Marketing automation software does what it says on the tin: it’s technology which relieves some of the pressures of marketing your business, product or service, by automating your marketing processes.
No longer just the secret weapon of larger enterprises, marketing automation makes campaigns for businesses of any size easier to manage. From email to social, websites to text messaging, automation technology works across multiple channels – and across different touchpoints in the customer journey too.
But with hundreds of tools available, where do you start?
Luckily, we have tonnes of experience with automation software at P+S. In this blog, we’ll break down why it’s worth investing in automation, how it all works, and give you five top tips to make sure it’s a success.
So, if you’re searching for a way to deliver more qualified sales leads with less supervision, nurture customers more effectivelywhile conserving your resources, and reduce your marketing spend while increasing sales opportunities, read on.
In short, automation software can do almost anything. One of the biggest benefits is that it saves you time and resources – no more having to hit ‘send’ on every action you take. Plus, automation tools give you one place to manage multiple marketing streams, collect customer data and customise your campaigns.
Some of the tasks automation software can assist with include:
With the right automation software, you can liberate your team’s time and creativity. So members are free to work on bolder ideas for attracting customers, free to aim for more ambitious targets, and free to expand your business into new growth markets.
But your team still needs to deploy, optimise and develop your marketing software strategy: team members will still need to do the thinking, while the ‘heavy lifting’ is carried out by the technology.
There are thousands of different MarTech providers out there, offering hundreds of marketing automation solutions. Choosing the right one can be a bit of a minefield.
The best place to start is by identifying your business’s most critical needs. Are you taking too long to react to customers’ buying signals? Or maybe you regularly find yourself chasing the wrong leads? Make a list of your most urgent issues – there will undoubtedly be a tool designed to solve them. Once you’ve covered the business critical, you can then increase this list to include ‘nice-to-haves’ to help you further narrow down your options.
It’s important to create tangible goals, too. Not only will these help you measure your progress after deploying your technology, they will also help you to ascertain whether the investment is worthwhile for your business – and to justify that choice to your stakeholders, too. Using SMART objectives is a strong starting point for developing goals that make the most sense for your business.
Whichever provider you decide is best for you, there are a few ways to optimise the approach further.
Whatever software solution you settle on, choose to focus on simpler automation processes first, using simple data sets. This could be pre-scheduling some of your social posts, or regular marketing emails. Once you’re sure you know exactly how well this works, and that you’re benefiting from doing so, you can begin automating more complex processes with more tailored audience segments too: personalised automated upselling for customers who’ve shown interest in certain products, for example.
Any campaign you’re managing with automation software should complement your existing marketing. This isn’t the opportunity to overhaul your tone of voice and begin bombarding people with daily newsletters. You’ll still want to focus on enriching your customers’ lives with relevant news, information and products.
Employing new software is easier when your team is receptive to the change. Who will drive its success within your business?
Identifying someone to be the internal champion of your automation software is a powerful move. Usually, this person is in a senior position, acting as an authority on the tech as well as a successful user of it. This person’s guidance and experience will also help you make decisions about training and support requirements, and put plans in place for the adoption and rollout process.
The goal here isn’t to just market as much as you can – it’s to increase the value of your brand to your customers, using automation to build a long-term relationship with them. Automation enables you to interact with them in a more meaningful and relevant way, to build brand loyalty at every point in their journey.
And, of course, this wouldn’t be a P+S blog without us mentioning measurable goals. As previously stated, setting clear, ambitious but achievable KPIs from the very beginning will allow you to measure your success. Lead scoring and nurturing data should form a part of these KPIs, and will help you to establish a business case for continued investment.
Even the strongest marketing team can benefit from automation technology. Half of the challenge of marketing today is collecting, organising and applying insights from a flood of customer data – which is easier said than done.
From website visits, to open rates, clicks, social engagement, events and forms – the amount of customer information available is truly staggering. But by analysing it all, you can identify key behaviours which can then become a trigger for marketing automation processes. It means you can immediately respond to those triggers, and exponentially improve the efficiency and value of your marketing.
At P+S we work with our clients to ensure their marketing automation software gives every customer a better, more personalised experience. We’ll save your marketing teams countless hours on repetitive tasks, and ensure your business never misses an opportunity to connect with customers across every touchpoint – no matter where they are in their user journey.
Plus, not only do we help you make more of your customer data, we also measure the results – and continually optimise them, to become even greater.
For most companies, producing reports is a necessary evil.
It can be a dull, daunting and time-consuming task, with hours spent gathering data and creating graphs, formatting, fact-checking, and last-minute late-night copy editing. Additionally, if you’re printing a physical copy of a report, you face the additional stresses getting your report production and distribution-ready – not to mention the added costs involved.
Once your report is published and posted, it’s a case of hoping your recipients have the time to spare, the attention to give and enough interest to read it.
But publishing your reports isn’t a lost cause.
Businesses are increasingly using their reports as tools for lead generation, awareness building and trust amplification. Any report can be digitised: from market briefings, to sustainability and annual reports. But creating a report which stands out requires more than just designing a PDF.
Whether you create a microsite, or a new webpage which hosts your findings, as long as you have a clear strategy and vision you can turn every business report into a marketing tool that promotes your company and engages your audience all year long.
