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Lead Nurturing

Marketing Strategies for small business success

Marketing Strategies for Small Business: Value Propositions

By | Lead Nurturing

Your business is different. You are problem solvers. And it’s time you start telling the world about WHY you are a different breed of problem solver through some marketing strategies for small business.

Dig deep into the soul of your business and connect with why you wanted to start it in the first place. Because in there, lies something really important: your value propositions. 

It sounds like a fancy term, but really, a value proposition says, “We propose that our product/service will solve your problem because…” It’s a simple way of telling people you know what they need and you’ve got it.

Why are these so important? They are the backbone of your content and they are often the first words and images that your audience will see when they land on your webpage. Value propositions make an impact. In fact, Quicksprout found that they could boost conversion rates by over 10 percent!

Now that you know the what and why behind value propositions, it’s time to start building your own with a few useful tips to get the wheels turning!

Marketing Strategies for Small Business: Pain Points 

Ok, we know that pain isn’t something any of us enjoy. But pain is a catalyst for change. If we have a back ache, we may start stretching, or see a doctor, or change our daily habits. Similarly, if your potential clients and customers are feeling pain (aka, they have a problem), they’re going to start looking for a solution.

This is a great place to start creating some value proposition examples to use in your content. Pain points can also be a catalyst for your business’ marketing. Knowing what causes your target audience pain informs how you plan to solve their problem. Once you know the problem and solution, you’re well on your way to creating great content.

Pain points vary depending on your industry and business structure, but generally fall into one of these categories:

  • Financial: people are spending too much money and need a cost-effective solution
  • Productivity/Efficiency: people want to save time
  • Process: people need to streamline what’s happening internally
  • Support/Lead nurturing: prospects need more time and attention as they get to know you 

Take a moment and consider which pain point your target audience suffers from. Getting clear on that will lead you straight into the next part of creating value propositions.

Emotional Appeals

You’ve identified what’s causing your audience pain. You know they’re searching for a solution to get rid of that pain. But there’s one more layer to that: what emotions are associated with their pain?

Emotions deserve some extra time because understanding your potential clients’ feelings can help you craft superb value propositions.  

Marketing strategies for small business can take a cue from bigger companies when it comes to evoking emotions. An example that most of us are familiar with are Subaru commercials. 

Do you remember the Subaru commercial where the dad is waiting with his daughter at the bus stop on her first day of school? They’re both standing there, nervously waiting as the bus drives up. Then, he starts driving along side the bus to follow his daughter in his Subaru sedan, and says: “I’m over protective. That’s why I got a Subaru.”

First, his statement is a great value proposition example. But part of the proposition isn’t even in the words he says—it’s the emotions that all parents can relate to. They appeal to emotions, then to the problem (car safety), and then to what makes Subaru different: high safety ratings. 

So, emotions. You may not have to turn on the water works like Subaru does, but using emotional appeal can be a great way to show that you understand your audience on a deeper level. It helps establish your credibility as a brand that’s not just selling, but caring.

Why Your Business is the Best

The last part of the value proposition equation is what makes you and your business shine. You’re probably not alone in your industry, so you’ve got to clearly define why you’re unique—why should a customer choose you over a competitor?

To do that, it helps to know your own story. Go back to the basics, and ask yourself a few questions:

  • Why did you start your business?
  • What problem did you experience that you wanted to solve?
  • How did you feel when you started your business?
  • Who, specifically, do you want to help?
  • What are your internal processes and why are they successful?
  • What are your core values as a company?
  • What do people say they love about your product/service?

Simple questions, but within them lies the answers to why you’re different. Knowing these answers will help you to target specific aspects of your business in your content, rather than guessing. 

We can go back to the Subaru commercial one more time for an example. The very last line of the commercial says their well-known tagline: “Love. It’s what makes a Subaru, a Subaru.” The love they put into manufacturing their cars sets them apart. It informs their commitment to safety, which they also highlight as unique.

Conclusion

There are so many marketing strategies for small business, but creating some value propositions are a great place to start. Once you know them, it’s like having a roadmap for how to strategize the rest of your content. Just think of it kind of like an equation: Problem + emotions + what makes you different = value proposition. Tying it all together is what really makes your brand pop!

We believe that every business has value. But knowing how and where to share your value can be overwhelming. That’s why we start with the basics: getting to know you and your business so that we can build digital marketing strategies and value propositions that really work. Ready to start? Contact Wayward Kind today and we’ll get to strategizing!

email nurturing strategy

Must-Haves for Email Nurturing Strategy

By | Lead Generation, Lead Nurturing

Nature vs. Nurture. You’ve heard that term, right? It’s about whether our human behavior is inherited, or learned. While it may seem like a stretch to apply that to your email nurturing strategy or digital marketing strategy, there may be more of a connection that you initially thought.

Consider “nature” as the sources of leads. Did they come from an opt-in, a review, an ad, or a Google search? Of course, some leads are more successful than others, like a phone call versus a sign-up from your website. The conversion rate after a phone call with a lead is “30 to 50 percent, while web leads convert at 2 percent.

