Etiqueta: Adweek

In Wednesday’s free Web clinic – Optimizing Landing Pages: The four key tactics that drove a 189% lift – Flint McGlaughlin (the Director of MECLABS Group) will discuss the “value exchange” theory that is foundational to all online marketing campaigns.

But before we share our foundational theory, we wanted to hear your thoughts about value. So we asked marketers, “What is the most important aspect of communicating value to customers/prospective customers?” Here are a few of our favorite answers…

Commercial teaching

I liked a recent explanation I heard from Katherine Evans from the Marketing Leadership Council. Use “commercial teaching” to educate prospects on a need they weren’t aware of, let them know the importance of the need, then show how your offering is distinct in satisfying that need.

Also, at Intuit, we’ve published an Online Marketing Toolkit to help small business owners with online marketing.

– Jay Badenhope, senior marketing manager at Intuit [Más…]

Understand what your customers think is valuable

I think the most important aspect to communicating value is to first understand what your target perceives as value. I remember years ago as a new marketing person, I thought everyone would be as excited about my stuff for the same reasons I was.

Boy, was I disappointed when my campaigns did not produce results. Once you understand what they REALLY want, I think giving it to them is the easy part.

– Kimberly Dubbeld, marketing trainer and author

Social Proof

Communicating “value” is tough, since clearly, it’s very subjective – what may be valuable to one person, may not be to another.

However, there is one thing that creates value for everyone – “Social Proof.” People simply feel more comfortable purchasing something online when there are reviews or testimonials of others who have also found value or success in the product or service.

“Social Proof” builds value. We live in an age of “prove it” – you have to prove your value, you can’t just say it.

Seriously, how many times have you read “Ultimate Value,” or “Best Deal Online!” on a website? Chances are those words alone would never be enough to sell you on it. Now, if there were a bunch of authentic testimonials backing up the claims, you’d probably feel more comfortable that you were making the right decision.

Using “Social Proof” is a tried and true method to boost conversions and build value.

– Dan Antonson, analytics & user behavior specialist at the Revived Group