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Marketing Tactics

Why Data-Driven Marketing Drives More Sales

You can’t afford to ignore your customer data when it comes to your marketing strategies. Make the right decisions, based on what your customers really care about.

Greg Tinkler

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The idea behind customer data- driven marketing isn’t complicated. You collect customer data and then use it to guide your marketing efforts in a more effective direction. While the idea is simple, the actual practice is not always as effortless.

The sheer amount of data being generated can be overwhelming, and often business owners are scared to try something new when they think their current marketing efforts are already working.

Don’t fall into this trap. Customer data-driven marketing is the best way to curate and create marketing content for your audience, and personalise the message that you’re sending. This is essential for driving more sales and higher revenues.

Why is it important to market according to data and research?

You Connect With the Right People

Data driven marketing allows you to pinpoint who your marketing campaigns should be targeting, and how to reach them. You don’t want to waste time reaching out to people who aren’t going to buy your product, regardless of the brilliant marketing content or discounted prices. Defining who your target audience is in the first place is one of the primary functions of data-driven marketing.

Related: Make Your Limited Marketing Budget Work For You

All the data you’ve collected from sales numbers, customer feedback, purchasing trends, page visits, and ad clicks, can be used to figure out which consumers are most likely to buy your product and be influenced by your marketing.

You Understand Why They Buy

Even if you know who your core customers are, all your marketing work can go to waste if you don’t target them appropriately. You and your customer might actually have different ideas about why they’re buying your product.

Think about it this way. If your business makes sports leisure wear, are people actually wearing your clothing to the gym, or are they buying it as a fashion statement and would hate to see it get dirty?

Knowing the answer to that question will bring a focused approach to your marketing efforts and help you decide if you need to change the way you portray your product or service in order to appeal to a larger customer base.

Related: Why You Should Go Back To Basics With Social Media Reporting

Your Content Hits Its Mark

When you use data-driven marketing to figure out who your customers are and why they buy your product, you will have an excellent idea of what content will reach them most effectively.

87% of marketers feel that data is their organisation’s most under-used asset. So how do you incorporate data driven marketing into your business to get the benefits I have outlined?

  1. Start by using common tools like content analytics. Social listening technology and content marketing platforms are also great ways to gauge what your customers are saying and doing online.
  2. Capture data at events or in store promotions. This is highly effective as you can monitor and observe the customer in the shopping experience.
  3. Send surveys and questions to your customers. Link this to a competition or free download to encourage participation.

The next step will be to begin using the data that you have collected to create content.

You now have an idea of what’s going to work based on the data you’ve obtained. At this point, you’ll begin to see that you don’t just have one typical buyer or you may have customers who come to you for totally different reasons.

It’s up to you now to put the data to use. Create compelling content directed at the needs and wants of that specific customer and watch your marketing efforts prosper.

Greg Tinkler is a serial entrepreneur and owner of the Cre8tive Group, one of SA’s top brand activation and marketing agencies. He has launched many of SA’s top sports supplement & pharmaceutical brands from start-up to multi-million rand brands.

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Marketing Tactics

Ask These 3 Questions To Determine Where To Spend Your Marketing Budget

Stretching your marketing budget is imperative, especially when there aren’t that many marketing rands to stretch.

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As you grow your business, it’s important to be creative and efficient with your money. When it comes to marketing, there are a number of cost-effective ways to spend and save your money. So, if you’re worried about marketing on a limited budget, here’s some helpful info to know.

First, great marketing is about highlighting wants and needs and attaching them to desired outcomes. It’s possible to do that regardless of budget — and every company’s strategy will be different.

For example, when my consultancy worked with Dollar Shave Club to grow its platform beyond viral videos, we focused on establishing a unique voice, which led to creating an editorial component. When we worked with Arnold Schwarzenegger on his fitness and nutrition products, we focused on creating a core mission and understanding why he was involved in the product. And when we worked with Four Sigmatic to market its coffees and teas, we focused on customer acquisition and retention.

Related: 5 Ways To Market Your Business On A Limited Budget

3 Questions that Cut Through the Clutter

Those projects all started with the same three questions: What is the value and purpose of your product or service? Who is your target audience? And what is the best platform on which to reach them? That’s where you’ll want to invest most of your attention before you determine where to spend your money. (Notice my word choice: Your planning is an investment; where you spend is a cost.)

1. In general, we prefer to use digital campaigns

It’s easier to track what works and what doesn’t. Plus, digital creates multiple opportunities to engage. Think of it this way: 10% of your audience will buy, 10% won’t and 80% will be on the fence. Would you rather have one shot to convince that 80%, or multiple? By retargeting through something like Facebook ads or Google, or even creating a distribution channel like an email list, you can communicate repeatedly.

2. If you don’t have an audience, spend money fishing in small ponds where you know you can get a bite, and then set yourself up to communicate repeatedly

(This is where creating content as a form of acquisition or building an email list can be incredibly valuable.) Depending on your product or service, this could mean a very targeted ad to a small audience on Facebook — rather than attempting to reach millions — or setting up a pop-up shop, or getting a spot at a local farmers’ market.