One of the best things about digitising a report is that you can study engagement more closely than with a print document. With a digital report, you can provide a much better user experience than via a printed report or a pdf, allowing for interactivity and responsiveness whilst providing greater clarity and impact.
There are a wide variety of different methods you can use to amplify your report’s underlying data and craft an improved story for your reader. Using interactive graphs or animations, you can provide a wealth of context to each chart, helping your audience to better follow and understand the core messages you want to share.
The global trend of mobile and tablet usage is continuing to rise, and a fully responsive report allows you to make the most of this opportunity. Not only will you reach new audiences across different devices, you’ll also improve the experience of your existing online audience too.
Tracking engagement and interaction is easier, too. The importance of mobile-optimised reporting is only going to continue its trajectory of growth, as ‘digital natives’ age and progress into more high-profile roles and senior appointments worldwide.
Crucially, it’s easy to make amends and additions to your existing online report, without having to reprint or republish. From small things such as copy amendments and imagery updates, to adding live, up-to-date information from an API, changes can be performed quickly and without needing to recall any existing reports. You’ll save time and money, whilst maintaining an audit trail to cover any legal requirements.
You can think of a digital report a little like a book: each chapter – or section – tells a different part of the ‘story’, while its overall title and theme remains the same. This is one of the key elements which make a digital report so valuable.
Think about a business’ sustainability report, for example. The overall theme is sustainability, and the report may be split into sections such as the corporate mission, sustainability goals, emissions reduction statistics, recycling statistics, employee engagement and waste, etc. Breaking a report down into these elements allows you to do two things: target additional, more specific audiences, and maximise your report’s longevity, relevance and impact.
By posting regular organic posts on social media and supporting them with paid (targeted) advertising, your report will reach new audiences who may have specific interests in themes contained within your report. You also boost your opportunity for increased press coverage and ongoing discussion on platforms such as LinkedIn, keeping your report – and your brand – front of mind for your readers and investors.
Digital reporting also offers increased accessibility. Multi-lingual functionality, left-to-right and right-to-left language support and text formatting optionality can all enhance your report’s accessibility – and therefore its reach to a wider audience, for global and regional coverage and relevance.
Localisation can even take this one step further, changing your report’s layout and content based on user behaviour, or third party data like their industry. This is another way to highlight different aspects of your report to drive even more engagement and boost your value to your reader.
When a search engine provider assesses your site, they use more than twenty different ranking factors. Their goal is to match people searching online with the content that’s most useful and relevant to them.
High engagement, other websites or ‘authors’ linking to your content, and online conversations about your content and your content’s quality are all among the ranking factors search engines use to determine your value. This is how more people will discover your content.
The more value you have, the more a search engine will increase your visibility to its users. Your ranking will improve across key search terms, in turn driving more traffic to your website and report.
Another key aspect of search engine ranking is your website’s authority. With an increased level of user engagement and a better user experience on your website, you send clear signals to search engines to increase the authority attributed to your page and website. You can also boost your authority by presenting search engines with a large volume of relevant, high-value content.
Increasing both page and domain authority is an excellent way to cement the trust people place in your website – and your business. Not only this, it can also improve your chances of ranking for a wider range of keywords associated with your site.
Creating a digital report will also allow external parties, such as press or investors, to link directly to your website, going even further to boost the authority of your page and domain in the eyes of a search engine.
Who are your readers? What do you know about them? Collating as much information about your audience – and desired audience – as you can will help you build a comprehensive report which meets their needs and captures their attention.
You may have different audience groups who will have different relationships to your content. Think about the sustainability report mentioned above: will one audience be focused on a specific section? Do they want more information on your figures or projections? Do they need to follow a certain format?
Unlike a pdf or printed report, tracking can be set up to monitor how people are actually interacting with your reports online, rather than just assuming their continued interest.
By identifying patterns and user behaviours, you’ll be able to understand the user journey through your report. In the long run, this insight will save you time and money, by allowing you to focus on optimising the sections and features that are the most important for engagement.
You can also use tracking to create audiences for your digital marketing. This might be useful should you wish to further publicise a particularly good result, product launch or outcome to people who have already shown an interest in your content.
At Proctor and Stevenson, we know a thing or two about crafting reports, and have been producing extensive, high-quality documents for over 40 years. From digital reports to microsites, we’ve designed bespoke content solutions for a range of clients, along with robust awareness-building campaigns to drive their audience numbers skywards.
When you digitise your report strategically, you have a marketing tool which promotes your company all year long – and with increased engagement and coverage, shorter production time and ultimately a stronger impact than ever.
When it comes to digital, our in-house team can take care of everything: from back-end development, to front-end and digital design, SEO, AdWords, automation, information architecture and content optimisation. And they’re led by our expert strategists, who’ll work with you to ensure we meet – and exceed – your expectations.
Get in touch, by emailing [email protected] today, and let’s discuss how to transform your business report into a brand beacon.
With COVID-19 meaning social distancing is the new norm, we’re seeing profound effects on our lives. Face-to-face meetings, gatherings and events aren’t possible, making this a difficult time for the general population and most industries. For many businesses, budgets are under increasing pressure as revenue streams are cut and operational and marketing methods undergo huge upheaval.
