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Post-Purchase Emails: The Art of the Second Sale

Post-Purchase Emails The Art of the Second Sale
1Jun

Congratulations—your client’s website has made its first sale. But, they’ll probably want to make another one pretty soon. How can you help them with that? It all comes down to a little customer TLC.

The post purchase email sequence nurtures customers after their first purchase, guiding them gently to the next one. And it only takes a three-email sequence to do it. With email marketing platforms like ConstantContact, MailChimp, and Active Campaign, you can fully automate and personalize these emails to every customer, so you’ll only need to write them once. 

Here’s your guide to the typical three-chain post-purchase sequence.

Email #1

Send your customer an automated follow-up email the minute that they hit the “purchase button on your website. This email should be full of positivity and “family bonding”.  Thank them for ordering from you, build your email template to include suggestions for similar products (Shopify plugins for most email marketing platforms make this very easy to do) but don’t go too heavily salesy right after they’ve bought something. Save that for later.

Make this the time to pitch your club/newsletter/or whatever system you have for retaining customers. Lead off with something like:

“We want you to receive the full [company name] experience. Enter your email below so we can make you part of [your newsletter], where you’ll receive new product info, exclusive deals, and [whatever else you want to offer].”

Email #2

After about 10-14 days, send a follow-up email. It’s likely that the product will be in your customers’ hands by then, but if it’s not, give them an outlet in this email to get in touch with you.

This is where you’ll want to ask them how they’re enjoying the product and solicit a review. You always take every opportunity to generate content from your customers.

Reiterate the similar products that you showed them in the first email, but don’t be afraid to highlight them a little more. Obviously, you don’t know what products are going to get highlighted, since you’ll have no way of knowing what the customer bought, so say something like: “Make [X] your go-to brand for all things [X]. We pride ourselves on the quality of our products. Here are some that we think would go well with your order.”

And again, pitch your newsletter. You really want to highlight the exclusivity and the value customers will get when they become part of your email list.

Email #3

Now is the time to make your next sale.

If the customer didn’t buy anything after the second email, go in for the kill. Highlight similar products and some sparkling product reviews, but this time dangle an additional carrot in front of them: a discount.

Nothing huge is necessary, but give them something they’ll at least have to consider. Free shipping or 15% off their next order is never a bad way to go if you can get your client to agree to it.

Don’t be afraid to be a little abrasive and forward in the tone of this last email. You want to make sales and a lot of people can be, for lack of a better term, bullied or coerced into buying a follow-up product, even if they don’t necessarily need one.

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The New Normal: Four Things To Consider Before Taking Your Team Back To The Office

The New Normal Four Things To Consider Before Taking Your Team Back To The Office
28May

After a long year filled with adjustments made by employers and their staff, the working world is ready to consider whether it’s time to call our teams back to the office. But even as the pandemic is slowly getting under control, things aren’t going to reset back to the way they were. To thrive, businesses will have to define their “new normal.”

The new normal probably isn’t going to be a choice between remaining fully virtual or returning to the traditional 9-to-5 Monday-through-Friday grind. More likely the result will lie somewhere in between. The advantage is that we have time to figure out what point in between works best for our companies. Remember, you’ve been holding it together for a year now working remotely; don’t be afraid to keep that going a little while longer as you sort out the most suitable pathway to bring your group back together.

This article originally appeared on Forbes.com, on May 28, 2021. Read the rest of the article here.

 

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Is Your Team Ready to Get Back to Work?

is your team ready to get back to work
25May

Things may never return to the way they were before the pandemic, but we are getting back to relatively normal, and I know many of my fellow marketing professionals who’ve been working from home for the past year are debating whether or not it’s time to go back to the office.

I sent my entire team home back in March thinking, like many of us did, that the whole thing would blow over in a few months. Well, over a year later and vaccines have just begun to roll out. As someone who has been running my agency from the comfort of my home office, I wanted to impart a few of the pros and cons I’ve experienced over the past year.