When it comes to “nurture” in digital marketing strategy, think of this as how you follow up. How do you keep the conversation going with your audience? And that’s what this post is all about: nurturing your leads through email. 

Email Nurturing Strategy Keeps the Audience in Mind

Here’s another “versus” for you: educate vs. sell. You are a business and your ultimate goal is, of course, to sell a service or product. There’s nothing wrong with that. But perhaps our conversation here is less of a “versus” and more of what your intentions are with email.

Most people don’t like in-your-face sales. They don’t like pushy. They want to feel like you care about what they need and want. So, if you make your email intentions about giving your audience something of value, they’re much more likely to take a second look.

This takes some marketing tenacity because you really want to get to know your audience in order to provide content that relates to them. Some CRM tools can be super helpful here, along with segmented email lists. Then you can tailor different email campaigns to suit a specific audience. 

Short and Sweet 

It can be very tempting to want to explain everything in an email. But here’s the reality: on average, readers spend about 11 seconds reading an email. If you’re lucky. If you send a long page of text, there’s a small chance they’ll make it to the bottom for your all-important call-to-action (CTA). 

So, it’s time to get crafty—get your creative juices flowing and come up with some killer subject lines and headlines that really target your intended audience and bring the intrigue. Something that alludes to the content of your email, without giving away the whole thing. 

Once you get into the email, keep paragraphs short, but direct. Each paragraph needs a specific purpose so it doesn’t seem long-winded. Give them something valuable to read (perhaps about a service you offer that could really help them), tell them an interesting fact, and then invite them to read more with a nice, actionable CTA.

What’s an Email Nurture Series?

Think of an email nurture series as a way to introduce your business, just over the course of numerous emails. Each series has a purpose. 

For example, you may have an email series that is triggered when someone signs up for your newsletter, or by someone who just made a purchase (this is the “nature” part of your strategy). Then, over the course of a few days, or even a few weeks, they’ll continue to receive valuable information about your business, cultivating a relationship, not just a sale (this is the “nurture” part).

When it comes to your email nurturing strategy, this is definitely a place to start focusing your energy. Newsletters are great, but they don’t always address the immediate needs of people who are fresh off of signing up for something. These people are excited. You want to catch them in the midst of their excitement!

As you’re pondering all this email strategy, and perhaps wondering if it’s worth it, then let us assure you: YES! It’s worth it! The number below says it all: $44 in ROI for every dollar spent on email marketing. Higher than any other form of marketing. So, what are you waiting for?!

email nurturing strategy

If creating an email nurturing strategy doesn’t feel natural, then let Wayward Kind help. Our expert strategists can craft emails to make your audience feel valued AND you to feel confident about your email campaigns. Contact us today to get started!

email marketing best practices

Email Marketing Best Practices Anyone Can Follow

By | Content Development, Lead Nurturing

Have you ever received emails from a company over and over again, even after you hit “unsubscribe?” It’s frustrating and definitely does not fall into the email marketing best practices category. 

Here’s the deal: email marketing is important. Even in the age of social media and YouTube, email continues to provide a better ROI than many other forms of online marketing. You don’t want to stop using it. But you do want to use it responsibly so that you’re continuing to nurture leads, without alienating them. You don’t want to be on the other end of an angry unsubscribe click, right?

Let’s take a look at some easy ways to keep your email marketing strategies on the up-and-up.

Email Marketing Best Practices: Get Permission

This should be obvious. But in case you’ve considered renting or buying email lists, or adding people that you didn’t technically ask, we’d like to reiterate the importance of getting permission.

Consent is imperative when building your email lists, especially since the implementation of GDPR (General Data Protection Regulation), which aimed to provide more protection to people’s personal data and privacy.

How do you get permission? Here are a few easy ways to integrate that all-important ask into your digital strategy:

Use Opt-In Offers

Opt-in offers are a great way to not only build your email subscriber list, but to show the value of your products and services, and nurture your clients and customers. 

They can be a checklist, a guide, or a video, packaged for folks who “opt-in” to receive their free download in exchange for an email address. It’s a clear way to let them know they’re giving an email address, while you’re giving them something that can help them. And the more content development you do, the more opportunities you’ll have to develop quality opt-in offers

Sign-Up on Website

While this method may be more direct than an opt-in offer, there are people who love what you offer SO much, that they’re eager to hit that “Subscribe” button. But just putting a random button on your website probably won’t drive much traffic.

So, get strategic with your email marketing best practices. Enhance your calls-to-action (CTAs) with more direct, inspiring language that tells readers what to do. Place buttons higher on the page. Place CTAs for your newsletter in places that make sense, not just a random button in the middle of a page. Like, how we’re going to casually insert a link to our email newsletter signup, because it totally makes sense, and we think our emails are super fun and informative!

Social Media

Email marketing best practices aren’t just limited to email. Using social media as a part of your email list building strategy is totally OK. But like asking for subscribers on your website, just plastering a big “SUBSCRIBE” caption or link in your profile, isn’t likely to bring in throngs of people.

