B2B marketing and personalization: what’s the missing link?

| July 10, 2020

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B2B marketing leaders like you are under immense pressure to deliver best-in-class results every day. While this isn’t a new challenge, it is one that gets harder as the marketplace continues to grow more cluttered and competitive. To keep the modern-day prospect engaged and connected to your brand, delivering a relevant experience is absolutely vital.
According to Evergage, 92% of marketers report using personalization techniques in their marketing.1 With this in mind, you’re already applying a personalized approach to your strategy at some level. From tailored email campaigns and targeted PPC ads to account-based marketing, you already understand the value of personalization. It works! But, where does your business website fit into this hyper-relevant customer journey?

Spotlight

Berlin Cameron

Berlin Cameron is a longstanding creative and strategic lead agency within the larger global, integrated WPP team. BC taps into creativity and inspiration from diverse backgrounds in its relentless pursuit to build brand cultures. BC has helped to weave the cultural narrative that many have come to know and love for clients such as Ford, Coca-Cola, Vitaminwater, Hennessy, Boost Mobile, Comcast, Wyndham Hotels (Travelodge, Howard Johnson, Super 8), Safeway, New York Life Insurance, Samsung, Amazon, NBA, Lincoln, Belvedere, Reebok, Silk Soymilk, Stolichnaya Vodka, Capital One and Sony.

OTHER ARTICLES

How Artificial Intelligence is Working in Favor of Digital Marketing?

Article | March 16, 2020

Blending this technology concerning digital marketing, this is transforming the business ecosystems dynamically and intuitively. The blend of AI and digital marketing is considered perfect, and this perfection has eventually led to the improvisation of customer experience and all the more deep-rooted marketing. Artificial Intelligence technology incorporated with digital marketing would also give quick solutions to businesses, and this is going to save precious time. Artificial Intelligence (AI) is an unbelievable technology and surprisingly a great intake for brands.

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How to Create an Amazing Digital Marketing Strategy?

Article | March 16, 2020

Though opening a new business seems an easy and exciting task, running and making it standalone in the market is a big challenge. In this ultra-modern technological world, merely having a website, buying a domain, or paying for its hosting is not ample. You need to go beyond this. To make your company unique and attract targeted visitors, which will eventually turn into customers, you need to adopt the method of digital marketing. But that’s not an easy job! According to a ‘Managing Digital Marketing’ study by Smart Insights, 46 percent of brands are short of a defined digital marketing strategy, while 16 percent have a strategy, but they haven’t yet integrated it into their marketing process. To make digital marketing widespread, it’s necessary to have continuous work and solid strategic planning.

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Effective Content Strategy for Email Marketing

