Any marketing campaign must begin with setting goals. Here’s how to make them SMART.
Any successful marketing effort begins by setting goals. You should never put the cart before the horse, and neither should you begin a campaign without knowing what you want to accomplish. But simply discussing your goals ahead of time is not sufficient. You need to also make them SMART. What does that mean exactly? Let’s find out.
The SMART Goal Model
The SMART acronym is a model for creating effective goals. The different letters stand for Specific, Measurable, Achievable, Relevant and Time-sensitive. In the next sections, we will break these down in greater detail.
The “S” in SMART stands for Specific, perhaps the most important tenant of any marketing campaign. To communicate well, you need to avoid creating goals that are too broad or vague.
One way to avoid doing this is to understand that there are generally three types of goals for marketing campaigns: awareness, acceptance, and action; then determine the appropriate category for your goal. After that, though, you should still add additional detail.
For example, let’s say you decide that you want to raise awareness for your agency. This is a decent starting point, but a more effective approach would be to say that you want to raise awareness amongst real estate agents between the ages of 35 and 60 and who live in Texas or Oklahoma. Not only does this provide more direction for creating strategies and tactics, but it can also help create other parts of the SMART model.
All goals must have a measurement metric attached to them. There is no other way to determine if your campaign has been successful. And you will have little data to review or use in improving future campaigns.
For instance, if you have a goal to drive traffic to your website, you need to know first what your current traffic is and then by how much you want to increase it. Otherwise, when you look at your analytics at the end of your campaign, the numbers you see will be meaningless. They will remain decontextualized, and you will not have insight as to whether the traffic funnels you created to drive people to your website (including emails, social media, digital ads, etc.) were successful in helping you meet or exceed your goal.
There is no point in setting goals that you will never meet, which is why the “A” within SMART is so important, as it stands for “achievable.” Creating achievable goals requires you to take an honest assessment of your company’s strengths and weaknesses, resources, and roadblocks.
Let’s imagine for a moment that you are trying to build your agency’s presence on social media. Unless you have a seasoned social media expert on staff or a massive advertising budget, you should not create a goal of building a follower base of 10,000 Facebook users. Instead, a much more realistic goal would be to grow your followers by something like 10 percent – a far more modest and achievable endeavor.
It might seem like common sense, but any goal needs to be relevant to the purview of your organization. To put it another way: Your marketing goals should always be connected to specific business goals. And be sure you can see the connections. Otherwise, reconsider your approach and adjust as needed.
Finally, your goals need to be placed on a clearly defined timetable. A pre-established timeline is enormously beneficial in structuring a campaign and allocating resources and staff time. Of course, it’s important to set a timetable that is achievable. Establishing reasonable timelines can limit frustration down the road.
SMART Equals Success
Building out a marketing plan can be challenging but establishing SMART goals can help you avoid frustration by orienting your plan to create tangible results you can see and measure. SMART goals can take some getting used to, but by creating great goals, you will be positioned to build out a fantastic marketing plan and knock its execution out of the park.
Email campaigns are not dead. Here are some best practices to make the biggest impact.
Since email was invented in the 1970s, tremendous change has occurred in the marketing world. Despite this, the tried-but-true email campaign remains a rock-solid tool to get your message out, spark awareness for your services and grow your customers and prospects. Here are some best practices for putting together an email campaign that will “wow” your audience.
Before you start writing, you first need to dig into the quality and integrity of your list by asking yourself a simple question: Did you organically compile your contacts, or did you purchase a list?
Purchasing a list is rarely smart. For one thing, you cannot assess the validity of the contacts until you send your first campaign. Plus, the CAN-SPAM Act of 2003 includes numerous rules for how companies can or cannot market via email. Violating the CAN-SPAM act can result in serious consequences, so you want to be sure you’re compliant.
Subject Lines are Crucial
In a previous blog post, we mentioned that email subject lines are incredibly important. Remember to keep them short, with concise language. Do not use excessive capitals or unnecessary punctuation.
