What You Need to Know About Programmatic Advertising

Things change in the marketing world so quickly. It’s amazing how something as new and functional as remarketing is now considered dated by some new school advertisers. Meanwhile, programmatic advertising is the brightest, shiniest, newest object in the marketplace. Depending on how the program is built, it can be extremely functional for both B2B or B2C brands. HVAC businesses, in particular, can find value in these dynamic, cross-platform ad groups.

A Brief History of Online Advertising

Let’s look briefly at a history of online advertising before we discuss something as complex as programmatic ad buying. It’s important to know where we came from before we look to where we’re going.

1990s: Banners ads, pop-ups and pop-unders.

These were the early days. Banner ads were jammed into a variety of areas on popular websites. They were bright, flashy and most were just plain ugly. Pop-ups appeared over our browsers, causing us all to X out as soon as we could. Pop-unders appeared behind the browser and you only saw it when you closed out your session at the end of the night (or when someone needed to use the phone). All of these types of ads were intrusive and were a major reason for the rise of social media that made way for the personalized experiences we enjoy today.

2000s: Search all the way, baby!

As Google began to pick up speed, the best place to get in front of potential customers was in a Google search. Unlike the free, organic listings, placement in the ad areas (top, right column and bottom) could be controlled with good copywriting and big dollars. It was a “pay for play” game and the popularity (and effectiveness) of this service is truly what helped Google became the profitable giant that it is today. Search ads can still be helpful for many business types.

2010s: Two major developments occurred in this time period.

The first was social media advertising. As channels like Facebook, LinkedIn and Twitter found their footing, and the ad platforms became extremely user-friendly, businesses both large and small began to take advantage. It was a great way to showcase visual products and get in front of extremely niche audiences – the most impressive thing about social media, really. Additionally, remarketing, or serving ads to those who have visited your website previously through the use of cookies, also gained traction.

What is Programmatic Ad Buying

There are 3.5 billion users on the internet. That’s a lot of people at your disposal to get in front of. And unlike billboards or TV, it’s quite possible that, with the right budget, you could get in front of a good portion of those users. Programmatic ads let you be more cost-effective in reaching the customers that are important to you. According to MarketingProfs, 62% of marketers use programmatic ads, while the spend among this type of advertising is growing 20% annually.

What makes programming advertising different though is the real-time, automated bidding process that’s associated with these programs across connected web networks. At its very core, it’s more of a technological upgrade. But when marketers use the term, they typically refer to the ability to place ads much more strategically. Here’s what I mean:

  • More precise targeting: IP targeting, geo-location, contextual targeting (see more info below).
  • Omnichannel approach: We know users may need multiple touches before they buy. It’s important to engage and re-engage with users over time, and across platforms for a comprehensive learning and buying experience.
  • Cost: Potential savings since there’s less labor needed to manage.

How to Build a Programmatic Program

The three important things to focus on when building a programmatic ad program is: Right Time, Right Person, Right Message.

Although image-based display ads are still the most common, don’t feel limited by programmatic advertising. Consider audio and video too because we’ll soon see much more integration with voice-powered devices, streaming audio channels, and streaming video platforms since profiles and location deliver important intelligence to the advertising systems.

Once you’ve committed to this type of ad progress, follow the following steps to get started.

  1. Get your resources ready.

First, you need to have resources ready to devote to this effort. This includes the out-of-pocket cost for the ads themselves, typically a CPM or CPC model, as well as fees for the creative work and management of the program. These can be in-house resources, through a marketing agency, or sometimes the programmatic ad networks offer services directly.

  2. Select which programmatic ad service you’d like to go through.

Some popular names in the industry include Google Ads, Amazon AAP, Townsquare Media, One by AOL, Rocket Fuel. If you work with an ad agency, they likely already have partnerships with certain distribution channels and you won’t need to worry about the actual technology behind the operation. You’ll be responsible for working with your partner on the goals, landing pages, and the type of customers you want to target.

