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Posts Tagged ‘Copywriting’

Marketing 101: What is CRO (Conversion Rate Optimization)?

September 1st, 2017

Marketing has a language all its own. This is our latest in a series of posts aimed at helping new marketers learn that language. What term do you find yourself explaining most often to new hires during onboarding? Let us know.

Conversion rate optimization, often abbreviated as CRO, is the practice of improving the conversion rate in any advertising, marketing, sales or other business practice that has a goal of getting a person to take an action. (The conversion rate measures the number of prospects who take an action that you’re requesting.)

For example, let’s say you have an email that asks people to click to a landing page to buy a product. CRO would focus on getting more people to click on that email (improving the conversion rate of clickthrough), in addition to getting more people to purchase on the landing page.

CRO (or at least elements of it) is sometimes also referred to as marketing optimization, website optimization, landing page optimization (LPO), growth hacking, optimization and testing, customer experience (CX), usability (UX) or marketing experimentation.

Despite the prevalent use of the word “optimization,” it is a very different discipline from search engine optimization (SEO). CRO is focused on optimizing for human behavior, and SEO is focused on optimizing for machine behavior.

Web design, copywriting and analytics interpretation are key skills that go hand-in-hand with CRO. This is because many CRO changes are either to design or copy. Also, the ability to understand analytics will (1) give ideas on where in the conversion process you should make CRO changes to have the biggest impact, and once you’ve made the changes, (2) how impactful they have been to your conversion goals.

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Email Marketing: Why you should run a win-back campaign (and how CNET engaged 26% of inactives)

August 7th, 2015

Sometimes people fall out of love … with your newsletters and email marketing.

Or change jobs. Or email providers. There are a million reasons why they stop reading and engaging with your emails.

This is why email marketers need to run win-back campaigns. That is, reaching out to inactive subscribers and compelling or convincing them to re-engage with your email sends.

If they don’t re-engage, it’s time for a list cleansing — no longer sending emails to this group.

 

A smaller, but higher-quality, email list

The end result can be painful in some ways; it will likely result in a smaller email list (and the older the list is, the more shrinkage you will experience).

This is only painful because we all like big numbers. We like to tell our CMO, our clients and brag to our childhood friends at the high school reunion (hey, when they’re all doctors, you gotta brag about something) about how we run email marketing to a list of 1,000 … 10,000 … no … one million email subscribers.

One million email subscribers meme
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Why You Shouldn’t Target Your Marketing: Target marketing fails

July 21st, 2015

Targeted marketing, or the practice of aiming marketing collateral at specific prospects or customers, has become so prolific that it is one of the largest tools in the modern marketer’s toolkit.  In fact, the U.S. Small Business Administration lists targeted marketing as the third step in marketing implementation.

Imagine yourself attending the brainstorming session for your next marketing campaign or participating in one at a trendy advertising agency. Does anyone in the room ever verbalize the thought, “Let’s not target this campaign to anyone?” Of course not; they would be laughed out of the room.

However, simply targeting your marketing is not equivalent to being customer-centric, or customer-first, and this is where the majority of us go wrong. Aristotle hints at this in his master work, Rhetoric: “For it is not enough to know what we ought to say; we must also say it as we ought … ”

It is in the spirit of saying it “as we ought” that I humbly submit to you five steps that have the capacity to royally mess up your targeted marketing by not implementing it with a customer-centric approach.

 

Step #1: Target Just Your Intended Audience

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Creating Engaging Content: A five-step method for busting writer’s block

July 7th, 2015

Ah … the ambience of a blank white computer screen. I am staring at one right now. There are the days when this glow speaks freedom and fresh opportunity and I take it. But then, there are those days, like right now, where the glow feels more like an impenetrable force field.

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Although I’m not a great author, it’s a comfort to know that I am not alone in suffering from terrible writer’s block. Dorothy Parker, who wrote hundreds of poems and short stories, sent this note about it to her editor in 1945.

 

So what do I do when I know I have something to say, but I just can’t get it into words? Should I start scouring the Web to find something interesting to comment on? Or should I just rehash something that I have thought about or written about before? Or, the most tempting, do I just give up and hope my muse shows up tomorrow?

I’m not going to lie — all those methods can work, and have worked for me in the past.