There are a variety of other techniques to build a great subject line around, including urgency, timeliness or special offers. It also never hurts to personalize them by tucking the recipient’s name or other personal information into the text of the subject line.
Prime the Pump
The average person is now exposed to somewhere between 4,000-10,000 ads in any given 24-hour period.[i] Because of this, people are much less likely to respond to a cold email from a business that they do not know.
To overcome this challenge, make your email campaigns part of a larger strategy. Market only to people you know or, at the very least, people who have explicitly agreed to give you their contact information.
You should also use other marketing channels like social media to raise your prospects’ awareness of your brand. Even better, conduct personal outreach! If you have a list of contacts, reach out and connect with them on LinkedIn before sending an email. Do whatever you can to ensure that when your email shows up in their inbox, they are going to be intrigued and excited rather than annoyed and apathetic.
Remember the Buyer’s Journey
A best practice with any marketing campaign, email or not, is to meet people where they are. Not everyone is always in the buying mindset. Instead, prospects need to be guided through the “buyer’s journey,” a multi-step process where people move from being aware that they have a problem, to considering potential solutions, to finally making a purchasing decision.
On a practical level, that means that your initial email should be conversational and helpful, sharing thought leadership or helpful advice that is not related directly to your business. After that, you can gradually transition into discussing your offer, always reinforcing how it will help solve your prospects’ problems.
To prepare for this type of outreach, make sure you have collateral that you can attach to your emails. For example, if you are raising awareness for your agency, you could include a thought leadership piece about the benefits of title insurance, before transitioning to something like a brochure that lists your services in the second or third email. Keep trickling information out and always include a strong call to action encouraging people to get in touch and talk further.
As you might suspect, there are a variety of best practices you’ll want to implement when preparing your email marketing campaigns. In addition to what we’ve discussed here, there are a lot of additional tips that can help you also improve the visual design of your emails. Try to incorporate as many best practices as you can. After that, you’ll be in a great place to capitalize on the power of email marketing and start converting mere recipients into reliable customers.
[i] How Many Advertisements Is a Person Exposed to a Day? (gradschools.com)
Develop more valuable connections to your prospects with a well-written and optimized newsletter.
Are you looking to ramp up the marketing of your small agency? If so, consider making an email newsletter part of your toolkit. It may be tempting, especially these days, to think that email is no longer effective. Guess again. According to recent data, email marketing has an average ROI of $42 for every dollar spent. 80 percent of professionals say email is an effective tool for customer acquisition and retention.[i] Get started with your newsletter marketing and start building sustainable demand by implementing the following best practices.
Subject Lines are Key
It is hard to overstate the importance of your email’s subject line, as prospects need to open your email before they can read it. The subject line is essentially your best opportunity to sell the reader on your email’s contents, so you need to make it count. Some main points to remember are to keep your subject lines short, convey the email’s main point or thesis, and avoid using characters like excessive exclamation points, which increase the possibility of your email getting stuck in a spam filter.
Emphasize Your Value Proposition
With any marketing strategy, it’s critical to make it primarily about the customer, not your business. The same idea holds true for your newsletter content. People will open and read your newsletter only if they understand there is something in it for them. Think about how you can deliver content that is exclusive, educational and actionable. For instance, your agency could put together a helpful video explaining how consumers can help keep their escrow funds safe from scammers and include it in your newsletter. You could even solicit participation from your audience, asking them to submit their own topics to be covered in a future newsletter.
Optimize for Readability
Having strong content is only one-half of the equation; you also need to ensure that your newsletter is laid out in an aesthetically pleasing way. Keep your sentences and paragraphs short. Use strong, active verbs. Whatever you do, do not neglect including images. Nothing will turn readers off quicker than encountering walls of text within the body of an email. Many email marketing platforms now include free graphics that you can easily insert into your newsletter, and several sites offer stock photography either for free or at a relatively low cost.
Stick to a Schedule
Amidst all the other responsibilities that come with running an agency, making sure that your newsletter goes out at roughly the same time can seem challenging. Yet it is important to prioritize consistency if you are going to maximize your readership. Sending your newsletter at the same time will make it feel more professional, and it will also help you stick out in your recipients’ crowded inboxes.