Social media does present an interesting opportunity to get a little more creative with content and provide value to what your business does. It’s a great way to give a little taste of your vibe to entice readers to ask for more—like an email newsletter.

Email Marketing Best Practices: Give it Some Flair

Do you remember the movie Office Space, where Jennifer Anniston has to wear 15 pieces of “flair” while serving at a local restaurant? That’s a classic movie, and while you may not need that much flair in your emails, you do want to add interest to your emails. Here’s a few ways to do that.

Make them Valuable

Your emails aren’t just a copy of your website. You need to give them a deeper look into what you do as a business or an industry. And it doesn’t have to be stuffy. 

Email marketing best practices can still be fun, interesting, visual, or even audible. Think clever video or funny photo. There are endless ways to customize emails these days so you don’t feel like a bunch of text that likely won’t get read. 

Keep it Short and Sweet

How do you provide value AND keep it succinct? It can be tricky business, but remember, you ultimately want to point email readers to what you do, and its value. Tell a short story, add a teaser of a blog post, and highlight a case study—but don’t give them the WHOLE thing. Remember, short and sweet. Just a taste can be enough to encourage a click through to more of your amazing content.

Don’t forget, readers’ attention spans are limited, and while there are some studies that show they’ve slightly increased, the reality is that you’ll have a few seconds to grab their attention before they go elsewhere.

Spice Up the Subject Line

Writing email subject lines is a delicate line to walk: get readers’ attention without pushing them away, and in just a few words. No easy task. But when it comes to email marketing best practices, understanding which audience your targeting, what they need, and who they are, will help you craft better subject lines that are sure to result in more “open” clicks.

One key thing to ask is, “What would make me open an email?” Most likely, it’s something interesting, not pushy, and less than five words. Maybe we need a little Wayward Kind subject line challenge to get our juices flowing!

So, there it is. The basics for to make your email marketing awesome AND compliant. We’re not going to lie—it takes time to write emails and strategize. That’s where Wayward Kind comes in. Contact us today and we’ll help you take your email marketing from drab to fab!

relationship marketing

Relationship Marketing: The Importance of Nurturing Leads

By | Lead Nurturing

Building relationships and growing take time, right? And if you want relationships to last and flourish, you know that you’ll need to invest some time into nurturing them.

Well, relationship marketing is no different. Showing the value of your products and services to customers and clients doesn’t just happen from a one-hit offer or popular social media post. Your loyal clients love you because you show them how valued they are.

There are hundreds of examples of brands cultivating loyalty with their customers, but the key is to remember that relationship marketing is long-term, like planting some seeds and then watching them grow. How do you do that? We’re going to show you how!

Relationship Marketing as Lead Nurturing

Lead generation and lead nurturing are both important to your business. Lead generation is like planting your seed—lead nurturing is the time to grow them. We love helping small businesses do both successfully. But when it comes to helping your clients and customers understand the value of what you do and offer, it can take time to develop that relationship from your initial introduction, to their first service experience with you. 

When you plant seeds, it takes water, sunlight, and perhaps some fertilizer.  And time. Yes, time is of the essence. 

When you have a lead, you can continue to grow it into a viable client or customer using an email series, blog posts, or offers that aren’t just about making a quick sale, but more about showing your potential clients and customers that you truly care about their needs.

When a client knows you care, you begin to see the fruit of your nurturing. They may ask more questions, share your brand with others, and purchase a product or service. The process begins to look more like a meaningful conversation than just a transaction. And that’s where the good stuff is!

How to Grow Customer Relationships

Your clients and customers want to feel like they have something exclusive in their partnership with you. They want to feel like they’re important and that you’re committed to helping them with whatever they need. But, how do you effectively use relationship marketing when you may not even see people face-to-face? How do you build a connection that provides deeper value and leads to them making a purchase or commitment to your company?

Show Appreciation

Who doesn’t like to feel appreciated? We all want to feel like we bring something to the table, which is why you can really connect with your clients and customers by showing them you appreciate their service.

Simple things like remembering their name or what products they like can go a long way. It can also be hard to remember that when your business is serving multiple clients at the same time. One way to show appreciation is by using CRM tools. By getting connected with CRM software, you can track all the important details you need to know to build up your relationship marketing prowess, like buyer behavior patterns, names, and customer personas.

You may even consider offering your valued customers a little something extra. Whether it’s a discount, an exclusive product, or an insider look into your business, these little notes of appreciation can really solidify the long-term relationship you want to grow. 

Add a Little Emotion

You don’t need to be over-the-top crazy with your emotions to build a great relationship marketing strategy, but it doesn’t hurt to show clients and customers that you are in fact human.

Consider what your clients and customers are feeling when they come to you. Are they nervous, desperate, scared, confused, or excited? Validate these emotions.

It may show up in your social media strategy, email marketing campaigns, or blogs. Whichever platform you use, acknowledging what people are feeling shows that you are human and you relate to them. It takes the conversation and connection beyond the screen and more to the heart. Think of it like a little digital fertilizer.

