Common Marketing Mistakes- How to Convert Traffic into Sales!

If your website is getting solid traffic, but your shopping carts are collecting dust, I’m here to show you some website mistakes to avoid if you want to convert traffic into sales.

Some of the points below touch on content, while others touch on copy. What’s the difference? Basically, all copy (words written to make sales) is content but not all content (words, images, video, etc.) is copy.

With that distinction made, let’s jump right into these five content-related reasons why I might visit your website but refuse to buy:

Your Website Copy is Too Generic

Copywriting is all about crafting words in a way that will convince someone to buy—and let’s face it, many business websites out there aren’t very convincing. A common problem is that their copy is just too generic. They’re trying to be all things to all people.

Here are a few guidelines to make sure your ideal customer knows you’re talking to them.

  • Define your ideal customer and the problem you help them solve.

Before you write a single word for your website, you need to know to whom you are writing and what problem you’re helping them solve.

  • Write a headline that directly addresses their problem and your solution.

When someone lands on your homepage for the first time, you want them to think, “Hey, that’s me!” They want to know they are in the right place. Usually, this can be achieved by simply stating a problem your ideal customer has and your solution. For example, let’s say you sell eco-friendly glass water bottles to the earth-conscious consumer. Your homepage might start with a headline that says, “Tired of throwing away harmful plastic water bottles?” or “Want a reusable water bottle that’s good for the earth?” That ideal customer is going to answer with a resounding “yes!”

Your Business Doesn’t look Legitimate

E-commerce faces a significant challenge. Potential clients can’t see you or your product in person. This can be a huge barrier to establishing a trust that you are who you say you are.

When someone walks into a clothing store, for example, they’re often greeted by a smiling employee, and they can get a feel for the atmosphere. That goes a long way toward building trust, and very quickly.

But when someone visits your website, they’re missing all those physical cues; you need to fill them in with great content that builds trust.

Here are some content pieces you can add to your website to build credibility:

  • Reviews- We as consumers love hearing about others’ experiences with a product! So if you have an e-commerce site, install a ratings/reviews plugin to increase conversions.
  • Testimonials-Reach out to your favorite clients or customers and ask them to tell you what they like best about your business. Then ask if you can display that on your website and marketing materials. Adding testimonials to a page boosted the conversion rate up to 25%.
  • Your physical location– This is the easiest little piece of content to add to the footer of your website and/or your contact page. It helps show that you’re a real business!
  • Guarantee– If you can, offer a guarantee. There’s no better way to vouch for your product than to say you’ll give someone their money back if they’re not satisfied. It could even be free shipping/returns.
  • Information about and photos of you and your team– People want to do business with people, not a website. Show your face to help them feel more at ease with the transaction. The perfect place for this is your About page, an often-overlooked page that can boost your conversions.
Money Back Guarantees are a simple way to build customer trust and loyalty.

Your Blog is weak

There are so many benefits to blogging for your business, and one of the big ones is that it can help convert traffic into sales. Here’s how your blog can work for you:

  • Attracting the right customers. Your blog content should be crafted in a way that attracts relevant visitors and helps move them through the sales funnel, from awareness of a problem, to considering different options, to acting and buying.
  • Generating leads. According to HubSpot, businesses that blog generate four times more leads than businesses that don’t. And more leads mean more sales!

Make sure you get their information so you can keep nurturing that relationship. Blogs are a fantastic way to do that because you are offering your expertise for free, and that will entice a visitor to hand over their email address in the hopes of getting more.

Level Up Your Website Content to Convert Traffic into Sales

Now that we’ve talked about some website mistakes to avoid regarding your content, did you spot any that you’re making? Maybe you’ve got a beautiful website. Maybe you’ve got lots of traffic. Good design and high traffic are great—but they’re meaningless to you as a business if they don’t convert buyers.

