Group items tagged

Beware the Three-Headed Geek-Monster: Tools, Performance, and Mathematical Perfection Many things can sabotage the use of analytics within the workplace. Politics and infighting perhaps; a bad experience from a previous “enterprise, business intelligence, cloud dashboard” project; or peers who don’t want their “dark art” optimized or automated for fear that their jobs will become redundant.

Not all hurdles are within your control as an analytics professional. But some are. There are three primary ways I see analytics folks sabotage their own work: overly complex modeling, tool obsession, and fixation on performance.

In other words, work with the rest of your organization to do better business, not to do data science for its own sake.

Data Smart: Using Data Science to Transform Information into Insight by John W. Foreman. Copyright © 2013.

Rule #1: Don't ask for more information than you'd personally be willing to give. Asking for too much information in an opt-in form can be a major deterrent to visitors who would otherwise be likely to sign up.

Make signing up as simple as possible by requiring only the bare minimum. In many cases, this means just the email address. Every field you add to your form beyond that will decrease the chances of someone filling it out.

An opt-in form that says something like "Sign up for our newsletter," doesn't offer any benefit to the visitor. Give people a reason to opt-in by offering them something they'll care about, like: "Sign up for our monthly newsletter and gain instant access to our 57-page e-book on X."

I recently welcomed two kittens into the family and we buy our supplies from Petco. As soon as I signed up for Petco's Pals Rewards program, the store proceeded to email me every single day with a new coupon offer. Can you guess what I did? Yep, I opted out. I'll still buy pet supplies from Petco, but at some point, the annoyance became greater than the value of the coupons.

One of the most critical steps in structuring your e-commerce email campaign is to set the publish frequency to align with the types of products you're selling and who you're selling to. At a bare minimum, segment your audience into two broad categories of current customers and prospects.

When you're communicating with prospective customers, offer discounts, promotions and pre-sale notifications and buying tips in your emails, to move them along the conversion path.

You can further segment your email list by those you send to frequently, those you send to less frequently and those you send to only sometimes.

When most people opt in to receive B2B email communications, they are at the top of the conversion funnel; the "awareness" stage. A smart B2B email campaign will then provide the right content to bring the buyer deeper into the conversion funnel, with content specific for each stage of the buying cycle.

Here are some ideas to get you started: Explore learning concepts that get the reader up to speed on the ideas surrounding your services, and that demonstrate your brand's unique perspective.  Dive into the ideas behind why a service like yours is so important to customers, what to look for in a company, and how your service or ideas compare to others.  Answer common questions your prospective customers have at each stage of the buying cycle and even after the purchase.

Think of topics like, "7 Biggest Mistakes People Make When Choosing [insert your service here]" as a basis for building your case. If you have a sales team, ask them for the most common objections they hear from prospects, and create your content around the specific concerns known to be top-of-mind for many buyers.