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Digital Marketing Seminar: Cardiff

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Digital Marketing Seminar: Cardiff

  1. 1. Digital marketing head-first Part 1: Marketing your organisation Lindsay Herbert, Head of Digital Marketing @precedentcomms #PrecSem
  2. 2. digital marketing done right @precedentcomms #PrecSem
  3. 3. digital marketing must match your individual problems and culture because without a custom fit, you’re missing the point. @precedentcomms #PrecSem
  4. 4. individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  5. 5. “Why doesn’t our site work on my new iPad? We should really make an app.” @precedentcomms #PrecSem
  6. 6. “Why doesn’t our site work on my new iPad? We should really make an app.” @precedentcomms #PrecSem
  7. 7. “Big brands get to do all the adventurous stuff online. We can barely tweet.” @precedentcomms #PrecSem
  8. 8. “Big brands get to do all the adventurous stuff offline. The web follows after.” @precedentcomms #PrecSem
  9. 9. @precedentcomms #PrecSem
  10. 10. @precedentcomms #PrecSem
  11. 11. @precedentcomms #PrecSem
  12. 12. four tactics to victory @precedentcomms #PrecSem
  13. 13. Tactic 1: SEO Long-term influence and growth. Great effort with great effect. @precedentcomms #PrecSem
  14. 14. Tactic 1: SEO Long-term influence and growth. Great effort with great effect. @precedentcomms #PrecSem
  15. 15. @precedentcomms #PrecSem
  16. 16. @precedentcomms #PrecSem
  17. 17. @precedentcomms #PrecSem
  18. 18. Tactic 2: Social Media Win hearts and minds. Small effort for short lived effects. @precedentcomms #PrecSem
  19. 19. Tactic 2: Social Media Win hearts and minds. Small effort for short lived effects. @precedentcomms #PrecSem
  20. 20. @precedentcomms #PrecSem
  21. 21. @precedentcomms #PrecSem
  22. 22. Tactic 3: PPC advertising Needed for aggressive SEO invasions. Targeted for focused, short-term wins. @precedentcomms #PrecSem
  23. 23. Tactic 3: PPC advertising Needed for aggressive SEO invasions. Targeted for focused, short-term wins. @precedentcomms #PrecSem
  24. 24. Tactic 4: Email marketing Squeeze existing users. So targeted you can see the whites of their eyes. @precedentcomms #PrecSem
  25. 25. Tactic 4: Email marketing Squeeze existing users. So targeted you can see the whites of their eyes. @precedentcomms #PrecSem
  26. 26. digital marketing must match your individual problems and culture because without a custom fit, you’re missing the point. @precedentcomms #PrecSem
  27. 27. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  28. 28. Military strategy “Forewarned, forearmed; to be prepared is half the victory.” @precedentcomms #PrecSem
  29. 29. Tactic 1: SEO Long-term influence and growth. Great effort with great effect. @precedentcomms #PrecSem
  30. 30. SEO SEO missions “People know us for x but not y.” “Certain people don’t know us.” “People go to competitors.” “No one knows us. We’re so alone.” @precedentcomms #PrecSem
  31. 31. SEO missions “We’re only known for tax services.” Tactic 1: SEO “We want to expand our new sector.” “People use London competitors.” “We’ve just rebranded.” @precedentcomms #PrecSem
  32. 32. SEO activities – Key phrase & content analysis Tactic 1: SEO – Technical audit – Link building – Content syndication @precedentcomms #PrecSem
  33. 33. Tactic 1: SEO @precedentcomms #PrecSem
  34. 34. @precedentcomms #PrecSem
  35. 35. @precedentcomms #PrecSem
  36. 36. @precedentcomms #PrecSem
  37. 37. @precedentcomms #PrecSem
  38. 38. @precedentcomms #PrecSem
  39. 39. @precedentcomms #PrecSem
  40. 40. SEO results Tactic 1: SEO for all top Top search result animal related key phrases Nearly 13 million views for the cost of one email @precedentcomms #PrecSem
  41. 41. SEO results Tactic 1: SEO for all top Top search result animal related key phrases Nearly 13 million views for the cost of one email @precedentcomms #PrecSem
  42. 42. Tactic 2: Social Media Win hearts and minds. Small effort for short lived effects. @precedentcomms #PrecSem
  43. 43. Social media missions “People don’t know us enough.” Tactic 1: SEO “People don’t use us enough.” “Our audiences need to meet.” “Our audience don’t work for us.” @precedentcomms #PrecSem
  44. 44. Social media missions “We could provide career help.” Tactic 1: SEO “Alumni don’t know the benefits.” “Alumni could keep in touch.” “Alumni could be ambassadors.” @precedentcomms #PrecSem
  45. 45. Social media activities – Channel strategy Tactic 1: SEO – Content plan – Customer service processes – Buzzmonitoring & response @precedentcomms #PrecSem
  46. 46. Tactic 1: SEO @precedentcomms #PrecSem
  47. 47. @precedentcomms #PrecSem
  48. 48. Tactic 1: SEO @precedentcomms #PrecSem
  49. 49. @precedentcomms #PrecSem
  50. 50. @precedentcomms #PrecSem
