Wednesday, 27 December 2006
Friday, 22 December 2006
Genichi Taguchi developed a process to test several variables at the same time by carefully selecting different combinations so that the total test reveals which version of each variable is best. This approach is called multivariate testing. For example, if you want to test five versions of the offer and five versions of the copy on your mailing piece, you can use different combinations of each so that you can test all 25 combinations at the same time, getting your answers for both variables at once.
Multivariate testing software can select which version of each variable should be tested on each page and can boil down those billions of possibilities to a few dozen. After testing those few dozen, you can run a second multivariate test with a dozen versions, then get it down to three or four for the last wave before you decide the right variants for every variable.
Thursday, 21 December 2006
Wednesday, 20 December 2006
3. World Cup
1. Britney Spears
4. Jessica Simpson
5. Paris Hilton
6. American Idol
7. Beyonce Knowles
8. Chris Brown
9. Pamela Anderson
10. Lindsay Lohan
4. American Idol
Monday, 18 December 2006
Use the data you already have and any other nuggets you can glean
Offers should be refined for specific customer segments, such as gender, referral source, keyword, new or return visitor, and any others that we can mine. Create personas to use as a guide. From the anonymous browser, to the identified customer, Artificial Intelligence modules can now detect the most promising prospects from their browsing behavior.
2. Don’t make a direct connection between search terms used and the very first page you show to the visitor…
Create relevant landing pages
For example, if a customer searches for a high yield savings account and click on a link, that link must take you to a page which specifically deals with that subject—not to a generic home page where the customer must find the product herself. With so many choices, customers most often will just move on. The market reality is that there is simply not enough affordable traffic to sustain business growth unless the marketer optimizes the landing page as well as the search terms.
Offers must be relevant based on insights and different scenario testing. Content must be relevant and meaningful. And, design must reflect the needs and expectations of the target audience. We are trying to establish a profitable relationship here and relevance is the father of engagement.
3. Don’t pay attention to the copy of your ad…
Be specific in your copy
Yahoo gives you 190 characters (including spaces) in your text ad. MSN adCenter gives you 140, while Google allows just 70. No pictures, no colors, no company logo... nothing, just a few words. It’s a small canvas, your words are fundamental, be very careful not to waste them on generalities. Studies have shown extraordinary variations in the effectiveness of different copy (see point 5).
4. Don’t measure what matters…
Decide on a short list of key success metrics and measure, measure
The web has a great strength in the availability of performance data – the amount of data available is also a weakness. Some of the leading web metrics packages offer more that 5,000 reports out of the box – you probably need 5. Watching how customers behave on your website, and using the information to drive structural, offer placement or editorial improvements, is integral to increasing conversion.
5. Don’t use what you learn to drive improvement (continuously)…
Test, optimize and test again
Test as many combinations of content variations as you can or want to and track any sequence of conversion behavior. Use A/B split or multivariate test campaigns to meet your conversion goals. According to a Stanford University study the following are the conversion components that should be tested and optimized (there are more): Headline, Offer, Lead, Benefits, Images, Look & Feel.
Wednesday, 13 December 2006
BlueCasting, as this application is called, opens the door for a wide array of outdoor, point-of-purchase, and mobile marketing opportunities. KLM Royal Dutch Airlines has launched a trial of its BlueCasting system at Amsterdam Airport. Travelers who are within range of the Bluetooth transmitter automatically receive messages from KLM, but only if they have activated the Bluetooth function on their electronic devices. Bluecasting software detects the users handset, and delivers the appropriate content to that person directly. Most Bluecasting stations have a range of about 100 meters. Individuals passing by are alerted with a message and are asked if they would like to accept the content onto their handsets. Land Rover recently conducted a Bluecasting campaign in Manhattan. The London underground system now features Bluecasting-enabled signage and BMW is using BlueCasting to deliver video clips showing off its Z4 Coupé. From Coldplay to Go-Tan (an Asian supermarket in Holland), advertisers are being drawn to a new way to talk to their consumers.
There are still many dissenting voices around the use of Bluetooth as a marketing vector. This could reopen the whole permission marketing debate again. But the channel, if used correctly (as responsible marketers will) offers many truly innovative ways of connecting advertisers with consumers.
