It’s an easy mistake to make.
You publish your shiny new website. You wait for the orders to flood in. Then… nothing happens.
It can be really frustrating, especially if you’re a new business.
But why is this? Your website looks great. Your friends and family all agree it looks amazing. But that doesn’t seem to cut any ice with the people who really matter — your customers.
So what is the solution? How do you turn things around without breaking the bank?
All you need to do is to focus on three basic functions: prospect, convert and grow.
It’s that simple. Let’s examine them in more detail.
All we mean here is that you can attract visitors to your website. Sure, you need to put in some effort, but it is not difficult.
I have analysed thousands of websites and I see the same mistakes. Fix these and you are halfway there.
The most common is the wrong choice of keywords. Once you’ve chosen the best keywords for your business, you need to include them in the metatags, in the URLs, in the text links between pages and in the text of your website itself.
Also, set up a blog. The evidence is overwhelming — websites with a blog do better than those that don’t. Why? Google loves content.
You’re getting a steady stream of visitors. But you’re not there to greet them.
The next best thing? Create trust. Here’s how…
Don’t say “welcome to our website”. Give them a promise. Think of your customer’s biggest need and tell them how you will address it.
But why should they believe your claims? Use customer testimonials to sell for you. If you ask for them you’ll be surprised.
Add live chat to your site and you’ll be amazed. It’s fast, it’s instant and it gets results.
Offer something for free. Remember your promise to solve the biggest need of your customers? Create a report that solves that issue. Offer it in return for their contact details and you can follow up with them. This can be automated very easily.
People rarely make their minds up instantly, but they now see you as an expert and you are pushing at an open door.
Now you either have a customer or someone who is on your emailing list. Now you can build that relationship with them.
Remember your blog? This is where you can develop that long-term relationship with them. Keep them up-to-date with developments by email and regular correspondence and you will reap the rewards.
Many people get disillusioned with online marketing but it is a vital part of being in business these days. The important point is to think about the purpose of your website and just repeat these three words to stay on track: Prospect, convert, grow.
Content marketing is a great way for start-ups to promote their business but the opportunities extend beyond the main social media sites. Here are some key tools — and inspirational examples — that can help you build your brand presence using online content.
Infographics are ideal for visualising big data and complicated concepts in a simple, fun way. Despite their increasing popularity, the best examples still have the power to command attention and — importantly — get those much-valued social shares.
Many infographics now provide an interactive element, such as Animagraffs’ How a Car Engine Works. With shares across various social sites already well into the “viral” zone, this is an example of how far and wide an infographic can reach. All with an important added SEO benefit: they can be picked up by publications that are relevant to your industry.
PDFs, ebooks and guides — when executed with panache — are all fantastic online resources and a great way to get your business in front of new customers’ eyes. A good example of this in practice is software company Hubspot’s online marketing library. Offering templates, guides, webinars and ebooks on everything from ecommerce to social media, the library’s resources are available at no cost. All you need is your email address. Hubspot is one of the most respected marketing websites around, so what you’re getting here is a lot of great expertise and insight, at zero cost.
The Google+ Hangout can be perfect for providing an immersive and engaging user experience. Both of these were factors in the massive success of Cadbury UK’s Google+ Hangouts, which involved fun stuff like live tasting sessions and boosted their follower count by 150,000 people. Google has also started pushing Hangouts into the enterprise space. It has recently announced that customers will no longer need a Google+ profile to use Hangouts, making it a more viable option for business users. Business customers can now use their existing login details and invite up to 14 others to join their HD video chats.
YouTube provides some really interesting opportunities for content marketing and with the right strategy in place, it can be a wonderful place to encourage creative customer interaction with your brand. For a striking example of YouTube content marketing in action, check out high-definition photography brand GoPro’s YouTube channel, which encourages anyone with a GoPro device to record their experiences. The videos show a wide range of spectacular stuff — from feeding cougars to bungee jumping. And with the GoPro logo and slogan bookending each clip, the brand name is prominent but unobtrusive.
Blogging continues to be a huge deal in content marketing and there’s no sign of that changing any time soon. An engaging and very modern approach to blogging forms the basis for the Guardian Angel content hub from financial services provider AXA Business. The hub is home to an array of accessible and highly relevant content, including blogs, video clips, downloads and guides designed to support and inspire new business owners. Supplying clear, useful and relevant content on everything your customers might be looking for, presented in a user-friendly and engaging way, is a great way to encourage customer loyalty.