  3. Establish your targeting

Besides real-time bidding and less hands-on management, one of the most impactful benefits to programmatic ads is the ability to target. Here are a few of your options that you’ll want to consider when building a program with your partner:

  1. Keywords: Perform research and figure out the most relevant, most used keywords by your target audience. This will help your ads be placed on the right sites.
  2. IP: Businesses that are large enough have dedicated IPs. In other words, if you’re tracking, it won’t be read as a shared network – like Time Warner Cable or Verizon. Instead, it would actually be recorded as Pepsico or Sony. In doing so, you can deliver targeted ads based on that known IP and do account-based marketing.
  3. Location: Targeting by location is incredibly useful, especially for local or regional sellers. But programmatic advertising can take it one step further. You can select niche locations – let’s say a perimeter around a large venue where a relevant trade show takes place. Ads can then be served up during the show or users can be cookied and later served with ads once they return home.
  4. Wifi/Cross-device: Once you’ve registered a user in your ad system, you can also deliver ads to other devices on that person’s WiFi account. This might be more valuable to B2C companies, but the technology is fascinating nonetheless. Let’s say an accountant is at work downtown and he sees an ad for a local restaurant. He doesn’t have time to go to lunch, so he ignores the ad. When he gets home, his wife, who’s connected on her iPad, may now see an ad for that same restaurant. The wife, typically the decision maker when it comes to family meals, could now choose to go to that restaurant which originated from the ad from earlier in the day.
  5. Contextual: Some advertisers choose where they want their ads to be placed based on the main themes of available websites. If Supply Chain Management Review, for instance, focuses mostly on supply chain and procurement, you might choose a site like this to advertise if your product makes sense for this vertical. But with contextual targeting, the system doesn’t look at the site as a whole but rather the content of the articles within. So you might have an article on FoxNews that happens to discuss procurement trends. Your ad would appear within or alongside that article. Readers are naturally interested in the content they are reading, so the ad feels much more native and natural – rather than disruptive – and acts as complementary to the piece.
  6. Remarketing: All of those that you capture from your programmatic ad campaigns – whether via location, device, IP, or website visit – can later be served with highly-tailored remarketing ads. These work well for brands that have long sales cycles and need to have continual re-engagement or nurturing over time.

  4.Establish your budget

Like other online advertising programs, programmatic advertising is a CPM (cost per thousand impressions) or CPC (cost per click) model. So you can control how much you’re willing to spend based on your budget and/or based on anticipated results. Depending on your brand and its product/service, this could be an awareness campaign so ask your agency what type of budget you’d need to see an impact.

  5. Prepare your creative

With any online ads, you need to pair your copy with creative. Creative can come in the form of several multimedia formats. The most dominant formats include image, audio, and video. You’ll want your creative to meet certain guidelines (dimension, file format, etc) and also be creative to stand out from the crowd. Most importantly, the creative should complement your copy and messaging and should be deliberately based on your advertising strategy.

  6. Launch and monitor

It’s time to go live with your campaign. Don’t fret, you can always make real-time changes to copy and creative throughout the length of the program. Like most digital assets, it’s a living breathing thing. You’ll want to be constantly monitoring your progress and adjusting your ads to see improvements throughout the length of the spend.

  7. Measure

If you have a digital marketing program and don’t plan on measuring, then don’t even bother. Measurement is the only thing that can guarantee whether efforts were worthwhile. Here are the metrics you’ll want to track throughout the length of your program:

  • Reach, impressions or views (number of people, or total views of your assets)
  • Engagements (interactions)
  • Clicks (click-throughs to your website or landing page)
  • Conversions (people that took that action you wanted them to take)
  • Relevancy or quality score, if provided (how relevant and how high of quality the ads are)
  • Total cost (out of pocket spend for the program)
  • Cost per impression or view
  • Cost per engagements
  • Cost per click
  • Cost per conversion
  • Closed deals (tag accordingly so you know which deals came from this advertising)
  • Cost per acquisition (total spend – both out of pocket and management and creative fees against the number of closed deals)

Make sure to measure regularly (weekly, monthly, quarterly) and change your targeting elements, creative or placements, as needed, to continually improve your program.

Original article: https://www.site-seeker.com/what-you-need-to-know-about-programmatic-advertising/

When It Comes to Online Ads, Things Are Getting Personal

Let’s say, on a typical day, you wake up at 6 AM and go to bed at 10 PM. That gives you 16 hours during the day to live life. But check this out. During that time, the average American spends 10.5 hours in front of a screen, which is more than half of the day! That includes a smartphone, tablet, computer and/or TV.

