"I always thought advertisers were master manipulators / slick bamboozlers / out-and-out liars, but what struck me most in my time here was how earnestly everyone was trying to understand and help consumers." They're nice about it, but that's the idea.
How to Write a Client-Attracting Article - 0 views
The Best Advertising is Sincere - Ali Demos - Harvard Business Review - 0 views
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Given that sincerity itself isn't usually very funny, dramatic, innovative, saucy, scene-stealing, or luxurious, it is rarely chosen as the animating spirit of our end-product. But it is totally embedded — indeed, institutionalized — in the process of making advertising. And there's a very good reason for that: without a sincere curiosity about and empathy for the people we hope to reach, we stand no chance of developing a compelling conversation with them. Indeed I would argue that sincerity drives the success of the best and most successful marketing, no matter what the execution may turn out to be.
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As Ogilvy's lead for ethnographic research, I head a small team that makes documentary videos about the lives, habits, values and affinities of various groups that our clients hope to reach. In this role I have the rare opportunity to parachute into an incredible range of micro-worlds, both within the US and globally. They are invariably FASCINATING, and so we take bets on when this seemingly endless stream of human interest will run dry — anticipating a day that must come, when one of these projects turns out to be boring. Not too long ago we thought we'd finally arrived: an ethnography of suburban lawn-care. Had to be deadly, right?
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How to Handle Price Objections - 0 views
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Create case studies If you really want to show the value in what you offer, you have to create case studies. The simple ones won’t cut it, you have to give detailed ones… ideally with the exact things you provided and the results. To legitimize the case studies, make sure you put in testimonials from customers. This can be done in the form of video or text and if you happen to go the text route, make sure you include: Their full name Company name Their picture Title at the company If you want to see an example of a good case study, check this one out from Conversion Rate Experts.
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Offer a free trial One of the easiest ways to handle price objections is to offer a free trial. Remember, just because you are offering a free trial doesn’t mean you can’t take a credit card up front. With Crazy Egg, one of our biggest objections from people is that our prices are too high. We created a “free trial” offering in which people had to put in their credit card up front. That offer converted at 59% higher than our 30 day money back guarantee offer. Keep in mind that you will get a lot of people who will cancel your service before their free trial is up, so when you a/b test this you have to also include cancelations into your calculations.
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Explain the value The easiest way to demand a high price point is to explain how much money you are going to either make a company, or how much money you will save them. If you can explain this in an easy to understand fashion and provide case studies to back it up, it shouldn’t be hard to demand a premium price. A great way to do this is through sales copy. And don’t worry, your copy doesn’t have to be sleazy. I do this with Crazy Egg, NeilPatel.com and I also used to do it for my Quick Sprout Traffic System. You could even spice up your sales copy by including a video incase people don’t want to read your copy.
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Lessons Learned the Hard Way: Canadian Angel Investor Reveals His Million-dollar Mistak... - 0 views
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1. Good copywriting is underrated: Compelling copy is key to conversions and also making your brand human, friendly and fuzzy. Developers can’t write copy that well, that’s what marketers are for. Lesson: Great copy is a huge differentiator. It connects your audience to your brand and it has a direct impact on retention and engagement. “Copy is so important because it communicates your vision and helps you solve your products,” said Isenberg. “If you can’t do that right you’ll have little conversion rates and your not going to have a consistent brand image.”
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2. Influencers are a big deal: Scale users quickly by onboarding communities. Isenberg worked with schools, trading rooms and blogs. Influencers hold the key to these communities. Lesson: The best way to onboard influencers is the old school way by building a real relationship. Pick up a phone, email them or best yet, take them out for drinks. “I love sitting behind a computer because it’s my safe haven, but the truth is that relationships is key to getting these people involved,” he said.
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5. Distribution, distribution, distribution: Strategic alliances with partners helps create value-add for their user base and helps you get traffic (and SEO juice). Lesson: Embeddable widgets that allow users to distribute content across the web are particularly powerful when it’s the strategic partner’s content. “Find your most compelling feature that can be embeddable and do deals.”
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Why Our Content SUCKS - 0 views
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