As a society, we’re worried about our health, our families’ health, our wellbeing and our job security. Now is not the time for brands to choose a hard-sell approach, or to appear to be ‘cashing in’ on – or even preying on – social insecurity, as audiences become less receptive and more critical of insincere marketing.
So how can businesses maintain those physical interactions that are so vital to customer engagement, and promote their services in as effective and relevant a way as possible?
One option for connecting with your customers is through hosting a digital event.
Digital events have become more prominent in the last few years, and offer a range of benefits:
Two of the primary forms of digital events are webcasts and webinars. The terms are often used interchangeably, but in fact, they both feature a distinctly different approach to hosting an online event.
If you want to engage with a larger audience, featuring tens or even hundreds of participants, a webcast is an ideal way to broadcast your message.
Webcasts are typically a one-way flow of information shared over the internet, delivered like a lecture or speech. In cases where there are a large number of participants, a webcast gives you the opportunity to deliver a valuable presentation with minimum disruption.
If you’re looking for a higher level of engagement with your audience, a webinar might be a better option. A webinar more closely resembles a meeting, often with fewer participants who are more involved in the content. In this two-way, interactive option, your audience can ask questions, and there’s more opportunity for you to drive direct interaction.
For the very highest level of engagement where creativity and collaboration is needed most, virtual workshops create an effective environment within the digital sphere. In ‘real-life’ face-to-face creative workshops, structure is often more fluid, but this can be difficult to achieve in an online environment. To successfully deliver a virtual workshop, you should have a clearly-defined process for organising and managing participation, and use easy-to-implement, highly intuitive technology, to smooth the delivery process.
If you’re looking to fully replicate an existing conference or event, then a virtual tradeshow could be well suited for you. Virtual tradeshows can be hosted indefinitely, taking place online with on-demand information. By using live chat options and providing customer support, your visitors can experience the same feeling of instant, responsive communication as they would in a face-to-face expo.
In a virtual tradeshow, you can host digital exhibition halls, booths and auditoriums, helping you to replicate the immersive experience of a real-life event. However, it’s worth noting that this type of event the longest lead time, and can be costly to set up.
In this blog, we look at the different types of digital events, how you can build your audience for your events, and provide some top tips for success.
Different events will attract different audience sizes and levels of engagement. Its success will often rely on the quality and number of participants in the audience you manage to attract.
Traditionally, digital events are split into two audience segments; your existing database contacts, and audiences built through new lead generation.
Unless you have a well-managed and maintained database of contacts, GDPR and other data legislation, such as CCPA, can restrict the opportunity for direct email invitations to your event. So you’ll need to check this, and consider alternative lead-generation tactics if this is the case.
Social media is a great tool for driving lead generation when used creatively, and can be supplemented through media partnerships or other paid media channels – for example, search engine advertising.
One of the greatest benefits of a webinar or a webcast is that either one can be held live or made available on-demand, depending on the platform you choose to host your event. By making an event recording available after it’s taken place, you can make connections with customers and prospects who can’t necessarily attend in real-time, or who may be researching the subject after the event has already taken place.
In fact, with any online session you’ll want to consider post-webinar activity – just as you would with a live event. Your digital session is just the beginning of potential engagement, and with strategic follow-up activity you can continue to nurture leads and maintain interest. Repackaged content following a webinar can be an ideal way to sustain the conversation with customers, as can additional ‘exclusive’ materials.
With a combination of session playback and additional content, your sessions gain additional longevity – and that means maximum impact for your brand.
At P+S, we’ve been hosting digital events for years, both for our own brand, and for our clients too. Our top tips for success include:
When it comes to digital events, our in-house team can take care of everything: from determining the strategy and execution of lead generation campaigns, to designing and copywriting your presentations and content. And it’s all tied together by our expert strategists, who’ll work with you to ensure we meet – and exceed – your expectations.
If you’d like to find out more about what type of digital event would best suit your business, and how we can help you deliver it, get in touch today, by emailing [email protected].
The creation and publication of high-quality content is an essential aspect of any digital marketing strategy. If crafted and broadcasted effectively, digital content can help you achieve a wide range of goals for your business, including increasing your website traffic, reaching new prospects, bettering your brand’s reputation, and improving your online presence.
However, creating new, fresh and strong digital content on a regular basis can be both time-consuming and expensive – luxuries which many of us can’t afford right now.
In this blog, we outline how to simplify things, extend your subject matter’s lifecycle and make the most out of your available resources, through content planning, repurposing and promotion.
One way to simplify the process of content creation is to repurpose what you’ve previously published. This recycling of pre-existing content saves you the time and expense of coming up with new ideas and developing original content from scratch, by breathing new life into what you’ve already developed.
The first step is to catalogue all of your existing content and highlight the most relevant to share as quickly as possible. The types of content you could catalogue include blog articles, reports, case studies, thought-leadership pieces, white papers, magazines, videos and podcasts.
Your online audience grows and changes over time – be it blog readers, social media followers or email/newsletter subscribers. Some of them will not have been aware of content you published 18 months ago, so repurposing this increases its exposure to new audiences.
