Time flies in Conversion Sciences world. It seems like just a few days ago that Brian was wowing the crowds at Conversion Conference in Chicago, but it was actually a couple of weeks ago! Our brains must be getting old….. Brian’s presentation “Everything I Needed to Know about CRO, I Learned From Direct Response Marketers,” […]
BJ Fogg is a Psychologist, Innovator and Director, Stanford Persuasive Technology Lab. He gave an inspirational and interactive keynote presentation at Conversion Conference West 2012 using props instead of slides. His props included a magician’s robe, and a kayak paddle as a wand. Clearly, he knows something about how to communicate. Part of his presentation […]
I always scoffed at the low click-through rates on banner ads. Things are changing. Image courtesy Teracent I completed my thesis on the evolution of online advertising in "Evolving Further Toward Targeted Display Advertising." Our journey ended with Homo Optimizapien, "Optimization Man." Homo Optimizapien has achieved a place where display advertising, or banner ads, deliver […]
Why your Web site may not be helping visitors choose you
As a Conversion Scientist, my job is to cast a critical eye on the sites of my clients. In my recent ClickZ columns, I’ve turned that critical eye toward behavioral marketing vendors. “The Language of Behavioral Marketing” parts one and two are designed to help readers understand what behavioral vendor Web site mean and to underscore some of the mistakes they make.
I think any B2B marketing team could learn a bit from these columns.
In Part One, I highlight why these sites weren’t helpful to me in my quest to better understand the industry. Are you making these mistakes?
Everyone’s the “Leader”
There’s something we’re trying to say when we say we’re the “leader,” but rarely do we say what it is. Are we the highest volume provider? Are we the low-cost leader? Do we have the most market share? Or are we just trying to look bigger than we really are? If it’s the latter, pick something that defines your leadership and say that.
Let your participation in industry events help you define your leadership. Be the thought leader with helpful, smart content.
Shooting at the competition
The sites that I reviewed took great pains to define who they are not. This is understandable as there are hundreds of competing ad networks joining the industry, many of which don’t hold themselves to a standard that big brand advertisers want. Nonetheless, it is far more powerful to tell the story of who you are than to throw stones at your competitors. It just takes more work to define and tell that story.
Everyone does everything
Pick your place in the market and be willing to walk away from the rest. The companies whose sites I reviewed are capable of applying behavioral targeting to a wide range of industries, and don’t want to limit themselves. However, I think they would be well served to select some turf to dominate, and be willing to concede some part of the market in the short term.
Pick the bucket you want your visitors to put you in, or they’ll put you in their own buckets, which may be the “not sure what they do best” bucket.
Valueless value propositions
The power of picking your bucket is that you can create a value proposition that differentiates you and establishes you as a desirable partner.
The businesses I reviewed clearly wanted to work with major brands, but don’t want to walk away from small and medium-sized businesses. Picking one might reduce their appeal to the other, but it doesn’t have to. “We’re Big Brand Behavioral Marketers” appeals to big brands, but offering a white paper on the site entitled “Why the Big Brands Win in Behavioral” would appeal to smaller brands without undercutting the basic value proposition.
In short, use powerful positioning statements to establish your ground, but use innovative content to finesse your offering.
Playing it Safe with Content
Once you’ve stepped out onto the skinny branches of defining who you are as a business, you’re content has to reinforce that. It should do it emotionally, passionately and without compromise.
There is little copy less emotional, passionate and compromising than “corporate communication,” and this is where most Web copy is drawn. Corporate communication is for proposals, the prospectus and the quarterly report. It is not appropriate for marketing communication.
Add a little attitude to the video. Title your reports and white papers in unexpected ways. Have some fun with your executive bios. Remember business people are humans.
Scientific Method? Hey, I’m a Conversion Scientist As you learned in a previous post, I’m just wired to see the world through the scientific method. It get’s extreme. In this month’s ClickZ Behavioral Marketing Experts column, I apply it to behavioral advertising. The thing I love about the scientific method is that it quickly exposes […]
What if George Carlin had riffed on behavioral targeting? In doing the research for my new ClickZ column on behavioral marketing, I became fascinated by all that could be measured and inferred about me from the simple act of visiting a Web page. The agents at work when you visit a Web site are an […]
My New Series for ClickZ I’ve begun a series on ClickZ on Behavioral Marketing. If you follow my writing, you may realize that I don’t write about behavioral marketing — at all. This is new ground for me, and that may be my advantage. I’m not a Behavioral Marketing expert. I’m willing to ask the […]