Markkinointitekniikan Maailma testaa: Janoiset automaatit

Markkinoinnin muutos kohti automaatiota ei paradoksaalisesti olekaan vähentänyt työn määrää. Manuaalisten työvaiheiden vähentymistä kompensoivat kasvavat sisällöntuotannon vaatimukset. Ne pakottavat markkinoinnin myös organisoitumaan uudelleen esim. sisältömarkkinoinnin kalenterin (editorial plan) ympärille.

Erilaisten markkinointia ja myyntiä tukevien sisältöjen – ”automaation polttoaineen” –määrä on asiakkuusmarkkinoinnissa ainakin triplaantunut. Jos aikaisemmin B2B-markkinoinnin viestit ja sisällöt puhuttelivat, paradoksaalisesti(!), asiakkaan ostoprosessin loppupäätä (vakuuta ja clousaa), niin nyt niiden on myös autettava tarpeiden luonnissa ja vaihtoehtojen valinnassa.

Miten ratkaista kasvavaa sisällöntuotannon ongelmaa? Ja laajemminkin, kuinka varmistaa inbound-markkinointiin ja automaatioon tehtyjen panostusten näkyminen riittävänä määränä kvalifioituja, myyntivalmiita liidejä? Ja riittävän nopealla aikataululla?

Vastauksia on etsittävä sekä sisällöntuotannon ja –julkaisemisen prosesseista että liidikonversiota parantavien Call-to-Actioneiden kehittämisestä. Markkinointiorganisaatioiden on opittava kierrättämään vuosikellollaan jo kertaalleen tuotettuja sisältöjä erilaisina ”paloina” eri välineissä muistaen samalla hyödyntää CTA-kehotteita (tilaa, lataa, kirjaudu, tunnistaudu). Vain näin päästään kustannustehokkaasti ”kriittiseen massaan”, riittävään toistoon asiakkaan ostoprosessin eri vaiheiden tukemiseen. Puhumattakaan parantuneesta liidikonversiosta. Lisäksi on muistettava, että ilman mittaamista ei ole kehitystä. Automaatio-ohjelmistojen analytiikka kertoo murhaavan yksiselitteisesti mikä kanava tai sisältö toimii parhaiten.

Aja tankillisella pidemmälle – Markkinointiautomaation taloudellisen ajon opas:

  1. Tasapainota pehmeät ja kovat CTA:t

Asiantuntijamielikuva syntyy asiakkaan kannalta relevantista informaatiosta. Älä laita kaikkea sitä lukkojen, tunnistautumisen taakse. Luota 3+1 sääntöön: tarjoa asiakkaalle muutamia sisältöjä vapaasti tutustuttavaksi asiantuntijamielikuvan ja kiinnostuksen rakentamiseksi, esimerkkinä vaikkapa blogiteksti, linkki videoon ja FAQ. L.uo kiinnostus ja luottamus, jonka diskonttaat tarjoamalla sen ”kovan” CTA:n, esim. yhteystietoja vastaan ladattavan oppaan muodossa. Huomionarvoista on, että nämä pehmeät ja kovat CTA:t toimivat yhdessä tehokkaammin kuin erikseen käytettyinä. Tarkastele ja viilaa kaikkia sisältöjäsi tästä 3+1 näkökulmasta: atract, convert, close. Tarjoa esim. blogitekstien yhteydessä mahdollisuus jatkaa 1-2 pehmeään kehotteeseen ennen kuin edellytät tunnistautumista. Ja muista, analytiikan keinoin voit myös identifoida potentiaalisia liidejä ja heidän paikkaansa ostoprosessilla ilman tunnistautumistakin.

  1. Luo ostajapersoonat & hyödynnä sisältöpilareita

Hyödynnä stereotyyppisiä kuvauksia ostoprosessiin osallistuvista rooleista, ostajapersoonia, sisältömarkkinoinnin ja sen suunnittelun ytimessä. Noudata sisältöpilariajattelua tuottaessasi näille materiaaleja: miten yksittäisestä sisällöstä, vaikkapa case-studya varten tehdystä haastatteluaineistosta, toteutat erilaisia sisältöjä kaikille ostoprosessin vaiheille (atract-convert-close). Case-haastattelu taipuu esimerkiksi infografiksi, geneeriseksi oppaaksi ja kirjautumista vaativaksi hyötylaskuriksi perinteisen referenssikuvauksen lisäksi. Näin uusiokäytät kerran tuotettua haastatteluaineistoa ja pystyt kustannustehokkaammin rakentamaan automaation vaatimaa toistoa ja drip marketing-viestejä.

  1. Fast rewind– Aseta tavoitteet ja mittarit myös lopputuloksesta käsin

Markkinoinnin automaation ja siihen tiiviisti kytkeytyvän inbound-markkinoinnin tehtävänä on tuottaa myyntivalmiita liidejä myynnille. Ja mielellään ennemmin kuin myöhemmin. Tämä totuus ei ole muuttunut uusien teknologioiden myötä. Laske myyntimatematiikka kuntoon tarkastelemalla myyntiprosessin konversiota lopusta alkuun: Kaupat, tarjoukset, myyntivalmiit liidit, markkinointivalmiit liidit, CTA-tunnistautuneet, verkkovierailut, kampanjakontaktit. Toimiiko matematiikka esim. euromääräisillä keskikaupoilla laskettuna? Päästäänkö myynnin tavoitteisiin vaaditussa aikaikkunassa. Missä ovat pullonkaulat, missä konversiota pitää parantaa? Jääkö liidejä liikaa matkan varrelle? Pohdi asiaa ja tarvitsemaasi keinovalikoimaa pragmaattisesti – älä markkinointi-ismien kautta. #Fullbound.

  1. Liidiä ei jätetä! Nosta konversiota nurturointi-ohjelmilla

Tunnista konversion kuolemanlaaksot. Tyypillisesti ne ovat prosessin alkupäässä, erityisesti ennen ns. kovia CTA-aktivointeja (tunnistautumista tai kirjautumista vaativat Call-to-Actionit). Rakenna tällaisille liideille vuosikellotettu jalostamo. Liidijalostamon toistuvien viestien avulla pysyt päättäjien Top-of-Mindissa, rakennat asiantuntijamielikuvaa ja luot kysyntää. Voit hyödyntää esim. drip-marketing-käytäntöjä. Muista Law of 29: kohteen täytyy altistua viestillesi toistuvasti, joidenkin lähteiden mukaan vähintään 29-kertaa ennen ostopäätöstä.

  1. Oma vai liisattu?

Mikä on ydinosaamista, mikä kannattaa ulkoistaa? Omistaako yrityksesi enää autoja tai tietokoneita? Kannattaisiko miettiä myös markkinointiautomaatioon pohjautuvan markkinoinnin hankkimista palveluna? Jäisi kalliita oppirahoja maksamatta ja saisi konversio-optimoitua liidimarkkinointia ja yhteisen SLA:n mukaisesti sovittuja tuloksia? Samalla keräisi kokemuksia ja oppia markkinointiteknologian hyödyntämisestä ilman riskiä hukkainvestoinneista? Tässäpä muutamia kysymyksiä pohdittavaksesi! Sparraamme mielellämme lisää!

Ota yhteyttä!

Kimmo Luoma
Director, Sales & Business Development | Partner

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