Additionally, a topic that struck the right chord with your audience once is more likely to gain traction than a completely new one, so outlining your best-performing content pieces is vital. High-performing content has a much higher ROI potential than that which didn’t perform well the first time around, as well as being likely to include nuggets of useful information, which you can use as a basis and expand on, when repurposing.
Additionally, republishing existing content on specific topics establishes your expertise in these areas, and your audience will start perceiving you as an authority figure in your industry. This, in turn, strengthens your brand’s reputation and credibility, and can even improve your search engine ranking.
Search engines have a preference for websites that deliver valuable and meaningful content to their users. Repurposing content allows you to target the same keywords over and over again without the risk of duplication, and – if the content is of a high perceived quality – search engines will recognise your expertise in these areas, and reward it by ranking you more highly, increasing your brand’s exposure and reputation.
Once you have catalogued your content, it’s time to consider how exactly you’re going to share it, and who you want it to resonate with.
In the planning stage, specific audience segments should be identified and targeted, based on your existing followers, prospects, customers and business objectives. Content is often used as a tool for traditional lead generation, particularly in B2B marketing; through the use of collateral such as white papers, reports and webinars; so, ensuring your content strategy aligns with your new business objectives is essential.
Then, to amplify the reach and exposure of your content, the best channels and times to reach your selected target audiences should be considered and combined into a post schedule. You should also consider whether the content could be adapted into new and different mediums than it was previously. For example, a webinar could be turned into a series of explainer videos for distribution on social.
And always remember to check the content in the context of today’s unique environment. If it contains an overtly selling message, it either needs to be repackaged or discarded. It is important to strike the right tone with your messaging, which should remain sensitive and thoughtful.
Promoting through paid advertising allows you to amplify your content to reach more people, and, if done effectively, can grow your brand’s online following and drive sustained levels of relevant and engaged traffic through to your website.
Typically, social media is the best channel to use for the promotion of content, with the specific channel mixture depending on your budget, your target audience and the type of content that’s being promoted. LinkedIn and Facebook advertising can be particularly effective, and you can see some example creatives from a social media advertising campaign we ran for Epson recently here.
Advertising using retargeting can also be used to show content to previous website visitors, to encourage them to return to your site and keep your brand at the front of your customer’s mind.
With any digital content strategy, it’s crucial to measure the effectiveness of the content to allow you to see what material and placement are performing best, so you can refine and optimise your activities, to receive the highest possible levels of engagement.
For performance analysis on social media, key metrics to track include reach, impressions, click-through-rate (CTR), number of followers, likes, shares, comments and engagement rates. Most social media platforms offer some kind of analytics which you can access through your profile. There are, however, a variety of tools which offer more in-depth analysis of your performance, including Hootsuite, Fanpage Karma, Keyhole and AgoraPulse.
To gain valuable insights into your content performance on your website, Google Analytics is a fantastic tool to identify the most popular pages on your website, and provide detailed information on metrics such as page views, sessions, time-on-site, bounce rates, and landing and exit pages.
Once you have identified what content is receiving the highest levels of engagement, the most successful posts can then be boosted through targeted advertising to reach new relevant users in your target audiences.
When it comes to digital content, our in-house team can take care of everything: from determining the strategy and executing lead generation campaigns, to designing, copywriting and animating your content. And it’s all tied together by our expert strategists, who’ll work with you to ensure we meet– and exceed – your expectations.
If you’d like to find out more about what type of content strategy would best suit your business, and how we can help you deliver it, get in touch today, by emailing [email protected].
After 20 years specialising in B2B marketing, I’m about to make an uncomfortable admission. Possibly one that will put a few noses out of joint among my colleagues.
While it might not be up there with the invention of the wheel or the discovery of fire in terms of significance to the human race, this one breakthrough principle might help your branding – and so your business – become more effective than ever.
The essential problem is this. As soon as we put that B2B marketing hat on, all thought of people, of individuals, and the Pandora’s box of emotions that motivate them, goes right out of the (office rather than home) window. Instead, we become subsumed by the pursuit of sentiment-free business banality, and worship at the altar of corporate largesse.
And that’s wrong. For a brand to succeed – to be memorable, to resonate, to be the preferred choice – it needs to have humanity at its heart. Less business-to-business, and more human-to-human.
Before this theory is dismissed as an unmeasurable, intangible nice-to-have, there is some science to back it up. In 2019, Deloitte Digital conducted a report, The Human Experience: Quantifying the Value of Human Values. In it, the report writers concluded that the human condition is ‘universal and unchanging’, meaning it could be understood and measured.
Taking three core indices – customer values, workforce values and partner values –Deloitte was able to identify the ‘human centricity’ of an organisation, and predict those that were likely to grow faster and build stronger brand loyalty. Applying this measure to a testbed of brands in the fast-food sector, it found that those which focused on the human experience were twice as likely to outperform their peers in revenue growth over three years, and have 17 times faster store growth than those who don’t. Quite a prize then.
In carrying out the research, Deloitte also highlighted five ‘core human tenets’ that elevate the ‘human experience’ of a brand.
