Snap Inc has joined the Global Internet Forum to Counter Terrorism, which sees consumer internet companies cooperating to stop the spread of terrorism and extremism online. Facebook, Google and YouTube, Microsoft, and Twitter formed the GIFCT last month, and tomorrow it will host its first workshop with fellow tech companies plus government and non-governmental organizations. The GIFCT started… Read MoreThink ‘lead magnet’ ads are new-age?
Think again.
Free opt-in ad campaigns like that have been around for almost a century.
Everyone’s looking for the hot new thing. A watch that counts your steps, takes notes, answers your calls, and oh yeah, also tells time. An iPhone that has a new update every time you turn it on. A car that is so smart it can drive itself.
But there’s something to be said for sticking with what works. If it ain’t broke, don’t fix it.
Even better, if it works well, no need to reinvent the wheel.
Here’s how today’s ad pros are still using copywriting techniques from old-school campaigns that ran decades ago.
When it was time for Motorola to promote its new line of smartphones and features, it took its campaign to YouTube.
The phones were marketed for a younger audience, and with 54% of 18-34 years olds using YouTube at least once a day, Motorola knew it was the place to be.
They used 13 influencers to each create create “partnership announcements” and “hero” videos to show them using the new Moto Mods, that allowed users to customize their phones just the way they wanted. One user strapped the phone to a rocket and launched in 16,000 feet in the air.
The result? 11.6 million video views and more than 38 million social media impressions. Even more? 80,000 clicks to motomods.com from first time users.
This shouldn’t be surprising. Buyers are 92% more likely to trust the reviews and opinions of friends and peers over standard advertisements.
A recent Tomoson study found that this kind of influencer marketing is “the fastest-growing online customer acquisition channel, beating organic search, paid search, and email marketing.”
But as hip and cool and successful as this turned out to be for Motorola, it wasn’t a new idea.
In fact, it was decades — even hundreds — of years old.
Companies have been using celebrities, real users, and even beloved, made-up characters for years to sell their products.
Remember how much Santa loved Coca Cola? This one’s from ‘64:
And what about Babe Ruth and his love for Pinch-Hit?
Yes, that’s Babe Ruth as spokesperson for a tobacco company. The same Babe Ruth who later died of cancer at the age of 53. Next level brand partnership, right there.
You see, this stuff is nothing new. It’s not that new and fancy and innovative and cutting edge.
It’s the same old playbook, just dusted off and revised with a new edition. One that takes into account how our constantly evolving consumer preferences keep shifting.
Here’s a few more ideas for how tried but true methods are still relevant today.
Remember when Old Spice used to literally mean old.
As in, the only people who wore it were your grandparents?
That all changed a few years ago with a little sex appeal and humor:
Sales jumped 107% in just one month. Old Spice became the number one body wash and deodorant brand in both sales and volume.
And they reached new demographics of people (which is important when yours historically is about to drop dead).
But even that ad campaign, now nearly seven years old, is just a first-cousin of marketing techniques from long ago.
David Ogilvy’s 1958 Rolls Royce ad uses the same shock and awe tactic by grabbing the reader’s attention with what’s essentially a one-word headline:
$13,550 for a car in 1958 was a lot of money, and Ogilvy was hoping to hook customers with mystery, intrigue, and a little high-end appeal.
He also updated their tag line a bit, which was a simple and direct, “The Best Car in the World,” that now reads, “What makes Rolls-Royce the best card in the world?”.
By turning that statement into a question, and then answering it, he was able to produce their highest-performing marketing campaign to date.
Unsurprisingly, there’s data from today that backs this up.
For example, MarketingExperiments.com ran two basic AdWords headlines against each other. The Control was a question, while the Treatment was simple and straightforward. Can you guess which one won?
You got it. The question-based headline.
Last second copy changes in order to test headline variations ain’t new, either.
Even Ogilvy’s testing back in the ‘60s wasn’t a groundbreaking notion. Good ol Hopkins was doing that long before around 1900:
“Hopkins outlines an advertising approach based on testing and measuring. In this way losses from unsuccessful ads are kept to a safe level while gains from profitable ads are multiplied. Or, as Hopkins wrote, the advertiser is ‘playing on the safe side of a hundred to one shot’.”
Today we use content marketing to grab top of the funnel attention. Turns out that’s nothing new. Because storytelling is one of the best ways to develop the interest and intrigue required to keep people reading long enough to make a decision.
Today, marketers face unprecedented hurdles to get their name out there.
A New York Times article from a decade ago claimed the number of ads we saw each day was around 5,000. Keep in mind this was early for Facebook, YouTube, et. al. They hadn’t even hit critical mass yet.
Fast forward and nearly 200 million people worldwide are using ad-blocking software in order to take back control over their (albeit, limited) attention. A recent study found that only 14% of respondents could recall the banner ad on the page they just visited.
