Aligned Marketing Blog

Web entrepreneurs consider this the point where the rubber meets the road but, too often, it’s where the runner meets the pothole. Here are four of the most common mistakes and what you can do to correct them:

Every page of your site should have a clear focal point, a place where the eye is naturally drawn to, and a clear call-to-action.

That call-to-action can be to actually buy something from you but it can also be a request to have your visitors register (call, click here, etc.) to receive more information, such as a free whitepaper. Different pages may have different calls-to-action.

The good news about this problem is it’s the easiest to fix. You may be able to do this yourself but contact me (800-707-9150 or shartkopf@aligned-marketing.com) if you need help.

(Yes, that was a call-to-action in my blog)

One of the first laws of selling is a confused mind says “No.”

If your website has lots of motion graphics, four or more fonts, poorly contrasted or unappealing colors, clutter, too many choices, unclear copy or 100 other things that distract and confuse the mind, you’re not going to sell anything.

The KISS (keep it simple stupid) approach works best. Again, a clear focal point, call-to-action and lots of whitespace are all that’s needed.

Video and customer testimonials are great for SEO and to help build credibility, see next bullet, but they are more icing than cake.

Your copy, call-to-action and value proposition, your business message, needs to be clear, concise, compelling and written in simple language. It also needs to be believable.

Talk to your visitors in terms of benefits to them, which are usually very different than the way your internal team talks about your product. Internal audiences tend to get wrapped up in features and function. Customers care about benefits. How will your product make them money, healthier, more attractive, save them time, etc.

Similarly, people are skeptical. They know advertising lies, marketing manipulates and even Tiger can’t be trusted anymore. No one can afford to waste money and no one wants to feel foolish.

Talk to your audience in simple believable words.

This one hurts a bit so brace yourself; they just don’t want what you’re selling.

A lot of webpreneurs are so passionate about their product or service they just can’t understand why people aren’t beating a path to their door. Well, I’m sorry, but if you’ve done everything else right, or mostly right, then the market has spoken and you lose.

As one prominent Democrat recently said when they were struggling to sell the Healthcare Bill to the American people, “The problem is the dog doesn’t like the dogfood.” You can fix the message, the packaging, but if the dog won’t eat the dogfood you’re not going to be selling any.

The fix here isn’t redesigning your website or more creative copy, the fix is transitioning your product from something you think people need into something people actually want.

Steve

800-707-9150

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I talked with two well-regarded companies last week, both leaders in their industry, and came away with the feeling that their marketing teams are being dumped on. Their stories are remarkably alike.

Their IT Departments built capable websites years ago under the direction of senior management. Both sites contain useful information, have comparable functionality to their competitor’s sites, and represent their brands well. They are, in effect, brochure sites designed to communicate a general message to a general audience. Both sites were developed based on generic business goals.

Sometime between the birth of those sites and today senior management figured out that a website is a strategic asset. A website needs to be part of an overall business and marketing strategy. I know, shocking.

Senior management goofed. Now they want marketing to lead complete makeovers of these websites and, in addition, launch the company into the world of social media. The word "world-class" was used by both teams. As Sportscaster Keith Jackson would say, “Whoa Nellie!”

First, this is a great opportunity for marketing to step up and make a major contribution. The problems are:

1. The existing marketing teams have minimal competence in online marketing. They have a basic understanding of the web, as consumers, but lack the deep understanding needed to create an exceptional web-strategy from the ground up.
2. The existing marketing team has always been a support group, the nice people that create brochures, so they have little strategic capabilities and the requisite confidence needed to lead effectively.
3. Senior management has failed to articulate the business goals that are necessary for successful online marketing.

That last point is critical. As mentioned, both teams have been told they need to build “a world-class website.” As I told them, I’m in the business of building websites and I don’t know what that means. No one does without a clear understanding of the overall business goals.

Here’s why. A world-class website must be tied to a business goal. The architecture of a world-class website built to drive lead generation can be markedly different from a world-class website built to be a central repository for technical information, a library of support, if you will.

Can the two goals co-exist on one website? Sure they can. You bet. In fact, every page should have a business goal. The same applies to social media.

The company’s social media goals need to be well defined. Are you trying to become or extend your role as thought leader? Is the goal to reduce customer service costs by utilizing platforms such as Facebook and Twitter? Or are you just trying to drive more traffic to your website?

There’s no absolute right or wrong here. I take that back. I think it’s wrong when senior management fails to do their job and then dumps on marketing.

Steve Hartkopf

800-707-9150

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Does your company have specific business goals for your social media activities? If not, you should.

In a November 2009 survey MarketingSherpa discovered that approximately ninety-four percent (see chart below) of those surveyed use social media to increase their website traffic, which is not surprising.

