Category: HTM Blog

  • 3 Essential Steps To Reviewing A Company’s Affiliate Program

    3 Essential Steps To Reviewing A Company’s Affiliate Program

    With the expansion of the internet has come an expansion of so-called “money making” opportunities. Chief among them are affiliate programs, where a producer and an affiliate team up to sell a product or service, and then split the proceeds. But, all affiliate programs are not created equal. Here we take a look at 3 steps you can to take when reviewing an affiliate program provider.

    Test the Product

    If you are going to sell a product, it is a good idea to test the product for yourself. As goes an old anecdote: You wouldn’t want to purchase a Ford from a guy who drives a Toyota. This is because psychologically a person promoting a product, that they would not use themselves, seems disingenuous. This idea doubtlessly gave rise to the famous line “I’m not just the president of the hair club for men, I’m also a member.”

    Test the Company’s Payments

    The primary reason to affiliate with a company is to make a profit. But that profit will do you little good if the company has frequent payroll problems, or likes to find reasons not to pay its affiliates. One of the best ways to test the product and test the company’s payment system is to have a friend or relative purchase the product through your affiliate link or other method. This will not only give you a chance to try the product and become an expert, but it will help you ensure that you get paid for your efforts.

    Test the Communications Platform

    When you call the company, does someone always answer? Do your emails receive a quick response? Do the company’s representatives follow up with you, and do what they say they are going to do? Every affiliate program requires efficient communication in order to function. Test the communications system of your prospective affiliate company before sinking in a large investment while promoting their product or service.

    For more from Entrepreneur.com, click here.

  • Improve Sales by Winning Your Customers’ Loyalty

    Improve Sales by Winning Your Customers’ Loyalty

    The concept behind loyalty programs is simple: Offer customers special benefits, rewards, and discounts for their continued patronage, and customers will reward your business with their loyalty. It is a fact that operating a loyalty program is a good idea for many different kinds of businesses. It is also a fact that many businesses get it wrong. In fact, every business should consider its marketing to attract new customers, and its continued marketing after the sale, to be their loyalty program – whether or not a card or membership number is involved. Here we will take a look at ways to improve your customer’s loyalty to your business. 

    Personalize the Presentation

    The key to winning your customer’s loyalty is personalized interaction between the customer and your business. After all, you are asking for them to choose you over the competition, though you may not have the lowest prices or largest selection of products or services. But your customer will choose you more often if you treat them as an individual. Ask their names, and then call them by their names for the duration of the encounter. Smile. Tell the customer that you appreciate their business. Ask them to come back soon. For sales over the internet, you can use their first name in all email correspondence, and even have a representative call customers who have made large or recurring orders. These seemingly trivial gestures will cause your customers to want to engage more with you and your business. In fact, these are the beginning steps to tuning a business into a brand. 

    Engagement is the Key

    According to a recent Gallup survey, which gauged people’s level of loyalty to various kinds of companies, businesses which more thoroughly engaged their customer base benefited from up to twice the rate of loyalty than less engaging businesses. This engagement covers everything from soliciting customer feedback to actually implementing popular and reasonable suggestions. Not only does customer engagement lead to higher loyalty to a particular business or brand, but it also correlates well with your customer’s overall satisfaction your company’s customer service. Engaged customers simply appreciate your product more than un-engaged customers.

    Respect the Emotional Nature of Making a Purchase

    One of the reasons the U.S. economy is based 70 percent on consumer spending is because Americans love to shop. Shopping is often an emotional experience. This point really follows the others, and completes the picture: Engage your customers’ emotions; help them have the times of their lives when purchasing your product. Many times people will decline to make a purchase because they think they will regret it later, or they don’t trust the company’s presentation. One way to win your customers’ loyalty is to acknowledge these emotions and help your customer through them. Help them see all the benefits of your product or service, but remember that they buy the feeling that having your product will give them.  Review your sales process. Is it fun? Is it comforting and reassuring? Is it alluring? If your sales processes and materials do not evoke strong positive emotions it will be very difficult to win your customers’ loyalty.

