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Archive for October, 2016

Digital Marketing: Is Doing Nothing an Option?

Wednesday, October 26th, 2016

Getting started with digital marketing is often the hardest step to take.  We speak with many trainers, consultants, and professional coaches that know they need to do something but there’s always one more thing to square away before launching their digital marketing plan.  There will always be one extra element that could make digital marketing better but if it will cause an indeterminate delay in launching your digital marketing activity,  it’s best to take a few initial steps and build on that rather than trying to craft a perfect scenario before getting started.

A marathon runner doesn’t wake up the day of the race and pound out 26.2 miles.  They work up to it via a training regimen.  The training regimen is often a result of just experimenting with running in general before discovering they had a passion or talent for it. In other words, they had to try out the activity before they started becoming proficient at it.

Digital marketing beginners should have a similar path.  If you’re starting from scratch, get a basic lead generation mechanism (like a website, social media page, or affiliate form) established. Then start experimenting with channels to drive traffic to that lead mechanism.  Will the implementation be perfect?  Absolutely not, but it will provide some baseline discoveries to guide you into what digital marketing activities have the most value for your business.  Furthermore, some early progress and results will motivate you to get other digital marketing elements together and launched.

The same guideline applies when contracting out digital marketing services.  If you can meet a pre-requisite list for a particular digital marketing activity but not others, start there and then build up to others.  For instance, we have a client that wanted SEO, website lead generation landing pages, email marketing, and social media to be in their digital marketing plan.  However, they didn’t have a sufficient database of contacts to launch an email marketing campaign and content for SEO was in a state of disarray.  Instead of hitting the brakes on everything we started out by updating the website and setting up landing pages, starting social media posting, and set up a temporary pay per click campaign while the SEO elements were being developed.  In this way the foundations were started and the elements with missing pieces could be develped using data and insights from the iniatial digital marketing.

Procrastination in launching digital marketing efforts is often a smokescreen for being overwhelmed or unorganized.  The volume of information about digital marketing can make a launch seem like a more daunting task then it needs to be. Doing nothing ensures that you will fall further behind and gives the competition even more time to fortify their position as market leader. Take a simple first step with your digital marketing and build from there.  Otherwise doing nothing might be a permanent decision.

Is Your Call to Action Still Valuable to Your Target Market?

Wednesday, October 12th, 2016

yawning young manager on an isolated background

When testing and analyzing digital marketing data, the focus is often on the content or creative elements.  While these elements certainly factor into digital marketing success, it’s important not to overlook the foundational elements that the content and creative is built on.  This is especially important in reviewing the target audience and calls to action that have been effective but no longer convert well. Many trainers, consultants, and professional coaches settle on a call to action that they are comfortable with or have experienced past success.  The problem arises when this call to action becomes a monotonous staple that the audience no longer values.

Can there be too much of a good thing?  In digital marketing there certainly can.  If an offer is repeated too frequently, even a great offer, it begins to be ignored or become valueless.

A common offer for trainers, consultants, or professional coaches is an event or webinar.  Often the presenter invests a fair amount of time polishing the presentation so that it is engaging and dynamic.  This creates a valuable call to action that is often well received and well attended.  Since the investment in honing the event’s content is already made there is a temptation to repeat the offer.  And in doses, clever timing, or effective marketing communication, it is often just as well received for subsequent events.

However, there is only so many ways to frame or package the same product. The target audience becomes exhausted with the offer and perpetually procrastinate in attending or become dubious about the value.  It’s a similar effect to perpetual sale ads at a store where people believe it’s not actually a discount or that they will get the same sale next week.

Luckily, refreshing an offer doesn’t need to be a complete overhaul. There are two ways to freshen up a call to action.

  • Revamp It – It’s a smart move to get every drop of value out of the investment in creating a call to action. An event can be modified to target a specific group or updated with related topics so that the proven content lays the groundwork but complimentary content redefines it. In this way the call to action goes through an evolution process that keeps it relevant.
  • Pull it from Rotation – Digital marketing campaigns should have a series of calls to action that appeal to different target audiences. If a call to action has been overused or no longer converts well then it can be removed for a period of time.  This doesn’t mean that it’s archived forever but rather let the audience have some recovery time before making it an active offer again. Often the call to action will be reinvigorated as it’s re-introduced to the audience.

If a call to action stops converting well its worth evaluating whether it’s still a valued offer.  Rather than retooling the content or creative that communicates the offer, it might be time to change or temporarily retire the call to action.

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