Toward More Meaningful Customer Relationships
The marketing landscape is growing ever more complicated, with marketers having access to a variety of different channels and technology. But sometimes tried-and-true methods remain the way to go. Despite being decades old, email is still a viable marketing method that belongs in your arsenal. And when executed correctly, an email newsletter can help you build more meaningful and valuable customer relationships.
[i]10 Email Marketing Statistics You Need to Know (Updated 2021) (constantcontact.com)
Social media has its own language. Be sure to become fluent.
A great benefit of social media marketing is the analytics that are available for little to no cost. However, sometimes when evaluating a campaign, it can feel as if you are drowning in data and that more questions are being raised than answers. From understanding what analytics to prioritize to knowing what each metric means, reviewing your work on social media can be far from straightforward. The following tips can serve as a helpful primer on setting your campaign’s goals and properly interpreting the results.
Determine Your Goals
Before you can start evaluating your social media campaigns, you must determine what your goal was in the first place. Was it to drive more people to your website? Develop a broader reach on social media? Cultivate leads for your business? Generate sales? Once you clarify your goal, you’re ready to zero in on which metrics to scrutinize further.
A helpful way to think about which social media metrics to examine is to decide if your campaign is intended to increase awareness or drive action and engagement. Let’s say you are trying to increase awareness of your agency. Some major metrics to look at could include:
- Net follower gains
- Page reach
Impressions capture how many people saw a post on a given platform, while net follower gains describe the number of people who followed your page and are now receiving updates on your activities.
Both are simple to track. You can see impression figures for an individual post with a simple click. If you are looking to track them over time, you can access the built-in analytics on platforms like Facebook and LinkedIn. Follower numbers are also prominently displayed on a user’s profile on each site – allowing for easy review.
Page reach is used on Facebook and describes the total number of unique people who saw your page’s content within a specified time frame. LinkedIn has a similar metric called “page views,” which is the total number of page views in a designated period. To view this metric and collect necessary data, navigate to the analytics platforms within Facebook or LinkedIn. Twitter does not contain a comparable metric, but you can view impression data for your tweets (both individual and cumulative) by visiting https://analytics.twitter.com/ and logging into your account.
These metrics are important for agents to be mindful of, as social media is about building brand identity and fostering community just as much as it is about driving people to your website or inspiring sales. Agents should evaluate how their output on social is resonating, making tweaks to language, messaging and hashtags based on the results they are seeing.
If emotional-based messages are not working, you could try posting about the tangible benefits you can provide to your customers. And if the hashtags you’re incorporating don’t seem to increase the number of people viewing your content, you can always apply a hashtag research tool to improve how your posts are connecting with your audience.
Action or Engagement Metrics
What are the analytics you should focus on if your goal is to drive action with your content? Some pertinent metrics would include:
- Likes and favorites
- Post shares and retweets
- Conversions and click-through rate (CTR)
Not all metrics are created equally. While it can be satisfying to receive likes on a carefully crafted post, they may not do much for your brand or make an impact toward your campaign goal.
Typically, it is more valuable to receive engagement based around a business priority. For example, although sharing or retweeting a post is technically an engagement, it provides the type of organic awareness of an agent’s operations that cannot be matched by your own posting.
Conversions, which means that a user has navigated to your site and performed a specific action, and CTR, which measures how many people have clicked on a link embedded in your post, are usually the most valuable form of engagement. The main social media platforms provide an easy mechanism for tracking CTR. LinkedIn, for instance, offers several metrics (including CTR) to review at the bottom of each post, while Facebook offers a similar array of helpful insights in the same location.
Tracking conversions is a bit more complicated and can require some familiarity with additional technologies like Google Analytics. However, numerous online resources can walk you through how to gauge whether your social media is inspiring the actions you want to see on your website, such as people signing up for consultations or joining your agency’s email list.