What might surprise you is twenty-one percent don’t actually measure their results and five percent have no specific objectives for their social media activities. So I can only assume that they’re on LinkedIn and Tweeting, for example, because they think it’s the right thing to do.

Doing something for the sake of doing it doesn’t sound like real business to me, does it to you?

The other thing that surprised me was the relatively low number of respondents who use social media to reduce their customer acquisition and customer support costs. I mean, the tools are free!

The bottom line is social media is a free and easy to use platform for promoting your business and communicating directly with your customers and prospect, so use it.

If you’re not sure how, give us a call.

Steve Hartkopf

800-707-9150

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Sales letters and direct marketing predate the first postage stamp, Shakespeare had children pass out flyers announcing his plays.

The fall of the Berlin Wall (November 9, 1989) signaled an end to the Cold War (see Reagan's speech at Brandenburg gate) but the changes for the “brick and mortar” world were only beginning because The Wall came down about the same time as the Internet, and online marketing, was ramping up.

In the early days of the Internet security and trust were huge issues and, in case you haven’t been paying attention, they still are. To combat that angst many marketers use recommendations, endorsements and testimonials, which for our purposes, are all the same. If you’re going to use testimonials in your sales copy there are a few things you should know.

1. Add names and website addresses (URL) to your photos.

Names and web addresses make your testimonials more believable. Text and names, I’m sorry to say, can be and are faked. Providing additional information such as a name and/or URL gives your  audience enough information to investigate and verify your claims  The verification opportunity increases the credibility of your testimonials.

Photos of those providing your testimonial are great because they carry a hidden message – our customers are so passionate about our products and services that they are willing to share personal information and be accountable for our results.

2. Audio or video.

Audio and video endorsements are even better than text and photo endorsements. Hearing the sound of someone’s voice and/or seeing them deliver a a testimonial, with all the visual cues that come with direct communication, is more personal and, therefore more believable, than words on a page and a static photo.

It’s also easier for your satisfied customers to communicate their wonderful experiences through the spoken word, something they use every day, than it is in writing, which usually takes more time.

3. Highlight your testimonials.

Using a Light Yellow highlight around your copy (or even a photo or video image) is an excellent way to draw attention to them and  make them stand out on the page. If yellow is too in-our-face for your tastes or conflicts with your color scheme, then a Light Blue or Gray highlight also works well. And don't go nuts with the yellow, you'll look like the schlockmeister.

4. If you have lots of testimonials, sprinkle them.

Having a bunch testimonials is fantastic. My recommendation is to sprinkle them around the page to avoid having a “testimonial section.” A testimonial section, where you list 4, 5, 6 or more testimonials, is a bad idea since most people will only read one or two. Testimonials are precious so you’ll want to extract as much value as you can from each one.

A good place to insert them is right below your sub headlines.

5. If you have only one or two testimonials insert them below the mid-point of your sales copy.

Inserting one or two testimonials below the mid-point of your sales copy gives you enough time to make your pitch and, then, have it reinforced by satisfied customers.

Some marketers argue that your testimonials should be inserted right after your first sub-headline, to encourage your audience to keep reading, but I disagree. If you’ve pulled someone into your website they, typically, will read a paragraph or two before they consider leaving. If your copy is well-written that’s enough time to make your strongest points and then use your testimonials for reinforcement.

6. Testimonials need to be results-oriented.

In short, your testimonials shouldn’t be “Yippee, Sam’s the best ever!” Testimonials need to be about the results produced by your product or service. Those results are even more believable if they are qualified (“excellent service”) and quantified (“the work was delivered as promised in 4-hours”).

What do you think? Are testimonials part of your sales arsenal?

Steve

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1. Project centric: The change that is required to make tomorrow better than today is often measured by the number of projects completed. Outsourcing is project-centric and delivers results with minimal impact on day-to-day operations or personnel.
2. Size doesn’t matter: Small projects such as web design, training and video production are ideal for outsourcing for all but the largest corporations, those with virtually unlimited internal capabilities. Large projects that require an outside perspective, such as institutionalizing Six Sigma or Strategic Pricing, are excellent projects to outsource since true change rarely happens from the inside out.
   
3. Skills: Outsourcing lets you acquire specialized skills to accomplish goals, complete projects and augment your existing resources. Projects that are popular to outsource are social media tasks, such as blogging, search engine optimization, and specialized training or coaching like improving presentation skills.
4. Cost effective: Outsourcing is a variable cost option and preferred by many over adding full-time employees, which is a fixed cost solution. In this economy variable cost projects are approved easier than new headcount. Since outsourcing is a global industry adding world-class talent to your team is not as expensive as hiring talent.
5. Velocity: Speed can make the difference between good and excellent. Outside providers can deliver resources, even in large quantities, quickly while hiring fill-time expertise can take weeks or even months.
6. Technology: Few companies can afford the money to purchase or the time it takes to learn the latest technologies available in every function – sales, marketing, IT, logistics, etc. Outsourcing allows you to rent the best technology available from the best providers.
7. Accountability: Outsourced resources do not suffer from goal diffusion or the day-to-day fire-drills that impact full-time staff and extend project deadlines. An outside provider of resources has one responsibility and one priority, which is to complete the project. Their focus delivers better results and greater accountability.

