will truly “connect” with readers.

Luckily I realized it, and took a step back to brainstorm. In the end, I decided to go with “The easy, affordable way to earn higher rankings.” This version has a lot going for it.

  • It’s punchy
  • It’s catchy
  • It connects with the problems this reader faces (budget and difficulty)
  • It conveys authority
  • It explains what we do

And again, I’d point out that being memorable matters. Generic = forgettable. Unique = memorable.

Let’s take a look at a few places you can put this to work for your business.

Company motto or slogan

Day in and day out I see brands without a good catch phrase.

Look at it this way: every single person is inundated with brand exposures from the moment they wake up. Some studies show individuals being exposed to literally thousands of ads each day.

Yankelovich, a market research firm, estimates that a person living in a city 30 years ago saw up to 2,000 ad messages a day, compared with up to 5,000 today. – New York Times

The thing is, there’s only so much room in our brains to remember all of these brand impressions. It’s thus critical that we aim to be one of the few brands that leaves a truly lasting impression.

When I’m helping clients develop these “quick pitches”, my process looks like this:

  • Brainstorm as many ideas as I can (25-100)
  • Pick the best 10-15
  • Iterate and improve
  • Get third-party feedback
  • Finalize 3-5 versions
  • A/B test for resonance

It’s so simple it hurts. But at the end of the day, it works.

Headlines

When it comes to being creative with your headlines, start by asking yourself a few key questions.

  • Does this convey our solution’s value to the customer?
  • Is it punchy and concise?
  • Does it appeal to emotions?
  • Is it consistent with our overall “story”?

These questions should get your gears turning and the creative juices flowing.

Remember, we want to craft a memorable message that our leads will not forget. We also want to make sure that we evoke an emotional response and appeal to the potential customer’s needs or desires.

Check out this killer example

brisket-master-headline

It’s got everything going for it. It’s punchy and unique. The wording matches the imagery. The use of the word savor as a verb is particularly great because it elicits a clearly emotional response from the audience. Who wouldn’t want to eat whatever they’re serving at this place?

Calls to action

You’ve probably already spent a lot of time optimizing the button size, color and placement. If not, be sure to check this guide on how to improve the efficacy of your CTAs in general.

Regarding the wording however, it’s important to take the chance to put something personal in the actual text. Instead of using a button that says “Submit” try something like “Start My Trial” or “Boost My Rankings”.

Copyblogger clearly showed data that corroborates using “first-person” CTA text will increase conversions. Cool right?

Last but not least, remember to be unique. Don’t be afraid to let personality shine through. Here’s an example of both a CTA and a form that I immediately loved.

punch-up-your-copy

Remember, Being Weird Isn’t So Bad

If you’ve watched Freaks and Geeks, you probably already believe this statement. If you’re more of the Biff type, there’s nothing wrong with you either. We love everyone here.

But I hope you’ll take the time to consider the advice above, as it can really work wonders on your conversion rate.

The key takeaways are to embrace personality, be genuine, and appeal to your customers emotions. The more a customer trusts your brand and remembers your message, the more likely they are to buy.

Write interesting copy, be weird with your subject lines, and be memorable! Let your freak flag fly!

About the Author: Sam is the marketing manager at RankPay, a top-rated SEO service. When Sam’s not writing or growing businesses, he enjoys talking about himself in the third person.

designthinking

Free ebook – The Non-Designer’s Guide to Design Thinking: What a Marketer Learned in Design School

“Design thinking seems to be an important way of thinking in 21st century business, but I am not sure where to begin.”
Do you agree or not? If yes, this book is a good introduction to map the overall picture of learning design thinking.

This book illustrates the key components of mastering design thinking based on author’s experience at the Institute of Design, Illinois Institute of Technology, one of the most famous Design schools in the world. The author highlights the difference between the business world and design world based on his own experience. His big transition from logical world as a ex- P&G marketers to design world and this helps non- designer how to learn design thinking with comparison to business protocol.

Today the digital edition is free! Download it!

