How To Get Started With Marketing Automation
Learning a new business process takes time and money. You have to train team members and select software that fits your budget.
Right now, many companies are evaluating their options when it comes to marketing automation. The primary question being asked: Is it worth the investment? Colin Bentley, group product manager at Intercom, offers his opinion.
“The key benefit of marketing automation is its ability to provide a personal experience that directly relates to the action each person takes. Good marketing automation creates a connected set of personalized and relevant messages that enrich the customer journey and help them discover and use your products.”
If you’re struggling to make a decision, no worries. Here are five things you should do before investing in marketing automation.
1. Assess How You Identify Qualified Leads
Every consumer that walks into your store or visits your website isn’t going to fit your ideal customer type. And that’s okay. You don’t want to be all things to everybody.
However, it is your responsibility to filter through potential leads and determine who can benefit from your products and services. For example, a high-end shoe enthusiast won’t find your comfortable, low-priced sneakers appealing but a cash-strapped father might.
Qualifying leads requires examining your customers’ demographic profiles and behaviors. Specific actions can indicate a consumer is ready to move to the next step in the sales funnel.
We call this process lead scoring. Below is a chart from Wishpond listing a few possible actions that hold significance in identifying leads.
Marketing automation makes lead scoring easier for your team. Instead of tallying your consumers’ actions with pencil and paper, there’s software that can automatically do these tasks for you. It’ll record what actions occur and notify your team when prospects become leads.
eMarketeer reports that “companies that nurture prospects with the help of marketing automation, see a 451% increase in qualified leads.” If you’re still guessing whether a visitor is a lead or not, marketing automation is a natural next step for your business.
2. Study Your Current Nurturing Process
Gone are the days where a consumer learns about your brand, sees your merchandise, and buys your product immediately. Competition is fierce in the marketplace today, and with choice comes consumers’ hesitations to purchase things quickly.
When a consumer comes across your product, they start investigating. They ask their friends about your brand and even visit multiple review sites to get other people’s opinions.
The time it takes to make a purchasing decision has extended. For your business, this means creating a nurturing process to keep buyers interested while they do a little research.
Lead nurturing is a major part of the sales cycle. You’re educating and engaging consumers to persuade them to purchase. Nurturing activities may include making courtesy calls, sending promotional emails, or suggesting a blog content to read.
The entire process is tedious and involves several courses of action. How you nurture a teen buyer would be different from how you would nurture a middle-aged consumer. Then, you must factor in the individual’s interests and buying motivations.
With marketing automation, you can create the system and then run the lead nurturing process on autopilot (with some supervision). For instance, you can automatically send consumers an email with a coupon after they abandon a shopping cart. No more reminding yourself to follow up; let the software do the heavy lifting.
3. Track Marketing Activities
Your team is working on a big project to increase customer retention. It’s a brand-new initiative with no set procedure. So, everyone is basically creating steps from scratch.
As retention ticks upward, the team declares the project a victory. So your boss wants to replicate the success.
But there’s one major problem. No one on the team tracked the marketing activities. You don’t even know how much time it took to achieve results.
While it may seem obvious to record marketing activities, this mistake is common in many businesses. Tivi Jones, a contributor for The Arizona Republic, offers her insight on the topic: “Keeping track of your marketing projects regularly enables you to not only monitor your activities, but also your results. Based on your current marketing goals and objectives, set up marketing projects or campaigns in order to group activities and results into chunks you can manage and analyze for return on investment.”
Don’t know which marketing strategy led to results? Marketing automation may be your solution. The right tool can track what marketing activities you did and when you implemented them. For instance, if you run an A/B test in January and forget which strategy won, you can retrieve the results in May when you revisit the problem.
4. Gauge Your Personalization Strategies
As more businesses open their doors, the market becomes more crowded. Consumers get bombarded with messages from their local gyms, doctors, and chain retailers. Everyone is vying for the buyer’s attention.
Breaking out of the mold may seem difficult. Because, quite frankly, it is challenging to showcase your brand and product when 20 other competitors exist.
But the battle isn’t impossible. Stop thinking about how you can be different. Instead, communicate differently to your target audience.
Personalization combined with marketing automation opens doors to nurturing your consumers based on their desires. Nearly two-thirds of email marketers worldwide use email automation, according to a GetResponse survey. However, only 25.4% of email marketers are personalizing with dynamic content.
Marketing automation offers a unique opportunity to integrate specific customer data into your email campaigns, sales collateral, and site messaging. By eliminating the boilerplate text, you show customers that you really understand their needs.
5. Understand How You Collect Data
Data is a hot topic for businesses. Experts advise teams to collect every single piece of data to understand their customers.
So, that’s what most companies do. They gather data from a recent campaign, pull information from an old database, and import contacts from an external source.
Before you know it, teams have accumulated data from 20 to 30 different places. Then, after it’s collected, the data sits idle on a supervisor’s desktop, waiting to be accidentally deleted. This isn’t a sound strategy.
Marketing automation can help your team centralize all your data. That way, you’re getting accurate information to make better judgment calls. If you need to look up a new customer, the data is at your fingertips, rather than a filing cabinet.
“We track every single acquisition channel through which our users register. This includes blog posts, press, organic search, paid ads, partnerships, etc. We do weekly meetings to review the data. It shows which channels convert the highest, generate the most loyal users and more,” says Danny Boice, founder of Speek.
You don’t want your data scattered around like toys in a child’s playpen. If it takes you days to find your data, it might be time to invest in marketing automation.
Get Ready to Automate
Introducing marketing automation into your business is a big decision. You want to be well-informed before you take the leap.
Evaluate how you identify qualified leads in your pipeline. Track your marketing tasks during campaigns. And of course, assess how you currently gather data.
Get informed. Then, invest in marketing automation.