However, there is one particularly useful approach that I have learned over the years for dealing with content writer’s block, particularly when you are on a deadline. Because — face it — as much as we would like to let creativity gently come to us, sometimes we have to go and take it by force.

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Copywriting: What software startup YNAB knows about creating compelling copy for a new product

January 2nd, 2015

New products make it incredibly difficult to write effective copy. Most of the time the customer coming to the page has no idea what the product is or how it works, but more importantly, they also have no idea why it matters for them.

To really help your customers understand why a product or service is relevant to them, your copy has to build a “problem.” Take this video for YNAB product that helps you budget in a new way:

 

I don’t know if you caught it or not, but they spend a full 43 seconds of their 1:52 second video building to the problem. Out of all the problems built in copywriting, video or otherwise, this one is one of the best.

So what do they do to build their problem?

 

1. They have a clear objective.

You can’t begin to build a problem without a map to the overall objective. The objective of this video is to introduce the product and get people poking around on the website.

Without an objective, you might just be building a problem that you’ll never be able to help your customers out of.

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Tweetables: Top 10 MarketingSherpa posts of 2014 (according to you)

December 30th, 2014

It seems like only a short time ago I was sitting at my desk, staring at a fresh new calendar in front of me — an act that spurred feelings of intimidation, daunt and excitement.

But that was 12 whole months ago.

Over the past year, our team of bloggers have written over 100 posts for the MarketingSherpa Blog alone. I’m pulling together the ones that you’ve shared the most over the past year with your friends and colleagues into a single tidy post.

Something that stood out as I sorted the top shares by category (content marketing, email marketing and social media) is that marketers are evolving their mindsets from company-focused messaging to customer-centric messaging.

 

Content Marketing

Although content marketing may no longer be considered shiny and new, marketers continue to learn how to harness their talents and abilities into this form. No longer are we only marketers, but we are also artists, authors and videographers who strive to reach customers in ways that were not possible only a few years before.

Bolstered by the rest of the categories covered in this post, content is now an essential lighthouse to guide your customer to conversion in a world of saturated and stormy information across the Web.

 

Posts you shared the most:

 

What your peers said:

Tweet 1
 

The above tweet is is reference to Content Marketing: 9 examples of transparent marketing.

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Email Marketing: Which of these 5 Award nominees can help you improve results?

December 9th, 2014

Email marketing is often a constant grind of tiny wins and (hopefully) tiny losses.

That’s why it’s such an honor to be able to recognize a marketing team for their relentless work on a campaign, where despite limitations, they were able to make a real difference in the email conversation between company and customer.

This is my second year as a judge for the MarketingSherpa Email Awards (sponsored this year by Blue Hornet) and it’s always a lot of work (30 hours of pre-screening, followed by 20 hours of deliberation) but a privilege to be able to debate and discuss strengths and weaknesses in email marketing with four other judges, who all come from different email marketing perspectives.

The joy that we get out of it is why this year we wanted to share that process with you, the MarketingSherpa Blog reader, by creating the MarketingSherpa Award – Readers’ Choice category.

Out of 500 speaking submissions and email case studies, the judging panel selected two Best-in-Show winners for B2B and B2C, as well as five finalists for the Readers’ Choice. All five are listed and detailed below with links to full case studies if you wish to learn more.

You can now vote for your Readers’ Choice Award winner. After voting, give your Klout score a workout by showing your favorite some love and sharing on social media.

All of the campaigns met our judging criteria of being transformative, customer-centric, innovative and offering transferable principles that marketing peers can apply to their efforts. Each case study displayed strong results. From there, it’s up to you to decide which one deserves top honors.

Have different criteria? Thoughts to share on any of the campaigns? Let us know in the comments.

Happy voting!

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Email Marketing: The evolution of value in messaging

May 9th, 2014

Brian Clark, Founder and CEO, Copyblogger Media, has been in email marketing for 16 years.

“Which is a million years in Internet time,” he said.

At MarketingSherpa Email Summit 2014 in Las Vegas, Brian sat down with Allison Banko, Reporter, MarketingSherpa, in the Media Center to share some of his email marketing background.

“As much as email remains the primary sales channel, how we do it is evolving and getting a little bit more sophisticated,” Brian explained.

