A big thanks to Velocity Partners for immortalising the panel of today's G+ Hangout in stencil & spray paint. That's definitely a first for me!
There's still time to register - over 100 B2B marketers have signed up already. Should be fun.
Apple and anti-behavioral marketing
I'm a big fan of Apple. I first used their products in 1989 (an Apple Macintosh SE) and never looked back. After a long hiatus in the world of the PC (and a short stint working for the Evil Empire), I returned to the World of Jobs with the iPod in 2003 ish and since then I've probably owned every Apple form factor.
I now own (wait for it) ten Apple devices: MacBook Air, MacPro, Apple TV x 2, iPod Touch, iPod Classic, iPod Shuffle, iPhone 4s, iPhone 5, iPad2 and iPad Mini. Its fair to say I'm a fan.
But Apple doesn't know that. In fact, it probably doesn't care. In another world I would be a Platinum customer, being loved, cherished and nurtured. But not in Apple's. Despite running the infamous "walled garden" iOS, demanding at every juncture that I let them get insight into what i'm doing and having me sign into iCloud for everything, they know nothing.
Never more is that obvious that in the communications I receive for them. The latest is "Buy an iPad for your loved one for Valentine's Day". No recognition of any loyalty. No offer and no discount. In fact its not even a new idea. I get the same email every holiday/season event saying much the same thing, the same as everyone else, with no personalization and no targeting.
It's the total opposite of what most marketers are trying to do. That's because using a one-size-fits-all approach may work for Apple, but its a road to disaster for the rest of us.
Tailoring communications based on behaviors has been proven to increase conversions and maximize retention rates. In Apple's case they know who I am (i've been registered on iTunes for nearly ten years) what products I've owned (I register them all), what music i like (i have all my 13,099 songs in iCloud), which emails I've opened, what I've clicked on and what web pages I have browsed.
And you likely have a similar wealth of information on your customers too. This demographic plus behaviors information is a goldmine for all of us that don't have the brand equity of Apple. How about using dynamic content in emails that reflects what the individual browsed on your site? Or an onsite experience that is tailored based on what emails they opened? Or scoring interactions to guess whether consumers are in active buying mode, sending offers at the right time, tailored to their profile.
This is the world of behavioral marketing and its the end of spray & pray marketing. Brands who ignore this do so at their peril. So for once, don't try and emulate Apple.
Checking out of foursquare
After just over 3 years of regular use, I'm checking out of foursquare.
Sorry guys, I just don't get it. This promised land of special offers, location based promotions and serendipitous bumping into friends never materialized. And to think for a while there I was checking in to gowalla (RIP) as well! What was I thinking?
I stuck with foursquare though, believing the glorious personal benefits will come. I think i've been tolerant. I've made over 2,500 check-ins and earned 46 badges. But there's just no value. It's just turned into something to do - another reason to fidget with my smartphone, an activity I'm trying to reduce thanks very much.
As it turns out most of my friends agree. I have 1,700+ followers on twitter and only a handful every signed up to foursquare. Plus the community on foursquare ends up generating (with a few notable exceptions) a maddening set of social minutiae i can do without. Bus stop, supermarket and petrol station check-ins? Checking in to locations when you're clearly on a train? Don't get me started. Plus how can someone be consistently top of the league when all they do is check-in to Sainsbury's, their home office and their kid's primary school?
There's no doubt location based data is useful when supporting other online activities (photo sharing for example) but as a standalone community? No thanks. There's plenty of other ways to tell people what I'm up to.
Enough.
.....Unless someone can make the case otherwise?
3 simple (and free) ways to make sure your content doesn't suck
It's not rocket science, but the industry has made a meal out of content marketing.
So let's cut to the chase. Good content marketing is nothing more than telling your story to people who want to hear it in a way that means something to THEM. This is also essentially the basis of good selling. But as John Sweeney of marketing automation services firm DemandGen said to me recently "It feels that not enough marketers are aware of ‘how’ sales colleagues sell."
You can over-engineer this thing, but there are three simple (and free) ways to improve your content massively without employing the interpretative dance explorations of a "content marketing guru".
1. Problem > Consequence > Solution > Benefit or PCSB
Write all of your content from your customer's viewpoint using this simple structure:
- P(roblem) : What is the problem they're facing?
- C(onsequence) : What's the consequence to them of that problem (i.e. why should they care)?
- S(olution) : What do you have that solves that problem (and how you do it)?
- B(enefit) : What is the benefit to them? In their terms!
Forget writing that Release 2.2.1.2 is 30% faster than Release 2.2.1.1. They really don't care. If they're failing to retain customers or their costs are spiralling out of control focus on that.