 

 

The Non-Designer's Guide to Design Thinking: What a Marketer Learned in Design School

Similar items: Rich products feature on Google Image Search

Image Search recently launched “Similar items” on mobile web and the Android Search app. The “Similar items” feature is designed to help users find products they love in photos that inspire them on Google Image Search. Using machine vision technology, the Similar items feature identifies products in lifestyle images and displays matching products to the user. Similar items supports handbags, sunglasses, and shoes and will cover other apparel and home & garden categories in the next few months.

The Similar items feature enables users to browse and shop inspirational fashion photography and find product info about items they’re interested in. Try it out by opening results from queries like [designer handbags].

Finding price and availability information was one of the top Image Search feature requests from our users. The Similar items carousel gets millions of impressions and clicks daily from all over the world.

To make your products eligible for Similar items, make sure to add and maintain schema.org product metadata on your pages. The schema.org/Product markup helps Google find product offerings on the web and give users an at-a-glance summary of product info.

To ensure that your products are eligible to appear in Similar items:

  • Ensure that the product offerings on your pages have schema.org product markup, including an image reference. Products with name, image, price & currency, and availability meta-data on their host page are eligible for Similar items
  • Test your pages with Google’s Structured Data Testing Tool to verify that the product markup is formatted correctly
  • See your images on image search by issuing the query “site:yourdomain.com.” For results with valid product markup, you may see product information appear once you tap on the images from your site. It can take up to a week for Googlebot to recrawl your website.

Right now, Similar items is available on mobile browsers and the Android Google Search App globally, and we plan to expand to more platforms in 2017.

If you have questions, find us in the dedicated Structured data section of our forum, on Twitter, or on Google+. To prevent your images from showing in Similar items, webmasters can opt-out of Google Image Search.

We’re excited to help users find your products on the web by showcasing buyable items. Thanks for partnering with us to make the web more shoppable!

Posted by Julia E, Product Manager on Image Search

Essential Feedback and Survey Tools

Use these ‘Voice of the Customer’ Tools to gather qualitative data on your customers Web analytics can provide the what, the when and the how, but struggle to deliver the why and the rationale which explains the numbers from your …..

Use these ‘Voice of the Customer’ Tools to gather qualitative data on your customers

Web analytics can provide the what, the when and the how, but struggle to deliver the why and the rationale which explains the numbers from your analytics tool. ‘Voice of the Customer’ tools can run continuously in the background, be focused on specific pages or be time-based, gathering detailed feedback on barriers to conversion, design issues, user confusion – all useful and actionable insight for marketers.

These tools allow you to go beyond the quantitative insight of analytics tools and provide a deeper layer of site visitor feedback. Tools in this category are growing in popularity and include general website feedback, crowd sourced product opinions and exit survey functionality.

Key things to consider before purchasing and using these tools:

  • Be careful not to request too much data. Just like us, users are put off by surveys that are pages and pages long, feedback forms and exit surveys should be as short as possible to collect the insight you’re wanting to capture.
  • Response rates can be low so bear this in mind if wanting to capture specific insight on a campaign or product (volumes may be an issue). Incentivising responses can help to increase uptake but may also skew the responses to a less representative sample.
  • You may want to experiment with different capture methods, both the way feedback is requested (i.e. on-site pop-ups, vs. tabs vs. email) and the data fields (i.e. drop downs vs. free text fields) used.

Survey Monkey

Survey money is a great option for traditional customer or site visitor research prompted by email or on a website. It’s the best-known survey service, popular thanks to its free option and the paid versions are a modest price. Its simplicity (along with the free option) goes a long way to explaining why it is so popular.

Key features:

  • Skip logic, filters and cross-tabs (paid versions)
  • Range of export options.
  • Local language support

Polldaddy

Polldaddy is a great tool for quickly creating stylish customer or site visitor surveys. We love this tool for quickly creating stylish surveys with a range of questions types. The free version isn’t restricted, apart from the presence of branding. We believe it’s easier to use, is better for more advanced survey options and provides better reports than Typeform. It’s ease of use and style of templates make it stand out from the competition.

Key features:

  • Great drag and drop question editor
  • Range of 19 question types including support for Matrices / Likert questions.
  • Good range of export options including Microsoft Office options.

Typeform

Typeform lets you produce simple, interactive looking surveys. In terms of aesthetics of the finished survey, it’s the best option out there. It’s simplicity of the finished design and quality of its interactions, particularly for mobile devices make it stand out. Typeform is a highly rated new entrant suitable for user-friendly consumer surveys on mobile. It is less suited to research or more complex surveys than the two preceding options in this category.