Because of this trend, it’s becoming more and more impossible for brands to find success with traditional ad spends – billboards, street signage, terrestrial radio, etc. Instead, advertisers are spending those dollars more wisely on ads within social media, audio streaming services, streaming TV networks, websites, etc. And they should!

If you still aren’t advertising online, I’d say you’re not too far behind the times. Maybe only by about 20 years. But the good news is that, of about 15 of those years, most brands weren’t (or still aren’t) doing a good job with targeting. So there’s still time for you to catch up and find success. Remember, not every product or service is appropriate for all web users. In fact, there’s 286 million internet users in America. Even with a very popular product or service, your brand is probably still only applicable to 10 to 20%.

You can’t just blanket your ads on any ‘ol website. Especially the local news station or newspaper (gross!). Instead, you need to be smarter. You need to use technology that’s become available to take targeting to the next level and get your ads onto the screens of only those who may find interest, take notice, and take action.

When it comes to ads, artwork and messaging are extremely important (whether static or video). Let’s focus today though on placement. Here’s four emerging ways that you can do a better job at targeting with online ads.

Tailored Locations

Not all, but many businesses sell in certain geographical areas. Whether you’re a restaurant that typically sees customers come from within 10 miles, or a forklift distributor who reaches buyers across a three-county region, geographical targeting is critical to online advertising success. You can run location-based ads by zip code, DMA, or through geo-fencing.

Geo-fencing allows advertisers to place ads within a specific radius of a selected location (which is most often the storefront). You can do 10 miles, 20 miles, 30 miles, whatever distance you want. You can do multiple fences too. What makes this great is that it’s targeting IP addresses across devices. Here’s two options.

When someone on a device enters the geo-fence (desktops are stationary but mobile moves across points), they will see the ad. Alternatively, you can set up a program where it builds a list of all those who enter the geo-fence. It will recall their IP and allow ads to be served to them later, even if they have left the fence. Now you know you’re only exposing your ads to people who are in arm’s reach of your location (or who may be returning to arm’s reach). You can even have different ads that are served to different locations, called geo-aware ads, that are more impactful since the messaging can be more appropriate.

Contextual Targeting

This type of targeting focuses on the content that exists on a website – rather than the website itself. It looks for keywords found within the text of articles and places your ads on top, beside, or beneath. The hope is that the readers of the article will find relevancy in ads that relate to the topic of the article. This can be overlaid with geo-targeting and can run across multiple devices.

Let’s say you sell lawn care equipment: weed wackers, lawn mowers, hedge trimmers, etc. Instead of your ads appearing randomly across usatoday.com, you would only appear alongside usatoday.com articles that relate to the keywords you specify. I’d probably choose keywords like: do-it-yourself, home improvement, real estate, landscaping, lawn care, lawn care equipment, etc. Now, when someone is reading a relevant, related story (i.e. “5 Ways to Improve Your Landscaping this Summer Season”), your ads will appear alongside and seem much more appropriate to the reader. Remember, your audience will be much smaller than normal if you were to advertise natively on usatoday.com, but the quality of your impressions and clicks will be greater.

Competitor Targeting

Geo-targeting to the Nth degree, this type of targeting looks at consumers who visit other businesses that you specify. It’s hyper-local. These can be businesses that pose as competitors, who are nearby, or those who complement your brand. Ads can be tailored to visitors who have shopped at one of the locations you indicate, or those who enter the geo-fence and are currently in those stores.

Let’s say you’re a restaurant in the same plaza as Macy’s. Consider the impact of running ads for people who are shopping inside of that store at 12 noon. They’re going to need to get something to eat for lunch when they’re done shopping, and now, your restaurant next door is top of mind through the ads that appear on websites or mobile apps. For related businesses, consider running ads for your landscaping company among those who shopped at Home Depot. The data can be stored to recall audience members who met the criteria in the past 30, 60, or 90 days, or even the past full year (for those who have longer sales cycles).

