1 How to Build a Customer Journey from Awareness to Close WEBINAR LIFTS OFF AT 11AM PDT
Aug 08, 2015
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How to Build a Customer Journey from Awareness to Close
WEBINAR LIFTS OFF AT 11AM PDT
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ASK US ANYTHING
#GrowthMarketing @AutopilotUS
@Instapage
#GrowthMarketing
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TODAY’S SPEAKERS
Tyson Quick CEO, Instapage
@tysonquick
#GrowthMarketing
Guy Marion CMO, Autopilot
@guy_marion
Anne Fleshman Demand Gen, Autopilot
@autopilotus
Michael Sharkey CEO and Co-founder, Autopilot
@michaelsharkey
ABOUT AUTOPILOT
Easy and visual marketing automation that helps you create customer journeys with email, sms and direct mail
ABOUT INSTAPAGE
Instapage makes building and A/B testing landing pages simple
#GrowthMarketing
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• Introduction
• 5 steps to attracting, retargeting and converting
• Live demo
• Q&A
AGENDA
#GrowthMarketing
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THE CUSTOMER JOURNEY
8#slackonautopilot
DOGTODAYL IKE UBER FOR DOGS
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DIGITAL MARKETING JOURNEY
#GrowthMarketing
Clicks the ad and visits your website Enters your retargeting funnel
Enters your trial journeySigns up for free trial Requests more dogs
Sees an ad on Twitter
DogToday @DogToday Why dogs are the cure for loneliness http://autop.co/1ev56jB
Sees retargeting ad
Try DogToday free
Lonely?
Becomes a customer
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ATTRACT NEW VISITORS THROUGH LOW COST CHANNELS1
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PROMOTE CONTENT ON HIGHLY TARGETED, LOW CPC CHANNELS
#GrowthMarketing
Target by: Demographics | Interests | Behavior | Hashtags | Product Preferences
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RETARGET VISITORS BASED ON THEIR BEHAVIOR2
13#GrowthMarketing
HOW DOES RETARGETING WORK?
Retargeted consumers are nearly 70% more
likely to make a purchase compared to
non-retargeted consumers
1) A visitor comes to your website
2) They leave before converting
3) Retargeting ads are displayed
around the web
70%
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CREATE CUSTOM AUDIENCES
#GrowthMarketing
• Behavior
• Geo & Language
• Technology
• Named lists
• Exclusions
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DISPLAY & SEARCH RETARGETING
#GrowthMarketing
• Benefits focused
• Strong call-to-action
• Bid up by 30-40%
• DEMO
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RETARGETING TIPS
#GrowthMarketing
Set frequency caps to avoid banner fatigue
Rotate offers to keep CTR high
Know what days and times have the highest conversion rates
Align your cookie duration with your buying cycle
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CONVERT VISTORS TO LEADS WITH TARGETED LANDING PAGES3
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BEST PRACTICES FOR HIGH PERFORMING LANDING PAGES
#GrowthMarketing
A/B split test
Focus on one main goal
Buttons - bigger, louder, cooler
Personal call-to-action phrases
Testimonials & trust indicators
And of course, the most important guiding principle: Keep it simple
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NURTURE LEADS TO A SALE WITH AUTOMATION 4
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PERSONALIZE TOUCH POINTS BASED ON BEHAVIOR
#GrowthMarketing
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MEASURE RESULTS AND EXPERIMENT 5
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METRICS TO MEASURE
#GrowthMarketing
Attract
Land
RetargetConvertGrowth
Marketing
# impressions cost-per-click (CPC) unique website visitors
click-through-conversions (CTR) view-through-conversions (VTC) cost-per-lead (CPL)
% form completed % abandonment
conversion rate activation rate average sales price (ASP) customer acquisition cost (CAC)
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WEBINAR TAKEAWAYS
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DIGITAL MARKETING JOURNEY
#GrowthMarketing
Clicks the ad and visits your website Enters your retargeting funnel
Enters your trial journeySigns up for free trial Requests more dogs
Sees an ad on Twitter
DogToday @DogToday Why dogs are the cure for loneliness http://autop.co/1ev56jB
Sees retargeting ad
Try DogToday free
Lonely?
Becomes a customer
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TAKEAWAYS
• Improve onboarding journey performance by personalizing based on usage
• Track your performance to discover opportunities unique to your company, audience, and market
#GrowthMarketing
• Attract new users into retargeting funnel using low-cost social channels
• Experiment with targeting criteria to uncover high conversion audiences
• Convert users with focused landing pages — and a single call-to-action
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ANY QUESTIONS?
Tyson Quick CEO, Instapage
@tysonquick
#GrowthMarketing
Guy Marion CMO, Autopilot
@guy_marion
Anne Fleshman Demand Gen, Autopilot
@autopilotus
Michael Sharkey CEO and Co-founder, Autopilot
@michaelsharkey
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autopilothq.com blog.autopilothq.com
@autopilotus
instapage.com instapage.com/blog
@instapage
GET IN TOUCH