Say Thank You

One of the simplest tools in great customer service is saying “Thank You.” Of course, when purchases are made online, it’s a little harder to make that grateful connection, but thankfully, there’s plenty of ways to still say those magic words.

A quick and easy way to do that is with a follow-up email after they sign-up for an offer, or after they make a purchase. You may even go further by asking about their experience, showing that you’re open to their opinions and want them to know you care about them.

If you have a small business that allows you to make a phone call or send a card, then pick up the phone or send a note that lets them know you care enough to acknowledge how they’ve supported you. Customers and clients love getting a little personal attention and are far more likely to return to your business if they know you’re grateful for them.

Ask For Feedback

We get it—asking for feedback can be scary. There’s always a chance of getting a less-than-stellar review of your business. But feedback is invaluable to your relationship marketing strategy. 

Clients and customers want to a) know that you care enough to hear their opinion, and b) that you’re humble enough to listen. Receiving honest feedback is an opportunity to grow and learn, but also a golden opportunity to give your clients and customers a voice that they may feel uncomfortable using without being asked. 

So, don’t be shy. Send an email, ask on your website or social media, but find a way to invite your audience into the process of giving feedback, while you practice gracefully receiving it. 

Relationship marketing can sometimes feel like a lot of work, but we’re here to help you and your business grow. Wayward Kind specializes in creating digital marketing strategies that are all about growing your client relationships. Ready to grow? Contact us today!

How to engage an audience with digital marketing

Connection vs. Conversation: How to Engage an Audience with Digital Marketing

By | Lead Generation, Lead Nurturing

We talk a lot about connection and conversation at Wayward Kind. There probably isn’t a post that goes by without at least one mention of the importance of connecting with your audience and engaging in conversations with them. And we still stand 100% behind that. But, there’s also a need to clarify the difference between the two.

Connection is that first spark. Conversation is what grows from that first spark.

So many small businesses want to know how to engage an audience with digital marketing. The truth is, they need to incorporate both connection and conversation. It’s great to make that first connection, but if the conversation ends right there, so does audience engagement. And you want that conversation to keep rolling on for a long while.

Taking the First Step

Sometimes it’s really hard to take the first step in marketing. Where do you start to build your audience, get eyes on your business, and sustain growth. All great questions. But really, they boil down to one question that really matters: how to engage an audience with digital marketing.

It starts with a spark. Kind of like Marie Kondo asking if something you own sparks joy!

Ultimately, when we talk about connection, you want to spark your audience enough to challenge them to do something. It may be commenting, opting into a campaign, or simply hitting the ‘like’ button. Whatever it is, that connection, that spark, is the segue to a good conversation.

So, how do you light that spark?

This is where the good stuff is—that spark comes from understanding your audience. What do they want? What is their biggest pain point? What makes them happy? What do they love? Basically, who are the people you want to start conversations with?

Once you know more about who they are, you can tailor digital marketing to speak to those needs and desires. That way, when they scroll across your post, or your blog turns up in a search query, they immediately feel that spark of “AHA! They know what I’m talking about!”

Audience segmentation can be a useful thing to do to make the most of your connection efforts. You can break down the different personas so that you’re not just throwing things at the wall trying to connect. Rather, you’re intentionally creating content that matters to the people it needs to matter to. That way, when you’re up late wondering how to engage an audience with digital marketing, you know who the audience is first.

Let’s Chat

You’ve got the connection. You lit the spark. Now what?

It’s time to get that two-way conversation going. One of the great things about digital marketing is that it really is about a conversation. Traditional media, like a newspaper or magazine ad, is typically a bold statement about a product. It may spark connection, but rarely does it start a conversation.

With the ubiquitous use of social media, email, and blogging, small businesses have the opportunity to respond directly to people. That may be in the form of a personal response to a blog comment, or an automated email campaign. Either way, there is a response that continues the conversation.

So much of our work at Wayward Kind is about how to engage an audience with digital marketing through meaningful conversations. Here are some of our favorite ways to take that initial connection to next-level conversations:

Ask Questions

People love to talk about themselves and their experiences. It makes them feel valued. When you ask a question and respond with validation, you are sure to open the door for further conversation. It’s also a great opportunity to learn more about your audience and what they need. It’s a win-win.

Nurture Campaigns

This is a fancy way of saying to send a series of helpful emails. Have you ever signed up for a newsletter or product information and received a handful of emails? Well, that’s a nurture campaign.

The idea is that a business keeps the conversation going by nurturing the relationship through education, offers, and awareness. Sending one big email blast doesn’t typically show that a business cares about their customers. But continual check-ins that truly speak an audience’s language can lead to a dramatic increase in engagement, and eventually, action.

Respond

Relationships are a process of give and take. Question and response. That’s a conversation, right? So, if you send and email, post a photo, write a blog post, or Tweet a video, and DON’T respond to anyone, your audience will likely feel like you don’t really care.

Keeping that all important conversation going really is about putting in the effort to show you care less about self-promotion, and more about fulfilling the needs of your audience. And don’t forget to respond to reviews. People love to know that their opinions matter!