Couldn’t remember the company. Couldn’t remember the product.
All of this spells disaster for marketers when our prospects lack the attention span of a goldfish.
That’s where storytelling comes in.
Nike has been leading the pack for years.
Back in 1999, they put together a one minute spot for the retirement of Michael Jordan. Clips and photos of his career, telling the story of his journey and successes. They didn’t even put up the Nike logo until the very end. For a good reason.
“It understood that what would really make a lasting impression, and what would help build the brand and allow the company to sell more products in the long-term, was an authentic story,” said Sujan Patel.
Ross Jeffries told a story, albeit a slightly more seedy version, in 1998.
“The Amazing Seduction Secrets of a Skinny, Ugly, 6 Foot Geek from Culver City California That Could Get You All the Girls You Want.”
(Yes. This actually happened.)
Nerdy guy trying to get the girl is a tale as old as time. Now every non-skinny, ugly, 6 foot geek from Culver City California is gonna be hooked to read more of this. (And trust me, there’s a lot of them.)
Taking a familiar story or something that a consumer can relate to helps them understand just how perfect your product is for them. Why they need it. The emotional aspect that tugs at our heart strings or appeals to our vanity.
Ad copywriting formulas, like AIDA, help us touch on all of these critical pressure points. And once again, AIDA wasn’t just invented by some growth hacking millennial. It’s been around the block a few times since the nineteenth century.
Ad exec Joseph Addison Richards was talking about it way back in 1893:
“How to attract attention to what is said in your advertisement; how to hold it until the news is told; how to inspire confidence in the truth of what you are saying; how to whet the appetite for further information; how to make that information reinforce the first impression and lead to a purchase; how to do all these, – Ah, that’s telling, business news telling, and that’s my business.”
Nobody knows why they need anything.
I didn’t even know I needed a special bag just for my french bread until you showed me how lacking my life was before I bought one.
But this information sharing takes a little time and finesse. You have to walk the customer through their journey. Too much, too soon, and it backfires.
That’s the chief difference between running PPC ads on Facebook vs. Google AdWords. (And why the former doesn’t work like the latter.)
There’s not much seduction required when people type something into Google. They’re already at the end of their journey. But successful advertising on basically any other medium requires you to lay the groundwork (that we’ve already discussed).
Once again, classic ad copywriting formulas help you better explain why people need what you’re selling when they don’t always yet realize they need it.
Even the U.S. Military has gotten in on the PAS (Problem, Agitate, Solution) game. Here’s an ad from 1967:
This guy waited too long to sign up (problem). Now he can’t pick which branch he wants. That could happen to you, too (agitate). Fill out this form and we’ll get you what you want before it’s too late (solution).
Or what about this example from 1990 for a book to help readers with their grammar?
Look around and you’ll see PAS ev-ry-where. Here’s a slightly modified version from Dollar Shave Club Australia. No commitment? Everyone’s trying it? Only a couple of dollars?
Sold.
Long, long ago (like more than a century), advertising pro Claude Hopkins encouraged advertisers to create work that essentially sold itself.
According to the most factual source on the internet*, Wikipedia, Hopkins: “Insisted copywriters research their clients’ products and produce ‘reason-why’ copy. He believed that a good product and the atmosphere around it was often its own best salesperson.”
(*Not true.)
In other words? The purchase (or more accurately, decision to purchase) should be an absolute no-brainer. The value should far exceed the mental, emotional, or physical costs.
But that action-step that happens once the solution is presented often takes place with a simple click-through or from an online ad.
How exactly? Tripwires.
Here’s info-marketing guru Ryan Deiss with a too-good-too-be-true offer for his latest book:
The offer here is low-friction. It doesn’t require a lot of steps or a big commitment, and the customer gets a good return on their time and money. And, you get to sift out the people who really have some interest from those who are just stopping by.
But, once again, not a new concept. Here’s one from over fifty years ago in 1965.
The lates
source https://blog.kissmetrics.com/100-years-old/
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Each group of users need to be treated differently. And each group can be learned from to drive more product adoption and help direct future product releases.
Here’s how to do it in Kissmetrics.
You can find who fits into this group by using a simple yes/no survey from a tool like Qualaroo. You can place it on every page of your app and have it appear until the user provides a response:
For the people that select Yes, you can have a simple messaging saying Thank You. But for those that select No, you can prompt them to check out your new feature.
That’s one way to make sure newcomers are at least aware of your new feature and what it does.
But as the saying goes, you can bring a horse to water but you can’t make him drink it.
In this case, your user is the horse and the water is….ok, bad analogy. But you get the point. Awareness isn’t activation. Activation isn’t engagement.