Oh, and when it comes to benefits there are only four answers:
- It saves them money.
- It makes them money.
- It makes them a hero.
- It saves them from being fired.
Quite simple really.
2. Visualize your customer.
Forget Segment A1, D4 or C3PO. Visualize your customer. Give them a name, find a photo that reflects who they are. It'll help put you in their shoes.
Even better, speak to a real live one. It won't hurt. We all have friendly customers. Why not run your caffeine-fuelled, offsite-enabled, no-ideas-a-bad-idea messaging past them? Does it make sense to them? Does it speak to them in their language? If it doesn't, find out how it falls short and take it from there. You don't need big market research budgets to find this stuff out.
3. Bin everything.
If your content doesn't pass points 1 and 2, bin it. No seriously, bin it. Unless you're employing smart content tracking tools (like squeeze) that prove people download your stuff then you're wasting your time. In fact, your customers are binning your stuff anyway.
Easy.
Behavioural Marketing: The End of Segmentation in B2B Marketing
Join me at the B2B Marketing Forum 2013, March 14th in Amsterdam. I'll be sharing the stage with the likes of Phillips Healthcare, Sirius Decisions, Swiss Post, and TNS NIPO.
I'll be on at 15:25 to discuss how Behavioural Marketing marks the end of segmentation in B2B Marketing. My thoughts in preparing my session are this:
- Today’s B2B buyer is not only digitally savvy but is also driving the engagement.
- As B2B marketers we need to make a shift in how we market.
- Successful brands are going to be those that move from a segmented to a personalised approach, using behaviours to drive relevant, profitable relationships.
For more details visit the event website. Come along!
Using Social Behaviours as part of B2B lead generation
I'm delighted to be part of Brighttalk's upcoming B2B Social Media Summit 2013. I'll be presenting a 45 minute webinar at 1pm GMT, Feb 14th, titled "Using Social Behaviours as part of B2B lead generation".
Social media presents new opportunities for customer engagement and lead generation. But to get it right requires a whole bunch of new skills that are both creative and process oriented. I'll be talking about how a behavioural marketing approach to lead generation will net amazing results, and how social media can be a key tool in a multi-channel lead generation strategy. Full details and registration below!
6 (and mostly free) marketing tools that save my life as a B2B marketer
2013 is an incrediblly exciting time to be a B2B marketer. Never before has it been so easy to plan, execute and measure marketing programmes. And what's more, you can do it all with technology that is within even the most modest budget, and in some cases at almost no cost.
Key to being successful is using data and digital marketing tools to better drive your marketing. So here's the 6 tools that i can't do without, and that have not only made my life as a marketer easier but also extremely fun too!
1. salesforce.com I remember a time before salesforce.com. It was a bleak and dark time where marketers in small businesses used simple "database marketing" tools and those in larger companies splashed out $$$$ on inflexible CRM systems such as Siebel. Salesforce came as a breath of fresh air in terms of ease of use, accessibility and cost. Pioneers of CRM, no software and no cloud I don't know why any business doesn't use salesforce for their CRM. Its an invaluable tool for me to connect with my sales team, and has been the backbone of my last 6 years as a marketer.
2. Marketing Automation. If you haven't done so already, you have to get on the marketing automation (MA) train. It'll save your life in terms of reducing workload, improving ROI and providing clear results for your business. Modesty prevents me from recommending my current employer's offerings in this area, so I'll stick to the general concept. I've implemented MA over many years and its transformed my life. It lets you automate customer interactions (online, email, social, mobile), getting not only the right message to the right prospect at the right time, but also engaging your sales team at the right time too. It also changes the internal discussion about marketing, especially with sales. In my past everything centred around awareness, events and brochures. Now its about Marketing Qualified Leads (MQLs), inquiry to MQL conversion rates, Cost per Lead and $ attributed to marketing pipeline. Plus you can push back on sales activity further down the pipeline. A much more grown up, business-oriented role awaits you!
3. Hootsuite. My preferred tool to connect with the social media world. Its great for managing multiple accounts (twitter, facebook & Linkedin). I've tried others (tweetdeck, bottlenose, socialbro) but I find myself coming back to it every time. I make heavy use of lists which allows me to order those I follow into manageable columns. So my "B2B marketing" updates get separated from my "craft beer" updates. (BTW you can add accounts to lists without having to follow them. Which means follower counts become a little inaccurate). Also i love the auto-scheduling feature. This lets the system decide the timing of a tweet/post based on its knowledge of when your followers/fans actually click on your content. So sometimes you'll see posts from me at odd times of the day.