  • Follow These Simple Techniques To Improve Your Marketing Message

    Follow These Simple Techniques To Improve Your Marketing Message

    Every day thousands of marketers create ads and ad campaigns which are doomed to fail. The reason for this is because they often get too caught up in what they think or like, and forget about their target audience and the goals of the ads. But what these marketers don’t know can be an opening for your company to take market share and grow. Here we will take a look at four simple (and underused) techniques to improve your marketing message.

    1. Simpler is often better – Years back people all over the Mid-Atlantic began putting medium sized circular stickers on their cars with the letters “OBX” on them. Pretty soon it seemed like everyone had one of these stickers, but it was unclear what they meant. This got people talking. Soon enough word spread that these stickers referred to the Outer Banks, North Carolina. Though the Outer Banks is a vacation destination, not a corporation per se, the effect was the same. The Outer Banks was able to attract the attention of hundreds of thousands of people through this simple marketing ploy. Don’t get caught up thinking that everything must be complicated in order to work. Often simpler is better.
    2. An ad should be attention-grabbing – The Dos Equis “Most Interesting Man in the World” ad grabs your attention. People all over talk about him because the commercials which feature him are outlandish, interesting, and fun. The way your company grabs the attention of its clients will depend on the target audience.  But your ads should be unique, fresh, and interesting.
    3. Humor is good – but only when it points back to your brand – We have all seen commercials on TV which are extremely humorous, but seem to have little to do with the actual brand itself. Back to Dos Equis, the reason this ad campaign works is because the actor who stars in the commercials is now known as the “Dos Equis guy.” The same goes for the “Old Spice guy” who stared in similar commercials. Other commercials, like a recent one which features a man sitting at a table talking to a group of children, are hilarious – but don’t effectively point back to the brand. Remember that if you use humor, or do anything to astound or call the attention of your prospect – it will only be effective if you are able to tie it back in to your product, company, and brand.   
    4. Your ad can focus on solving a problem –Years ago the Verizon ad was “Can you hear me now?…..Good!” This ad was specifically created to reassure potential customers that they would not suffer dropped calls with Verizon cellular service. Geico’s “So easy even a caveman could do it” reassured potential customers that saving 15 percent on car insurance will be hassle-free. In a similar vein, you may want to target a problem that your potential customer is likely to have, and then convince them that you can solve it. These kinds of ads are likely winners because people are routinely willing to pay someone to help solve their problems. 
  • The 80/20 Rule – Applied To Affiliate Marketing

    The 80/20 Rule – Applied To Affiliate Marketing

    By now you have probably heard of the 80/rule, but it bears repeating. Put simply, the rule states that 80 percent of a certain kind of output will be produced by 20 percent of a certain kind of input. This rule has been a guiding principle for the improvement of performance in many areas, from business production to personal development. Though the 80/20 rule is more like a principle than a hard and fast law of nature, its application will usually lead to maximized production and minimized wastes. Here we will take a look at several ways in which the 80/20 rule can be applied to affiliate marketing.

    80 Percent of Production will come from 20 Percent of Your Affiliates

    This point is the most important application of the 80/20 rule, and should be stated right at the outset. The vast majority of production from your affiliate program will come from a relatively small percentage of affiliates. Savvy affiliate program managers study their affiliates which are the most successful and determine what they have in common. These “best practices” can then be shared with the rest of the team. It is also wise to see what top affiliates do differently from one another, so that team members can be informed of the vast variety of ways to be successful.

    80 Percent of Problems will come from 20 Percent of Your Affiliates

    The business of affiliate marketing involves the art of working with people. Due to differences in personality types, goals, cultures, and other factors, you may find that you occasionally come into conflict with your affiliates. Study the sources of these confrontations, excessive questions, debates, and screw-ups, and you will likely find that the vast majority of them come from a small percentage of the team. Whether the offending affiliates are worth the trouble should be judged by their relative profits generated to problems caused.

