Posts Tagged ‘marketing’

Why would you advertise for people people?

Saturday, June 3rd, 2017 | Business & Marketing

This is the second of two blog posts about billboards. Life does not get any more exciting than this. Read part one here.

I ran up the canal. And for a long time, there was a First Direct billboard half way up my route that said: “people people wanted”. Every week I told myself I should take a photo of it. Finally, after a month, I resolved that this would be the day. So, I ran up there, pulled out my camera and… it had gone.

However, I recently saw this advert at the train station and it will illustrate my point just as well.

The headline reads…

Good with people? Then you’ll be great with us.

In both of these instances, it could be that they are just looking to drive some recruitment there way. And to an extent, it is. But there must be far more cost-effective ways of finding people than a billboard that targets everybody. Most people have a job, for example, and don’t work in customer services.

However, these advertisements serve a secondary purpose.

They are also value signalling. Not only do they advertise for friendly customer service people but they also say to everyone who reads it “why not come and bank with us – we care about getting friendly staff on board.”

Few people are people people looking to move into a different customer services role. But everybody would like a bank with friendlier customer services.

How Tesco created a brilliant billboard

Thursday, June 1st, 2017 | Business & Marketing

This image was on a billboard. You’ll have to take my word for it: it was on the inner ring road and being the responsible driver I am, I resisted the temptation to take a photo while driving at 40 mph (yes, of course I was only doing 40, officer).

But I had to post a (badly recreated) picture because it is brilliant marketing.

Why? Because the art of marketing is not about making a brilliant product and then finding some people to sell it to. It is about finding a problem that people have and designing a product to fix it.

And if you want to do it well, you have to zone in one particular pain point. Focus right in on the problem people are having and drive home that you have the solution.

What problem does almost every parent with a young child have? Trying to eat dinner. It’s impossible. Venla will not tolerate other people eating. I can’t remember the last time Elina and I ate at the same time because one of us has to bounce a baby.

Your best hope, indeed, your only hope, is to design food you can eat one handed. We don’t design around taste, or flavour, or type of cuisine: we optimise our menu for what we can eat one handed.

And Tesco has zeroed on on a problem that every young family faces and said “come buy food from us and your problem will be fixed.”

GetResponse review

Sunday, May 28th, 2017 | Business & Marketing, Tech

I use MailChimp for a lot of my projects. However, while it is awesome for most things, it does lack in automation. There are workflows, but they are pretty straight forward and linear affairs with no tagging: the only action is to send another email. There is no flow chart style interface, either.

So, I have been exploring other options. The first one I picked up is GetResponse. It is very reasonably priced in comparison to its competition with the basic package starting at $15 per month. Their site says, $10, but it’s actually £10 plus VAT, which is £12, which translates to $15.56 at time of writing.

Interface and workflow

I found the interface a little confusing. I was trying to edit my campaigns, for example. This is not in the menu. You have to click a little cog next to the campaigns drop-down. This shouldn’t be a big thing, but it took me ages to find it, and it was infuriating.

I also found the workflow a little confusing. You have to create a draft message. But then when you try and drag it into a workflow, it pops up a little box saying it has to copy it to the automation folder. Then I have two copies of the message. What is going on here?

And if you want to use Google Analytics integration, you can’t do that through automation. You have to use the newsletter editing screen and copy the message over to automation.

When you click exit on editing a message, you go back to the homepage, rather than the messages page. Again, not a huge thing, but it feels like the workflow for someone using it in the real world could use more attention (MailChimp isn’t brilliant at this, either).

The automation builder itself is really nice. You can drag and drop elements onto the page, such as messages or decisions, and configure the output easily. There are lots of options including tracking opens, clicks and specific link clicks, and re-arrange and add elements to your heart’s content.

Message editor

The editor itself is okay. It lets me edit the HTML directly, which I like. However, you have to generate a plain text version manually. There is a “Copy HTML” button, but this does not bring in the paragraphs, which you then have to fix manually. It doesn’t handle links very well either, in my opinion.

I could never get the inbox preview to work, but the test emails arrived soon enough.

User management and API

The user system and API are where I really struggled with GetResponse, though. You are unable to add tags to a user when you create them. This is frustrating when someone joins by making a purchase because you want to tag them with that purchase straight away.

You might think “oh, well I’ll have to create the user, then query for that user ID, then tag them, making three requests to the API. It’s not ideal, but it will work.” Except it won’t work. Because users are not added to your list in real-time. They are done via a queue. So if you query for a user immediately after creating them, they won’t be there.