In terms of popularity, SlideShare is the YouTube of presentations. It’s a great place to impart concise, easily digestible information about what your company does — and it’s especially good for B2B presentations. Your presentations can be accessed easily — all you need to supply is a link and your presentations are instantly viewable.
Once you’ve created your content, it’s time to share it. The more awesome your content is, the greater the number of potential links, views, shares and engagement it will receive.
Putting your content out there goes way beyond just Facebook and Twitter. In fact, these days it seems that Facebook is becoming (whisper it) obsolete when it comes to content marketing. Paid-for content recommendation platforms such as Outbrain, Nrelate and Taboola are also a great way to promote your content to a number of very high quality media sites etc and operate on a Cost Per Click basis.
Copyright © 2014 Matthew Marley, a digital marketing blogger.
Whether you’re launching a new business or rebranding your website, the chances are you’ll need to make some decisions about colour at some point along the line.
And, whilst colour will make your business look more exciting, interesting and engaging, the right colours can also help you sell more products and services. Colour psychology can help you communicate consistently and coherently and compel your customers to buy.
It would be lovely if I could tell you that picking red will grab attention and that’s the colour you must put on your website, but the truth is that it’s a little more complicated than that.
There is no list of must-have colours for every business. Just as your business is unique, so are the colours that’ll work for you. But with some thought, you can create a colour palette to help attract customers and build your brand.
Start by defining your intention. What makes your business unique, why do your customers love what you do and what impression do you want to create? Make a list of key words and pick just three that encapsulate what you’re trying to do.
Now, take advantage of colour psychology — it’s a great framework to create colour palettes that work. In particular, you can consider which seasonal personality best represents your business.
Spring businesses are creative, inspiring communicators who value simplicity and clarity and the spring personality is often described as spontaneous, proactive and forward-thinking. Use light, bright, clear and warm colours with a softness and delicacy about them.
Summer businesses are organised, efficient, romantic, graceful and elegant. The Summer personality is reserved, thoughtful and intuitive. It also feels a strong sense of responsibility and will never let you down. Use delicate, cool and muted shades. Flowing lines and a softness of tone is very Summer and a soft, watercolour style works well.
Autumn businesses are earthy, organic, community-minded and value-driven. Autumn brands have a strong connection to nature, a love for the past, a thirst for understanding how and why things work and they often enjoy challenging the status quo. The Autumnal personality makes a great campaigner. As you might expect, shades are warm, intense and muted.
Finally, Winter businesses are dynamic, distinctive, dramatic and luxurious. Winter is a season of extremes and the Winter personality is usually highly focused on the task in hand and excellent at both the big picture and drilling down into the detail. Pick cool, bright and intense shades — this is the only season you should use black for.
By using colours from just one season you can communicate a highly confident and powerful message.
Once you’ve picked your season, select colours that will support your brand messages. For example, yellow will communicate confidence, optimism, self-esteem and happiness. Red is a great colour to communicate energy, strength and vitality. Blue is good for communication, clarity, logic or efficiency. Orange is great for creativity, abundance and fun while green is restful and represents balance and harmony.
So why not take a more considered approach to colour next time you work on your brand identity? It’ll make the world of difference.
Copyright © 2014 Fiona Humberstone. Fiona is an expert contributor to Marketing Donut and heads a creative and branding consultancy. She is running a colour psychology workshop in London on 30th September.
Are you giving off subtle signals that are putting off potential customers? And are these signals building confidence or wariness among your staff? Subtle signals are often more powerful than overt ones. So how do you avoid sending the wrong signals?
If you spend too much time telling and not enough asking, then the subtle message is that the buyer is a sales target. The same applies to staff. At a recent restaurant launch the owner talked about the brilliant things that had been done but that one group of people had made it harder and needed to do better. The good news motivated, but the subtle message, sucking energy from the room, was “we bear grudges”.
Advice: Always stay focused on others. Keep your disappointments private.
Doing the right thing is assumed — but putting extra attention on having done the right thing may give the subtle message that it is special. It could suggest that you done the right thing this time, but normally you don't.
Advice: Help people to see that you always do the right thing by your actions, not your words.
In business we care far more about whether the job is done well, than whether there was a challenge on the way. Customers aren't going to buy it because they are sympathetic about the problems you had. So focus on the outcomes, not the journey. Tell people what they want and need to know — the job has been done and it has been done well.
Advice: Quality matters and so does the perception of quality.