    80 Percent of Your Response will come from 20 Percent of Your Marketing

    If you are like most businesses you will find that the majority of the response you receive comes from a minority of your marketing methods and ads. Of course, it is a well-known principle in the world of affiliate marketing that marketers should reduce underperforming ads and double down on those which are producing. But sometimes people get caught in the emotional aspects of a particular kind of marketing; maybe such marketing used to produce heavily, or perhaps it is prestigious and reflects well on the business as a whole. Overall, marketing is about producing profits. Underperforming ads and marketing methods should be eliminated and replaced with that which is working now.

    80 Percent of Your Sales will come from 20 Percent of Your Products

    If you have a large number of products or services which you offer, you will probably find that just a few of them account for the vast majority of your sales. Depending on the relative profit margins of the less popular offerings, and how important those customers are to the business as a whole, it may be a good idea to eliminate unpopular items and services altogether. You can then use the time you spent filling those orders to expanding the sales of your most popular offerings.

  • Getting The Most Out Of Your Company’s Sales Leads

    Getting The Most Out Of Your Company’s Sales Leads

    Salespeople all across the country believe that the leads they are provided by their employers play a major role in their sales success. It’s a running conversation in every sale’s office. Everyone wants the new lead, the fresh lead, and the hot lead. Nobody wants to old, tried, stale, never-could-get-them-on-the-phone lead. All too often disillusioned salesmen and women find that the new leads are the same as the old leads. Frequently it’s the lead source that is the issue. Other times it’s the way in which the leads were generated which causes the problem. No matter the issue, there are ways every company can ensure that everyone gets the best out of the available leads. Let’s take a look at some of the ways to ensure that your salespeople are getting the most out of their leads.

    Know Your Customer Inside and Out

    A running theme on this blog is that business owners simply must know who their customer is. They should know the age range of their customer base, whether they watch football or tennis, whether they drink beer, wine, or neither. Every lead which was generated in an honest fashion and contains valid information about a prospect in the demographic of your client base is a good lead. In order to judge your lead provider you have to know as much as possible about the client base which you expect your lead provider to deliver to you.

    Spare no Effort to Contact Your Leads

    Though it may be seen as going overboard, many a sales manager has demanded that their sales people call current leads up to six times per day in order to qualify to receive new leads. Of course no one wants to harass the prospect. And the nature of the business will help to determine the rules of contact. For example, debt relief leads require more calls because people being harassed by creditors are less likely to answer the first few calls. More delicate leads may require fewer calls. Overall, salespeople should make every reasonable effort to contact current leads before giving up on them and going on to the next. This includes using voice mail, email, and even traditional mail when appropriate.

    Ban Lead Bashing and Use the Poker Player Analogy

    So much of sales is morale. Too often when a salesperson is in a funk they begin to look for anything which they can blame for their lack of success. Leads often take the brunt of the blame. There are thousands of capable salespeople who have convinced themselves that sales success is “luck of the draw,” with those who do the best simply being lucky enough to draw the better leads. It is a good idea to outright ban lead bashing among salespeople, while remaining open to honest feedback and dialogue about the leads, feedback which can lead to better targeting. One helpful analogy for those who think sales amounts to getting lucky with the leads is to ask them if they think the average person can beat a world champion poker player in a game of poker. After all, the cards dealt in poker amount to luck. If they agree that top poker players have skill, then they should be able to see that it’s what you do with your leads determines your success or failure.

  • Narrowcast Marketing – A Way To Spend Less And Convert More

    Narrowcast Marketing – A Way To Spend Less And Convert More

    For several decades television has been one of the most coveted, and expensive, advertising mediums. One of the primary reasons for this has been the notion that putting an ad on TV would represent the height of prestige for any company or brand. When the internet burst onto the scene, the banner ad began to compete with TV, and this kind of ad gained its own prestige in the internet world. But both of these kinds of advertising would fail the small business by “broadcasting” the company’s message to too wide an audience. In contrast, there is a school of thought which says that the average small business owner should look to “narrowcast” instead of broadcast. They should look to target their prospects, and deliver the advertising message to those prospects only. Here we will take a look at some of the benefits of narrowcasting.