· Be obsessed by all things human
· Proactively deliver on human needs
· Execute with humanity
· Be authentic
· Change the world
But what does this mean for you when you’re developing and delivering your brand to the world? For us, it means considering the fundamental building blocks…
Great brands are built on great stories. And great stories are always about emotion. Things that capture our attention, stir our souls, fascinate or move us, leave us wanting to know (or feel) more. This is where your brand should begin, even if you’re operating in the most heavy-duty B2B markets.
Three or four years ago, I heard something said in a presentation that’s stuck with me ever since – ‘authenticity beats perfection’. And authenticity comes from us being human. When we’re authentic, we’re true to ourselves and the reality that lies behind our brands. Customers and prospects are able to trust us, to engage with us fully and to become familiar with what we stand for. They believe in us.
Technology drives today’s marketing. But technology should always be a means to create richer, deeper human-to-human connections through more intuitive and immersive digital experiences. Whether it’s AR, VR, AI, automation, or anything else, the way people experience your brand through technology must always bring them closer to you. And the same goes for the physical world. In creating a truly H2H brand, experience is everything.
The way your brand looks, feels, sounds and talks all have a part to play in its humanity. Have a personality. Avoid business jargon. Communicate like a person. Don’t use staid, cliched corporate imagery and stale, high-fiving commercial footage. Look for those unique, human moments in time that tell stories and create positive emotional associations. Be different. Be unique. Be you.
Getting to the heart of your brand’s humanity isn’t always an easy thing to do. We’re all so engrained in the traditional patterns of B2B thinking and speaking that it’s often lost amidst the front-of-mind commercial arguments we’re inevitably drawn to. But make no mistake – it’s essential if you’re going to invest in a brand that’s both measurable and memorable. And one that moves human hearts and B2B minds.
Want to know more about some of the brands we’ve helped build for our B2B clients? Take a look here.
Ifyou have an upcoming project you’d like to discuss with us, or learn more about the principles of H2H branding, please get in touch today by emailing [email protected].
Typically, we print brochures which contain product and service information about our businesses. We might hand them out at events, take them to meetings or even send them in the post to customers and clients in order to spread brand awareness, stir up new interest, and offer discounts and alluring offers.
But most printed brochures become out of date after a certain period of time, rendering them obsolete – and they’re not the most environmentally friendly solution. Add to this the world’s changing consumption habits as the scales tip towards increasingly digital experiences, and a printed brochure is no longer the most efficient solution for getting the word out about your brand.
Instead, there’s a growing demand for digital brochures.
Digitalising your brochures is a natural evolution that will help you keep up with changing consumption habits, as the world becomes more reliant on technology and virtual experiences.
Take a look for yourself at how to meet consumer expectations at the touch of a button, and read on to explore the benefits which have clients approaching us to create their digital brochures, today.
Information in a brochure can become quickly outdated – particularly if you’re part of a brand that prides itself on meeting the highest standards of quality, adapting to changing markets or staying one step ahead of regulations. If new industry standards come into play, or the government launches a new initiative that’s in line with your values, print brochures lack the agility you need to spread the word.
One of the main benefits of producing a brochure digitally rather than in print is the ability to be able to edit, amend and add to your content long after it’s been released.
Whether you’re launching a new product, reacting to market changes, new consumer habits or real-world events, you can edit your content in real-time, ensuring you’re always disseminating the latest and most accurate information.
And if your content is always up to date, it’s always relevant to your customers’ lives.
There’s no longer a need to think of a brochure as a standalone or one-off piece of content.
Instead, it becomes a dynamic document that can be built up over time and be integrated with your other digital offerings.
When it comes to your marketing, a digital brochure opens up opportunities by providing data that you just can’t get from paper.
You can gather information on who is looking at your digital documents, where they come in and drop off, and even calculate which pages are most popular. Not only this, you can track where the traffic visiting your brochure is coming from – whether it’s directly from your website, from an email campaign you’ve sent, or an internet search engine – giving you invaluable information about your audience.
This data can be used to optimise your marketing efforts. If you can see that people drop off from your brochure at a certain page, it may be worth redesigning it or rearranging your content. If most people visit via your email campaigns, but you’re only sending them once a month, you can make an informed decision to send them more frequently.
Perhaps most beneficial of all, your brochure can also become a powerful marketing and lead-generation tool in itself.
By placing calls to action (CTAs) throughout, you can direct your readers to take action: whether it’s clicking through to more information on your website, to campaign landing pages or driving them to contact you.
Take a look at the ‘last word’ in our digital brochure, for an example.
It’s even possible to embed forms within your document, so you can collect customer data while encouraging them to sign up to future brand engagement opportunities, such as webinars, newsletters and brochures.
Take advantage of the power of social media and reach an even wider audience with a digital brochure.
With some clever promotion, you can encourage people inside and outside of your business to share your document. Sharing it via a URL link –rather than in a download – can be especially useful in an age where people are sceptical of downloading unknown content.
You can even embed share buttons in your brochure, so then people who read it and find its content useful are able to share it to their own followers, growing your potential audience much wider than you could achieve with a printed version.
Accessibility is a key concern and is become much more standardised across web-based content. Digital brochures have the benefit of offering ‘zoom’ features, and even translation options where needed. And when it comes to accessibility, instead of making several print brochures in different formats, you can adjust contrast ratios, font sizes and offer speech-reader friendly content too.