Key features:

  • No volume restrictions on free version
  • Branded thank you page on paid version
  • Calculation and skip logic on paid versions

Hotjar

Hotjar is an all-in-one analytics and feedback tool helping you to truly understand your web and mobile site visitors. This is a relatively new tool, but we prefer it to some of the existing services since it also enables questions to be asked on some pages for qualitative feedback. Other tools in the category don’t all provide insights from prompting visitors with polls.

Key features:

  • Heatmaps: Visualise your visitors clicks, taps and scrolling behavior.
  • Recordings: Eliminate guesswork with recordings of real visitor behaviour on your site.
  • Polls: Understand what your visitors want and what’s preventing them from achieving it.
  • Funnels & Forms: Find the biggest opportunities for improvement and testing by identifying on which page and at which step most visitors are leaving your site.

Confirmit

Confirmit is an enterprise VoC option for large-scale surveys deployed across multiple segments, product categories, business units or countries. Confirmit covers the range of the Voice of the Customer process, from program definition and design to analysis, reporting, and action management. It is a powerful tool, but expect to pay an enterprise level price for it.

Key Features:

  • VoC programme management Survey
  •  Reporting and workflow management
  • Survey Reporting and workflow management
  • Reporting and workflow management

 

Download resource – Essential Digital Marketing Tools

This free 100+ page guide explains why we have chosen the 5 tools in each category and gives links to all the tools.

Access the Essential Digital Marketing Tools 2017

 

Essential Ecommerce Cart Recovery Tools

Use these cart recovery tools to nudge your customers into converting Cart recovery tools use email and on-site notifications to drive users back into a site (usually the checkout pages) with the aim of driving incremental transactions by reminding customers …..

Use these cart recovery tools to nudge your customers into converting

Cart recovery tools use email and on-site notifications to drive users back into a site (usually the checkout pages) with the aim of driving incremental transactions by reminding customers of the products or services they abandoned.

With initial customer acquisition becoming increasingly expensive, brands have focused their efforts in trying to re-engage and convert those users they’ve already spent money acquiring and/or who have already expressed some level of interest in a product or service. Cart abandonment is the use of remarketing at the closest point to conversion i.e. once a user has added something to their cart but fails to check out. Cart abandonment tools can therefore be an extremely cost effective way of increasing sales, and usually generate great returns on investment. If you are considering investing in a cart recovery tool for your website, here are some of the top providers to consider.

Convert

Key things to consider before purchasing and using these tools:

  • It can be difficult to assess if sales resulting from cart abandonment tools are incremental. Make sure any tests you run can give as clear an indication as possible as to whether you are rescuing sales you would otherwise have lost.
  • Carefully consider the customer contact strategies you have in place to avoid bombarding your hottest leads.
  • Constantly test your cart abandonment program. Results will likely diminish as more time passes since the item(s) were added to a users’ cart. This should be tested along with subject lines, calls to action and email content.
  • Many brands offer an incentive (e.g. a discount) when using these tools to help secure the sale. Be careful with how this is used; can lead to shaping customers’ behaviour (deliberately abandoning a purchase to receive a discount).

Cloud.IQCloud IQ

Cloud.IQ offers a range of marketing apps, helping recover online sales. It’s a tool which is perfectly suited to tackle issues from start-ups right up to the largest of enterprise clients. They have one of the best customer service teams, with 24 hours a day, 7 days a week access to conversion experts, who offer support on anything from remarketing queries to personalization issues.

Key Features

  • Help with setting up and optimising your remarketing campaign
  • No on-going contract or transaction fees
  • Superb customer service
  • Free site audit before upgrading

What makes it stand out?

The main differentiators to other cart recovery platforms, is how they cater for a much wider market, making it suitable for anyone from start-ups to large enterprise clients. On average, users see an increase of 5% on turnover, which can’t be said for all tools!