So, that’s method #1. The other method involves using a little analytics from Kissmetrics. Just pull up a People Search and find the people that are current users, have received the email announcing the feature, but have not used it. While some of these people may have read the subject line, they aren’t too familiar with your new feature because they didn’t open the email and haven’t used the feature in the app.
Run that search, and you’ll get a list that looks something like this (just with different email addresses):
So it looks like there’s a few people that aren’t too familiar with this feature. For them, we’ll create an email message that we’ll send to them. We won’t have to leave Kissmetrics or export anything to do this. It’s all in the same solution.
We’ll send them an email about this new feature, and will create follow up emails for people that still haven’t used the feature. The goal here is to get users who haven’t heard of the feature to start using it and getting value out of it.
Now we have the group of users that are at least aware of the feature, but haven’t tried it yet. These users may have opened the email announcing the new feature, visited the feature page, asked a member of your support team a question about it, or click an in-app notification.
You can find any of these people with a simple People Search. Just plugin your conditions and date range, and run a search.
We’ll create a Campaign message for them. Since they’re already aware of the feature, this won’t need be a replica of the email announcement. Instead, we’ll try to entice them to try the feature using the power of social proof. We’ll use customer testimonials that we’ve collected.
This email will be sent to users who are aware of the feature, but have not used it yet. If they receive this email, open it, and still don’t use the feature, we can create another email with a different twist – maybe embed our product video into the email.
And we’ll do all the tracking in Kissmetrics. We’ll keep a watchful eye of the product engagement with Populations:
Now let’s go on to the next group of users.
This group of users has heard of the feature, is aware of what it does, and has even tried it a few times before eventually not returning to it.
This group of users needs to be treated a bit differently than the previous two. We aren’t as interested as getting them to try the product as we are gathering feedback to see why they dropped off. The reasons will vary:
To find this group of people, we’ll run a People Search for users that have used the feature no more than 3 times, have not used in the past 2 weeks, but have logged in in the past 2 weeks. This is to make sure we’re finding the active users that are logging in but are not using our new feature.
If there is a group of people in this search, we’ll create a Campaign and write our message. There are a couple ways we can go – we can either ask them for feedback on the feature or try to get them to use it again. Let’s first start with a feedback email.
We’ll send this email to our users that fit the criteria mentioned above. The main objective of this interaction should be to gather feedback to see which problems they run into (if any) and discover why they aren’t using the feature anymore, despite still signing in and using the product.
These can be known as our power users. They’ve not only heard of the feature, they’re actively using it. These users can be a source of feedback, and a few of them may even be willing to provide a testimonial that you can use in public. Some of them may even go a step further and write a positive review on a site like G2 Crowd or Capterra.
The search for these users is pretty straightforward. You’ll find users that have used the feature at least x amount of times in the last week. A good measure for most features is at least 5 – this way you’ll find people that have used the feature 5 or more times during the last 7 days.
We can also attempt to learn more from these power users and funnel those insights into future product development and marketing materials. For instance, if we find that the users that get the most use out of our tool are growth teams, but we’ve been targeting marketing teams, we’ll know we should consider modifying our marketing messaging to target growth hackers.
Throughout this post, we’ve gone through four user groups and emails you can send to each group.
It’s important to keep in mind that these are separate emails going to different groups of users. We aren’t sending all these emails to the same customer group. For example, we won’t be sending the same email to power users as we do to users who have never heard of the feature. Each group gets its own email as they are treated differently and what we are looking to get out of them differs.
Building something people want is hard. At least, building something a lot of people want is hard.
Then, getting them to keep using it day after day, year after year is almost impossible without near-perfect, flawless product iteration.
Customer development can help. So can co-creation.
And good ol’ customer feedback through conversations and emails can also do the trick. Especially when it’s targeted towards a specific user group with differing product-adoption levels. Kissmetrics can help you identify these user groups, and you’ll even be able to send these behaviorally-targeted emails within Kissmetrics. Click the play button to learn more.
Questions? Ask them in the comments.
About the Author: Zach Bulygo (Twitter) is the Blog Manager for Kissmetrics.
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Human: Oh sweet bot, tell us a story! A nice story! About a very wise human who worked his whole life to save everybody in the world from having to spend time manually tagging their friends in digital photos — and made a magic machine that did it for them instead! Read MoreWhen you think of “a conversion”, what goal comes to mind? For most of us, a sale is the ultimate goal, so it’s no surprise that sales and conversions are inextricably linked to each other. But even though a sale might be the end goal, it’s almost never the first thing a new potential customer does when they visit your site.
Yet they’re still converting, even when a sale doesn’t take place. Paying more attention to these types of conversions can not only help you win over more customers in the long run, but also deliver valuable insights that you can glean from your existing data — insights you may never have considered when focusing solely on sales. Let’s take a closer look.