Take Advantage of Social’s Power
Social media has changed how people connect, obtain information and conduct business. While these technologies can take some time to master, they can be incredibly advantageous for an agent’s operations. The trick is to have a strong idea of what it is you are trying to accomplish via social media and a firm understanding of how to measure your results. By applying these principles, you will start seeing a positive impact and ultimately make progress toward your business goals.
Put your best foot forward on the world’s largest social platform with these easy-to-implement tips.
You’ve done it. You’ve finally set up a Facebook page for your business. It’s time to leverage the platform’s nearly 2 billion subscribers, engage directly with your customers and promote your products. But before you start crafting your first posts or preparing your weekly hashtags, you must ask yourself a key question: Are the basics of my profile optimized?
If you are brand new to using Facebook for business, the answer is likely no. While it is tempting to immediately start marketing on the platform, it’s critical to not skip optimizing your profile. For many businesses, Facebook is the number one way in which their customers will connect with them and form long-term judgments about their brand. You want to be sure that you are putting your best foot forward by implementing the following tips.
Any Facebook page includes both a profile photo and a cover photo, each of which needs to be formatted correctly. Begin with your profile photo. Typically, for most businesses, this will be your company logo. It is highly recommended that you resize your image before you upload it, as Facebook will compress photos to make them fit the platform’s specifications. For instance, your profile photo will be displayed 170×170 pixels on computers, 128×128 pixels on smartphones and 36×36 pixels on most phones.
Remember that your photo will also be snipped to fit within a circular-shape template that Facebook uses for profile photos. You will need to ensure that your logo image has excess whitespace around it, which will then guarantee that the entirety of your logo shows up within the circle. Utilizing photo editing software like Photoshop or a free online platform like Pixlr can help you make this change.
Your page’s cover photo needs to be approached the same way. The ideal dimensions for your cover photo are 820 pixels wide by 312 pixels tall for computers and 640 pixels wide by 360 pixels tall on mobile devices. To make things easier on yourself, seek out an online tutorial. Hubspot’s guide to the Facebook cover photo is particularly helpful and includes a free, downloadable template to help you optimize it.
There are other considerations to keep in mind regarding your profile’s photos. You will want to make sure they accurately reflect your brand. Is your logo the correct version? Do the colors, words and imagery that are in your cover photo fit with your organization’s style guide? Be sure you can answer “yes” to both of these questions before you proceed.
Keep It Fresh and Accurate
Once you have some great-looking photos in place, you’ll need to update your profile’s logistical information. A freshly updated page has become even more important during the coronavirus pandemic, as more people are online than ever before. While you don’t need to necessarily use every field that Facebook offers, you should strongly consider providing responses for the following sections:
- Category: This field will increase your chances of your company showing up in Facebook’s internal search.
- Address, Hours and Additional Contact Info: While always meaningful, these fields have become exponentially more important for businesses during the pandemic. With some customers now limiting their face-to-face engagement with businesses do to health concerns, you will want your customer-base to be aware of any changes to your hours and to know how they can get in touch with you regarding questions or concerns.
- About: This is your opportunity to offer an “elevator pitch” that sums up who you are and what you’re offering. Make it short and succinct. Additionally, consider knitting together your digital presence by providing links to other social profiles and your website.
Don’t Forget Your Call to Action
In addition to its other functionality, Facebook provides what is known as a “call to action” (CTA) button. With a bright blue color, and given its prominent location near the top of a business page, this is another aspect of Facebook that merits careful optimization.
Facebook allows you to modify the button’s text and choose from a variety of different CTAs. You can direct people to click on the button to book an appointment, call you, download an app and much more. Don’t forget to insert a URL into the button and that your URL’s destination aligns effectively with your chosen CTA.
Onward and Upward
Now that you’ve got a fully-optimized profile, you’re truly ready to begin taking advantage of the world’s largest social network. Once you start pulling people into your business page’s orbit by creating great content, they will have everything they need to learn who you are and what you have to offer. From there, it is onward and upward. Continue nurturing your profile. The more work you put in, the more progress you’ll make toward your business goals of achieving greater recognition, reach and additional sales.