Tag : autoresponder marketing

Marketing Automation ROI

15 Tips to MAXIMIZE Your Marketing Automation ROI

In order to realize your performance potential, and maximize your content marketing return on investment (ROI), you’re going to need the right marketing technology.

Marketing automation has the ability to expand the value and impact of your content, capture lead intelligence, improve lead-to-sale conversion rates, drive repeat purchasing, and enhance the overall customer experience.

Generally speaking, marketing automation takes traditionally manual tasks and, well, automates them. Activities such as contact management, list segmentation, lead scoring and nurturing, A/B testing of website pages and offers, email marketing, and performance measurement and reporting can all be done more efficiently through automation.

IDC predicts the overall market for automating marketing will grow from $3.2 billion in 2010 to $4.8 billion in 2015. Venture funding, mergers, and acquisitions in the space have fueled innovation and advances in technology, opening up significant opportunities for content marketers.

Some of the leading marketing automation players include Act-On, Eloqua, HubSpot, Infusionsoft, Marketo, and Pardot. There are others, but these solutions are a good starting point when evaluating potential partners that can help improve your content marketing ROI.

Automation at work: Creating a tech-savvy, performance-driven content campaign

Let’s say your organization’s primary goal is to infuse your sales pipeline with new leads, and you have a secondary goal of segmenting and prioritizing an existing lead database to identify opportunities.

Like any campaign, you’ll want to start with a well-defined content strategy, where you determine your target audiences, establish goal values, and create compelling content assets and offers. But for the purposes of this post, let’s focus on the more technical benefits of marketing automation.

Keep in mind, not all features/capabilities outlined below are available with every marketing automation solution. This is meant to give you perspective on what’s possible, and the areas where marketing automation can help support and streamline your essential content processes.

Building the foundational pieces for content marketing

1. Establish a scoring system: Use automation tools to define what a quality lead looks like, and how they behave. Apply an automated system to score leads as they enter and move through your funnel.

For B2B marketers, important scoring criteria may include the obvious factors of job title, industry, revenue, employee size, and budget. Now that you’re using advanced marketing technology, you can expand lead scoring to include actions taken, such as pages viewed, time spent visiting the site, webinars attended, content downloaded, social media interactions, email opens/clicks, and more.

Create a landing page: Every gated content asset needs a landing page on which to live. This is where you host the content and capture contact information through lead forms.

3. Use smart lead forms to gradually build contact profiles: Rather than having contact forms with 10+ fields, use what HubSpot calls progressive profiling to improve conversion rates and gather additional information about your contacts over time. Each form submission is a chance to learn more about your prospects.

4. Consider A/B testing the landing page: Not sure which image or headline to use on your landing page? Run an A/B test to show half the visitors one version, and half another. You can automate this process, and then monitor results to see which version has a higher conversion rate.

Promoting your content

5. Develop and send tailored emails promoting your content: Email marketing to your existing contact databases is an ideal way to drive action. While your primary goal may be to generate new leads, you can use the same contact assets to capture additional information about your established leads and customers that will help you customize your content.

6. Schedule social media shares across your networks: Some marketing automation systems have social sharing built in, while others may require a third-party solution. Either way, marketing automation can help you schedule a variety of social updates to promote your content.

Gaining intelligence and driving actions

7. Capture contact information: As downloads and registrations occur on the landing pages, automation tools can directly associate responses with contact records that exist in your CRM system.

8. Segment and prioritize contacts in lists: These tools will help you define rules to automatically build lists based on pre-defined criteria. You may have a “hot leads” list that includes contacts who meet a lead-scoring threshold, a “new leads” list for anyone who’s completed a form for the first time, and a “power user” list for anyone who’s filled out a form and visited more than 10 pages on the site.

9. Activate email workflows: Once you’ve moved contacts into lists, you can initiate automated email marketing. As with social media features, some marketing automation platforms include email-marketing capabilities, while others will require third-party integration.

Automated email workflows are a highly efficient and measurable way to deliver value to contacts, and nurture them through the marketing funnel. Be sure to include additional resources in your emails that relate to the content your contacts have downloaded. For example, if they download an eBook, configure your marketing automation system to follow up by sending them links to blog posts, webinars, and case studies on the same topic.

Create additional triggers to monitor engagement: Using automated email workflows, you can continue to monitor contact interactions– which can indicate whether or not they are progressing through the customer journey. These indications may include clicking on links, returning to your website, or downloading other content assets you have available.

11. Consider using contextual content on your website: Think about the Amazon.com experience, in which the site recommends content and products based on your past interactions. Some marketing automation solutions are bringing this technology to corporate websites.