Watch this brief video from the MarketingSherpa Email Summit 2014 Media Center to learn more about the evolution of email marketing, particularly in mobile marketing, and how to provide value in messaging.

 

You can also check out Brian’s full session from Email Summit 2014 to learn how Copyblogger used content and a free paywall to grow its email list by 400%. Watch a brief excerpt of his presentation below:

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Email Summit 2014: Finding your email voice

February 19th, 2014

Sometimes marketers might feel as though they are stuck in a permanent promotional cycle. Promo email after promo email goes out, and there are high expectations for each one.

It may make sense to the bottom line, but what is the cost to the relationship with your customers?

Discovering a human voice for your email content was one of the topics covered yesterday at the ninth annual MarketingSherpa Email Summit 2014, held this year in Las Vegas, where marketers spoke about how a fresh perspective or voice can help keep the magic alive between a brand and consumers.

Marcia Oakes, Senior Online Marketing Manager, Calendars.com, in her Tuesday morning session spoke on her team’s tricky situation last year. The email channel was almost exclusively utilized for promotion, and had no real “voice” despite sending roughly 50 million emails a year.

“We were only talking at our customers, not really talking with them. We wanted to evolve beyond that,” she said.

 

Find your voice in unexpected places

When Marcia’s team decided to break away from promotions with a monthly newsletter establish a voice, they had to integrate two previously underutilized assets into the email sphere.

Calendars.com social media provided the voice with the plethora of quirky blog posts via Calendars.com’s official blog, “The Daily Grid,” useful tips and boards on Pinterest and a trademarked phrase, “Flip Day,” which gave the brand a fun excuse to reach out with content on the first of every month.

 

Even the interactive design of the Flip Day newsletter conveys the voice with an interactive grid calendar design that reinforces the brand with engaging and fun imagery. Marcia said they needed to consistently supply newsletter content that:

  • Entertains
  • Informs
  • Is seasonal and timely

The most important aspect, she added, was that if the voice and the content of the send didn’t provide a benefit to the subscriber, it would fail.

To provide that benefit, the days of each month are filled with celebrity’s birthdays, a “word of the month” and historical facts and helpful hints such as “25 make-ahead breakfast ideas” in every Flip Day newsletter. All of this content is interactive and links to Calendars.com Pinterest, Facebook and blog content.

Creating a consistent voice is more than just knocking off the company-speak, Marcia said. It’s a consistent balance of time and assets for the sake of consumer interaction. Sometimes, promotions and monetary goals have to be set aside for the sake of brand equity with your consumers.

“We’re more than just a website to order calendars for your family at Christmas,” Marcia said, adding that the Flip Day newsletter voice has allowed feedback that “is really exciting as a marketer to see someone value your content.”

 

Demolishing discount fatigue

Jessica Andreasen, Digital Marketing Manager, ZAGG, spoke in her Tuesday afternoon session about subscribers succumbing to discount fatigue.

“We’ve been doing the same promotions for years – buy-one-get-one, discounts, and we were just not seeing the same kind of results,” she said.

To better communicate with their customers, the team at ZAGG decided to totally reassess their email design template with an email send to loyal customers.

“A template can’t get in the way of what you need to say,” Jessica said.

Her team started with a conversation with ZAGG’s Web development team.

“Tell me everything you have. I don’t care if it’s relevant or not, tell me everything you have,” she explained.

Whatever data or information you are able to uncover can help you develop a voice that speaks to your consumer and anticipates their behavior.

With data in tow, Jessica’s team studied their current email template with the consumer in mind – how could they speak to them in the design?

She said it was decided they needed to:

  • Disarm the customer by only using one call-to-action, and placing it below the fold
  • Connect to the customer by using image and word selection to convey the email’s purpose to customers
  • Deliver value to the customer by ensuring product details are prominent

Jessica added, “We still needed to deliver value to our customers – we attempted to do this by enlarging and simplifying the text as well as programming a personalized image.”

Some ZAGG customers had been on the list for three or four years, and Jessica wanted to reward that brand loyalty.

“These are loyal customers. I wanted to have a conversation with them,” she said.

By fighting against the discount fatigue they were seeing and developing a voice through their template to communicate with subscribers, the ZAGG team was able to increase their revenue per email by 152%.

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Copywriting: 7 more copy editing tactics to improve your content

January 24th, 2014

In copy editing, there’s always something new to learn.