Remember, that when it comes to engaging your audience through digital marketing, it’s going to be a combination of connection and conversation. You really can’t have a conversation without a connection, and you can’t keep the connection going without a conversation.

Be sure to focus on both, but also to differentiate between when you’re trying to connect, and when you’re trying to converse. When you find the balance, you’re sure to engage your audience and create sustainable lead generation and growth!

Connection is like planting a seed. Conversation is watering it. We love to do both. Wayward Kind loves to connect and get people talking, and we want to help you! Contact us today to learn more about creating a plan to engage and nurture your audience for the long-term.

Try Bonjoro Video App to increase audience engagement

Meet Bonjoro! The Video App to Help Increase Audience Engagement

By | Lead Nurturing

What is it about video that people LOVE so much? Whether it’s YouTube sensations, memes, GIFs, or Instagram stories, we have become a culture of self-made video producers and consumers.

As small business owners, we’ve got to pay attention to that.

Regardless of whether you love the camera or not, are posting how-to’s, or daily stories, adding video to your digital marketing strategy is a quick way to increase audience engagement.

Don’t believe us? Check out some of these staggering facts compiled by Wordstream:

We’ve explored all kinds of different tools to increase audience engagement with video, but recently, we’ve been loving Bonjoro, and we think you will, too.

Let’s get directing!

What is the Bonjoro App?

In a nutshell, Bonjoro allows you to integrate video with your existing CRM tools to send creative videos that target segments of your audience. You can add a message, customize calls-to-action (CTAs), and carry your brand voice through your video marketing.

And, because this is CRM friendly, you can track the results so you know how your audience responds.

You may be asking, “Why not just put a video on Instagram?” Good question.

Yes, post away on your social media. As we said above, those videos are gettin’ the hits and clicks, so keep ‘em coming. But, when you want to intentionally start conversations, and increase audience engagement, especially with certain segments of your audience, Bonjoro allows you to tailor your video. Think of it kind of like a targeted email campaign.

One of the best parts? Bonjoro videos are shareable. So, even if you send it to one segment of your audience, they have the ability to send and share with their audience, and so on. Pretty soon you’ll be the talk of the town.

Video Humanizes Your Small Business

While we’re all about the personal, face-to-face convos, the reality of our digital marketing world is that most communication is happening through a screen.

This presents an interesting challenge: how to humanize your small business and increase audience engagement without shaking their hand and seeing their face.

We think this is a huge reason why video is all the rage. People are craving some kind of connection. Pictures are nice. Words are nice. But sometimes they’re lacking that human quality. They can feel filtered or impersonal, whereas video is often more in-the-moment. People like real. They like vulnerable. They want to know YOU.

Also, videos are an efficient medium to tell your story. You may not think your story matters, but it does. People love hearing about who you are, how you got there, and where you’re going, in your own voice. You can swipe a few photos, or read a long caption, but most likely, people won’t take the time to do that. They will pause, though, to watch your lovely face for thirty seconds.

Basically, videos draw your audience into your world, rather than just throwing your brand into their world. Like Kelly here, sharing a bit about her new office-mate, Peggy the pegboard, using Bonjoro:

Bonjoro and Audience Engagement

You want to get people talking (cue Bonnie Raitt singing, “Let’s give ‘em something to talk about, a little mystery to figure out…”). Short-form videos (15 seconds to 2-minutes), like Bonjoro, are digital conversation starters.

But Bonjoro is unique in that it allows you to customize videos with added features that increase the likelihood of a response to keep the conversation going.

Some examples for small businesses might be:

  • Follow-up with clients or people from networking events
  • Connecting with prospective clients to help build trust and put a face and voice to a name
  • Show your gratitude to new clients
  • Celebrate! Personally tell your clients how great they are and how excited you are for their growth!

There’s 100 different ways you can approach it, but all are targeted at one thing: increase audience engagement.

One of our favorite things about Bonjoro is that it can be integrated with your email, social media, CRM tools, e-commerce, and more. You’re not limited to one platform, which makes it easy to share your video in a timely manner. Ya’ll know you could use a little more time, right?

Now that we’ve totally convinced you that video is important to increase audience engagement, we want to see your’s. We are all about conversations, aren’t we? Tell us who you are, what your business is, and why you love video, or why you’re skeptical of it. There’s no right or wrong answer here—we just want to know what you think.

Want to try out the Bonjoro mobile app?! Click here to download it now and start connecting with your audience!

Happy Filming!

We know video can feel…vulnerable. But we’re here to help. If you’re ready to dive into the world of video digital marketing, give Wayward Kind a holler. We think we’re reel swell at getting those digital conversations started.

Great content is your greatest tool to successful lead nurturing strategy.

Marketing Mystery Solved: Content as a Lead Nurturing Strategy

By | Lead Nurturing

Connecting with new prospective clients can be one of the biggest challenges for small business owners and salespeople. In order to really figure out your best lead nurturing strategy, it might be helpful to go back to an old childhood friend: Inspector Gadget.

Remember that show, where the Inspector had endless tools hidden in his jacket, shoes, and hat? Well, think of yourself as the Inspector ready to whip out just the right tool to generate more leads.