So, if you want to convert traffic into sales, try these solid tips for improving your content:

  • Show proof that you’re a credible business.
  • Write helpful blog posts that solve your ideal customer’s problem.
  • Craft copy that speaks to your ideal customer.

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Marmalade April 26, 2019 0 Comments

Email Marketing, Are You Doing it Right?

The idea of email marketing might appear out-dated to some of our younger audiences who spend their days almost entirely on social media. And don’t get me wrong. Social media marketing is highly effective in increasing sales and boosting your brand’s image. But no other channel will give you a better return on investment than email marketing.

In fact, according to Adobe, for every $1 spent on email marketing, you’ll average an ROI of $40. Almost double the ROI of the second-highest channel, SEO.

But having a large email list isn’t going to do you much good if all your emails are going unread or sent directly to the spam folder. Here are Marmalade’s top tips for sending emails that connect with your audience and doesn’t get lost in the inbox.

Spamming Doesn’t Work

This sounds obvious, but you’d be surprised at how many people forget this very simple rule.

A good rule of thumb to follow when it comes to recognizing spam is this—if your email isn’t immediately delivering value to your audience, then it’s spam.

No one likes getting hit with dozens of emails about a product launch they don’t care about. That’s something a surprising number of internet marketers tend to forget about.

In order to make sure your emails always stand out in a cluttered inbox, you must always be giving your audience a reason to read your emails. I don’t mean writing a catchy email subject line, although that does help, but instead, constantly delivering something your audience will find valuable.

You must put yourself in your audience’s shoes. Every time someone opens one of your emails, regardless of whether it’s automated or not, you should be rewarding them.

Instead of constantly sending promotional material, they regularly send emails out where they teach their audience helpful skills like how to hang a painting. It sounds simple, but it’s also ridiculously effective.

Keep it Personal

One of the main advantages email has over other channels is that it gives you the chance to get as personal as you want to be, unlike social media or traditional advertisements where you craft a message that’s as universal as possible and hope for the best.

Building an email list is crucial because it’s the best way to build a relationship with potential customers in an intimate way. You’re not just a status update that’s there and gone, you’re right in someone’s inbox. where they receive other important communications from their work, family, and friends.

Show That You’re Human

Have you ever been on a terrible customer service call with a robot? I don’t mean someone that sounds like a robot, but a literal robot. Those incredibly annoying automated menus that are worse at pronouncing your name than Starbucks baristas.

crowded-inbox-screaming-into-phone
“FOR THE LAST TIME, MY NAME IS PATRICIA. NOT
PAMELA”

30 minutes into your call with, CompanyX, you find yourself mockingly singing the waiting music every time it loops around. You’re just wishing that you could talk to a human, someone with at least some capacity of understanding you.

If you’ve ever felt that type of frustration, why would you want to subject your audience to the email equivalent?

Tired businessman with laptop on desk in office
“OK, FINE. You win. I’m legally changing my name to Fartell Chuggins”

Now think about your branding for a second. With the emails you send, are you coming off as a robot, or as an actual person, people would want to respond to?

An easy way to start doing that is to stop using the standard company email whenever you’re sending a message. If the first thing people see is an email coming from “noreply@company.com” they immediately know that it’s an automated email.

Set Up Trigger Emails

The most effective method of ensuring customer loyalty is to simply check in on every once in a while. It adds that little bit of a personal touch and shows that you care.

Whether it’s an email simply saying “thank you” when someone downloads an e-book, or a gentle reminder that their subscription is expiring, emails like these go a long way to making sure that you and your brand are never too far from your customer’s mind.

The best thing about this approach is that the entire process can be automated incredibly easily. Thanks to the power of email automation software, you can send emails that are triggered by the actions your customers take.

For example, many SaaS companies like Dropbox will send an email if their customer hasn’t used their service in a while. It’s a simple reminder to the recipient that they still exist and why they’re helpful.

crowded-inbox-dropbox-example

According to Smart Insights, triggered emails have a 152% higher open rate in comparison to traditional emails. As long as the email itself is always timely, relevant, and valuable, it could be all you need to nudge someone from being a casual viewer to a lifelong customer.