In the past few months since writing my first post on editing, “Content Marketing: 7 copy editing tips to improve any content piece,” I’ve had the chance to sit down with members of the Content Team at MECLABS and develop an updated company style guide.

Also, I was given the opportunity to move into the role of editorial analyst and have had the privilege of reviewing candidates for a new copy editor (we’re still looking if you’re interested).

All of these changes in my current role have made me reflect on practices and techniques I naturally developed over the past year. I’ve taken lessons learned from mistakes, tips from colleagues and from my own experiences in editing and found that you never really stop learning when it comes to perfecting your content.

 

Tip #1. Make a checklist

Sometimes, editing can seem overwhelming when there are so many things to check for accuracy:

  • Individual names
  • Company names
  • Job titles
  • Headlines
  • Links
  • Grammar
  • Punctuation
  • Bulleted lists
  • Images

Ultimately, anything used to create content needs to be vetted in the editing process.

To help keep your mind focused on the things you need to be looking out for, make checklists for yourself to ensure your editing covers all of the key elements in the piece.

Write them down and pin them to your cubicle wall or set reminders to refer back to while you’re editing, especially if you’re editing content that is particularly lengthy.

Checklists are also helpful when you’re implementing something new in your process. This can help you start remembering to include it in your daily routine.

 

Tip #2. R-E-S-P-E-C-T

As an editor, you have the power to change content as you see fit. The tone, context, word choices and everything else is in your hands.

But with great power comes great responsibility.

You should respect and consider two different groups of needs in order to improve your editing beyond simple grammar and punctuation changes:

  • The author’s need for a distinct voice.
  • The audience’s need for content that’s relevant to their interests and useful to their needs.

Respecting the author’s voice involves keeping it intact throughout. Good editors can spot who wrote an article without looking at a byline. Everyone has their own style of writing in the same way everyone has their own way of speaking.

While there may be changes for clarity or if something is just plain incorrect, editors should not go out of their way to remove the author’s unique voice from a piece.

This could mean removing an opinion if the article is not a subjective piece, but their style of writing should not be completely muted if it is not interfering with your editorial guidelines.

The second group you must respect is your audience, and the way to do this is to know them.

One way to do this is by reading the feedback you receive in your comments section. If people are expressing confusion or want to know more about a topic, address their needs by working those concerns into your next article or blog post.

As I’ve learned, one of the fastest ways to lose an audience is when using jargon. You may have a cozy understanding of it, but your audience doesn’t.

Do not include acronyms, terms or phrases that readers could be unfamiliar with. Instead, use a brief explanation and hyperlink to content that will help them gain a deeper understanding of the concepts.

 

Tip #3. Search engines are your best friend

Run into terms not in your stylebook?

Author using a phrase you’re not familiar with? Don’t just guess – search!

In marketing, there are quite a number of terms that don’t have standard spelling or punctuation.

Words like e-commerce, website, webpage, e-book and other Web terms (even the word “Web” itself) have different ways of being referenced.

You can set style standards for these, however, once in a blue moon, you will encounter something new that you need to make a decision on.

To help keep our decisions consistent, my team just wrapped up a revised version of our company style guide. In its 32 pages, we attempted to cover our usage of words that differ from how other companies typically use them.

We added some things and threw some things out.

For anything not covered in our style guide, we default to the Associated Press Stylebook to cover our bases.

My point here is instead of just picking guidelines at random, think of how your company uses certain words or phrases and search for those terms online to see how others are using them.

 

Tip #4. Make your bulleted lists consistent

Bulleted lists are great when you have a list of items too long for a sentence, or just need to separate thoughts to get your point across.

When making lists, be sure to keep your style in those lists consistent. This could mean choosing whether to make your lists complete sentences or not, ending them in punctuation or not, or maybe choosing a tense to stay in.

For example, I wanted to start by showing you one way not to do a list:

The top four goals our team has this year are:

  • Meet deadlines
  • Making sure the website is updated
  • We should be holding conference calls every week.
  • Email marketing

Here’s a way I would edit this list to be more uniform in style, grammar and punctuation:

The top four goals our team has this year are to:

  • Meet deadlines
  • Update the website as needed
  • Hold conference calls every week
  • Improve our email marketing efforts

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