This session was so amazing. It demanded its own blog. Here’s our recap:
The New Era of Contextual Marketing
Mathew Sweezey, Author, Principal of Marketing Insights, Salesforce @msweezey
New technology killed the former king, and in today’s age we have seen this play out in our sale and marketing roles. The former king of revenue generation for any business is now only 20% of their former glory. In our modern world of limitless information, easy access, and instant feedback 80% of the buying cycle will be in the hands of marketers by 2020. Learning how to deal with the shifts from the 10/90 sales and marketing mix to the new 80/20 marketing and sales mix takes a new set of foundations, fresh approaches to selling, and deeper understanding of the new consumer.
In this session, we learned the new tenets of sales and marketing, the new roles we must fill and better practices for converting your department into the revenue machine of the future.
When thinking about where we are going, we must think about where we came from. There were only 5 media channels in the golden era, now there are over 200+ media channels. Marketing was originally founded on the following concepts:
- Breaking though was about hype, sex and flash
- Be top of mind
- Minimize waste
- Sell the feeling
- Convert, sell and sell
In our modern environment, top of mind doesn’t even exist anymore, humans have offloaded memory to devices. Our media is not longer limited. By 2020, connected devices outnumber humans 7 to 1. When thinking of context, you need to think of it in terms of is it available, personal, authentic and purposeful. Good context does the following:
- Context builds on itself.
- Context is to the moment, and changes by the moment.
- Only the most contextual message will be engaged with.
Things to consider:
- If your message is not available, you have no shot.
- We looked at 1 million visitor sessions across hundreds of sites, the average pageviews per session – 1.7, which means we must provide the user exactly what they’re searching for the moment they are searching for it.
When we speak about context needing to be authentic, it means more than just being genuine, it means helping people have the experience they believe they should be having.
Our now infinite media environment requires us to think and act fast, our model of research is now in batch mode. We find, save and then decide if we’ll read later. Our content must address the question the user is having, not just the answer.
In order to keep up with the new media environment, we must do stage based marketing and be purposeful. Purposeful is helping people fulfill the desire/reason they are there in the first place. Purpose is the moment. Purpose can be found by interviews. Ask 9 people via phone these few questions and you’ll get it. What were you for? Did it meet your expectations? Have you seen better? As a communication professional, you have to communicate with people.
Key moments to consider:
- They land on your site – What was the purpose of the landing?
- The average micro journey lasts 70 seconds across 4 websites.
In conclusion: We live in a totally new media environment, everything we were taught is no longer true. We are competing against infinite media. We are in a limitless world. Context is to the moments, moments matter more than ever.
Some fun facts:
- 51% of the time a CEO’s picks up their mobile device is because they are bored.
- Social media is the modern day smoke break.
Click the link below to see Mathew’s presentation:
New Era of Context – Digital Summit
After a great first day, we hit the ground running on so much great information. Here are the recaps from our morning sessions:
Snapchat for Business
By Carlos Gil, Head of Global Social Media, BMC Software
With more than 60% of smartphone users between the ages of 13-34 on Snapchat and over 8 billion daily video views, it’s safe to say that the platform is here to stay. If you haven’t jumped on board yet, we’ll get you up to speed on how to use Snapchat for your business.
Snapchat has become a big business, it’s a legitimate marketing channel. If you’re still thinking it might not be, just ask Gatorade. Gatorade spent $500,000 on a one day ad during the Super Bowl for animated lenses. They saw more engagements and impressions than the amount of people who watched the Super Bowl.
Demographics Rule – When it comes to choosing which social media channels are right for you, you should be where your customers are. And if your customers are between 18-35, Snapchat could be great for you. On that same topic, if your audiences are old, it might not be for you. Snapchat reaches 41% of millennials!
Why Snapchat matters?
- 200 million users and 10 billion video views daily
- Most active social network behind Facebook
- Brand adoption exceeding Twitter and LinkedIn
Understanding the Basics
- Mobile app for micro-content storytelling
- Photo and video is 1 to 10 seconds long
- Content posted disappears within 24 hours
Snapchat is Twitter meets Youtube
Creating Content as a brand, it must be:
Geofilters & Business: You don’t have to be on Snapchat with Geofilters as a business. This is a great tool for event marketing.