In the world of digital marketing, there are endless tools, but for today, we’re focusing on one the best ways to target your audience and generate leads through different content marketing channels. So, let’s grab our magnifying glass and investigate how to diversify your content and take it from average to awesome.

Video Content as a Lead Nurturing Strategy

Think of video as one of your go-to resources to help your potential clients see who you are and get to know your process.  

Your potential clients may already know what you do, but giving them video allows them to engage with your business—and according to HubSpot, they really want to engage. In fact, they say that “50% of consumers want to see video from brands…more than any other type of content.”

Video is one of the best tools to add to your box of lead nurturing strategies because it’s measureable, personable, and increases conversion rates. And, it’s a great way to share who you are with everyone from potential clients, to long-time partners with your small business.

Nurture Leads with Segmented Emails

Now, I’m pretty sure that Inspector Gadget didn’t have what we would consider modern day email, but if he did, it would probably look something like segmented emails: a highly organized, personalized way of categorizing your clients so that you can effectively engage and convert casual users to committed customers.

One of the biggest advantages of using segmented email as a lead nurturing strategy is that it allows you to connect with your audience in a personal way.

These lists are based on your subscribers’ demographics, interests, professions, purchase history, etc., so that you can target your message to exactly the right person. That’s some serious detective work and it’s all done with the help of email metrics, which lets you see click-through rates, who opened and when, and what content draws the most attention.

As a bonus, email marketing gives you the advantage of keeping your presence in your users’ inbox. Why? Because 61 percent of consumers prefer to be contacted by email, meaning that they’re more likely to stay on your list when they feel like you’re speaking directly to them and their needs. And when it comes to a successful lead nurturing strategy, you want to keep your name in the game for the long-term.

Nurture Leads with CRM

For our final lead nurturing strategy tool, we’re tapping the ultimate gadget for understanding your customers: CRM, aka customer relationship management.

You’ve got your social media, your ads, your segmented emails, videos, and website—but it can be overwhelming to figure out which of those is nurturing the most leads.

CRM helps you understand how individual users engage with your different campaigns. And, like segmented emails, once you understand your customer’s behavior, you can design each digital marketing channel so that it effectively reaches who you want, when you want.

With CRM, you get to build a relationship with consumers that leads to more engagement, which is key for nurturing leads over time. Through this relationship building process, consumers are more likely to develop a sense of trust with your brand, making it one of best lead nurturing strategies for any small business.

Tools have certainly changed since the Inspector Gadget days, offering small businesses endless ways to generate leads. So, if you’re looking to create a successful lead nurturing strategy, and need help navigating how to use all those tools effectively, contact Wayward Kind today.

After all, we’re basically the Inspector Gadget of digital marketing strategy and we can solve any marketing mystery you’ve got!

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Why Content is Your Secret Weapon for a Successful Lead Nurturing Strategy

By | Lead Nurturing, Marketing Strategy

“We spend so much time on content marketing. When is it going to start having an impact on sales?”

I overheard an exasperated business owner having this conversation with a colleague at a networking event and it took everything I had not to pop into the conversation and tell them that maybe it wasn’t content marketing’s fault. Maybe it was their approach.

Now, do I know for sure that their approach needed some work? No. I’d need to ask a few more questions to better understand their lead nurturing strategy. But I do know this––if content marketing isn’t producing results for you (yet), it’s not because it doesn’t work. And it’s not because you need to spend more time and money on it.

Ultimately, content marketing can improve your lead nurturing strategy by building trust with potential clients and providing insights on how people are interacting with your brand. Here’s what we mean:

Using Content to Build Trust with Leads

Trust is important in any relationship. Building trust with potential clients is crucial in order to gain and hold their attention. When potential clients trust your brand, they will feel more confident in buying your services.

Building trust isn’t a one-and-done effort. This is something that is built over time. Use these tips to develop trust through your content.

  • Be consistent in your brand story – Make sure all of your content is aligned. If your services are described as cutting-edge, you should have a great website experience. If you claim to offer competitive prices, make sure you’ve done your research to back that up.
  • Resolve customer complaints – Everyone, including prospects, does the obligatory online scan of a business they’re considering to work with. Online reviews play a big role in how people perceive a company and have a huge impact on their decision to do business with them. Check out our guide from last week that outlines how to develop a rock solid online review strategy.
  • Introduce social proof into your lead nurturing strategySocial proof may seem like one of the easiest marketing tactics, but it’s definitely one of the most important. Show potential clients just how you can solve their problem. Examples of social proof include testimonials, reviews, and case studies from your clients. As a result, this can influence them that it’s finally time to make a change.

Learn How Leads Are Interacting with Your Content

You can leverage digital marketing to better understand how potential clients are interacting with your content and inform your lead nurturing strategy.

First, take a look at your website. Google Analytics can show how prospective clients are interacting with your website. This tool gives insight to user behavior on your website like where users click, how long they spend on each page, and at what point they bounce from your website. Knowing where they hesitate is the first step in determining how to help them step past that.