Increased productivity

Since the work-from-home order started and The Go! Agency went remote, my team has been working on flexible schedules and using the time they would have spent commuting to log on and begin work. 

We’ve onboarded a lot of clients since the pandemic began and I’ve watched as my team put in hard hours pulling campaigns together on the new and unique clients. I have a current client who heavily advocates for allowing teams to work remotely, citing statistics that show they’re overall more satisfied and more productive. I’ve seen this to be true.

Adaptability

Because everybody is working at home and in unique environments, we’ve all tested our adaptation skills and learned new and exciting technologies in the process. For example, being remote allowed us to start taking on TikTok and incorporating it into our marketing strategy. Could we have done this in the office? Frankly, probably not. All of the team being in unique locations gives the TikToks we’re producing for clients the appearance of authenticity the audience on TikTok expects, something we couldn’t have achieved in our corporate setting.

Issues in communication

This has been the biggest challenge to having my team work remotely. It’s so easy when you’re just working across the hall from someone to go to their office and sort out any miscommunications that arise. But now, in the age of ping and instant messaging, unintentional misinterpretation runs rampant. Escalating anything to a Zoom call feels like a confrontation. But really, it isn’t! We’ve gotten so used to IM’s or just not wanting to bother anybody that every miscommunication has suddenly become a massive deal.

Less collaboration

Just by the nature of being divided, all of the projects have come together slightly piecemeal instead of as a unit, which is what I would prefer. Parts of the project feel like they go from one part of the assembly line to the next and while I’m still usually pleased with the results, I really can’t wait until we’re all ready to be together in a collaborative space where ideas and solutions can be shared openly and aren’t held back by not wanting to bother somebody with an instant message.

I wouldn’t go so far as to say that things have run smoothly over the past year, but despite the hiccups, I’m proud of the progress that The Go! Agency has made. But, in my personal opinion, I’m ready to go back to the office. Running the show from home can be done, but it adds unnecessary complications that are erased once the team is working in the same space.

Will you be going back to an office or are you opting to stay remote for the time being, or perhaps permanently? I hope that my experience has made you weigh the decision carefully, no matter what option you decide to take.

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15 Ways To Gain Control Of The Narrative During A PR Crisis

2021 05 15 Ways To Gain Control Of The Narrative During A PR Crisis
20May

In the modern age of viral social media content and 24-hour news cycles, companies and their employees must be diligent to ensure they’re making the right decisions. One wrong move can land a company in the throes of a PR crisis and tank its reputation.

When the worst happens and all eyes are on them, it’s key for company leaders to limit the damage. Here, 15 members of Forbes Agency Council explain how to take control of the narrative before it does real damage. Their insights will help any leader handle a company PR crisis with grace and humility while working to win back public favor.

This article originally appeared on Forbes.com, on May 20, 2021. Read the rest of the article here.

 

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The Importance of a Good Website

How to Build Strong Links
18May

How many times have you gone to a company’s website and found it either so overwhelming or limited and hard to navigate that you just…left. For years, having a website has been thought of as obligatory, something needed but not a primary source of sales or customer interaction. But as business, and the world in general becomes more online, and competition rises in nearly every industry, the fewer people are willing to fight with a poorly designed website.

If you were a brick-and-mortar location, you’d make sure that your store, office, or showroom looked impeccable before you let customers into it, right? When you don’t have a physical location, your website is the one opportunity people will have to form their opinion of you. If it’s hard to navigate or looks dated, that’s going to stand out as a mark against your legitimacy. Fair? Perhaps not. But life isn’t fair.

Navigation is the key to a strong website. What’s the end goal of your site? Selling something, right? Or some kind of conversion—sign-ups, downloads, what have you. If your site is a maze, that will directly translate into a lack of conversions. Don’t try to be clever or let artistic ambition or aesthetic preferences get in the way of the actual goal.