I would suggest building your list out of all the businesses within a mile or two radius, then adding in all of your competitors (radius will vary depending on your service area), and finally filling out your list with complementary businesses or services. You should have a minimum of 40-60 businesses listed, even for small companies. Overlay this targeting with geography and/or contextual targeting, and you can get even more specific customers. It’s a great model and has proven to be more successful than standard display advertising.

Remarketing

Remarketing, or retargeting, are ads that appear on a user’s device (on websites, apps, or social media) based on past browser history. Typically, if you’ve been on a website looking to buy a product or service, you’ll see ads from that company later as your move about the web. Remarketing reinforces messaging around recent interests and hopes to push you closer towards a sale.

If a business is good at it, the ads should be highly specific to the pages a user has been on. So instead of ads that are just about the brand (that send you to the homepage), they should instead be tailored to the actual product or service of interest. This is great if you have a funnel-based website and you have remarketing setup on your product pages or on abandoned shopping cart pages. Remarketing increases frequency, leading to higher recall, and drives people to your site to finish where they left off – with a purchase!

Summary

Remember that messaging within ads should be tailored to each of the audiences above since you have a bit more insight into where they are located and/or what interests them. Consider static ads as well as video ads. Make them highly attractive and very to-the-point. Pricing for these types of online ads is a CPM (cost per thousand impression) model. The greater the budget, the more impressions your ads will earn, which in turn, will lead to a greater number of clicks and conversions. Overall, it’s a great way to get onto the screens, during the 10.5 hours per day, of your most coveted consumers.

This article was original published for Site-Seeker. You can find it by clicking here.

Which Digital Advertising Program is Right for Me?

Which digital advertising program is right for me- (3)

The advent of the Internet has opened up so many digital doors to marketers today. And at the same time, many of these opportunities are available to small business owners at affordable rates. From big sites like Amazon to your local newspaper’s website, you just need to know what’s available and what you’re doing.

I’ll admit it. It can be a little intimidating to read the many blog posts out there on online advertising, leading you to become quickly overwhelmed. So I’m here to help you figure out which advertising platforms might work best for you based on your specific situation.

You goal and target audience, working in unison, will be the driving force behind the decisions you make in the advertising world. The platform. The filters. The spend. The design. The ad copy. Everything. So let’s tackle things this way. I’ll suggest a goal and then present you with the potential solution that may fit your needs.

First, let’s look at your options. When we talk about digital or online advertising, there are so many today. Some have their own platforms where you would create an account, sets up payment details and manages ads within. For others, you may use a third party tool or work through an ad representative. Though there are hundreds (if not hundreds of thousands if you count individual websites) of different advertising opportunities, here are the main options that most marketers might suggest today:

  • Google Adwords
  • Yahoo/Bing Ads
  • YouTube Ads
  • Amazon Ads
  • Mobile App Ads
  • Social Media Ads
  • Game Platform and In-Game Mobile Ads
  • Remarketing Ads
  • Audio Streaming Ads
  • Video Streaming Ads
  • Email Content Ads/Gmail Ads
  • Website Banners
  • Native Advertising/Sponsored Content

Now let’s look at instances where some of the above might come into play…

Goal: I have a B2B product or service and a very niche clientele. I want to drive them to my website so they can learn more and hopefully convert. A conversion to me would be a phone call, an email link click, or a request for more information through a form.

You Might Want to Consider: Google AdWords, Yahoo/Bing Ads

AdWords AdsI recommend Google AdWords to most clients, only because so many audiences use Google, it is extremely flexible, has any type of budget options, and you can be as niche as you want. For B2B companies, this is often the best place to start. Because when seeking a vendor, product or service, the first phase of research almost always starts with a Google search. AdWords is a great way to beat the organic results to the punch and appear higher and with more options (call extension, site links, ratings, etc).

Consider different dynamics to make sure you are reaching that specific audience like time of day, desktop vs mobile, location, and search vs display. Although it takes some set-up, once you’ve found your footing and have identified the best keywords for an ideal budget, AdWords can be a nice way to consistently bring in qualified visitors, unaffected by the other marketing activities taking place within your mix.