Rent the Runway does a fantastic job with trigger emails in their email marketing strategy. On the anniversary of a customer’s first purchase, Rent the Runway will send an email celebrating the event.

crowded-inbox-rent-the-runway

It doesn’t matter if you’ve only used their service once or multiple times, you’ll still receive that email. It even adds an incentive and offers a $20 discount off the subscriber’s next purchase. Not only does this simple email encourage recipients to continue to use Rent the Runway’s service, but it adds a nice personal touch that makes the customer feel special.

In Conclusion…

One of the fastest ways to alienate a potential customer is to sound like you’re a robot and that you don’t actually care about your customer. Simple tactics like we’ve outlined in this article can be the difference you need to make someone feel like they’re actually connecting with your brand.

In today’s world where we’re inundated with marketing messages from every corner, the thing that’s going to make sure you stand out in a crowded inbox is by being personal and authentic when it counts. Don’t do your brand disservice by being generic and getting sent straight to the trash folder.

Do you have any other tips for making your email marketing more personal? How do you feel about businesses using email marketing automation? Join the conversation in the comments below!

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Marmalade April 15, 2019 0 Comments

5 Ways to Practice Psychology in Marketing

Psychological insight is just as valuable as technological advance. Successful marketers regularly employ psychology in appealing to consumers. There are 5 ways marketers can utilize psychology in marketing.

 

1. Transparency Builds Trust

Ignorance is not Bliss: Consumers want to know everything. They have an interest in knowing not only about a product, but what’s in the product, where its component parts are sourced from, how it is made, and what business processes and values guide its creation.  When consumers see that you are being open with them about your business practices, brand standards, and products, they are more likely to give you their customer loyalty.

 

2. Emotional Branding

Now consider a business. If it were between two advertisements — one that simply talked about products, and one that made you laugh or cry — which would “wow” you? The second one, right? Story-telling especially works with ads that aim to increase brand awareness. An example is the Nike ad Dream Crazier for Women’s Day. By sharing the inspiring progress of women in sports, Nike not only delivered an ad that resonated with its audience but aligned with their brand image of strength and determination.

 

3. Promote Exclusivity

Cater to your customer’s ego by making them feel special if they were to purchase your product. By making your product somewhat unreachable (through limited editions or offers), you can increase the desire and urgency for it.

 

4. Take Advantage of FOMO

One of the trademarks of social media is that people want to be part of events as they unfold. FOMO refers to the Fear of Missing Out. FOMO marketing techniques use countdowns, promote experiences, and display social proof. Take Calvin Klein’s underwear campaign, #InMyCalvins, for example. They are encouraging women and men around the world to post pictures of them in their Calvins, with the hashtag. 

 

5. Color Psychology

Yep, I said it. Different colors actually make you feel different emotions. Color plays a major role in evoking emotion. Have you ever walked into a room and immediately (and inexplicably) felt some type of way? This is called color psychology, and a many of businesses and organizations use it. Sports teams choose jersey colors that excite their players and audiences. Therapists paint their offices to instill tranquillity their patients, and movie producers design the color scheme for posters and trailers that provoke feelings of fear or surprise.

The same goes for brands. Consider the Coca-Cola red or Starbucks green. Red evokes strong feelings such as love, excitement, and joy. In the case of Coca-Cola, red portrays positive, friendly energy. On the other hand, green is often associated with harmony, balance, nature, growth, and health — all components of the Starbucks brand and “green” movement.

 

In Conclusion…

Across all forms of media, marketers invest money, creative energy and time into targeted messages meant to improve sentiment towards their brand, convince new audiences to buy their product and encourage existing customers to complete repeat purchases. Their success, of course, is dependent on their ability to influence customer behaviors, which makes marketing a play on consumer psychology.

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Marmalade March 27, 2019 2 Comments