They have a PHP library for the API, but it needs some work. It typecasts everything as an object. Even the arrays. So you end up with things like:

stdObject->0

PHP doesn’t allow this, so you have to JSON encode the object, and then JSON decode it to get back to:

stdObject->{"0"}

Even if you could add tags, there is no screen to allow you to manage them.

Support & live chat

They do offer 24/7 live chat. This was a mixed bag. The first time I spoke to them they confirmed there was no tag management screen and that they did not support the API, so would not be able to answer my question about that.

The second time I spoke to them was when their message editor was playing up. I was trying to edit the HTML, and every time it broke. It turns out that unless you select “HTML editor” when you first create the message, you are stuck. I had started with a template, and there is no way to switch. So I had to create a new message and copy it in. It was difficult to get the message across to the support agent, but eventually, we found ourselves on the same page and sorted out the issue.

Other problems

Copying things over is more difficult than it seems. GetResponse uses the session to track what message you are editing. This means that if you open one message, and then a second, it things you are editing the second message on both screens.

Let me explain this with a scenario:

  • I have message A, and I want to copy over the content from message B
  • I open message A
  • I open message B and copy and paste the content to message A
  • I click “save” on message A to save the new content
  • GetResponse thinks I am editing message B and overwrites the content of message B, ignoring message A

I lost a lot of content before I realised this. Luckily, I had backups on my computer.

And in case you’re thinking an easy way to avoid this would be to duplicate message B and then edit it, think again: there is no duplicate functionality.

Getting people into an automation workflow can be tough. You can filter what happens based on custom fields. However, this doesn’t work on the initial subscription: it only works when you go in and edit the custom field of the user. Which is not very automated.

Other features

GetResponse also offers landing pages, webinars and some other stuff. I watched a webinar about their webinars, but I haven’t tried any of these systems because I just want the mailing list functionality. It might be great.

Summary

I love GetResponse’s automation builder. The drag and drop interface makes it easy to create an email sequence that follows what people do and delivers them relevant messages. It is powerful and shows you how many people are at each point.

But that is where my love ends. Coming from MailChimp, where everything is beautiful and works well, GetResponse has a lot of issues. There are so many problems that working with it becomes infuriating, undoing much of the power that the automation functionality should be adding in.

Ultimately, you can launch a simple automation workflow that is more advanced than MailChimp. However, there are so many bugs, dead-ends and limits to what would otherwise be a great tool, that you don’t get much advantage.

How much does all the marketing tools cost you?

Thursday, May 18th, 2017 | Business & Marketing

Marketing is an expensive business. There are so many invaluable tools out there that you need. Of course, they do in fact all have a value. And a price. How much would it cost to get all of them? Find out below.

But to spoil the ending: the answer is a lot. Even if you are writing your own copy, doing your own graphic design, doing all of the content, emailing, admin yourself, the cost of all the tools alone is significant. And this doesn’t include stuff like web hosting, CDNs and other “technical” things.

I have listed the marketing tools that people talk about a lot. There are many others, of course, and some of these are specific: you may not do webinars, for example. But many marketers do, so I’ve included it.

Market research

Service Cost
Semrush $79 per month
Alexa $50 per month
Ahrefs $99 per month
Moz $99 per month
Buzzsumo $99 per month

Content production

Service Cost
Piktochart $29 per month
Wistia $99 per month
WebinarJam $397 per year

Free alternatives: YouTube Live gives you everything you need to do a webinar, including recording it.

Content posting

Service Cost
Meet Edgar $79 per month
Buffer $9 per month
EverWebinar $497 per year

Free alternatives: Buffer has a free plan. Recurpost does the same thing as Meet Edgar.

Facebook marketing

Service Cost
Many Chat $15 per month
AdExpresso $49 per month

Free alternatives: Many Chat has a free plan with branding. You can just manage your ads yourself using the Facebook Power Editor.

Email marketing

Service Cost
Infusionsoft $199 per month
MailChimp $10 per month
Aweber $19 per month
ConvertKit $29 per month
GetResponse $15 per month
Drip $49 per month

Free alternatives: MailChimp has a free plan.

Landing pages

Service Cost
Lead Pages $37 per month
ClickFunnels $97 per month
Unbounce $49 per month

Opt-in tools

Service Cost
Hello Bar $4.95 per month
OptinMonster $19 per month

Free alternatives: Hello Bar as a free plan.