Goal: I’m looking to target young teens. And want to raise awareness for my product. It’s a relatively new product so I just want to introduce it to them right now. They likely can’t buy it themselves but having them know it (and eventually recognize it), will lead to having a parent purchase later on.

You Might Want to Consider: Audio Ads, YouTube Ads, In-Game Ads

14908Today’s teens (the plural generation) use the Internet very differently than others. Even different than their older siblings who are often Milliennials (which there is tons of research out there on!). These youngsters are addicted to their smartphones and tablets (88% have them), do not use email or Facebook, and are very comfortable with any and all new technology that comes out. SnapChat and Instagram are king and some of the most popular activities include music streaming and gaming. Because of this, you might want to consider audio ads on platforms like Spotify or Pandora. Make sure you target by location or music genres to get in front of the right teen listeners. Consider today’s popular musicians.

Also, don’t pass on YouTube ads, with placement before today’s popular music tracks. It might be disruptive to the listener but, over time, the brand/product becomes recognizable. And don’t forget about platforms like Xbox, PS4 and games on mobile devices. Each of these offer advertising options to have ads play during breaks or right within the games themselves. Gaming is the single most popular activity for teens, shared by both males and females. And gaming ads is very hot right now. In fact, last year, Zynga (FarmVille, Words with Friends, Draw Something) generated more than $153 million in revenue!

Goal: You are a local business owner. You’ve had it with TV and radio ads, they just aren’t working for you and they are expensive. You want to remind your local consumers who you are, what you do, and get them to come in for a visit to eventually drive in-store sales.

You Might Want to Consider: Local Mobile App Ads

Mobile AdsOf all time spent on a mobile devices, 89% of it is spent in a mobile app (the remaining 11% is on the mobile web). This has continued to increase each year. First, you need to identify your audience and understand what type of apps they use. Bleacher Report? Hulu Plus? Yelp? Knowing the most popular apps among your target audience is a great starting point. By using a major ad platform like InMobi or AdMob, you can set-ups ads, select your targeting features (age, demographics, location, apps) and manage ads from one interface. These can be run similar to Google AdWords and are based on a pay-per-click (PPC) model.

Don’t forgot about local apps or apps that offer reviews like Yelp or UrbanSpoon (depending on your industry). These focus strongly on local web searches and can be a great avenue to get in front of people that are just about ready to pull the trigger on a purchase. Mobile apps are used by a lot of people, so without filtering the right audience, you will end up spending a lot of time and money with no results. Target like crazy.

Goal: You only care about one thing: leads. You get a substantial amount of people to your website but feel that your return-visitor numbers are low. You are a B2B company but the buying cycle is relatively short, they often purchase on the second visit. You need to get them to come back and move beyond the research phase to the consideration phase, and help get them to pull the trigger.

You Might Want to Consider: Remarketing Ads

bruno-img-nlHave you ever shopped for a product on Amazon. Then, like two days later, you saw the same product being featured in an ad on Facebook? Remarketing uses cookies to track you and recalls different web pages that you’ve visited in the past. By doing so, advertisers can serve up extremely targeted ads to you. By using remarketing for your website, you can catch the attention of people who have already visited your site.

Use a platform like Google AdWords, AdRoll or Multiview and manage your ads for an audience that’s already beyond the awareness phase and in the midst of decision-making. Be strategic with your visuals and ad copy and consider an offer or key selling point to drive them back to your site for a purchase. Remarketing generally sees high click thru rates at an affordable cost, since you are only advertising to folks who already know who you are. You can even track on a page-by-page level so your ads can be specific to the products/services they are genuinely interested in.

Goal: I blog for my company and want my content to be viewed by more qualified people. I put a lot of time into writing and the purpose is to help with my SEO efforts, appear in more search results, and generate more traffic. I’m consistent but I’m not seeing the results I want. I want more views.

You Might Want to Consider: Social Media Ads, Sponsored Content, Email Content Ads

facebook-ad-tests

Let me guess. You blog like crazy. Pour hours of blood, sweat and tears into your posts. You then check your Google Analytics and your post gets viewed by like 25 people. Been there, done that. It can be very hard to develop a strong blog following. Of course, great content, published on a consistent basis is the first step. And don’t forget about working it into other marketing activities like email marketing or lead nurturing. But sometimes you can use a little advertising to give you an extra boost. Set-up social media ads to promote the posts that feature your blog content. Make sure you apply the right filters so you are getting those posts in front of the right people (consider influencer lists!). Facebook, LinkedIn and Twitter can all be used to target qualified people –  consider industry, group, professional status, age, geography, etc.