    Narrowcasting Costs Less and Allows Greater Customization

    Though your business will need to spend time and money on conducting and purchasing research regarding your prospects, you will more than make up for the costs by marketing only to the demographic which is most likely to purchase your product or service. For example, if your company offered floral arrangements, would you rather send an email blast to 50,000 businesses in the state, or send a targeted informational newsletter to just the funeral homes, realtors, and gift shops in the area? This example highlights the principle of narrowcasting succinctly. It saves money and allows greater message customization.

    Narrowcasting Increases Response Percentage

    One of the most important aspects of a marketing campaign is response. Response can be considered the percentage of people who received your marketing message and opened themselves to hearing more about your offering. Response can be quantified in calls, email captures, or other metrics. Narrowcasting effectively circumvents those who are unlikely to be interested in your offering, focusing on those who would be the most likely. Receiving a hundred calls from “shoppers,” or people who are just curious about your offer but don’t want anything, could be very demoralizing. Narrowcasting helps you target buyers.

    Narrowcasting Increases Conversions

    In addition to giving you an increased response percentage, narrowcasting your advertising message is likely to increase conversions. This is because not only are the prospects who reply to your ad more likely to be interested in buying, but those who are not willing or able to buy now are great prospects for follow-up sales efforts in the future. Narrowcasting effectively helps your company build a base of current customers, and a pipeline for future conversion.

    Narrowcasting Applies to Every Advertising Medium

    Years ago a TV ad would have had to conform to a very limited number of TV channels and programs. Then, the advent of the internet and the banner ad improved on this weakness somewhat, but still casted too wide a net. Now, with millions of niche webpages and online productions, advertisers can narrowcast by running their ads on the specific websites that their target demographic is using, and during the exact time they are most likely to be paying attention. The same goes for the proliferation of radio and television channels and programs. When mailing, purchasing an accurate mailing list allows direct mail marketers to narrowcast to their target demographic, and email marketers may do the same by purchasing highly targeted opt-in email lists.

  • 5 Tips For Website Monetization That Your Competitors Don’t Know

    5 Tips For Website Monetization That Your Competitors Don’t Know

    Everyone knows that creating a website and a blog is essential for a business. But even the most exciting content-rich and user-friendly websites on the internet aren’t worth much if no one visits them. Search engine optimization is a great way to get people to find about and visit a site, and it certainly is effective to a certain extent. No one would argue that. But in order to develop strong website monetization, a comprehensive strategy is needed. Here we will take a look at some monetization strategies that your competitors probably don’t know.

    1. Don’t Rely On Display Ads

    Display advertising has become one of the more fundamental methods to monetize. When you visit a website, more than likely you notice the ads that run along the outer edges of the page or that are even sometimes placed in the middle of a block of text. This method is good if a website is already generating a steady and consistent flow of traffic, but can be problematic if the site is a paid site as the abundance of ads could annoy subscribers and make them take their business elsewhere.

    Instead: Focus on Putting Ads into the Content

    Your first focus should be creating really good content. As people read and digest what you have to say to them, they will naturally become curious about whatever names, products, services, etc. you list. In other words, don’t be too anxious. Make world class content and place your ads in the content itself – in the form of simple links. Your audience will do the rest.

    2. Don’t Try to be Slick

    People are getting wise to all the tricks webmasters use to try to get them to click or take an action. This can honestly cause your readers or site visitors to lose faith in you if you seem to fit into that category.

    Instead: Be Obvious

    Level with your readers. Tell them “Hey, this is a cool product/service that I use all the time. I think you should check it out. Besides, I get a few cents if you give it a look. Come back and let me know what you think about the product/service in the comments.”

    3. Don’t Waste Your Subscriber’s Time

    Lead Generation is another great way to make a website profitable. Admittedly it isn’t always popular with web users because all too often site owners set up an auto-responder series and then lose contact. Or, they seemingly spam their subscribers with veiled pleas for a purchase.

    Instead: Give Your Subscribers a Reason to Love You

    Put a poll on your site asking your subscribers what they’d like to read more about. Ask them to rate your last newsletter and give feedback on it. Offer your subscribers an opportunity to craft content for your newsletter, and hold contests to judge which content your subscribers liked the best.