Session recording

Service Cost
Crazy Egg $108 per year

Free alternatives: Inspectlet and FullStory both have free plans.

Summary

Some marketers have a lot of these tools: maybe one from each category. Others seem to have ALL of them. And the prices I have listed here are just the cheapest paid plans. Semrush, for example, starts at $79 per month. But if you want to track all o your websites, you will be looking at around $500 per month.

Therefore, I think it’s safe to say that people are spending thousands of dollars per month on marketing tools. And for the big marketers, they are spending tens of thousands.

If you are bringing home the bacon, it is money well spent. If you are just starting out, try the free alternatives I have listed.

Contagious

Tuesday, May 16th, 2017 | Books

In Contagious: Why Things Catch On, Jonah Burger lays out his research on why some content goes viral and other content does not.

Triggers

Clever ads may get people talking in the short term. But what goes people talking in the long term? Burger argues you need a trigger.

For example, we’ve all taken the piss out of Rebecca Black’s song “Friday”. And Burger goes, too. But he also notes that it gets an incredible amount of views. Almost all of which happen on one day each week. Can you guess which one?

What is going on here? Once a week, it’s Friday. And it being Friday triggers your memory of how awful the song was. And you go watch it on YouTube.

This triggering is going on all over the place. For example, where you vote (school, church, etc.) affects how you vote.

Good advertising campaigns take advantage of this, too. For example “Have a break, have a KitKat”. Every time you have a break… Or Budweiser’s “what’s up” every time you answer the phone.

It needs to be something you run into commonly. For example, using a holiday as a trigger would be a bad idea because it comes around only once a year. Using the weekend as a trigger: much better.

It also needs to arrive at a relevant time. For example, a public service message about the importance of bathmats that shows someone slipping is of little use. Why? Because you can’t buy a bathmat when you step out of the shower. They need to slip when they are in a Bed, Bath & Beyond store.

Grow your environment

You can make your market larger, with the right message. For example, Boston Chicken. They could run an advert that said:

“Thinking about chicken? Think Boston Chicken.”

Fine. It might well capture a lot of the market for people looking for chicken. But how about:

“Thinking about dinner? Think Boston Chicken.”

Now you have cued people to think about Boston Chicken for dinner every time they drive home. Much better.

Emotion

In general, positive messages work better than negative ones. However, the situation is more complex than that. People share stories that are high arousal. This can be both positive and negative.

For example, awe and delight cause sharing. If something is amazing or really funny, you are far more likely to share it. Whereas contentment and sadness are low arousal emotions: they don’t inspire you to do anything.

On the negative side, there are two emotions that do promote arousal: anxiety and anger.

What is interesting about arousal is that you can artificially create it. If you have people do moderate exercise or jump up and down, and then look at their Facebook feed, they are more likely to share stories.

Social proof

People like to do what other people do. This is most evident in bad public service messages. “Say No To Drugs”, for example, reinforced the message that drug use was common and that all the cool kids were doing it.

Similarly, using the slogan “only 37% of people pay for music” encourages people to steal music because they feel like an idiot for buying it when everyone else is getting it from Napster.

“When people are free to do as they please, they usually imitate each other.”

In the case of products, they need to be publicly visible to catch on. Toothpaste doesn’t usually go viral, for example. Whereas Apple’s iconic headphones did because everyone could see other people wearing them.

Practical value

People love to share things that provide practical value. Why? Association. They look smarter by sharing useful knowledge with other people. It gives them social currency.

While a silly meme may get traction in the short-term, a brilliant how-to will get milage for a long time because people will see the value in it and keep sharing.

Harnessing the value for your brand

To get value out of viral content [as a business], you need to make your brand integral to the story. For example, Golden Casino or whatever they are called sponsor a lot of stuff. But you can tell a story about someone buying a jar of air without mentioning their brand.

Contrast that with Will It Blend. We share this because it’s awe-inspiring to see a blender crush up iPhones, lighters and marbles. But, critically, you can’t tell the story without talking out the blender. And Blendtec benefits.

How to Write a Good Advertisement

Monday, May 8th, 2017 | Books, Business & Marketing

In How To Write A Good Advertisement: A Short Course in Copywriting Victor O. Schwab lays out a systematic approach to writing killer ads. That process is:

  1. Grab attention
  2. Show them the advantage
  3. Prove it
  4. Persuade people to grasp this advantage
  5. Ask for action

Each section is broken down into individual chapters. There are a lot of examples. In fact, one of the earlier chapters is just a list of a hundred effective headlines.