Secondly, think of trade publications that your target audience reads often. Ask if they have sponsored content opportunities. Supply them with your blog post and for a fee they will run it on their site, getting much more shares and views and engagements than it would on your own company website. Or, see if you can agree to a deal where they feature your blog post in their next email campaign. It will lead to more views by the right people.

Three Ways to Re-Introduce Products to Past Visitors

3 Ways to Re-Introduce Products to Past Vistors

Seven touchpoints to close a sale, right? If that’s the case, you can’t expect that single tweet, that one video, or that lonely local TV commercial to do the trick to persuade them to make a purchase. It just ain’t gonna happen. You have to take the bull by the horns and get in front of your customers again. And again. And again. And again. You get the gist.

Consumer TouchpointsThe internet is a beautiful thing. For one, you can re-emphasize your products and services and sell digitally at a much lower cost than before. Another is the ability to truly pinpoint your audience. Through filters and targeting options within advertising platforms, you no longer have to deal with the guesswork that was involved with billboards, TV and radio. Now, you can select gender, age, interest, location and much more and get in front of the personas that you know are interested in you.

You aren’t going to make a sale on your first encounter with a customer. Consumers usually like to research and consider before purchasing. Even what we consider low-risk items, like food or household goods, often require awareness and consideration. Close your eyes and think about walking down the grocery store aisle. What makes you purchase one product over another? You’ve used it before and trust it? Your mom recommended it? You remember seeing an ad on TV or coupons in last Sunday’s newspaper?

There’s a number of reasons you might choose one over the other. But the bottom line is that you’ve seen or heard of the brand before. Now think about if the investment is much greater. Like a car at $27,000. A house at $250,000. Or maybe you are a purchasing manager for a large corporation and you are making a million dollar decision for new equipment within the company. Very rarely do we purchase a product or service on a whim without having built some sort of familiarity with it before. And the stronger the relationship, the easier it is to pull the trigger, especially for major purchases.

That’s why remarketing and re-introduction tactics are so important in the B2B marketing world.

And it’s not a once-and-done effort. You can’t do it in Q1 and think it’s done. It’s ongoing. Forever working. Always “on.” You need to stay top of mind and further educate potential customers on who you are and what you do. The buying cycle for your product/service could be a long time – 3 months? 6 months? 12 months? If so, you have some time on your hands to remind those folks about you and help persuade them to buy from you rather than a competitor. Okay, here’s a few ways that you can do this.

Google AdWords Remarketing

Have you ever gone shopping on Amazon and looked for, let’s say, a new baseball hat. You’re searching around and find one you like. A classic Chicago White Sox cap from 59FIFTY. You click on it to view more details.

Chicago White Sox Hat Details

You look at the images, select the size you want, and move to the checkout page to purchase. But then you get sidetracked. Your son calls you into the other room to help him with his math homework. You close down your browser and call it a night. Family comes first.

A few days later, you are browsing the web and you see an ad:

Don’t Forget About Your Hat!
Still interested in that 59FIFTY
cap? Complete your order today.
www.amazon.com

Holy cow?! How did they know I wanted a hat? Oh, that’s right, I was browsing the other day and I forgot to complete my transaction! You click on the ad, it brings you to the page you left off, and you complete the order. Go Sox!

Remarketing is an interesting tactic in the marketing world. Sites that use this tactic drop a cookie when your distinct IP address reaches a certain page on the site. Now they can remember who you are. Later, they then can serve you up with highly specific ads based on your browsing history. In the above example, Amazon is dropping the cookie on purchase level pages so if someone fails to complete their order, they can remind them and push them over the finish line.