Converting and measurement
- Great for flash sales
- Make sure you implement Bitly URLs for proper tracking
The future of Snapchat:
- It’s definitely growing
- It’s working on better ad platforms
- Looking to go public in the next year
- Looking to sell more than a billion dollars in ad revenue
Using Intent Signals to Understand, Develop and Measure Audiences
By Mike Clarke, Head of Brand Measurement, Google
In this session, attendees will learn about some of the ways we can use search data to accomplish all of this.
Google emphasizes the meaning of moments, and how can you be there during these moments. Here is the breakout of these moments:
- I-Want-To-Know Moments = Two thirds of question-related searched “what, when, where, how, why, who” are happening on mobile.
- I-Want-To-Go Moments – 90% of searches for “what time does ____ open/close” are happening on mobile.
- I-Want-To-Do – Two thirds of “how-to” searches on YouTube are on mobile devices.
- I-Want-To-Buy – Mobile phones saw 115% year over year in shopping ads.
- I-Want-To-Watch-What-I’m-Into – The number of hours people spent watching videos on mobiles is up 100% year over year.
Intentions help unlock insights
- What types of insights can Google help you with?
- Zeitgeist – Culture
- Google Predict – Google searches are getting intimate and a lot of it is happening on a mobile device.
- Google Trends & Google Correlate – Search terms over time and in relation to one another.
- Google Consumer Surveys
Make sure you are testing out the free tools that Google offers to help increase performance and tracking.
Death to Boring B2B Marketing: How Design Thinking Drives Success
By Cliff Seal, Lead UX Engineer, Salesforce
- The issue
- The solution
- The plan of action
B2B Marketing is hard. Why?
- You’re selling to opaque audiences
- You get complacent or end up doing what works, or what everyone is saying what works.
“What is the biggest problem marketers face?”
“How to keep up with trends to drive higher quality leads.”
Keeping up with Twitter is not following the trends. Maybe you’re bored. Trends aren’t challenging. Vendor balancing isn’t interesting. Ridgid tools aren’t supportive.
#B2BProblems – Just own it
- Grow into its own creative potential
- Put data in its place
- Compete in relevancy not volume
Teach the business owner something new about their needs and challenges.
Design thinking lets the best ideas float to the top. Your ideas don’t necessarily mean your own, but helping facilitate good ideas. Think past the obvious and start asking the right questions is the first step.
Here’s how to start:
- Redefining goals – What is it that I am trying to enable my customer?
- Knowing and embracing your constraints – Frame your creativity by defining what the boundaries are.
- Identify the contexts that can accept failure.
- Start talking to actual people to get insights.
Click the link below to see Cliff’s presentation:
Death to Boring B2B Marketing: How Applying Design Thinking Drives Success
As the morning comes to a close we are extremely excited for the last half of the day, and definitely ready for some lunch!
It has been an exciting afternoon here at Digital Summit Detroit! We started out the afternoon with Michael King, Founder & Digital Marketing Consultant for iPullRank, then a roundtable discussion on social media and ended Day 1 learning about landing pages with Oli Gardner, Co-Founder at Unbounce.
Futureproofing your SEO by Michael King, Founder & Digital Marketing Consultant, iPullRank
It takes a content effort to do effective white hat link building. Most of the time, client’s don’t want to do that, until Google holds an algorithmic gun to your head. There’s a lot of misinformation about SEO like:
- SEO is just make up
- SEO is not technical
@audette “SEO should be invisible”
- Accelerated mobile pages (AMP)
- Mobile-friendly updates
- Feature snippets
- Structured markup for voice search
What’s the future?
- Local, quick, fast and when you need it.
Rankings are not the right measure, it does not show how SEO impacts your business. Success metrics: Leads and conversions.
For those who are even measuring rankings, how are you even reporting on actual rankings? It’s not really possible.
The big shops, just source out the SEO to small shops.
Find the right SEO partner:
- Make effective business cases – Speak in terms of money based on recommendations.
Roundtable: Key 2016 Trends in Search and Social
- Matthew Capala – Founder & Managing Director, Alphametic, Author
- John Colucci – Director of Social Media, Sinclair Broadcast Group
- Leslie Drate – US Consumer Print Social Media Marketing, HP
- Jason Drove – Senior VP of Sales, SocialCentiv
Programmatic: Testing different segments against the creative for ultimate results.
Social Media: Facebook has shown the best results for HP.
Instagram: Not as much CTR because of the medium.
Facebook: At work messenger.
Twitter: Has seen better days…everyone agrees.
Discussion about Salesforce acquiring Twitter and how that may affect marketing on Twitter: If you’re looking at acquisition, might not be good for marketers. They are putting more focus on live and on sports.