Finally, put yourself in my shoes: if a client sends me a website, I’m likely not going to be looking at it on my desktop. I’ll probably surf it on my phone or tablet. The most important element of good design is making sure your website looks good across the board. Assume that whoever you’re sending it to is going to open it on a cracked, 2010 era iPhone. A well-designed site should be able to overcome that.

Note, though, that poorly designed doesn’t mean sparse or underdesigned. If you have animations, pop-ups, and moving buttons assault the reader the minute your page loads they’re going to get overwhelmed and click away as fast as they can. If they really need what you’re selling, they’ll go to a competitor.

Striking the right balance on a website is difficult because it’s a lot like juggling plates. You have to capture the essence of your brand, make it easy to navigate, stack the information so users keep scrolling, and include enough information that the user is clear on where to go and what to do but not be overwhelming. Remember, the longer the page, the less the customer is going to read.

Your website is how you portray yourself to most of your customers. It’s really just like meeting somebody face to face—a lot is riding on making a good impression. We all like to come in under budget, but your professional image isn’t the place to look for savings.

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13 Best Next Steps To Take When Customer Complaints Go Viral

Untitled design (6)
12May

General Mills faced a PR crisis earlier this year when someone posted a claim on social media saying that he’d found shrimp tails in his Cinnamon Toast Crunch breakfast cereal; company leaders took heat for not responding properly or with enough speed.

Whether or not a business is truly in the wrong, when a customer complaint gains attention in an online public forum, it can go viral quickly. This is why all companies need to develop a plan for addressing negative claims that blow up on social media.

To help, 11 members of Forbes Agency Council take a look at techniques for limiting the damage viral customer complaints can do to a company’s public image.

This article originally appeared on Forbes.com, on May 12, 2021. Read the rest of the article here.

 

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How to Build Strong Links

How to Build Strong Links
11May

Your status as a thought leader is defined by the network that you build for yourself, both in your professional life and in your online image. When you surround yourself with knowledgeable, high-quality people, you gain respect by proxy. As it is in the real world, so it is in blogging.

Take everything I just said and transfer it over to your company blog or newsletter. Those high-quality contacts I mentioned? The same goes for the sources that you link to in your writing. By creating a path to relevant sources, you will become a source of information that people will come to.

So what makes a strong link? Is it how relevant it is to your audience’s interest? Is all that matters is that you’re linking to a well-known site or author? There are a lot of factors. Think of this as a Venn diagram—all the factors go into building a quality link, and in the center is the link itself. If you want your SEO to go through the roof and your content to fire on all cylinders, you have to be mindful of the following things when it comes to link building.

Relevance—if you’re just lining out because you feel like you need links in your writing to look credible: stop. Find relevant, expansive information to branch out to.

Relevance also if important if your site is the one being linked to. You want to have an influx of people who are in your target audience if an outside source is going to link to you. So maintain a steady eye on where traffic to your site is coming from.

Diversity—if you’re constantly linking to The Washington Post or Psychology Today, eventually it’s going to stop coming across as credible and start coming across as plagiarism. You need to vary your sources of information.

Look for unique sources of information. This means scouting your competitors‘ blogs and carefully avoiding using the same link they’re using. Most of the time, knowledge isn’t exclusive to one credible site.

Here’s another wrinkle: what if another site is linking to you? It’s in your favor to have a lot of spread-out information on your site so that when outside sources link back to you, you share the love among many different pages on your website. This will help establish you as credible in the eyes of Google.

Value—a link should always be additive. If you’re linking to a source that just reiterates the same information that’s already in your blog or article when you could just cite the source, why link to it at all? Then you’re just funneling your audience to a site that’s probably a competitor where they’ll stay and find the rest of the information.

My advice: be the source of information. Link to places within your own site or link out to places you’ve contributed to. This will not only position your writing as a hub for credible information, but establish you as a prime source, and an influence within your industry.