There is a lot of useful information in here. More importantly, it is presented in a logical narrative without the distraction of jumping around or confusing diversions.

The Boron Letters

Saturday, May 6th, 2017 | Books

The Boron Letters is a series of letters written by Gary Halbert while he was in prison, to his son. It is held up as a significant piece of work in the copywriting field.

The thing I struggled to get past is that it is not discussed why Halbert was in prison. My guess is that it is something to do with fraud. Fraud from his copywriting. And therefore I am sceptical about how much to take from his work.

However, there is good stuff on here. There is a relentless focus on finding buyers, rather than making a product. Everything stems from finding the marketing opportunity first. And there is some practical advice on how to do it.

He also offers advice as to how to make someone feel special. To explain to them why they have been selected for such an amazing offer and create a sense of scarcity.

The letters made some important points. However, whether it adds as much value as books like Ca$hvertising and How To Write A Good Advertisement, I’m not sure.

Do people read long-form content?

Friday, March 24th, 2017 | Success & Productivity

We are told that everyone on the internet has the attention span of a gnat. You have to write short copy and get to the point immediately or people will leave.

This is not true.

What is going on here, and why do we have this misconception?

How do we know it is false?

Website spy on you.

Not in a freaky “we’re watching you through a camera” CIA way. But they are watching.

They use session recordings. Services like Hotjar, CrazyEgg and Inspectlet track what visitors do. Every click, every scroll, every interaction with the page is sent back to their servers so that the website owner can watch it later.

Everyone is doing this. Well, not everyone. I am not doing it on this blog, for example. But for big companies, e-commerce websites or anyone with an analytics team, they probably have it installed.

This should not freak you out. It is all anonymous: you haven’t told them who you are. The session recording they watch could be anyone.

Unless you are on Facebook. Then they know exactly who you are. Every time you hover over that pro-Trump article or dietary video ad, for example, Facebook makes a record of it. But then, you’ve already told them all of your secrets and uploaded all of those private photos…

Anyway, I do have the software on Worfolk Anxiety. Specifically, I use it to see what people do on my landing pages. When I pay for an advert, I want to see how effective it is.

What do people do? Find out below…

What does turn people off?

First, let’s look at what _does_ turn people off.

It is true that people do get bored easily online. It is not necessarily because we have a reduced attention span. But there is a lot of competition.

Back in the day, you bought a newspaper and took it home. If you got bored, you would probably keep reading anyway. The alternative was to put your shoes back in, walk back to the corner shop and buy another newspaper.

Not so with the online world. If you are bored of that Guardian article, the Telegraph is two clicks away. Or dog videos. Lots and lots of dog videos.

With all this competition, people have upped their game. They make content easier to read. They use short sentences. Regular sub-heads. They get right to the point and keep the content interesting.

All of these things should be done in any piece of writing. But with the online world being so cut-throat, online writers have been forced to do it much faster.

So what do people do?

When you do get down to practising all of these good writing habits, people read your content.

The sales letter for our free 30-day anxiety challenge is over 1,000 words long. That is longer than 95% of the blog posts I write. It is two pages of A4. But people read it.

There are two types of visitors that hit that landing page. The first reads the headline and then leaves immediately. The second slowly scrolls down the page reading everything.

And almost nothing in between. Once people start reading, they read it all.

The pros get much better results

I have spent a lot of time working on my writing. But, not being a naturally gifted one, I still have a LONG way to go. I am not under any illusion that it is otherwise.

So I highly doubt my content is some magical exception to the rule because of how good it is. People just have longer attention spans than we think.

Better writers know this. And use it.

Sean D’Souza’s sales page for his article writing course is over 7,000 words, for example. Someone was telling me about a Ramit Sethi sales letter that was 47 pages long: and didn’t even have a call-to-action until 75% of the way through.

Conclusion

Whether you are blog posts, articles or sales copy, one thing is clear: people will read well-written stuff. If they are interested in the subject matter, they are willing to invest the time in consuming it.

If you are losing readers, then it is not internet attention spans that are at fault: it is your writing. Make it more readable, and you will hold people’s attention to the end.

Influence: The Science of Persuasion

Sunday, March 19th, 2017 | Books

I will admit it: I’ve been a bit prejudice. When I was recommended a book called Influence: The Science of Persuasion by Robert Cialdini, I thought to myself “wow, that is a very Machiavellian-sounding name.