- Twitter needs to figure out a way for your to find what you’re looking for easier. Feed curation may negatively affect the engagement, and be more pay-to-play.
- Salesforce and Twitter may be a good match when considering customer satisfaction and customer care. It could turn Twitter into a different tool.
- Currently debates are the largest thing on Twitter. It is also the current police scanner. It’s the most real-time, up-to-date information. Facebook is not as current, not necessarily a bad thing, but it’s just a different medium.
- Instagram algorithms are amazing, crazy accurate and personalized.
- Google + does not correlate to rankings, but it does rank by itself.
- Google indexes Twitter.
- Put copy over your videos on Instagram and Facebook – Not a lot of people are viewing the content with sound.
- People view videos for :30 or longer with no sound
- Snapchat has officially transformed into the Instagram for Stories.
- Snapchat is winning with millennials and geofencing.
- Experts say: not the best results with LinkedIn campaigns.
Frankenpage: Using A Million Little Pieces of Data to Reverse Engineer the Perfect Landing Page by Oli Gardner, Co-Founder, Unbounce
If you’re going to do ads, you better have specific pages for them on your website.
- Links that are ok:
- Anchor Navigation
- Terms & Conditions
- Just make sure everything keeps you on the same page.
- Can people understand your value proposition within 5 seconds? – IF the answer is no you’re failing.
- Visual Identification:
- Can people figure out what you offer right away? Do they understand what the page is about?
- Take away the copy, can you get it the point of the page? If the answer is no, you’re failing.
- Running experiments with limited creative resources?
- Discussion on designing forms:
- But how many form fields? 4 and 7 have over 7% conversion rates so you might as well get more information!
- Top performing forms are in zone 3 – top fold.
- Encourage hunting by moving call to action lower on the page as well.
- What’s the most persuasive word in the english language? It’s because
- Conversion rates increase 25% when you add it to your landing page!
- Free vs. non free verbiage on a landing page – Word free decreases conversions— say what?!?
In closing, there were some excellent speakers today, Seth Godin was absolutely fantastic. We may have to go and read all of his books, after today. Meeting Siri, was amazing and we had a blast seeing lots of familiar faces. We look forward to another day of digital marketing tomorrow!
We started the afternoon off meeting the voice of Siri, Susan Bennett, and no she isn’t receiving any royalties from Apple.
Opening Keynote with Seth Godin
The Internet is a connection machine. It connects people to ideas and other people. There is no way to cut through the clutter, you don’t have a big enough budget, so don’t try. Seth Godin talks about Detroit as the home of the American dream, but also the factory mindset of faster, cheaper, that then affected our entire system — The industrial revolution. We now have our own revolution, and we’re in the right place at the right time.
- Changing from scarce resources and information to leading to a world of abundance.
- People are going to go around you. It’s not how cheap, but how competent can you be. Why do they connect with you now?
- Generosity and art
- Art defined as what is real.
- Remarkable – Worth making a remark about; it’s not up to me and you, it’s up to the person and then it grows – this is digital marketing. You need a megaphone strategy, which is given to the fans.
- What the Internet has done is make it easy to be weird. If you want to be persist in making average stuff for average people, the Internet is not your friend, you’ll be in a race to the bottom of price.
- Be something people are choosing to search for. I’d hope that if my blog was gone tomorrow, people would wonder where it went. It’s about being worthy of being sought out.
- If you don’t have enough good ideas it’s because you don’t have enough bad ideas.
- It is super important that Detroit, again, is the center of universe because everyone is just a click away from you. The smallest possible group of people is the group of people you need.
- What was Seth’s worst day ever? He spoke of the day he got kicked out of AOL, or not being able to make payroll for 40 employees.
- If there’s a failure you have and you survive it, it’s a gift. The right answer to a critic is… thank you.
- Discussing The Future: Twenty years ago Seth told client
s, one day most people will have an email account — no there’s people with an email account and smartphones but not running water.
- If you have enough people trust you in the right thing, you will never have a problem making money.
- What is a brand? It’s an expectation of the promise we’re going to make and if we’re going to be able to keep it.
- If you’re in a high-growth industry, how do you identify your tribe? The question should be which tribe will I serve?
- On leadership:
- Managers – Tell us what to do
- Leaders – Go places together
- It was simple in the Mad Men days, “buy more ads.” Now we’re responsible for everything.
Most marketers challenge is what we’re marketing – what about non-sexy marketing?