Engagement is much more versatile with digital brochures, too. In fact, you can grab your readers’ attention in a number of ways.
Embedding video in your document can help bring information to life, and add personality which makes your content even more memorable. You can add animated infographics, transitions and interactive elements to maintain curiosity throughout the user journey, and maximise the impact of every page.
Plus, you can even design brochures which are entirely responsive, with an optimised appearance for every device it’s displayed on.
Have you ever received a physical letter, business card or leaflet with multiple URLs or complicated email addresses written on them? With a digital experience, there’s much less room for user error – and a much larger chance of people visiting the content you’re asking them to.
In fact, using live URL links makes brochures easier to navigate in more ways than one. You can cross-reference pages, chapters and sections within your brochure, wherever they’re relevant, or link externally to additional information – whether on your website, or creating a mailto: link, making it easier than ever for your readers to get in touch. You can explore all these examples in our digital brochure.
By removing the need for printing and delivery, you can save considerably on your production costs.
Not only can you remove the additional costs of paper, production, print and distribution, you can skip out on the stress that comes with potential errors, print deadlines and handling reprints – not to mention you’ll have a much, much lower environmental impact.
All you need to do with a digital brochure is provide the link.
Digital brochures have many features and benefits that make them a great alternative or addition to the traditional print brochure. If you haven’t already, just take a look at our newest digital brochure for an example of how interactive, memorable and engaging they can be.
Ready to open up new possibilities for marketing and audience reach? Or want to speak to us about the role a brochure could play in your promotional and marketing strategies?
Talk to us today at [email protected].
COVID-19 has realised some of the most challenging times in recent memory. Across the globe, the pandemic is proving to be a ‘sink or swim’ event as entire economies are placed under increasing pressure, while brands and businesses scramble to find new ways of working.
This ‘sink or swim’ verdict rings especially true for B2B brands who traditionally rely on face-to-face relationships to do business – if they can’t find ways to work digitally, they won’t survive.
Digital touchpoints across the customer journey are no longer optional. They’re imperative.
This quote from a retail CEO in a recent article by McKinsey sums up the thinking we’ve seen in those of our clients who seem to be thriving:
“Every business is now a technology business, and what matters most is a deep understanding of the customer, which is enabled by technology.”
It’s tempting to focus on the word ‘technology’ here. You may think those who are succeeding had an advantage if they already had a digital marketing infrastructure in place. And yes, some of them may have had a head-start, but we think it goes deeper than this.
We’ve already seen successes born out of necessity. And rather than having any one technological solution to thank, it’s most often been a specific mindset which has proven invaluable to these prosperous businesses.
Here are some of the common attributes we’ve seen shared among the brands who are thriving:
1. RESPONSIVENESS: Adapting to changing customer needs has always been critical to a brand’s survival. But not even technology companies, who have always set the pace of change, will have experienced such a rapid, radical shift in society as recent times have presented. Among our clients who are successfully navigating these uncharted waters, most have re-evaluated their brand’s purpose and re-calibrated it to connect with a new set of customer needs.
2. SPEED: Small teams with an entrepreneurial mindset have been making quick decisions. In many cases, where it took months for plans to be approved, decisions have been made in days.
3. EXPERIMENTATION: Spotting shifts in customer buying patterns has been useful, but often decisions have been made with imperfect data and a higher than usual level of uncertainty. The role of data has shifted from being the facilitator of protracted, detailed planning and decision making, to the radar for testing, learning and iterating quickly.
4 CREATIVITY: Connecting with customers in an authentic, positive way has been a creative challenge. Those who have succeeded went beyond stock “we’re here for you” platitudes. They re-enforced their brand purpose by adding genuine value to their customer’s lives.
5. AGILITY: In the past, marketing digital transformation was often treated as a big-ticket, slow moving investment, often driven by expensive consultants. COVID-19 has accelerated the adoption of digital systems for many, and most systems are largely interoperable, so bolting together solutions is entirely possible. Again, clients have been making quick decisions about what they need, launching and refining as they go.
6. COLLABORATION: In the past, one of the classic barriers to marketing digital transformation adoption was cultural. Creating the ultimate digital customer journey needed collaboration between a diverse set of departments in the organisation, many of whom hadn’t had to work together before. Times of crisis often bring people together though, and in recent months everybody’s survival has relied on us all working together.
These attributes have always been typical of most successful technology companies, and are certainly evident in the marketing operations of our successful clients – no matter their sector.
What drives them is a mindset which focuses on:
· Satisfying changing customer needs
· Optimising the customer experience throughout their journey
· Launching quickly with a minimum-viable-product (MVP)
· Continuously improving commercial returns
It’s an approach to marketing technology that even Panasonic, our most digitally evolved client, has always taken. The sophisticated ecosystem they enjoy today has evolved over many years, always driven by this exact mindset.
So, as we all begin to look to the future, it’s becoming more and more apparent that things won’t go back to how they were. We’re all technology companies now. To succeed, we need to think and act like technology entrepreneurs: Creative. Responsive. Agile. Collaborative.
As Tom Peters said at the beginning of the dotcom revolution, winners have a common go-to-market strategy: READY, FIRE, AIM.