Article | March 16, 2020

Content strategy is an integral part of email marketing. Without a content strategy, it isn't easy to run an effective and productive campaign. Creating a robust strategy provides the intended results and prevents in effective effort and unused financial resources. In addition, email marketing content is considered one of the best ways to reach many people and persuade them to buy your products or service. As a result, email marketing allows businesses to perform more effectively. Email marketing is an inexpensive form of marketing that delivers high ROI. When your audience subscribes to your emails, they expect something valuable in their inbox. Therefore, the challenge of email marketing is to deliver precisely what they are looking for. Unfortunately, some marketers find it challenging to execute it as they don’t have effective email campaign strategies. Your email marketing plan creates a unique experience for your customers. It helps in producing a cost-effective campaign and provides more value to your audience. It encourages your target audience to experience your products or services. Let’s understand the significance of content strategy for an email productively and concisely. Why Is Email Management Important? Content strategy for email helps brands to prepare and plan for reliable and cost-effective sources. It is the best way to connect with your target audience or customers and build a strong relationship with them. Approximately 54% of emails are viewed on a mobile device. You can experience higher conversion rates on mobile than any other medium by designing engaging and innovative emails. The best part of email marketing is that it is a two-way communication where you allow your customers to react to it. This communication helps create a solid content strategy for email and improves the quality of the same. Marketers use email to drive the target audience to your website, pick up the phone and call, or any other call to action. Email helps track delivery rates, unsubscribe rates, bounce rates, and click-through rates which give you a better understanding of how your email campaign is performing. These metrics also allow making an effective content strategy for email. Here are some vital statistics that show the importance of email marketing and a content strategy for the same. 70% of marketers are actively investing in content marketing. Approximately 78% of businesses have a team of one to three content experts. 77% of companies say they have a content marketing strategy. Email marketing has the highest return on investment for small businesses. The number of global e-mail users is set to grow to 4.48 billion users in 2024. 59% of B2B marketers prefer email for lead generation. 40% of B2B marketers claim that email newsletters are an essential tactic in their content marketing strategy. Email marketing is mainly used for lead generation (85%), sales (84%), lead nurturing (78%), and customer retention (74%). 77% of B2B companies use an email marketing newsletter as part of their content marketing strategy, and 79% of B2B marketers find email to be the most successful channel for content distribution. According to Radicati’s 2020 Email Statistics report, email is used by over 4 billion people — over half of the world’s population. Create Productive Content Strategy for Your Email With the help of your content strategy for email, you can keep your readers focused on your business. First, let’s understand what makes content strategy valuable and effective. Establish Your Target Audience Establishing your target audience helps you to create engaging and relevant content to fulfill their requirements. Therefore, you should keep your target audience at the center. Additionally, you need to keep your audience in mind while strategizing an email campaign. Define Your Objective Defining objectives is one of the essential parts of the content strategy, which makes your way easier to find out what is essential. Create Engaging Content Most marketers find it challenging to deliver quality content. Quality content consists of appropriate information, well-researched data, a systematic approach, and no grammatical mistakes.In addition, you need to create engaging content that persuades your readers to keep clicking. Design for Mobile It will help if you create a unique content strategy for email that suits mobile. Therefore, it is essential to create mobile-optimized content for your target audience. Try to use high contrast design, mobile-specific codes, and interactive layout. Know Your Key Performance Indicator You have to define your key performance indicators (KPI), which must be measurable and specific. This helps to know your growth in terms of revenue, sales, and traffic. Final Thoughts Planning appropriate content strategy for email is an unavoidable phenomenon. It needs time, patience, and consistent effort. Prominent businesses believe that an effective content strategy helps in converting the target audience into long-term customers. An effective content strategy consists of the latest trends, innovative approach, sharing valuable and relevant information, etc. Implementing the above email marketing plan in an appropriate manner will make your efforts productive and meet innumerable business objectives. Frequently Asked Questions Why is content strategy important for email marketing? Content strategy for email attracts the customers and improves your communication with them. It also helps to gain the highest return on investment. However, without a content strategy, it becomes challenging to influence your target audience. What is the most effective email marketing strategy? There are three things to be noted while creating an effective content strategy for email. Building a solid relationship with your consumers by sharing relevant and personalized messages. Keeping detailed information about your target audience and their requirements. Define your key performance indicators. How do content and email marketing work together? You need quality content to run an effective and productive campaign. Without following content strategy, email marketing does not provide positive ROI. { "@context": "https://schema.org", "@type": "FAQPage", "mainEntity": [{ "@type": "Question", "name": "Why is content strategy important for email marketing?", "acceptedAnswer": { "@type": "Answer", "text": "Content strategy for email attracts the customers and improves your communication with them. It also helps to gain the highest return on investment. However, without a content strategy, it becomes challenging to influence your target audience." } },{ "@type": "Question", "name": "What is the most effective email marketing strategy?", "acceptedAnswer": { "@type": "Answer", "text": "There are three things to be noted while creating an effective content strategy for email. Building a solid relationship with your consumers by sharing relevant and personalized messages. Keeping detailed information about your target audience and their requirements. Define your key performance indicators." } },{ "@type": "Question", "name": "How do content and email marketing work together?", "acceptedAnswer": { "@type": "Answer", "text": "You need quality content to run an effective and productive campaign. Without following content strategy, email marketing does not provide positive ROI." } }] }