    4. Don’t See Ads as a Static Deployment

    Ads on websites come in all shapes, sizes, and colors. But they don’t come in much variety as it relates to placing or creativity. Too many webmasters see ads as something to be deployed, not employed.

    Instead: Look for New Places for Your Ads and Spice it Up!

    Going back to the last point for a bit, you can crowd source your ads! Why rely solely on your own creativity? Ask your community to help you develop new an interesting ad ideas and designs. And while you’re at it, place ads in the comments section too. Most people put ads in the same old tried and true locations. If your site generates lots of traffic, try placing some context appropriate ads in the comment discussions.

    5. Don’t Make Assumptions about Your Market

    Most dedicated bloggers and webmasters will choose to enter a field which is of interest to them. However, the writer’s or webmaster’s interests do not necessarily reflect the interests of the audience as a whole. It is important not to make assumptions about your audience.

    Instead: Take Time to Interact with and Get to Know Your Audience

    Knowing your audience is essential to having steady traffic to your site, and is one of the key elements in maximizing your site’s monetization. Once again, ask your audience what they want, and they will tell you. Properly done, they will essentially instruct you how to market to them. You just have to listen.

    For more helpful tips on how to increase page views and maximize your site’s monetization visit our site today!

  • Pay Per Call is the TCPA solution you need

    If you work with a call center on any level, whether you manage one, work in one, or partner with one, you no doubt have heard about the latest TCPA regulations that went into effect Oct. 2013. The short version is that companies must now have “expressed written consent” to outbound dial a consumer. There is a lot of grey area as to what exactly that means in a web enabled, mobile, social, local world. The way people communicate is just different from the world of 20 years ago when much of this law was written.

    Do you want the good news or the bad news first? Ok, we can start with the bad news.

    The bad news is that your current business practices reaching out to customers and potential customers may be putting you at risk. Not just at risk from government intervention, but from sue happy attorneys looking to take advantage of potential litigations. It may be awhile before the dust settles, precedents are set, and clarifications can be made on what exactly your marketing department needs to do to comply.

    Here is the good news.

    The primary goal of a typical online lead generation campaign is to collect the prospects information so that one may call them and hopefully sign them up for your product or service. This is because, up until recently, computers could not make phone calls. The only option for people looking for services online was to fill out a contact form and wait to hear from the company. Guess what?

    Most people these days are using their smartphones to find this kind of information. There is a good chance you are reading this on your phone or tablet right now. People often forget that smartphones are still PHONES FOR MAKING CALLS. Therefore, your best bet to get someone on the phone with you is not to show them a form to fill out and make them wait to hear back you, but rather to get them to call you at the precise moment they are looking for you.

    The lead quality is always better because it is a non intrusive experience; they are calling you, not the other way around. Better yet, because you are not initiating the call, you have no risk for TCPA issues. TCPA only applies for outbound calls TO consumers, not inbound inquiries FROM consumers.

    While other companies are scrambling to avoid lawsuits, here at HyperTarget Marketing, business is booming. The next time TCPA rules come up in conversation, think about shifting your efforts from outbound dialing to inbound call marketing.

    If you are new to mobile marketing and unsure how to make the switch, that is ok too. Our company offers a pay per call model where the users are qualified and encouraged to make the call rather than fill out a form. Instead of selling leads to you that require follow up and incur TCPA risk, we sell you those same leads, on the phone, fully engaged, and ready to talk to you.

    Get in touch today if you would like to learn more. 213 973 9905. It is just that easy. If you are on your phone, that number is probably clickable. If you are on your computer and use Skype, it might be clickable as well.

  • How CRM Tools Can Grow Your Business

    How CRM Tools Can Grow Your Business

    Customer relationship management (CRM) software has taken off as industry, especially with the technology of cloud computing. To be honest, it’s not surprising. If implemented properly, CRMs can increase productivity and customer relations throughout every department. Not just a tool to help salespeople track sales more effectively, CRMs can provide a host of benefits to everyone in the office. Consider these:

    Centralized Information
    With a CRM, information is available to anyone you wish to have access. Everything from customer notes to appointments and past purchases can be found at click of a mouse. This makes it easy for any department to use this data. Your marketing department can use the information to craft up-selling promotions. Your customer service department can set up post-sale surveys. This type of accessibility helps create a unified team experience which will help strengthen your sales message and brand.

