Your digital marketing results.

What metrics do you use to define digital marketing success today? Clicks? Traffic? Followers? Leads? Sales? ROI? Notice what these metrics have in common. They all require some action on the part of the target, whether it’s a prospect or a customer. And how do you motivate an action? You use direct response communications. It’s as simple as that. Digital marketing is direct marketing. So why are we still seeing suboptimal digital communications in display, email, SEM, wherever. If you follow these four principles, you’ll triple your digital communications results — and it won’t cost you a penny more.

The structure relies on four elements.

  1. Add an Offer

The offer is the key motivator that overcomes inertia and stimulates response. A strong offer can improve response rates by 300 percent. It doesn’t necessarily have to do with discounts or deals. In fact, in B2B, the most powerful offer is authoritative, educational information, packaged up in a report, a case study, a chart, a video — something that answers a question or solves a business problem. Make the offer the center of your messaging. Explain why they can’t live without it.

  1. Make a Strong Call to Action

The CTA is, in sales terminology, the “close,” where a rep asks for the order. “Click here.” “Download now.” Make it prominent, and make it persuasive. No more bland “More information” buttons.

  1. Prepare a Dedicated Landing Page

This is where the real close takes place. Use the landing page to resell the offer, and capture the prospect’s information. Design the form to be filled out easily, asking for as little data as possible. If you already know some of the target’s data elements, as is likely with email communications, then prepopulate the web form. Whatever you do, keep the respondent away from your home page.

  1. Test and Improve

Continuous split testing is so easy in digital channels you have no excuse not to take advantage. Test your audience segments, your offers, headlines, calls to action, design…everything. And keep testing, for continuous improvement. In other words “Do more of what works, and less of what doesn’t.”

After these four, there are plenty of other effective direct response principles you can apply. Improve your audience targeting. Use a friendly, personal tone. Add a sense of urgency. Focus on benefits, over features. Then sit back and watch your digital marketing response rates soar.

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