By connecting your contact database to your site, these advanced systems can recognize individual visitors and dynamically alter the content and calls to action based on their history on the site. The goal is to personalize the consumer experience, and drive increased engagement and conversion rates.

12. Support your sales team: Marketing automation tools help you set up automated workflows for your internal teams, so you can provide them with resources and recommendations to integrate content into their sales process. You can also set up automated alerts based on the behavior of leads.

For example, when a contact meets the sales-qualified-lead status defined in your lead-scoring system, you can set the system up to trigger an email to be sent to a specific sales rep. Or, you may set up alerts to notify your sales reps when specific contacts return to the website.

Think about the full marketing funnel, and what value your content can bring to existing customers. With the proper configurations of your system, you can apply the same methodologies of profiling, segmenting, and nurturing to your existing customers that you apply to your prospective customers.

14. Monitor campaign performance: Use your automation tool to set up automated reports to stay informed on how your content campaigns are performing.

15. Connect actions to outcomes: Use marketing automation technology to demonstrate the value of content. Connect content campaigns to marketing metrics that matter, and show how the campaigns directly contribute to achieving business goals.

Marketing automation gives organizations the ability to maximize the content marketing ROI of your campaigns. In order to reach your full performance potential, take actions to:

Build a strong foundation with lead scoring, landing pages, lead forms, and A/B testing.
Promote content through emails and social sharing.
Turn intelligence into action, and action into results, with lists, workflows, monitoring, contextual content, sales team integration, customer programs, and performance reports.

How is your organization using marketing automation to drive business results? Please reach out and share with us on our Facebook Page and/or share with us here!

MArketing Automation Do's & Don'ts

Marketing Automation Do’s & Don’ts

Now that we’ve detailed out what marketing automation is, we want to give you a few tips as you think about implementing a new platform into your process. This will outline what you should and should not be doing with your marketing automation.

7 Marketing Questions No One Will Ask

who, what, where, when, why, how questions - uncertrainty, brainstorming or decision making concept, colorful crumpled sticky notes on cork bulletin board

who, what, where, when, why, how questions – uncertainty, brainstorming or decision making concept, colorful crumpled sticky notes on cork bulletin board

The Internet has been around for quite a while now, but there are still a surprising number of business executives who don’t understand its usefulness and are afraid of looking weak by seeking to learn the basics of Online marketing. For the past half-decade, my Marketing team has been using PPC ads, SEO, social media, blogs, and other online tools to reach a wide audience and educate them about a topic as seemingly boring as inventory management software. If we can do it, you can definitely do it.

In that spirit, I would like to humbly offer my answers to eight questions about online marketing that we find many companies are still too embarrassed to ask:

 

 

1. How do I blog?

This is a big question. Be consistent. Don’t start a blog and only post once a year or post a whole bunch of content every day for a month and then not post anything for a long stretch of time. Post as often as possible, but don’t risk burnout by trying to post every day. Keep posts short and to the point. Come up with your own unique ideas for things to write about, address customers’ issues, look at what other bloggers in your industry are talking about, and always keep an eye out for other things to inspire blog posts. Remember to keep your content relevant to your target audience. That doesn’t mean you should always be pitching your products. Mix it up and pick topics that add value in the life of your prospects. , if you do this well they will return to read future posts.. It’s perfectly fine to delegate blog writing to an employee, but it is nice for a CEO to sometimes make his or her voice heard by writing a blog post personally from time to time. Once you’ve established yourself as an expert on your own blog, guest blog on other blogs. Comment on other people’s blog posts and establish a rapport

2. What is the difference between SEO and PPC?

Search engine optimization (SEO) is the process of getting Web pages to rank high on search engines through links from other websites, quality content on those pages, and other factors that cost workers’ time, not money. Pay-per-click (PPC) ads show up above and to the side of organic search results. As their name implies, these ads are placed atop search engine results based on how much companies are willing to pay to put them there, and they pay the search engine each time someone clicks their links.Organic vs. Paid traffic Image

3. Is YouTube useful for marketing?

In today’s marketing world, video is the king of content. There are many different video platforms online, but YouTube has the largest audience and is extremely popular. Most prospects prefer about 2 to 3 minutes of video (the shorter the better) rather than reading text on a page, but the video needs to be relevant and engaging, or they won’t watch it through to the end. They will motivate prospects to dive into your copy to learn more when videos are done right. Best of all, YouTube provides their own analytics. Use these to learn what’s working best for you and then build on it. If you are serious about video then create your own YouTube channel and customize it to include your branding. All your videos should have a call to action and a link back to a relevant landing page on your site where people can learn more about your products or services.