Finally I've set up key phrases for my business, and check daily for any buzz/customer support issues around my company's domain, competitors and our brand itself. Useful to stay up to date on what's going on in my industry
4. Google analytics. Get over this "i'm not giving my data to Google" attitude. Unless you're Apple or Microsoft your business probably isn't that important to Google anyway. If you haven't done so already, install GA on your site. It's free, and gives you a fire hose of great information. Whilst I don't run an eCommerce business I use it to monitor macro traffic trends, ensuring we get the biggest share we can of that Search Love.
5. Squeeze. A new addition to my marketing armoury, but an incredibly useful tool to track content usage. Use it to create URLs for your content, customized for twitter, facebook, G+ and Linkedin. This allows me to track which channel is most effective for when i distribute this blog post for example. Not only that, you can also track which of your content is more popular, letting you refine your content marketing strategy. Pretty neat, eh?
6. LinkedIn. Whilst I can monitor and post content to Linkedin via Hootsuite, the underlying connections in the Linkedin network are the what delivers most value to me. Its not just a site for people looking for jobs. I've forged new business relationships, unlocked interesting partnerships and discovered exciting new companies. It's the core of the network I manage as part of my daily business life. So if you haven't already, invest time in getting your profile updated.
How do you stand out in the rising floodwaters of content?
...that's the core question I'll be discussing in a content strategy hangout on February 13th.
Five "old hands" at content marketing like myself will share their ideas and strategies for how to stand out in a noisy content market. I'll be joined by:
- Michele Linn of Content Marketing Institute
- Bryony Thomas of Watertight Marketing
- Kieran Flanagan of Hubspot
- Stan Woods of Velocity Partners
Ryan Skinner of Velocity Partners will moderate the Hangout.
We'll be reviewing a few campaigns that stood out for us as well as our own campaigns that failed to stand out. And hopefully answer questions like:
- Is best practice a problem (as everyone does the same thing)?
- Can tone of voice alone do the trick?
- Does narrow persona-targeting kill social distribution?
- Can scandal work?
- Can great promotion save ho-hum content?
- Is there real appetite within businesses to "stand out"?
- Does virtue in online content win?
REGISTER TODAY. Should be fun!
Making the Top UK Online Marketing Influencers 2013
I was delighted to be featured in TopRank's Top UK Online Marketing Influencers & Bloggers in 2013. That's me down at Number 43. Its an impressive list - between the 50 of us we have 683,000 twitter followers and 15,000 facebook friends.
But in the words of one of the judges, Allister Frost, "don’t pay too much attention to the relative placement on the list but focus instead on checking out those bloggers who write about stuff you find interesting. And if you like what these bloggers do, don’t forget to let them know and to tell others about your great discoveries." I couldn't have put it better myself. I've now made sure I'm following the entire list myself and am looking forward to being enlightened.
Anyway thanks to the panel for voting me in. I am genuinely humbled.
B2B Marketers: Hire Science Graduates Before Its Too Late!
Even 10 years ago marketing technology was in most cases easy to understand and in some just a nice to have. But as this recent infographic from Luma Partners illustrates, the complexities facing the modern/contemporary/21st century B2B marketer. Today, technology is the heart of B2B marketing and data is its blood. Understanding of these two areas (technology+data) is no longer "someone else's problem", e.g. IT or business development. Put more strongly technology is no longer an enabler for marketing, it is what we do.
B2B brands that are successful in the next few years will have embraced this and made fundamental shifts in how they do their marketing. They will have made sense of the technology jungle and have learnt from their B2C cousins, using data to:
This too will require a new breed of B2B marketer. Let's face it, there are far too few career marketers in B2B Marketing. Most either fall into marketing from other "support" functions or, quite frankly, fall out of sales. No bad thing per se, but we need to freshen the skill set to survive & thrive. Tomorrow's marketer will need to be more comfortable in Google Analytics than in planning an event or mapping out the lead waterfall than briefing a design agency. Its a totally different skillset. Its about testing hypotheses, interpreting data, building test environments and driving conclusions. Its not about communications its about the ability to handle big data, building data-driven insights and implementing technology-led interactions.
Our put in other words we need more data geeks - marketing scientists if you will. As my father ( a career engineer) once said, many scientists follow the arts as a hobby but far fewer artists follow science. Which is why I argue that for tomorrow's marketers we should be looking to science graduates than arts students.
Oh, and if you're needing to get up to speed on all this technology marketing stuff I highly recommend reading Rene Power's Brilliant B2B Digital Marketing