It’s still possible to integrate evidence-driven digital tools with your current business operations and deliver powerful results for your customer experience. Whether you want to maximise your brand awareness, or reassure your existing clients during these challenging circumstances, it’s possible to make changes which are as quick and calculated as they are impactful.
To find out more about we can transform your digital strategy, get in touch with us at [email protected].
With an estimated 3.6 billion people using social media worldwide, by now you’re probably aware that maintaining your brand’s presence on social media is critical if you want to compete in this ever-progressing digital landscape.
A strong social media presence not only offers new opportunities for leads and sales, but also strengthens customer loyalty, enhances your networking, and opens the door for more partnerships and customer feedback – all the while driving traffic to your website and raising awareness of your brand.
However, the steps needed to assert or improve your presence on socials may feel unclear. Many businesses assume that social media management is easy to take on at first, due to the deceptively simple user experience on most platforms. But in actual fact, it’s a very different, more intricate experience than managing a personal account, and if handled incorrectly, it can even have a detrimental impact on your brand.
So here are seven steps that any modern business can take to ensure their brand is making the most out of social media in the digital age.
By monitoring the performance data of your competitors, you can gain insights into what works and what doesn’t, for smarter decision-making and a better strategy. Researching and analysing competitor behaviour means you can stay one step ahead, and be inspired by new ideas while avoiding their mistakes – and you can outline any threats to your business and identify gaps in your strategy.
After all, why reinvent when you can circumvent?
There are a number of social competitor analysis tools you can use to do this, including FanPage Karma, Awario, Unmetric, and Iconosquare. You then need to decide which audience, engagement, and content metrics are useful to you.
Some of those metrics might be percentage of engagement per media, followers gained, follower growth, comments, likes, the most used hashtags, average posts per day and so on – it’s what’s important to your business.
If you don’t know who your audience is, how can you give them what they want? It’s important to learn your audience’s needs and motivations, as well as their behaviours. What social media platforms do they use? When do they use them? And what are they looking for? With the answers, you can tailor your content to ensure you are serving the right message, at the right time, in the right place.
Different audience demographics behave differently online. So knowing who’s on what platform aids your researching, advertising and marketing decisions, and ensures you’re providing the most relevant content to achieve your business goals.
Once you have an understanding of your audience’s needs and preferences, as well as those of your competitors, it’s time to select which social media channels are most suited to your audience and products/services.
Each social network provides unique delivery opportunities for you to entice your audience. For example, Instagram is a highly visual, creative platform. It can be a great place to showcase your products and services in a more imaginative or artistic manner. It’s also considered to be less formal than other platforms – perfect for showing off your brand personality and company culture.
Twitter, on the other hand, is most often used for consumer care. It’s an effective platform for engaging with your audience, ripe for quick feedback and offering speedy responses. Whereas, LinkedIn is arguably the most useful platform for B2B marketing or targeting a professional demographic.
Consider your channel selection carefully to ensure your messaging is broadcast in the most effective way, reaching the right prospects and generating leads.
It’s common for marketers to spread themselves too thin, so bear in mind your staff resources as part of the selection process. If you have only one team member, attempting to establish a brand presence across six different social media channels may be unrealistic.
Your presence on social media is an extension of your brand, and should, therefore, align with your other forms of brand messaging. Maintaining a consistent voice helps your brand strengthening its trust and reliability, creating a distinct personality among your competitors.
To help you adhere to this, developing brand guidelines can be a helpful tool when maintaining consistency in your Tone of Voice. Consider why your brand exists, what its values are, and how you want customers to feel when interacting with your brand.
The overuse of internet terms or trendy slang can actually damage your reputation, making you seen out of touch or ‘cheap’, and subsequently hurting engagement. In your guidelines, you may consider outlining limitations for hashtag use to avoid being penalised by certain platforms and creating an emoji palette to regulate your messaging. Without such consistency, there’s a lot of room for errors in communication between your brand and your customers.
Arguably the most important social media best practise is your willingness to engage with your audience.
Posting regularly and capitalising on customer interest is a necessity in today’s social climate if you want to keep your followers invested in your brand – and it’s crucial for the growth of your business.
No one wants to receive an automated message or talk to a robot. So, interacting with customers and responding to them quickly is essential if you want to humanise your brand, nurture relationships and increase customer loyalty.
Ensure your account looks active with real-time updates, through Instagram stories or live tweeting for example. Avoid cheesy iStock imagery, and instead opt for authentic, original content that reinforces your brand personality and culture.
In order to remain active and engage, you’ll need to monitor your channels as often as possible, at least daily, and post regularly. There are plenty of social media management tools that can help you do just this. Pre-scheduling social posts is a huge time-saver, rescuing you from posting manually at all hours of the day.
It’s also good practise to keep your ear to the ground, through social listening. Social listening is the process of monitoring social media channels for mentions of your brand, product, competitors, and more, providing the opportunity to track, analyse and respond to conversations. Understanding how people feel about your brand helps you keep your marketing and product/service development efforts on track.
Without social listening, you might be missing out on a big piece of insight about your brand or industry that people are talking about. It also allows you to outline pain points, and better your crisis management tactics by responding right away to negative posts (should there be any!). It can also help you identify social influencers, providing opportunities for partnerships and advertising.