You can do the same with email marketing. What subject lines are people opening, and which links are they clicking on? People interact with content most when it’s relevant and helpful to them.

Finally, explore your social media analytics. What types of posts are gaining impressions and engagement? This may provide insight into what your prospective clients need from you in order to take a leap of faith and make a change.

Content marketing doesn’t just help promote your business; it can also provide crucial information into how your prospective clients’ minds are working and what you need to do to help them consider your services as a solution.

Do you have clients stuck in the middle of the decision cycle? You might need to adjust your lead nurturing strategy to help them decide it’s time to make a move. Let the Wayward Kind team help.

There’s no time like the present to begin developing an effective video content strategy for your small business. Schedule a free strategy review with our team so we can help you make 2019 the year that your content marketing strategy produces results!

Social proof can give your clients the information they need.

What Is Social Proof in Marketing? And Why Does It Matter?

By | Content Development, Lead Nurturing, Marketing Strategy

Social proof—it’s all over the news these days. But what is social proof exactly?

Social proof is when you like things because other people or brands like those things. They influence your opinion.

For example, think about the last novel you bought, it probably had raving reviews from big-name authors on the cover, right? That’s an example of the principle of social proof.

If Stephen King had great things to say about this book, then it must be good and you have to buy it. Otherwise, you’re missing out.

And social proof doesn’t only come from celebrities. Those around us every day are also an important source of social proof.

Have you ever bought something based on the recommendation of a friend? If so, you aren’t alone! About 77 percent of consumers found this to be the most persuasive way to learn about new products and businesses.

So how can you leverage this in your marketing?

Testimonials and other social proof examples may seem like small items, but in the big picture, they play a significant role in moving potential clients toward a sale.

Social proof is the hook that helps sell consumers on a product or service. Including some form of social proof in your marketing strategy will help give your potential clients the right information they need to consider doing business with you.

First Things First: Consumers Are Looking at Your Social Media

Your social media profiles say more about your brand than you might think. Consumers tend to look at your profiles to see the content you’re producing and if it’s worth their time.

Don’t worry about how many followers you have, how many likes you’ve gotten, or how many comments were left on your posts. At the end of the day, that doesn’t matter.

Your clients aren’t looking at that—what does matter is the quality of what you’re posting.

Utilizing social proof on your social media is a great content idea. For example, you can post part of a testimonial that someone left you or a link to case studies you have.

Whether you want to showcase a new client or a stellar testimonial you received, this kind of content is great for your social media.

Think of social media as a place to showcase your social proof and bring out your brand’s voice in a more casual setting.

Testimonials & Reviews Are More Important Than Ever for Social Proof

If your company’s page on different review sites like Yelp and Google looks like a ghost town, this isn’t a good sign for your business. But it doesn’t take a ton of reviews to make a difference.

Having just one review can encourage someone to do business with you. For example, every star increase you have on Yelp can increase revenue by 5 to 9 percent.

Before making a purchase, trying a new restaurant, or seeking a spontaneous haircut, most people today will look at a business’ reviews. Studies have shown that the average consumer checks two to three reviews sites before making a decision. If there are no reviews, they will be less likely to choose your business.

The same goes for testimonials on your website. By simply including attributed quotes from your happy clients in an easily accessible spot on your website, you can increase conversion rates.

This is word-of-mouth marketing in the digital age.

Don’t Forget About Case Studies for Social Proof

Although reviews and testimonials provide solid social proof, case studies prove why the reviews and testimonials can be trusted. Ultimately, clients want to know that you can solve the problem they’re facing.

If a client is interested in your product or service and you have case studies that show you’ve solved a problem similar to the one the person has, this helps build trust in what you’re offering.

Case studies allow you to build this personal connection with potential clients—which can help them move one step closer to becoming your next client.

Social Proof Should Showcase Your Clients

If you work with notable clients, show them off! Somewhere on your website, cite some of the businesses you’re working with.

If you’re working with other businesses, drop their logo onto your site—that alone has been shown as a viable source of social proof that pushes people to buy.

This will make you more credible to potential clients. One of those notable clients might be one they connect with or admire, which only makes them want to connect with you more.

Create a Conversation With Social Proof

So why does social proof matter?

Social proof offers your potential clients a mental shortcut to get from “Should I care about this?” to “tell me more.”

Create a conversation with your clients by giving them the information they need to care and want to learn more about your business and services you offer.

Social proof plays an important role in marketing. Are you using it to your advantage? Schedule a consultation with one of our experts to start putting social proof into action for your business.

Don’t feel like blogging? Create this content instead.

By | Content Development, Lead Generation, Lead Nurturing, Marketing Strategy

“If you don’t have something meaningful to say, don’t say anything at all.”

As a content strategist, I spend a lot of time working with clients to help them blog consistently. Blogging consistently produces results — there’s no question about it. It can help you grow your audience and become known as a thought leader in your industry. It also builds traffic to your website so you can convert more sales.

Important stuff.

But even more important is being smart about when you ask for your audience’s attention.