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MARKETING STRATEGY

Intelligent proliferation: Using AI effectively

Article | March 16, 2020

AI is everywhere. In ecommerce and digital marketing in particular, it’s likely you’re using AI to support your activities, whether you’re aware of it or not. In most cases, AI supported practices are a great benefit to the business. They enable improved efficiency, a reduced administrative burden and help create more effective campaigns and services. But Nate Burke, CEO of Diginius, a UK provider of proprietary software for digital marketing and ecommerce solutions, believes businesses could be getting more out of their use of AI. In this piece, he explains how businesses can use intelligent proliferation to their advantage and really stand out from the crowd. Today, just about every business that has some online activity benefits from AI. Whether that’s how they appear in search engines or their social media reach, for example, AI is practically everywhere. Generally, it works in the background and requires little input from the business, while offering some valuable internal benefits, including greater efficiency, fewer administrative tasks and more successful campaigns and services. But with it increasingly being integrated into just about every digital tool, it’s no longer the case that AI can be used as a differentiator or a way to stand out from the competition. However, that’s not to say it can’t be. In order to really reap the rewards of AI and place your business leaps and bounds ahead of the crowd, it’s time to start taking a more proactive approach. Now, this might sound counterintuitive. After all, AI is supposed to relieve some of the effort and input required from you. And while that isn’t entirely wrong, no matter how much technology advances, we are all still human. And humans require some element of emotional connection with brands in order for them to create successful engagement and interactions. Ultimately, businesses need to find the perfect balance between artificial and emotional intelligence. Activities and decisions should be supported by both technology to make life easier, and human judgement, in order for output to be received well by customers. And this has never been more important than in the current market. The multichannel model Online business is thriving. The number of digitally transformed companies, online sales, ecommerce channels and engagement platforms are increasing. And businesses and consumers are adapting. The pandemic has encouraged more to embrace the shift. But as physical retail and face to face business opens back up, the multichannel model will no doubt become the new normal. However, as well as increasing workloads for management, challenges will also exist in creating cohesive and high-quality customer experiences. But AI integration does offer a remedy. For instance, commerce solutions provide retailers with a single, centralised platform on which they can combine activity across all sales and logistics channels, both digital and offline. Data from all areas of the business, including supply chain, sales channels and end user experience is then available in one place. This rich data is often much more valuable due to its quality and quantity, and by leveraging AI’s ability to analyse such data, you can turn it into invaluable business insight. When translated into digestible reports, such as trends and benchmarks, you can really optimise both the business’s potential and your customers’ experiences. This takes a lot of the guess work out of the equation, ensuring the output is just as high quality as the input, and providing an informed basis in order to justify decisions. But, your business is yours for a reason. It’s likely you have knowledge, expertise and experience in your industry, things that AI can’t, and shouldn’t, replace. Put simply, if you don’t maintain your core data, such as product attributes and tracking information, in a timely and accurate manner, then you can’t expect AI to make sense of your mess. Artificial vs emotional intelligence Although data driven trends and patterns are important when making business decisions, consumers cannot be simplified to a mere statistic. Rather, their emotions and intrinsic behaviours are better understood by humans. Therefore, business owners and employees play a vital role in interpreting such data and trends, applying their sense and experiences to really comprehend what their customers want and why. And then using this to make better business decisions. It comes down to striking a balance between the benefits offered by AI and our own emotional judgements. This way, we can create more personal and positive brand experiences that encourage engagement. For instance, over recent months this might have involved digital marketing campaigns that are sensitive to the current global situation, yet delivered at a time and place the data has shown you your customers will receive it. Or, perhaps a chatbot service that utilises AI to collect basic information from a user, then passes them onto a real customer service representative who can help resolve the issue in a more friendly and sensitive manner. While the business benefits from greater efficiency, wasting fewer human resources in the initial stages of the interaction, the customer still gets the personable service they so often need and prefer. But AI is advancing at an incredible rate. It might not be long before the technology begins to understand more complex human behaviours through verbal or written cues for example, and it will be time to readjust our practices again. However, until then, human judgement remains pivotal, even in an increasingly digital world.

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Spotlight

Berlin Cameron

Berlin Cameron is a longstanding creative and strategic lead agency within the larger global, integrated WPP team. BC taps into creativity and inspiration from diverse backgrounds in its relentless pursuit to build brand cultures. BC has helped to weave the cultural narrative that many have come to know and love for clients such as Ford, Coca-Cola, Vitaminwater, Hennessy, Boost Mobile, Comcast, Wyndham Hotels (Travelodge, Howard Johnson, Super 8), Safeway, New York Life Insurance, Samsung, Amazon, NBA, Lincoln, Belvedere, Reebok, Silk Soymilk, Stolichnaya Vodka, Capital One and Sony.

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