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How To Build The Client Roster You’ve Always Wanted

How To Build The Client Roster You've Always Wanted
7May

There may come a point in the trajectory of your career as an agency owner when you will have to make a decision: Do I prioritize money, or do I care more about finding clients and projects that I am passionate about? There’s no wrong answer — you should go after whatever goal matters most to you. But if you’re like me, the importance of being passionate about a project outweighs the monetary reward.

A little-known fact: My agency used to be laser-focused on the healthcare industry. It was a dependable niche, as healthcare organizations are usually looking for long-term business relationships and can pay the required fees. At the time, I had a staff about twice the size of what I have now and no end of clients, but I was unsatisfied. Ultimately, I wasn’t passionate about all of the work and didn’t always see eye-to-eye with the people I was working with, so I decided it was time for a change.

This article originally appeared on Forbes.com, on May 7, 2021. Read the rest of the article here.

 

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15 Unique Ideas For Inspiring Brand Loyalty In 2021

15 Unique Ideas For Inspiring Brand Loyalty In 2021
4May

by Forbes Agency Council | Expert Panel 

The massive economic and social upheavals caused by the global pandemic over the past year led to significant changes in consumer behavior, leaving brands to question conventional wisdom on how to improve customer retention.

To hold onto their share of the market in a consistently shifting digital landscape, companies around the world are focused on finding innovative strategies for boosting brand loyalty among existing customers.

Below, 15 members of Forbes Agency Council share unique ideas for connecting with customers in a way that builds genuine trust and, in turn, brand loyalty in 2021.

This article originally appeared on Forbes.com, on May 4, 2021. Read the rest of the article here.

 

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Getting Ready for the New Class of Social Media

Getting Ready for the New Class of Social Media
4May

Remember when MySpace was the end all, be all of social media? Well, it technically still exists, but how many marketers do you know that are planning strategy around it? Things fade, and as generations come and go and our use of technology evolves, so do the platforms that our clients and their customers are using.

As more and more social media platforms begin to pop up, niches begin to form in the kind of communities that exist on them. Audiences are changing too. Nobody has much of a tolerance for seeing bland, uninteresting posts that only exist because your client decided they needed a Twitter account. As new platforms like Clubhouse, Reddit, and TikTok begin to ascend culturally, it’s important to decide how our clients can fit into these niches and capitalize on them.

Face it—all your client is doing on Facebook is staking out a place for themselves. If they’re a B2B company or rely on an engaged audience to keep their business running, there are fresher platforms that can boost their brand.

Let’s say that your client is a thought leader in the field of hiring and HR. Sure, it’s fine for them to have a Twitter just to get the message out, but better places would be LinkedIn and, say, Clubhouse, where they could establish themself as someone with professional experience and a unique voice and gain a following of people who are interested in what they have to say will start a dialogue with them. Twitter isn’t the place to start a conversation about important, business-oriented topics. But the audiences on more professional-centric platforms will be much more receptive to your message.

Another example: your client is a boutique, custom surfboard shop that lets customers design the boards. Instagram is great—but if you’re not heavily using the stories and reels features to get video content, you’re not doing your job. You should also be heavily utilizing TikTok where you can easily use the product to capitalize on challenges and the latest memes.

As a marketer, you are the person that clients are going to come for answers about where the best place for their content is. And it’s really not a good look if they’re suggesting experimenting with new platforms before you are. Clients can be fickle, and it only takes not being on the ball one time for them to think “why am I paying a marketing team when I’m coming up with all the ideas?”

My suggestion to you would be to figure up-and-coming platforms out before your clients do by testing them on your own company. That’s what I did. I found a few interested and dedicated employees to start making Go! TikToks and began a company Clubhouse so we can get used to live broadcasting. Within a few trial runs, everybody had their own ideas of how we could implement these new platforms for existing clients. And you can bet that in my next round of client meetings I’m going to be bringing these ideas up.

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