Monday, 11 December 2006
Other key findings from the research include:
- Blogs are now a near second to newspapers as the most trusted information source: A quarter (24%) of Europeans consider blogs a trusted source of information, still behind newspaper articles (30%), but ahead of television advertising (17%) and email marketing (14%).
- High spenders are most trusting of blogs: Of those who spend more than 145€ (£100) online every month, the proportion of people who trust blogs rises to 30%.
- France leads European blogging; Britain lags: Across Europe, six out of ten (61%) internet users have heard of blogging, and one in six (17%), have read a blog. France is the most blog-savvy country in Europe, with 90% of respondents familiar with blogs. The British are the least blog-aware, with only 50% having heard the term. In Germany, 55% have heard of blogs, 58% in Italy and 51% in Spain.
- Blogs are now driving purchase decisions: More than half (52%) of Europeans polled said that they were more likely to purchase a product if they had read positive comments from private individuals on the internet.
- They also block purchases: Nearly 40 million Europeans have not bought something after reading comments posted online.
Results based on research conducted by Ipsos MORI in Europe. The research polled a representative sample of 2,214 adults aged 15+, in Great Britain (526), France (440), Germany (485), Italy (378) and Spain (385), who use the internet either at home, at work or elsewhere. Interviews were conducted face-to-face at their homes during September 2006, using the Ipsos Capibus services.
Wednesday, 6 December 2006
appears to be the flavour of the month in many circles. And for good reason: If the banner, search or other online ad is your storefront then the landing page is the store – the product selection that you put before your potential client. First impressions are lasting impressions, that being said, the initial landing page is just the beginning of the on (and off) line customer journey. The subsequent pages which guide your visitor to the “success event” of your site – be that a purchase, a request for further information, registration etc are equally important. According to a Stanford University study the following are the key elements to optimize:
- Look & Feel
Even minor improvements in these elements will positively influence conversions on your site. How will you know which ones? By testing of course! The direct marketers have long understood the need to test to eek out increases in responses to offers – the same skills need to be deployed online.
Tuesday, 5 December 2006
A certain truth is that neither can succeed without the successful implementation and operation of various marketing technologies to handle the information and data required to have any kind of understanding of what the customers' experience really is. An equal and opposing truth is that technology is only a part of the answer. We have all heard about the multi-million dollar CRM projects which were really implementation rather than CRM failures (A Gartner study found that approximately 55 percent of all CRM projects failed to meet software customers' expectations).
Technologies enable business processes which in turn support strategies - not the other way around.
Monday, 4 December 2006
According to a new report, “Blog, Podcast & RSS Advertising Outlook,” from PQ Media, combined blog, podcast and RSS ad spend by the end of 2005 totaled $20.4 million, a 198.4 percent increase over the 2004 levels for user-generated online media - and is projected to climb 144.9 percent in 2006, reaching $49.8 million. Total spending on user-generated online media is forecast to grow at a compound annual rate of 106.1 percent from 2005 to 2010, reaching $757.0 million in 2010. The blogvertising market is the largest of the three, at $16.6 million accounting for 81.4 percent of total advertising in 2005.
Technology, auto and media brands are the most active in user-generated media advertising, accounting for more than half of total advertising spending in 2005, the, with the food and beverage and apparel categories rounding out the top five.
The most common and simplest blogvertising method is to accept targeted banner advertising. However, some bloggers have been hesitant to use this because of negative reader response to the ads. A more discreet form of advertising is for bloggers to promote merchandise from other sites, receiving a commission when a customer buys the item after following a blog link. Click here to buy a great book on the subject….
Fairly new, and highly controversial, is the pay-per-blog model, in which the blogger writes a set number of words on a topic (usually a web page or product) provided by an advertiser. The post always includes at least one link to a web site relevant to the topic, as a way of creating "buzz" and helping the advertised page's rank in search engines. In return, the blogger receives a small amount of money, usually no more than 10 US dollars.
Blogging by numbers
147 Million Number of American adults who use the Internet
57 Million Number of American adults who read blogs
12 Million Number of American adults who keep a blog
Source: Pew Internet & American Life Project Blogger Callback Survey, July 2005-February 2006. Margin of error is ±7%.