Remarketing Banner

It’s a genius tactic and one only warranted by the advent of the internet coupled with tracking software. If you are using Google AdWords for your PPC campaigns, you can do remarketing. Just follow the necessary prompts to get it set-up (it’s a bit more complex than just running basic search ads because you need to install additional code or new tags in Tag Manager). Once it is set-up, then create ads that are specific to the pages you’ve dropped the code. The more targeted the better. It’s a great tactic to remind past visitors of you and through Google’s Ad Network, you can reach the majority of your website visitors while they are browsing elsewhere on the net.

Social Media Remarketing

In a very similar way, you can retarget on social media sites too. So, instead of serving up ads on third party websites through the Google Network, ads will appear on Facebook or Twitter. By using software like AdRoll, you can drop the cookie and target the user’s IP address. But now, the next time they are on Facebook, they will see ads for your product or service. This can be in the right sidebar or as a promoted post. Twitter has a similar function where you can offer promoted tweets to people who have already visited your site.

Facebook Ad Examples

The selection might be dramatically smaller than what you are used to advertising among on Facebook and Twitter (your 1,000,000 pool might drop to just 1,500), but think about how much more relevant they are. They’ve already visited your site and have invested time and interest. Now, your ads do not have to be awareness-based, because they’re no longer in the first stage of the cycle. They’re beyond that. Research has begun. Now, you can emphasize your key messaging and work to get them to come back again, one step closer to the sale. Focus on consideration. Since we know that your consumers are apt to be visiting social media sites, this is another great touchpoint in the buying process.

Lead Nurturing

I like to describe lead nurturing as advanced email marketing. Well, advanced, automated and much more strategic. Many companies participate in monthly e-newsletters to their loyal customer base. So watch how we take this many steps further. Like remarketing, this third tactic also relies on tracking user IP addresses to help understand who they are and how they behave on your website over time. Based on that behavior, you can then send specific email messages to further persuade them. The messages happen automatically by the actions they’ve taken on your site. Here is a scenario to help you understand better.

Greg Brady is a purchasing manager looking to buy a new piece of machinery from your industrial equipment dealership. He visits your website in early February as he starts his research. He gets busy with other projects and doesn’t come back to his search until March, now that his deadline is approaching. He’s in a rush now. He starts gathering information, downloading white papers, reading case studies. But he still isn’t ready to buy just yet, he wants to come back after the weekend. On his third visit, he’s ready to negotiate. He completes a form on your website and includes his contact information:

Greg Brady
Company XYZ
(315) 555-5555
gregbrady@xyz.com

He hits submit. And now the real magic begins.

His information is automatically entered into our lead nurturing software (think of software like Marketo, Hubspot or SharpSpring). The system will then understand the customer’s name (Greg Brady) and pair it with the IP address that he is using. Now, it looks back into that IP address’s history and we can see when Greg visited our site before. In this case, twice in March and once in February. We can see what pages he visited, how long he spent on those pages, what source/site he came from, and if he took any other actions on our site (clicked links, downloaded documents, watched vidoes, etc). We now have a better understanding of what he’s interested in.

Automation Software Examples

We can take this one step further too. We can have his name automatically entered into our lead nurturing process for future communication. Perhaps that means he is automatically sent follow up emails through the software once a day, for the next three days. Or maybe he’ll be sent our latest case study on the equipment he was looking. Each message can be customized based on the actions he took, or the pages he visited.

Let’s say Greg filled out a form on our underground drilling product page. My subsequent emails would then be aligned with his needs and talk about our drill products and how we can help him make a decision on that product. If he takes another action on one of those emails, he will automatically be added to a different list – perhaps this one is the list my sales guy uses to follow up via phone call. The possibilities and the combinations of communication are endless. It’s all based on your particular company, your buying cycle, your customer needs, and the most strategic way to lead them towards a purchase.

The most important point here is that you can stay top of mind and continue to develop a relationship over time.

Think about how many people visit your site, leave, and now you’ve lost them forever. It doesn’t have to be that way. Lead nurturing should be a very important part of your digital marketing plan. Because if you have something meaningful to share with your audience, don’t limit that distribution. Let your loyal subscribers and past visitors in on it. And use those key messages to your advantage to further them down the funnel.

Interesting in remarketing or lead nurturing? I’d love to chat with you more. Learn more about our services here at Site-Seeker, or shoot me a note.