4. Should I buy links?

No. Don’t be duped by people claiming to get you thousands of links to improve your search engine ranking. Google GOOG +1.83 % is adept at telling which links are relevant to a specific topic or not, and paid links will generally be a waste of money, make your site look spammy, and can negatively impact the overall success of your online marketing efforts.

5. How do I get links?
Hyperlink ImageThese can include infographics, blog posts, articles, videos, PDFs, white papers, etc. Comment on other people’s blogs and share with people on social media to invite them to come see what you’ve created.

6. How do I get listed on Google, Bing, and other search engines?

Unscrupulous people try to take advantage of business people’s naivety about SEO by claiming that they will submit your website to all the major search engines. Ten years ago that might have been a selling point, but not in 2013. Google spiders crawl new websites within days or sometimes even hours of their creation. There’s no need to contact search engines to get your site “listed” in their results. This will happen automatically, and the key to getting the best listings is to have great content that is relevant to the topics your prospects are searching for.

7. How do I use LinkedIn, Twitter and Facebook?

With all social media, the secret to success is moderation. Don’t go on a wild posting spree for five minutes and then ignore people for the rest of the day. You need to engage with people, ask questions, listen carefully to what they say, join discussions, and most of all, be real! Be very cautious with the concept of “buying” followers (known as “social seeding”. It is a cheap trick (or an expensive one, depending on how you look at it) that will eventually backfire, especially as Twitter improves its ability to judge users by the quality of those who follow them. In the case of Twitter, in particular, you don’t want to get into trouble with Twitter or lose credibility with your real followers by having thousands of fake ones just to boost your image.

The one potential exception to this rule is the possibility of using a small amount of “social seeding” to get you over the Twitter hurdles more readily as you build your own initial following. Use this tactic carefully, and know that a share of “purchased” followers will eventually be falling away– all the more incentive for doing all you can to be “keeping it real”.

Twitter hashtag ImageOn Twitter, it’s a good idea to use hashtags (#onlinemarketing, for example) to track conversations on a particular topic and invite others to join. On Facebook, you should post on relevant people’s and companies’ walls to open the door to communication.

Don’t start a blog and only post once a year or post a whole bunch of content every day for a month and then not post anything for a long stretch of time. It’s perfectly fine to delegate blog writing to an employee, but it is nice for a CEO to sometimes make his or her voice heard by writing a blog post personally from time to time. Guest blog on other blogs once you’ve established yourself as an expert on your own blog. Comment on other people’s blog posts and establish a rapport

Comment on other people’s blogs and share with people on social media to invite them to come see what you’ve created.

 

To Higher Profits!

Alex, MPeMG

Managing Partner & Co-Founder

(412) 374-1558

www.MPeMG.com

(We actually answer our own phones!)

[Press Release] Pittsburgh Small Business Marketers: No Mistakes

Attention Pittsburgh Small Business marketers: Let’s agree to NOT make 2016 the year of online marketing mistakes

Strong online presenceAs most marketing professionals know, when it comes to growing businesses in the information age, there is nothing more important than building a strong online presence that presents a company, product or service professionally, authentically, and accurately. Countless studies show the attention span of online consumers is shorter than ever, so it is up to the marketer to present all the necessary information to consumers as effectively as possible.

Download your FREE 2016 Digital Marketing Roadmap here!

Regardless of this fact, small business owners and marketers often make common mistakes that can cause an exact opposite effect of an otherwise well-thought-out campaign. What are the best ways to avoid these mistakes? The best approach is to start small, and start local. Here are a few good starting places: Focus on getting a few excellent Google or Yelp reviews, compare your search rank to local competitors, and make sure your search results come up clean without spelling errors and present accurate information. As simple as following these steps may sound (and an overwhelming list of other strategies), business owners and marketers can still struggle to keep up. After all, the internet never sleeps and there’s often too much to do just to keep the doors to any business open.

This is where companies such as MatchPLUS eMarketing come in. Since launching in 2001, MatchPLUS has become a trusted partner among firms around Pittsburgh who are serious about streamlining online marketing methods and connecting with consumers in innovative and exciting new ways.MPeMG_color_transparent_300x155 (2)

MatchPLUS is currently offering a free report for companies interested in learning about other potential online marketing mistakes and how to avoid them. The report also details how companies can maximize their public image.

Those interested can contact MatchPLUS using the information below, or visit their website at http://mpemg.com/ or follow them on Facebook at https://www.facebook.com/MPeMG to learn more.

Contact:

Joseph M. Kubicek, co-founder and CEO, MatchPLUS eMarketing Group, [email protected] or 412-215-3650.