It is entirely possible to take ordinary, and tell a story to make it meaningful for the person using it. The first 20 years, Amazon was just a bookstore, but it felt different.
What we are asked to do as marketers is create new ideas. We will fail, but do it anyways and do it with focus everyday. It’s not our job to be liked, it is our job to say things that haven’t been said before, or to see things that haven’t been seen before.
Seth’s Recommended Books:
If you remember in the epic scene of singing in the rain, he had an umbrella the whole time, he just never used it. The rain is the point. We learned so much from Seth we decided this presentation needed its own blog. Stay tuned for our Day 1 Afternoon Summary at Digital Summit Detroit.
The first morning of the Digital Summit Detroit started with familiar faces and coffee with some of our favorite partners. We spent the morning learning the latest in email marketing with Michael Barber from barber&hewitt. Here is the recap:
For the Love of All Things Email: How to Build Effective Email Programs for the Modern Consumer
Session Description: http://digitalsummitdetroit.com/precon/
While we (marketers) were shoring up our social and mobile strategies over the last 5+ years, something happened: Email had a renaissance. Driven largely by our always present smartphones and Inbox FOMO (fear-of-missing-out), we are consuming more email at all times of day in all sorts of places.
These trends provide massive opportunities for marketers to capitalize on this tried and true digital tactic, but most brands are still doing the same old one-size-fits-all campaign.
In this half-day workshop, you’ll learn how to ask the right questions related to your strategy, generate insights for effective campaigns and additional marketing channels, and deliver great campaigns for our subscribers.
Key takeaways include:
- Latest trends and stats on email marketing.
- How to perform effective email audits.
- How to select email marketing/marketing automation providers.
- How to build effective email workflows with your organization/agency.
- How to leverage modern web tools to create kickass emails.
- How to develop short and long-term communications plans with subscribers.
- How to determine the email metrics that matter.
- What does the future look like for email?
If there is one thing that is certain it is that email and mobile are growing, and so is the ROI from them. Here are some fun stats we learned:
- 4.1 billion email accounts across the globe and growing.
- Email delivers the highest ROI for marketers.
- Regardless of industry – this channel generates significant ROI numbers.
- Email beats social by 40x for customer acquisition.
- Emails will continue to grow over the next 10 years.
- Mobile shift is important to consider – More mobile than desktop.
- Desktop open rates decreasing, while mobile increases.
- We read emails all the time:
- 70% of us are multitasking all the time
- 50% are reading emails in bed
- 42% in the bathroom
- 48% while on the phone
- 18% while driving
- 78% of email is spam.
You can legitimately send an email one time and then ask for them to opt-in. Canada you must ask to opt-in first. Some things to consider:
- You have limited mobile space, tell people what they actually care about.
- People will not pinch and zoom on anything but images.
- Testing is caring – Test, and test again.
- 360 call to actions not it… tell them what you actually want them to do – 1 call to action.
- If the from name on your emails is “do not reply” – Just don’t.
- Don’t just send emails just to send emails – people are already flooded, make them count.
- In the mobile world – Thumb is king.
- When it comes to designing emails, a one column design that is easy to read and scroll through will have the best results.
- Make sure you are using large enough font, and a good CTA.
- Speaking of fonts if you are using bigger fonts and better buttons, 95% of the time you will see better response rates.
- Here’s some font size best practices:
- Headlines – 30 pixels
- Body – 16 pixels
- Low as 15 – DO NOT GO LOWER
- Buttons – 44×44 points (10 – 20 pixels around the button to avoid fat thumb issues).
- Generic “click here” does not work anymore – Tell people where they are going.
- Interactive ads – Use things like countdown clocks for coupons.
- 90% of B2B organizations are driven by sales teams.
- Preheaders for everyone – Do not have the “are you having trouble reading the email below” as your preheader.
- After call to action – second most clicked on item is the social media icons.
- It’s where they spend the most time clicking
- Make sure you’re driving additional touch points from your customers
- Location matters for seasonal call to actions, make sure you consider it in your strategies.
- Personalize and segment your messages.
- Send a welcome email once someone subscribes – Welcome series – 10x more transaction rate per email. Increase sales with welcome series that are immediate, do not wait to send.
- Welcome letters from CEO have large impact on revenue
- 43% increase in revenue
- Doesn’t have to be an offer or a discount, can do something as a welcome to our business as a recognition.
- If people are subscribing we need to make sure we are engaging because they will forget about us.