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Our economy is in the rough and, while most are slashing expenses, people and marketing budgets, some leaders are using this pre-recovery time to increase investments in marketing. In a recent BtoB Magazine survey, “2010 Outlook: Marketing Priorities and Plans Survey results, 11-16-09, 71% of those surveyed are investing more in their website in 2010 than they did in 2009.

In a separate study from Bain covering over 2500 companies, about 24 percent more firms were shown to “move from the back of the pack to the front of the pack,” with regards to sales and profits, during recessions than do during non-recessionary times. Do significant marketing investments during a recession make sense?

It did for Southwest Airlines and Wal-Mart (see Monday’s post). Both were noted in the Bain study for their vision and results but other companies have made smart pre-recovery investments as well. For example, the “Intel Inside” campaign was launched during a recession in the 1990’s. Before that, Proctor & Gamble invested heavily in Ivory Soap during the Great Depression and achieved spectacular results that lasted for decades. What is it that Southwest, Wal-Mart, Intel, Proctor & Gamble, great companies all, knows that other companies seem to miss?

It’s this, marketing investments that are consistent and aligned with your customers’ needs and aspirations are always wise investments. Now is the time to assess your customers’ needs, as well as your own strengths and goals, and invest.

Slashing marketing to survive in 2008-2009 may have been necessary but now you have to play the ball were it lies. What’s your plan for 2010 and 2011? Do you know what your competitors are doing? Who was weakened by the recession and who became stronger is important marketing intelligence. As the dust settles, where do you stand or do you even know?

A return to the pre-recession competitive landscape in 2010 is unlikely. The mammoth adjustments necessary for survival changed the playing field. You and your competitors were not affected equally and new options, most likely driven by technology and the web, are available to your customers and prospects. In every segment of the economy customers are beginning to look at products and services through a new, post-recession lens. How visible are you?

John Donahoe is CEO of eBay and to summarize what he said,

“It’s not about battening down the hatches and waiting for the storm to pass anymore than it is about betting big in the vague hope your hunches will pay off. Instead, it’s about executing what you do well better than ever before, making improvements, seeing the potential in new opportunities and, most importantly, having the vision to see beyond the immediate situation and taking action…“There is more market-share shift in turbulent times than there is in good times — more of an opportunity for a strong company to gain ground.”

Donahoe is right. You can’t stand over the ball forever. At some point you have to pick a club, commit to the shot and make an aggressive best swing. Are you going to play another round defensively, trying not to shoot over 100? Or are you going to play aggressively in hopes of breaking 90? It’s your choice. Take the shot.

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1. Re-organize and prioritize my tasks. I'm always making lists and checking off completed items, which means sometimes my lists get messy. I find that taking a few minutes to clean them up and create clear priorities helps me stay relaxed and be more productive.
2. Investigate new social media sites. I have a list of social media sites that I keep meaning to investigate. 30-minutes is just about the right amount of time to really dig into a social media site, see what they're trying to do and then compare their value to some of the better known sites. Since a lot of people ask me about social media I feel an obligation to be well versed on the subject.
3. I like to take 30 minutes and focus on one client. I ask myself one question: What can I do or recommend that will improve their business? Sometimes this results in a proposal but most of the time I just call them, share the idea and let them know that I'm thinking about them. In my experience these types of phone calls are very well received.
4. Call a friend. Everyone is busy so it's hard to stay in touch with all the important people in our lives. Give me 30 minutes and I can leave voicemails, no one answers anymore, for 5-6 people and just say, "Hello, I was thinking about you and wanted to touch base.". (I need to do more of this.)
5. I subscribe to the online version of the Wall Street Journal but don't read it everyday. Sometimes, as a change of pace, I'll open it up and read whatever interests me. Typically, I tweet a link to the most interesting articles. It's my favorite source of Tweets.
6. I subscribe to several business journals and receive summaries regularly. It's a good way to keep current and has, on occasion, been the source of new business. It typically takes 5-10 minutes to get through one summary.
7. Promote my blog. Few blogs grow readership by themselves, you have to promote them. I use Twitter, FaceBook and LinkedIn (primarily) to let folks know a new post is up. In addition, I read several other blogs and leave comments, which is a good way to get people to read blog, in return, and you help grow an audience.
8. Speaking of blogs, 30 minutes is just enough time to brainstorm blog topics and write a short paragraph outline.
9. Take a walk or just look out the window. I have long days and seldom take a day off so every once in a while I just need to step away from the desk or whatever I'm working on to relax and regain my perspective.
10. Clean up my desktop. By the end of the week my computer screen is often cluttered. I don't like clutter so spending 10-15 minutes to get files organized and into a folder is time well spent. This is similar to #1 so here's an extra bonus.
11. Bonus: Check out the competition or one of my clients' competitors. Websites are being changed all the time. My arsenal of intelligence gathering and website analysis tools is constantly expanding so it pays for me to take the time to do a little competitor checking.