Salecyclesalecycle

Salecycle provides a range of behavioural marketing solutions. They specialised in personalisation solutions, which deliver on-site remarketing to individual customers. It doesn’t offer as many personalisation features as some of the other providers, and its analytics aren’t as capable as some of the other tools listed here. However if a simple and reasonably priced solution for personalised ecommerce cart recovery is what you want, then it’s the ideal solution for you.

Key features:

  • Personalised on-site remarketing
  • Personalised email remarketing
  • Personalised SMS remarketing

What makes it stand out?

Unlike other solutions, Salecycle focuses on remarketing to make sure you convert as many leads as possible. It offers onsite remarketing, email remarketing and SMS remarketing, which isn’t offered by most other providers.

optileadOptilead

Optilead provides real-time solutions for online cart abandonment recovery. Optilead have become specialists in the fields of Retail, Travel, Insurance, Utility, Telecoms and Financial.

Key features:

  • Activity Tracking
  • Email Integration
  • Lead Scoring
  • Lead Distribution
  • Real Time Delivery
  • Retargetting and Remarketing

What makes it stand out?

By connecting your business to abandoned shoppers instantly, Optilead can make a big difference to recovery conversion rates. This kind of instant connection can be more or less effective than the standard model of delayed reminders, it will depend on your industry, so make sure to research this first.

fresh relevance Fresh Relevance

This service is perhaps better known for its web-based recommendations, but also offers cart and browse abandonment and automated daily emails. It offers integrations into a wide range of Email service providers.

Key features:

  • Unlimited real-time live content
  • Multiple trigger types and testing for better
  • Customer Profiling Made Simple

What makes it standout?

By scraping live web-behavioral data from your eCommerce site, Fresh Relevance are able to create a profile of an online visitor’s recently browsed/ carted items. Where you can then re-market these very items to the customer who hasn’t converted via targeted recovery emails like the one pictured above.

Pure360pure360

Pure360 is a digital marketing suite that allows you to redefine email, create better campaigns, and transform your digital marketing results. Pure360’s email platform is PureResponse and features a relational database, so it can store transactional data for marketers who would like to segment on the basis of individual purchases that a customer may have made. Making it an interesting proposition for those who haven’t found what they’re looking for in the aforementioned tools, due to it’s ability to segment so specifically.

Key features:

  • Build great emails with our drag & drop editor
  • Excellent account management
  • Easily integrate your existing business systems
  • Simple yet powerful reporting suite
  • Automation, personalisation, and targeting tools

What makes it stand out?

Pure360 offers a unique combination of a powerful, data-driven marketing suite and best practice framework, which delivers results across email, mobile, web, and social.

Download resource – Essential Digital Marketing Tools

This free 100+ page guide explains why we have chosen the 5 tools in each category and gives links to all the tools.

Access the Essential Digital Marketing Tools 2017

Machine learning per ottimizzare gli acquisti pubblicitari: IBM porta Watson in Europa

Dopo il successo in USA, è la Gran Bretagna il primo mercato del Vecchio Continente a sfruttare le abilità di intelligenza artificiale del programma per pianificare e acquistare inventory in Programmatic

L’articolo Machine learning per ottimizzare gli acquisti pubblicitari: IBM porta Watson in Europa sembra essere il primo su Engage | News and views sul marketing pubblicitario.

Digital in 2017: in Italia e nel Mondo

“Digital in 2017” è il report di We Are Social e Hootsuite che raccoglie dati e insight relativi allo scenario digital, social e mobile dell’ultimo anno.

The post Digital in 2017: in Italia e nel Mondo appeared first on We Are Social Italia.

Oggi è un giorno importante per la comprensione del comportamento delle persone nello scenario digitale, perché – come ogni anno – è arrivato il giorno in cui pubblichiamo il nostro report: Digital in 2017 è figlio della collaborazione tra We Are Social e Hootsuite, e assume un’importanza ancora maggiore rispetto al passato, visto che oggi più della metà della popolazione mondiale accede regolarmente a internet.

A corredo dei (tantissimi) dati che trovate nel report, ci sono una serie di conclusioni utili per comprendere ancora meglio che implicazioni questi hanno sui business, e sulla società in generale, e sottolineano – ancora una volta – quanto velocemente stia cambiando lo scenario, grazie a un accesso alla rete sempre più diffuso, capace di avere un impatto decisivo sulla vita delle persone.

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