Related: 4 Unique Marketing Ideas For SMEs On A Budget

3. If you already have an audience, turn them into super-fans who will bring their peers into your universe

Identify previous buyers and give them direct access to you through focus groups or calls. Reward them for their time with product or a gift certificate. When you show your consumer that you care about and appreciate them, it not only increases the likelihood of repurchase but also helps them personally invest in the soul of the business. Not to mention, their insights will help you understand why they bought and how to replicate that process.

Whatever you do — and no matter how big or small your budget — keep finding better answers to the core marketing questions and your success won’t hinge on any one platform.

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Marketing Tactics

Gen Z Is Coming! Are You Ready?

How do you market your company to this generation?

Stuart Scanlon

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According to the CNBC, about 61 000 Gen Zers are on the verge of entering the workforce and consumer market in the US alone.

They are digital natives; they have grown up in a world of vines, txts (yes, we know) and internet. Their attention span is shorter than ever, they are more connected than any other generation, and they are brilliant multitaskers. Gen Z is a more tolerant generation but also more cautious; studies have found less risk-taking amongst this group and an increase in thoughtfulness and questioning authority.

So, on the one side of this coin, how do you market your company to this generation?

1. By being transparent

Be upfront about your business, what you’re doing and how you’re doing it. They have lost faith in corporations. Thus, you must stop relying on and hiding behind small print. Yes, you need terms and conditions to protect your company, but when it looks like a miracle weight-loss advert of the 80s (“Eat anything you want just take this pill. Ts&Cs apply.”), you’ll lose customers.

Related: Investing in Young Entrepreneurs

Gen Z consumers want to see you are real; they don’t want models or celebrities but regular people who can assist them in a manner that speaks to them. And they will hold your business is socially accountable. Instead of producing millions of T-shirts at the cheapest possible price, they want local, equality and free-trade, and they want to know what businesses are doing for the environment and society.

Gen Z won’t accept your claims at your word; they want to see evidence in your company culture.

2. By offering options

A jewellery purchasing study has found that most Gen Zers don’t have a preferred shopping platform. What this means is your messaging, availability and culture need to be spread evenly across all contact points – sales, call centres, website and digital advertising. In fact, many Gen Z consumers rely on mixing their contact points.

That being said, they want immediate action. If they see something they want online, they will go to the shop just to have the item right now. More than immediacy, they also want custom-made or made-to-order products and services. They shy away from traditional made-to-stock methods, which creates plenty of room in the production industry.

3. By being forward thinking

We have to always remember what was mind-blowing inventions to other generations are the norm for Gen Zers. They hold brands and businesses to high expectations, and instead of being loyal to brands, expect brands to be loyal to them. As Gen Z is more focused on individuality, they are also proving to be a generation with a high entrepreneurial output. All this shows that they don’t want the norm; they don’t crave what’s new today, they want tomorrow, sustainability and innovation, and they want it now.

On the other side of the coin, how do you attract this generation to work at your company? In much the same way.

1. By being transparent

As much as you are hiring them based on what they bring to the table, so too are they looking at what you can afford them. But, they don’t just want to hear you tell them about the benefits, they want to see it – and they are not after just money. Gen Zers want to be financially secure, but also one that is fulfilling; one where they find purpose in their jobs and company.

2. By offering options

Gen Z employees don’t want to work eight to five, they don’t want to be chained to a desk, and they don’t want to be micro-managed. Give them flexibility on how they want to conduct their work and how they can communicate with their colleagues. Create an understanding workspace for their needs and help them improve their skills – for instance, it’s been reported that a stumbling block for Gen Zers is communication. Growing up with emojis and text messages make face-to-face conversations, business calls and writing emails difficult for them.

Gen Z employees want to work hard and grow their skills. Even though they’re growing up in a super-paced society, they want to climb the corporate ranks at the given speed. What they crave, with urgency, is gaining value from their jobs.

Related: The Z Generation

3. By being forward thinking

They are lateral thinkers, and their creativity is not just outside the box but has broken the box completely. Gen Z is incredibly tech-savvy, and they will challenge the systems and procedures you have in place if these are not providing the needed speed and data required. Thus, they crave to work in an environment where they can push boundaries and ultimately help the company move forward. Hiring from the Gen Z pool can provide you with innovative insights into your business that can grow it towards tomorrow’s giants.

The only way to be sure you are future-proofing your business is by guaranteeing it caters for future customers and employees, by relying on forward-thinking enterprise resource planning software, for instance. Epicor ERP software ensures that their clients stay agile and innovative through trusting top minds to build and develop intelligent systems that open doors for Gen Zers. It’s Epicor’s innate tech-savviness that allows them to visualise the landscape of tomorrow and develop the software to support it today.

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Marketing Tactics

Free Sample Marketing Plan Template

You don’t need an MBA to write a marketing plan for your business. While no two businesses are alike, all solid marketing plans need to provide specific information. Use this sample marketing plan template to get you started on the right foot and cover all the essential information.

Tracy Lee Nicol

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Your marketing plan should provide a comprehensive blueprint of the business, its market and associated market activity, its position in the market, target and expected customers, offerings, competition, solutions and contingency plans.

Using a sample Marketing Plan Template can save you a lot of time in creating your own marketing plan.

Download a Sample Marketing Plan Template

Use the free templates below to help make sure you’ve covered all the important bits:

Download Our Free Marketing Plan Template Here.

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Recommended Marketing Reads: 


Related: Beginners Guide To Digital Marketing In South Africa

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