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You may be confused about social media (SM), many business people are. There are literally hundreds of social media sites and sorting through them seems impossible. There’s Twitter, Facebook, YouTube, FriendFeed, LinkedIn, etc., and then there’s the ones with unusual names,  StumbleUpon or Posterous, to name two. No doubt, there are too many for a non-professional to evaluate and, since most SM sites are awash with non-customers for most businesses, why would anyone in a traditional marketing role take the time to review all those communities. So what should marketing professionals do about social media? Here’s my take:

1. Target your activities:

Information overload saps efficiency and limits productivity, that’s why many of us hate email. Take the time to investigate the top 25-50 social media sites and see if your company, your products, your competitors or your key industry words are prominent. Do a generic Google search for the same terms (company, product, competitors and you) just to see if you’ve missed anything. If any of the social media networks you evaluate have activity around your company, products or competitors, then join and monitor those networks. This approach let’s you focus on what’s important and weed out most of the “social media noise.”

2. Know who is talking about your brand:

You need to know who’s talking about you online and social media is the perfect mechanism. There are companies, such as Aligned Marketing (yes, that’s a shameless plug), that can break down the demographics of the people talking about your brand by gender, age and geography. If the demographics match your target audience then, again, you’ll need to pay close attention to those conversations and be ready to engage quickly, which brings us to the next point.

3. Engage the conversation:

It’s better to be proactive than it is to be reactive. Joining the online conversation allows you to speak directly with your target audience, your customers and your detractors. You can monitor the conversation. You can’t manage the conversation, per se, but you can insert your own perspective and, hopefully, influence the direction of the conversation. Engaging gives you the opportunity to react, share your side and, perhaps, steer a negative comment into a customer service success story before it becomes a trend.

4. Reporting:

Use your social media research and the available tools to capture relevant information. Organize that information and use traditional reporting tools, such as charts, graphs and PowerPoint, to combine both qualitative and quantitative analysis, to inform your organization. As the data increases you may find that even your most ardent critics will realize that spending a portion of your marketing budget to monitor online conversations is wise.

I may be wrong but, like it or not, I don’t think this stuff is going away anytime soon.

Steve

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I should have seen that one coming James. Here’s my recommendation: Ask them.

I’d start by finding sites you are willing to link to and then create a link on your site. Then add sites that you think your site compliments, adds value to. In total you’ll probably want 50-100 targets. Finally, send emails requesting a link. It's best to send the emails to an individual and not to a “Contact Us” email address.

That’s a lot of emailing so I recommend that you create a template and avoid all that unnecessary re-writing and typing. Writing your link requests in a friendly and personalized style will increase your chances of success.

Here is an example of a link request for a fictitious company:

Subject: Social media resources on your website

Good morning, [insert name],

I found the resources on your site helpful and well organized, especially the articles and whitepapers on social media. My company, Get2NoMeZ.com is dedicated to helping others master social media. As far as I can tell we do not compete with one another.

Since November 2007 we’ve posted a new blog three times a week. It’s a big commitment on our part but, like you, we’re serious about helping others and understand that being found on the web takes hard work and constant effort, which is why I’m emailing you.

The purpose of this email is to ask you if would post a link to our site on your site’s Resource Section - www.socialmediamatters/resources.htm?

You can link to us by downloading our logo and code from www. Get2NoMeZ.com/linktous.htm or just create your own link.

We have already added a link to your site (www. Get2NoMeZ.com/resources.htm) on our website and trust you are already getting additional traffic.

I can check your site in a couple weeks to see if you’ve granted my request but an email response would really be appreciated.

Keep up the good work and thanks in advance for your time and consideration.

Regards,

Steve Hartkopf

800-659-3638 (Linda or Ben)

Feel free to borrow this template. Obviously it will have to be modified if you’re writing to a site you don’t want to link to from your site.

If you decide to write your own email request template you’ll want to remember to include the following:

It’s a good idea to write a few variations of your request template to (1) see what works best and (2) speak in the style and tone of your target audience. Requests to large corporations, for example, need to be formal while requests to small companies can be less formal.

Finally, remember to keep a record of all the link requests you send out, track your results and don’t be a spammer.

Steve

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