The first step in any good funnel is to introduce prospects to your solution. Oftentimes brand awareness campaigns like these are done via pay-per-click solutions like Google Adwords or Facebook Ads. In the case of Adwords, you have tight integration with Google Analytics, so you can easily see which ads worked, which ads didn’t, and what kind of actions the user took on your page.
But these platforms really only scratch the surface of the conversion potential that’s happening behind the scenes. To really dig deep and get the gold nuggets of impactful data that makes a real difference in your campaigns, you need a robust analytics solution. Kissmetrics is one such tool that allows you to not only see things that you can also find in Google Analytics (like “How many people clicked this ad” and “how long did they stay on site afterwards?”) but also answer more meaningful, conversion-propelling questions, like “How many new users did we gain as a result of this campaign?” “When did users go from our onboarding email funnel to becoming full-fledged customers?” “Which email encouraged them to do so?”
If you’re truly data driven, you can even have the system crunch the numbers and figure out the average cost to acquire people who downloaded your white paper, for example. Either those leads will pay off, or you’ll find that you need to revisit your free offer to create something of greater value.
These are the kinds of insights you simply don’t get by looking at pure sales-focused conversion data.
Getting the prospect’s email takes the conversation from web to email, and even though it’s a small win, it’s still a type of conversion nonetheless. The visitor is saying, in essence, “I’m interested in what you have to offer, and would like to know more.”
All too often, marketers seize upon this opportunity to blast users with all kinds of information — which can be overwhelming and disconcerting, and lead to them regretting their choice and unsubscribing. This is the time where it pays to look closer at the data in your email automation program. Most platforms will give you simple data such as clickthroughs and open rates – but again, we want to go deeper.
Did you know? Kissmetrics Campaigns is a behavior-based email marketing tool. Using our analytics, customers identify segments of their user base that need a little nudge – to push them to conversion, using a feature, or to proceeding to checkout. They use Campaigns to compose and send these targeted emails, and track the results in Kissmetrics. Learn more about Kissmetrics Campaigns.
For example, are you tagging users so that you can follow where they go (and how long they stay) after they click an email link? What criteria do you have in place to identify and separate the eager, ready-to-act prospects from the freebie “tire kickers”? And what are you doing to warm up the tire-kickers into becoming ready-to-act prospects?
Fortunately, you can use a tool like Kissmetrics Campaigns to not only automate your email, but provide behavior-based segmentation so that you can know, with far greater precision, who’s taking the actions you want them to take, and who needs a bit more hand-holding?
Behavior-based marketing is more than just a buzzword, and it goes well beyond the traditional $Firstname “personalization” that many email marketing platforms offer. Want to segment emails based on whether or not a user opened or clicked through a previous email campaign? With Campaigns, you can, leading to a whole new level of one-on-one engagement with your prospects.
When customer data goes into the CRM (customer relationship management) program, oftentimes the ball gets dropped. No matter which platform you use, your CRM system and marketing automation system need to work together harmoniously in order to output actionable data that delivers a return on investment — and the real sales numbers you crave.
While Kissmetrics isn’t a CRM platform specifically, it does mesh nicely with existing services that specialize in lead generation and customer tracking, including:
Details on how to integrate Kissmetrics with your existing shopping cart, SaaS or CRM can be found at the list link above, and once you follow this simple process a wealth of data will open up to you, effortlessly blending marketing and sales information so that you get detailed snapshots of user behavior from the start of the funnel to the end.
Here, you’ll be able to see which customers took which actions, and who needs a bit more nurturing to take that all-important next step.
Focusing solely on sales as conversions can be disheartening at best, since very few people will ultimately make it through your funnel even on the best of days. It can be discouraging to focus on such a small percentage when instead, you should be looking for lots of little wins.
Bounce rate on your lead magnet page is lower as a result of more targeted ads? That’s a win.
FAQ pages have an unusually high time on page? People are getting their questions answered. That’s a win.
Downloads of a new white paper resulting in more high end, enterprise-level customers? That’s a win.
To be sure, right now a lot of the information out there can seem scattered and uncoordinated. Marketers still have a great deal of data sifting and filtering to do. But new advances in both tools and technology are helping not only comb through the data, but deliver meaningful, relevant information which in turn helps entire companies work together as a cohesive unit – and focus on conversions beyond the sale.
Are you focusing solely on sales when tracking conversions? Or are you looking at other types of “little wins” as well? How is this approach working for you? Share your success stories and triumphs with us in the comments below!
About the Author: Sherice Jacob helps business owners improve website design and increase conversion rates through compelling copywriting, user-friendly design and smart analytics analysis. Learn more at iElectrify.com and download your free web copy tune-up and conversion checklist today!