Email Tools You Can Use
We learned so much about emails this morning! Lots of great new tools and tips to think about. We are wrapping up the morning with a quick lunch call, keep up with us for the rest of the event!
What an amazing few days and the Landy Awards last night were nothing short of amazing. This morning we kicked off with some mobile tips. Here’s the recap:
Session #1 – Your Mobile PPC Sucks But It Doesn’t Have to
More activity is happening on mobile than ever before.
- Mobile e-commerce is growing 300% faster than non-mobile e-commerce.
- 42% of searchers have started using voice search in the last 6 months.
- Voice search is more conversational so your keywords need to leverage that.
- Leverage third-party bidding tools for optimum performance.
- Try out price extensions (only available on mobile).
- Searches containing “near me” have doubled in the last year.
Session #1.1 – Your Retargeting Sucks (But It Doesn’t Have To!)
Remarketing is not a new concept. It really has been around since 1885, when advertisers figured out the number of touchpoints they needed before their consumers would make a purchase. Here are a few things to consider with a remarketing strategy:
- Pick the right network (there is more than one!)
- PLAs, GDN, Facebook, etc.
- Use smart lists – There are studies showing smart lists out performing cart abandoners in remarketing
- Use frequency capping
- Use separate campaigns for text and images
- Test multiple ad layouts
- Watch for defaults
Click the link below to see Maddie Cary’s presentation:
Your Mobile PPC Sucks (But It Doesn’t Have To!) By Maddie Cary
Session #1.2 – Location Targeting: The Benefits Of Thoughtful Segmentation
This session focused on setting up geographical structure based on business KPIs.
- Google can track over 70% of impressions to the zip code level.
- On Mobile 66% of impressions can be traced to the zip code level.
- Advanced location options – Don’t forget about this option on your PPC account, and make sure you don’t leave it on default.
- Over 4% of spend could be wasted on searches outside your target locations.
- Increase conversion rates by location bidding.
- Increase lift to ad and landing page on geo (skyline) and call outs. Look at your most important geographics for this.
- Review requests by location and cater ad copy to that.
Click the link below to see Kevin Fleming’s presentation:
Location Targeting: The Benefits of Thoughtful Segmentation By Kevin Fleming Jr
Session #2 – Optimizing Content For Voice Search & Virtual Assistants
In the age of mobile devices and personal online assistants, the future of SEO lies in optimizing content for the spoken word. Even today, 20% of queries on Google’s mobile app and Android devices are voice searches. Marketers and merchants should prepare now for a future in which voice search and virtual assistants play a much larger role in content discovery and conversions. This session explores how to optimize your content for voice and the coming wave of “hearing enabled” virtual assistants.
Discovering the love for voice search:
- By 2020, 50% of search will come from voice. comScore.
- 22% of people use voice search in the bathroom.
- Most used voice search is when you experience typing challenges, quick answers or are on-the-go.
- Faster compared to typing 30 vs. 150 words per minute.
How to start optimizing for voice search:
- Rethinking intent
- Review the why, when, who, are, where, etc.
- Think of questions like:
- Where should I go for…?
- What time does my flight land?
Some Fun Stats:
- 76% of smartphone searches have used a store location or location extension to help them find and visit a local store.
- 77% of searches mentioning “coupon” are on a smartphone.
- 20% of all mobile queries are voice and it is growing! Last year, the numbers have doubled.
- Over half of US teens & 41% are using it daily.
- 30X more action queries with voice search – Google stat.
Quick Voice Search Checklist
- Analyze search term reports to check for question/long-tail phrases.
- Start to think about intent and action in response to Voice Search.
- Re-visit your keyword, creating and targeting strategy.
RankBrain & Voice Search – What You Need to Know:
- Stronger influence on 15% search queries Google.
- It’s conversational, the queries are much longer.
- Less competitive queries.
- Although long tail keywords are searched for less they have a higher intent.
- Add landmarks to your strategy.
- Need to find more keywords? Try SEMRush and Moz tools.
- Use Wikidata profile to help feed Google’s knowledge graph.
Content ideation – Start data mining by commonly asked questions from customer via call centers, email and live chat. This includes brand and generic questions. Use suggested ideas, or other third-party tools to find the best questions for your brand or industry.
Click the links below to see their presentations:
The Evolution of Voice Search By Purna Virji
Content Optimization For The Voice Search Generation By Jennifer Slegg
Optimizing Content For Voice Search & Virtual Assistants By Tony Edward