The subtle signals in phrases like “I think you should” and “what you need to do now” highlight your desire to make choices for others, for the right reasons perhaps, but in the wrong way. Customers like to make their own choices. So facilitate these choices by asking questions to help them make their own decision — and support the choices they do make.
Advice: Influence comes more from supporting small choices, not defining large ones.
Most conversational questioning isn't deeply considered and an off the cuff reply can send a damaging subtle message. For example, “how many employees do you have?” assumes a business model that relies on internally-resourced work, but perhaps you use efficient outsourcing arrangements. If so, then the subtle message in a reply of, say, “four” is that you’re a very small business. Is that really representative?
Advice: Be alert to the underlying question and give a considered response that answers that question.
As humans we have to make assumptions all the time, usually based on some internal model of how the world works. A statement that means one thing in our model of the world may mean something very different in the other person's world. Therefore checking what assumptions have been made is always worthwhile. Do this by asking clarifying questions.
Advice: Check understanding. Often.
When you align the subtle signals to the overt ones you'll be seen as consistent and always on message, and that's something the truly great businesses do brilliantly.
Attracting large numbers of visitors to your stand at an exhibition is a two-stage process — including activities pre-event and during the event. Here are ten ways to maximise visitor numbers:
Inform visitors of your presence about a month before the exhibition and give them a flavour of what you’re showcasing. A good option is advertising or getting an editorial in the show guide as this usually goes out to all pre-registered visitors beforehand. There will also be printed copies when people arrive at the show. A lot of visitors plan their day over a coffee using the guide before they start roaming.
Another great way to flag up your presence at a show is by sending email or direct mail to your client and prospect database. Social media is also a quick and easy way to amplify the message — think LinkedIn, Facebook and Twitter, depending on your sector.
A successful exhibition stand is a mixture of creativity, functionality and activity. Ergonomics are important — is the stand open and welcoming, does it flow correctly, is it well-designed? A good stand should look architecturally interesting and include the use of different materials, finishes, lighting and colours.
What is your message and is it illustrated in your design and content? Rather than just showing graphics or brochures on your stand, digital tools such as quizzes, surveys, games and animations help visitors feel engaged and make your presence far more memorable.
Offer visitors an incentive to part with their data; for example, a prize for taking part, an interesting giveaway (tied in with the theme) or a draw for a bigger prize post-show. This also keeps the exhibitor-visitor dialogue going after the event. By posting event scrapbooks on sites such as Storify and Pinterest, and using your blog, you can broadcast key messages to visitors as well as to prospects that couldn’t make the show.
If you’re on a smaller budget you need to maximise it. If you don’t exhibit often you may not get value out of purchasing a stand and would be better off hiring it. Hired stands can still be creative and bespoke and they are cheaper so you can test the water. Small spaces can deliver just as well as larger ones. Use the height above a stand for rigging a banner or halo.
Make sure you can track the success of what you do so you can measure return on investment. If you’re going to invest in exhibiting, you need to measure your results against your sales lead and conversion objectives.
There are good freebies and bad freebies. Bad freebies for me are generic items — such as pens, mugs, mouse mats that don’t tie in with anything you’re doing. Good freebies have relevance, longevity and a purpose. We recently did some customised Toblerone bars — everyone likes chocolate, but they tied in with the “angled” theme on our stand. We also combined this with an augmented reality wrapper that played a video from an app. Good freebies don’t have to cost the earth; but if you can’t think of anything original, then freebies won’t be missed.
Staff in branded tops can look neat and yet informal. Being relaxed but professional is key. Visitors don’t want to feel intimidated — if you’re suited and booted, it helps to drop the tie.
No visitor wants an over-zealous salesman in their face as soon as they’ve walked on to the stand. Establish eye contact first, smile and ask them how they’re finding the show. Don’t go for the hard sell straight away — you need to find out why they’re visiting. But remember you are there to generate leads and you won’t do that if you’re ignoring everyone, are on your mobile, talking to your colleagues or taking a break.
Copyright © Samantha Thomsett, head of marketing at exhibition stand and display specialists, Nimlok.
Recently we’ve seen some sinful uses of social media; from clueless users to pointless tweeters. Already this year we’ve witnessed an array of social media blunders, not to mention those who’ve been prosecuted for their comments on social media.
So why all the sinning? With social media use at an all time high and as competition increases between social businesses, people are stretching the social media boundaries to stand out online. Some businesses have lost sight of social media etiquette, business etiquette and common sense as they “borrow” content and spy on their competitors.