    Automated Tasks
    Most CRMs have task and reminder systems enabling you to use the tool as a project management software as well. If they don’t offer that service, typically you’ll find it will integrate with an actual project management system, allowing you to automate many tasks. This means less missed follow up opportunities and more actual work getting done.This type of tool is especially helpful if you manage multiple accounts or need to set up alerts or reminders for certain tasks or promotions.

    Track Data
    One of the best indications of where a business is going is to look at where it’s been. CRMs keep data available for you to analyze at a later date. You can track performance by individual, team or time period. You can spot trends and adjust accordingly. You can also see quite clearly when things aren’t happening properly. Are leads not being followed up on? Are there missing sales opportunities? This type of information can typically be found in most CRMs.

    So, you may be convinced of the benefit of a customer relationship management system, but which one is right for your company? Every company is unique, and you may not find the perfect one right away. Before implementing a huge change company-wide, try a few out with some key staff members and see which one fits best for you. Some systems you may want to try include:

    Salesforce.com
    Probably the most commonly known CRM, SalesForce is a powerful tool with quite a few options depending on your needs.

    ZOHO CRM
    Zoho CRM is a web-based application that  frees you to do what you do best: selling. Automate tasks, improve workflow and focus on creating and capturing opportunities.

    SugarCRM
    Used by companies such as Coca Cola, SugarCRM is a robust solution for anyone looking to better understand their customer relationships.

    Highrise
    From the developers of the popular project management system, Basecamp, Highrise is a web-based application that helps to simplify your customer management. Complete with task management, reminders and over a hundred add-ons, Highrise is a good choice for the smaller company or freelancer.

  • Value Proposition 101: The Secret To Getting More Conversions

    Value Proposition 101: The Secret To Getting More Conversions

    One of the easiest ways to increase conversions is to work on your value proposition. In its simplest form, your value proposition is basically why, in ten words or less, your customer or prospect should buy from you. The principle is simple enough, yet you might be surprised at how many businesses fail to use this marketing method. Not using it can become a lost opportunity, as the real secret to conversions is creating value for your customer or prospect.

    The first step in creating a value proposition is to determine what value your product actually offers. Is it cheaper, better, faster or unique? How will it make your customers’ lives easier? Why are you the best choice over your competitors? What about your company or product makes you unique to the marketplace? Answer these types of questions and you’re one step closer.

    Once you know what value your product or service brings to the table, you need to make sure you’re expressing it in a concise and credible sentence. There should be no doubts as to what you’re offering and why it would be of great benefit to your potential customers or prospects.

    An effective tool for crafting your message is to use a model referred to as the Value Proposition Builder. It contains six stages of analysis to define and hone your message.

    1. 1.   Market: For what market or target audience is your message intended?
    2. 2.            Value Experience or Customer Experience: What benefit or experience does your market or target audience value the most?
    3. 3.            The Offer: What product or service are you offering?
    4. 4.            Benefits: What benefit or value does your product or service provide?
    5. 5.            Alternatives and differentiation: What other alternatives or options are available to your target market?
    6. 6.            Proof: What evidence do you have to support the claim of your product or offer?

    Now your job is to take all this data and use it to craft your overall value proposition. Once you have that in place, everything else you use needs to support that position. For instance, if you are a college offering online classes, one value would be that students wouldn’t need to actually attend a physical college. Therefore, having an image of your university as the focal point of your marketing materials wouldn’t reinforce your value. However, pictures of students taking classes at home or on the go would properly reinforce that particular value.

    This principle of focusing on the benefit to the customer or prospect throughout the entire selling process is where you can create extra conversions. Most companies just mention once or twice what the value is and then focus on the selling. However, if you can prove beyond a shadow of a doubt the value someone will receive from something, you won’t need to sell them. They will just want it. Then your job becomes how to lead them to the next stage of your sales funnel.