If you don’t have something meaningful or helpful to share, blogging just to blog doesn’t do anything to help your audience. And at the end of the day, your blog is about them, not you.

Think about it this way — if someone who’s never heard of you before lands on your website today and sees your latest post, are they likely to read anything else you’ve written?

Going on a Blogging Hiatus

Over the last few months, I took a little blogging siesta. This break started as most business breaks do — with total and complete burnout. I was trapped in Content Development Groundhog Day and when I thought about writing my weekly blog post, the first thing that came to mind was a series of listicles (a.k.a. the lazy girl’s blogging strategy). That’s when I knew it was time to take a week off.

Just one week, I promised myself.

Then one week became two.

And two became…well, you know the rest.

As a content strategist, I know the data behind consistent blogging. There’s no doubt that it works, but that didn’t change the fact that I just wasn’t feeling it. So, instead of pounding out content just to prove to myself I could be consistent, I decided to experiment with something new. A few somethings, in fact.

Here are the four pieces of content I created this summer during my blogging hiatus.

Making Personalized Introductions

Making an introduction for your clients and colleagues is one of the most useful and personal pieces of content you’ll ever create — whether that means making an introduction to people they want to collaborate with, sharing new resources or tools that can simplify their business, or telling them about articles you think they’ll find useful.

When people know you are always on their mind and you are thinking about their business and their success every day, they tend to reciprocate. This strategy may not build website traffic, but it builds deeper relationships, loyalty and a strong foundation for referrals.

Making these connections took a fraction of the time it would have taken me to blog all summer long. Instead of writing listicles, I spent more time listening to the people around me and hearing what they needed…then connecting them with one of my colleagues who was a good fit to help them solve their problem.

Quick Tip for Making Meaningful introductions

Personalize every single introduction you make (or don’t make one). If you’re going to connect two people you know with one another, add a personal note about each of them explaining how you met them, what you love about their work and why you’d recommend them.

Anyone can fire off an impersonal email introduction, but only you know what needs to be said to make a genuine connection between the two people you’re introducing.

Playing with Instagram Captions

I’m a total sucker for Instagram. Well, me and about 300 Million other people.

One huge trend in my business over the last 12 months has been an exponential increase in requests for help with Instagram. We are now creating content for both product-based businesses and clients in the service sector. I have an incredible social media team working with me, but it was high time I figured for myself out what works (and what doesn’t) on this platform.

So this summer, I played around with it.

I used it for business a little bit.

And family a lot a bit.

I tried short captions and long ones.

I got crazy with hashtags and went hashtag free (ok, I never actually went hashtag free, but I got close a couple of times).

I even tried story style and get-to-the-fricking-point style.

What did I learn? Instagram is first and foremost a visual platform (duh). People want pretty pictures. But what I found surprising is that people are more likely to like, comment and repost when the copy is brilliant, too.

Pretty copy + pretty pictures = SLAM DUNK, IG-style.

I stopped using my Facebook business page months ago because it wasn’t performing, so I wasn’t expecting to get much traction from Instagram. But after three months of experimenting, color me surprised (and grateful) to know that Instagram is a platform where I can connect with some pretty amazing new clients.

Quick Tip for Instagram Captions

There’s no better playground than your personal Instagram account. If you want to figure out what works for your business, do a little trial and error testing on your personal account so you’re polished and ready when you start integrating business posts.

Psst…you can do this on Facebook too. See what gets the most traction on your personal profile. The same type of language, pictures and stories will often work on your business page, too!

Being Relentlessly Helpful

Tim Grahl, one of my mentors, always says marketing is about being relentlessly helpful. As you’re creating content for your audience, ask yourself if it’s useful.

You don’t need to blog every single week to effectively sell your services. Creating relentlessly helpful content for your audience could be as simple as answering client questions, Periscoping about a useful book you recently read, or recording your screen as you walk through a process your ideal clients use everyday.

Quick Tip for Being Relentlessly Helpful

When you create content, make sure it’s making your audience’s life better or making their businesses run more smoothly. Helpful content is the kind of thing people thank you for and remember.

Using Meaningful Words

The words you use on your website and in your blog are definitely considered content. But so are the inside words that you use with your team. For instance, I think we can all agree that no one wants to feel like they are just a number on a list. Yet many entrepreneurs refer to their email subscribers as their “list”.

Ick.

I spent some time over the last few months redefining my “inside voice”. The words I use internally with my team matter just as much as the words I use with clients. In fact, they matter more.

And since I work intimately with a small number of clients, we know a lot about each other. I know my clients’ kids names, where they’re headed on their big vacation for the year and what they’re struggling with in their business. When you work with people this closely, “lists” don’t matter.

People matter. The results they’re achieving matter. And they way they feel about your word choice — that matters, too.

Quick Tip for Choosing Meaningful Words

Content Marketing is about creating a sense of belonging. Choose words that make people feel like an important part of what you’re doing and make sure everyone on your team is on board.

Now it’s your turn

What kind of unconventional content have you been working on lately? Share a link in the comments to the most useful piece of content you’ve created (or read) recently so we can learn from you!