But businesses that abuse social media are only damaging their own reputations and jeopardising their business opportunities.
So what are the 11 social media sins?:
Although you can delete posts, people can also screen grab and anything you post can remain in the social media realm forever. This is particularly relevant with Twitter — you can never be certain who is monitoring what you tweet. Never post anything on social media that you wouldn’t be happy for the whole world to see.
Treat social media as one and be consistent across your social media profiles. Your social media profiles should not be competing for your attention, do not favour one over the other; you should post content consistently over all sites. But keep in mind though that each has its own rules and purposes.
Use Twitter to signpost, ensure LinkedIn is B2B focused, Facebook B2C and Google+ should be a mixture of the two. You may need to alter the language of your posts based on the target audience of that platform. Ensure that your presence is consistent and truly represents you. Your social media profiles are usually the first place people go to find out about you, if you’ve got a mismatched, jumbled and inconsistent presence, people will be less likely to trust you and what you post.
There are thousands of fake social media users posing as celebrities and everyday users, with many of these being controlled by internet trolls. These are people who trawl social media sites posting derogatory comments and abusing users and should be reported to the social networking site in which they are operating on.
You must ensure that those influencers you follow are verified (have a little blue tick). If you’re an infamous user yourself, consider getting your own account verified.
You need to be careful what you tweet, even on your personal social media profiles. If your employer is mentioned on your profile, they can be liable for any offensive comments you make through Vicarious Liability.
Mind your social media Ps & Qs, watch your language and do not swear — especially if you’re posting from your business account. Your tweets represent your brand so ensure they reflect your target market and avoid offending anyone with your language.
There are proven best and worst times to post on social media and constantly broadcasting brand messages can be a waste of time. Check out the best times to post and ensure your posting is targeted.
Mix up scheduled tweets with timely posts throughout the week so you’ll create a great balance for your social media profiles and save yourself a lot of time.
Social media is not the place to air your dirty laundry and you will undoubtedly regret doing this so don’t share your personal information, family disputes or private matters.
Do not mix your personal life with your business handles; ensure you create a different personal account to keep up to date with friends. Already this year we’ve seen a number of cases involving people being fired, and in some cases prosecuted, for what they’ve said on social media. Again, don’t post anything that you wouldn’t want the world to see — including friends, family, colleagues and employers.
Most of us have received negative or abusive comments on social media at some time. Don’t delete these comments, instead reply to them promptly (not necessarily immediately) and appropriately (step back, compose yourself, don’t reply in anger, deal with this in the same manner as you would through any other form of contact) to show you are dealing with this.
This is particularly true when it comes to social customer service; Twitter is now the first place many of us go to complain and if your company is brushing these comments under the carpet and removing them from your feed then this shows you in a terrible light. Show respect when replying and only use humour if appropriate.
So, don’t kill comments (unless truly offensive, in which case report and block); start dealing with them confidently. Ultimately, you will be judged on the way with you deal with it.
Don’t insult or mock people via social media; instead treat all your connections with respect. Ensure you get the tone of voice right, as well as the content you share — never position yourself online as something you are not.
Treat others as you would like to be treated yourself. Forge new relationships, share content and that way your will gain respect, support and recognition.
Social media has made it harder than ever for individuals to keep a track of their comments, posts and articles; and it’s now easier than ever for people to steal your content. Don’t steal other people’s tweets, arguments and opinions — it’s wrong.
We all know that social media is great for getting content ideas and inspiration, but if you are to use someone else’s articles, don’t present them as your own and reference them correctly. Social media content can still be copyrighted and you may find yourself in trouble if you present ripped off content as your own.
Many people think social media gives you anonymity but this isn’t always the case. Social media posts and comments are traceable so never use social media to slander people or businesses.
If you have a problem with a business or a brand, make sure you bring this, politely, to their attention and do not use social media as a way to broadcast your hate towards them. If you’re a business, don’t lie about other companies or mock them on Twitter.
Ensure that you have correct training and policies in place to monitor what your staff post and who has access to your accounts. After all, social media is an extension of your existing communications channels.
Love what your competitor is doing on social media? Well, don’t just sit back green with envy, go and do it yourself. Social media has removed boundaries that were traditionally the realms of big brand, big budget names.
Social media has provided a glass wall into other businesses and If you like something they’re doing, then think about doing something similar yourself. Not only has it allowed you to monitor competitors, social media has also allowed you to keep a track of your business targets, giving you an easy way to communicate and network with them.
© Emma Pauw, social media writer, We Talk Social.