The final step in any digital marketing campaign is measurement. As with your initial data-gathering exercises, measuring the effectiveness of your social media marketing activity will help you to optimise your approach and guarantee ongoing success. And luckily, there are a range of analytics tools you can use to gain these insights.
Social media is a vital tool that all businesses should take advantage of in order to maintain optimum brand loyalty, reach, and engagement.
If you would like to fine-tune your business’s social media activity, boost your reach and get noticed, get in touch with us today at [email protected].
“Don’t wait for opportunity. Create it.”
Never has this oft-cited pearl of business wisdom been more pertinent than it is now. Times are tough, and the companies likely to ride the waves, moving from ‘surviving’ to ‘thriving’ quicker than the rest, will be those who are proactive and positive in pursuit of opportunity.
They will be those with a switched-on, sharpened-up approach to lead generation.
So what does it take to keep those leads flowing in through the door? We’ve broken it down into five critical areas.
Traditional strategies and models would have lead generation sectioned off as an isolated channel. That approach doesn’t hold water today. Leads can and should come from everywhere and everything you do. Your website, your social media marketing, your advertising, your events and exhibitions, your brand strategy, even your conversations with suppliers, contacts and existing customers – they’re all opportunities to be generating new leads and should be factored into your overall strategy.
The key is to approach each with the right mindset, keeping eyes and ears open for avenues of new business, and having the systems in place to capture and capitalise on opportunity as it presents itself.
Marketing generates leads, sales closes them, right? Wrong. Successful lead generation today relies on two-way collaboration between your marketing and sales teams. Both need to be involved at every stage of the design, development and delivery of your lead-generation planning.
Sales can help marketing understand exactly who you should be targeted and offer coal-face insight into what messages and media are likely to work. Equally, marketing can help sales build and nurture the one-to-one personal relationships that become profitable leads.
Now, more than ever, general marketing messages are going to disappear without a trace. If you can’t give people direct answers to specific problems, or if you don’t have a razor-sharp proposition that makes them sit up and take notice, you’ll become just another voice in an already overcrowded market.
It is possible to stand out though. At Proctors, for example, we’ve had great success recently in building a lead-generation campaign around direct, specific and single-minded offers to a targeted group of companies in the logistics industry. By doing our homework upfront – in conjunction with our client’s sales and marketing teams – we’ve been able to cut through the noise and talk to prospective customers about what actually matters to them.
Prospects will become leads far more quickly if you can establish a relationship with them. So a single postcard or impersonal email just won’t cut it. You need to make meaningful connections, based on the quality of your offer and message, and your understanding of who you’re talking to.
We’ve spent the past couple of years working on this area in particular, developing an approach that draws together web analytics, personalised content, social outreach, direct marketing and automation platforms to make the right connections for you – and turn them into high-value leads.
Because opportunities for lead generation permeate every aspect of your business, you need the systems in place to measure its effectiveness and capture the ongoing creation and cultivation of leads. There’s a plethora of tools out there to do just that, so choosing the right one can seem daunting.
The truth is, things can be far simpler than you might believe. It’s all a question of co-ordination and consolidation of technology. And then having the mechanisms in place to take appropriate action as you measure ongoing lead-generation work. That might mean modifying your messaging, showering more love on certain sections of your target audiences, or adjusting the media mix as time goes on.
As with most things in marketing, lead generation works best when you’ve got the fundamentals absolutely right. And that’s where we always start at Proctors, swiftly turning robust plans into hands-on, accountable action.
So, if you want to have a chat about the lead generation opportunities available to you, or if you have a specific project in mind, we’d love to hear from you. Get in touch with us today at [email protected].
Lawless and Inspired have combined to bring together the UK’s best emerging street-artists and their influencer networks, allowing agencies and brands to tap into visual culture. Artists include Jody Thomas who created the 15m high Greta Thunberg wall mura, which highlighted issues of climate change and was featured on the BBC, across national press and went viral on social media.
The Lawless Inspired partnership aims to harness the power of today’s creative pioneers, to deliver physical/digital projects that excite and inspire. Alex Kopfli, Director at Inspired notes ‘by joining forces, we essentially offer agencies and brands a turn key solution, delivering creativity through artistic talent, brought to life by impactful real-life productions merged with digital creativity. The concepts are then distributed to an authentic and sizable audience online through our network.’
Since Lawless launched during the Covid Pandemic, the niche influencer agency has started working with brands to deliver artist-led creative solutions, adding a stamp of cool and credibility to brand campaigns and executions. Lawless Studio has already built up an impressive roster of artists, with the likes of Jody Thomas, Jack Watts, Nerone, Bond Truluv and Shay Casanova, reaching a significantly growing audience of 760k followers as a combined network, quality audiences loyal to each artist they follow, and trend setters in their own right.
Josh Moore of Lawless Studio calls out Inspired’s ‘exceptional track record in delivering first-class brand experiences for the likes of Wavemaker, Mediacom, M&C Saatchi and Fuse’ is the missing piece to the puzzle of delivering stand out creative solutions.
‘We now have the production capacity and logistical know-how to give brands access to creative pioneers and allow them to create amazing content, to give credibility and authenticity to brands through their output, and also reach huge dedicated followings through their social channels.’
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