However, as I read the introduction to the book, I was soon corrected. Cialdini is a professor at Arizona State University. His research on influence stems from his own confusion as to how he continues to end up with magazine subscriptions, kitchen appliances and charity direct debits that he never wanted.

He is an academic, trying to make sense of a world in which compliance professionals (sales people, charity chuggers, marketers) keep hoodwinking him. Of course, a true master of the Machiavellian art would disarm me by leading to believe this. But, if so, fair play: I’m sold.

He did his homework, applying for sales jobs and following people around to see how they worked. In the book, he describes many commonplace situations that many of us have probably found ourselves in. Everyone should read this book, if only to understand what has happened to us so many times over the years.

He breaks the tactics down into a series of topics. I will discuss some of the most interesting below.

Contrast principle

Sell someone a less expensive item after selling them something big. For example, why are extras on cars so expensive? The answer is that once you have spent £20,000 on a new car, £500 for a slightly-better-looking tyre seems like small change.

Reciprocity

When we are given a gift, we feel an obligation to give back. It is wired into us. This is a tactic used relentlessly by the Hari Krishna movement. They thrust a free gift into your hand, and then ask for a donation later.

I have a copy of the Bhagavad Gita on my shelf. And yes, I gave the guy a donation after he gave it to me.

It even works when you do not want the gift. At airports, Cialdini observed the Kristina’s in operation, scooping their gifts out of the bins people had thrown them in, to re-use on the next target.

I also fell for this in Milan. Around the major squares are groups of African men who put bracelets on tourists and then ask for money. Before I knew what was happening, there was a bracelet on my risk. And yes, I did give him a euro.

Cialdini points out that the defence strategy we most often use is to steer a wide mark around such people. Why? Because it is to hard to resist our natural urge to give back.

Concession

Concession is about asking for more than you want and then backing down. Say you want to borrow £50. Ask for £100. Then, when they say no, ask for just £50. Because you have made a confession, the other person will feel like they have to make a concession also. It also makes them feel like they have set the terms.

This can often be seen in extended warranties. “Do you want the 5-year super-protect plan? No? Okay, just the 3-year basic plan then?”

Declarations

Companies love to get you to declare that you like their product? Why? Because people are driven to act in a way consistent with what they have said.

Charities do this all of the time. They will give you a free sticker or ask you to sign up for free information. Why? Because once you have expressed that you are in some way a supporter of them, when they ask you for money, you are far more likely to feel you have to.

Written commitments are the best. These were used extensively by the Chinese communists during the Korean war. They would get American prisoners of war to write essay contests and give away small prizes. Once someone wrote something positive amount communism, they would have them read the essay out. Maybe even put it on the camp radio. Step by step, American soldiers were broken down as their guards asked for more and more.

Likability

Bad times for ugly people: being attractive helps. People are more likely to help out and be more generous to attractive people. Shared interests are important too. Salespeople love to find out your hobbies so that they can pretend they do them too.

Similarity is a big key here. You identify with people similar to yourself. So, if you want to market to a certain demographic, you need to use an actor from that demographic.

Finally, compliments are also powerful. Cialdini tells the story of a car salesman who earned more than almost anyone at the entire company. What was his secret? Every month he sent a postcard to all of his previous customers with three words on the front: “I like you”.

Summary

Compliance professionals are experts at getting us to do what they want. We do this because we work on auto-response. There is too much data in the world for us to sort through all decisions and check everyone’s back stories. So we use social cues to shortcut these decisions. Salespeople know we do this and try and exploit it.

Cialdini suggests the best defence is to listen to your gut. If you feel awkward, even if you cannot describe why it may be that you have been pressured into doing something you did not want to do. If so, follow Cialdini’s example and say “I’m not taking your product: no click wurr for me!”

Logotype

Tuesday, March 14th, 2017 | Books

Logotype is a book by Michael Evamy. Here is the description:

Logotype is the definitive modern collection of logotypes, monograms and other text-based corporate marks. Featuring more than 1,300 international typographic identities, by around 250 design studios, this is an indispensable handbook for every design studio, providing a valuable resource to draw on in branding and corporate identity projects.

It is literally just that. A big book of logos. There is nothing else in here. No real commentary on logos or review of what works well and why it works. Just lots of logos.

It comes in a regular and mini size. The regular seemed to be out of stock. The mini size does have incredibly tiny print. However, as someone with average eyesight, I was able to read it fine by moving my face closer to the page. If your eyesight isn’t so good, you will struggle.