  51. 51. @precedentcomms #PrecSem
  52. 52. @precedentcomms #PrecSem
  53. 53. Tactic 1: SEO @precedentcomms #PrecSem
  54. 54. @precedentcomms #PrecSem
  55. 55. @precedentcomms #PrecSem
  56. 56. Social media result Tactic 1: SEO Lloyds: Better security, customer satisfaction & efficiency ASOS: 1.7 million VERY active ambassadors @precedentcomms #PrecSem
  57. 57. Social media result Tactic 1: SEO Lloyds: Better security, customer satisfaction & efficiency ASOS: 1.7 million VERY active ambassadors @precedentcomms #PrecSem
  58. 58. Tactic 3: PPC advertising Needed for aggressive SEO invasions. Targeted for focused, short-term wins. @precedentcomms #PrecSem
  59. 59. PPC missions “We’re about to do a launch.” Tactic 1: SEO “We’ve got a market to fill.” “We need aggressive SEO.” “We have a specific problem.” @precedentcomms #PrecSem
  60. 60. PPC missions “We’ve got an event coming up.” Tactic 1: SEO “People only use us in the summer.” “There’s competition for facilities.” “There are misconceptions about us.” @precedentcomms #PrecSem
  61. 61. PPC activities – Platform identification Tactic 1: SEO – Campaign planning – Creative implementation – Monitoring & reacting @precedentcomms #PrecSem
  62. 62. Tactic 1: SEO @precedentcomms #PrecSem
  63. 63. @precedentcomms #PrecSem
  64. 64. @precedentcomms #PrecSem
  65. 65. @precedentcomms #PrecSem
  66. 66. @precedentcomms #PrecSem
  67. 67. @precedentcomms #PrecSem
  68. 68. @precedentcomms #PrecSem
  69. 69. @precedentcomms #PrecSem
  70. 70. PPC results Tactic 1: SEO sites 415 participating 36 million impressions 300% increase in donations compared to same period @precedentcomms #PrecSem
  71. 71. PPC results Tactic 1: SEO sites 415 participating 36 million impressions 300% increase in donations compared to same period @precedentcomms #PrecSem
  72. 72. Tactic 4: Email marketing Squeeze existing users. So targeted you can see the whites of their eyes. @precedentcomms #PrecSem
  73. 73. Email missions “There are so many things Tactic 1: SEO our customers could be doing!” “There are so many things our customers should know!” @precedentcomms #PrecSem
  74. 74. Email missions “Coming to events, buying products, Tactic polls, entering competitions” taking 1: SEO “What we do with their money, how effective we are, how expert we are” @precedentcomms #PrecSem
  75. 75. Email activities – Email strategy Tactic 1: SEO – List segmentation – Content & website plan – New subscriber acquisition @precedentcomms #PrecSem
  76. 76. Tactic 1: SEO @precedentcomms #PrecSem
  77. 77. @precedentcomms #PrecSem
  78. 78. @precedentcomms #PrecSem
  79. 79. @precedentcomms #PrecSem
  80. 80. Email results Tacticincrease in site 400% 1: SEO visits during Alzheimer’s Awareness Month. @precedentcomms #PrecSem
  81. 81. Email results Tacticincrease in site 400% 1: SEO visits during Alzheimer’s Awareness Month. @precedentcomms #PrecSem
  82. 82. digital marketing must match your individual problems and culture because without a custom fit, you’re missing the point. @precedentcomms #PrecSem
  83. 83. digital marketing can match your individual problems and culture because it’s designed to be custom fit. @precedentcomms #PrecSem
  84. 84. end of part 1 @precedentcomms #PrecSem
  85. 85. Digital marketing head-first Part 2: Creating integrated campaigns Lindsay Herbert, Head of Digital Marketing @precedentcomms #PrecSem
  86. 86. campaigns done right @precedentcomms #PrecSem
  87. 87. campaigns are the only way to market digitally because without targeting you’re just paying to spam. @precedentcomms #PrecSem
  88. 88. campaigns are the way to market digitally because without targeting you’re just paying to spam. @precedentcomms #PrecSem
  89. 89. It’s 2011 and the question is: How do you market to this? @precedentcomms #PrecSem
  90. 90. @precedentcomms #PrecSem
  91. 91. @precedentcomms #PrecSem
  92. 92. The landscape, audience, proposition – everything had changed. @precedentcomms #PrecSem
  93. 93. Cardiff University had to change its strategy and fast, or risk the greatest losses. @precedentcomms #PrecSem
  94. 94. Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat. Sun Tzu, Art of War @precedentcomms #PrecSem
  95. 95. The Mission The Climate The Ground The Leadership The Method @precedentcomms #PrecSem
  96. 96. The Mission The Climate The Ground The Leadership The Method @precedentcomms #PrecSem
  97. 97. The Mission: Who is your target and what is your objective? @precedentcomms #PrecSem
  98. 98. @precedentcomms #PrecSem
  99. 99. @precedentcomms #PrecSem
  100. 100. The Mission The Climate The Ground The Leadership The Method @precedentcomms #PrecSem
  101. 101. The Climate: What’s the competitive landscape? What’s the behaviour of the target users? @precedentcomms #PrecSem
  102. 102. @precedentcomms #PrecSem
  103. 103. @precedentcomms #PrecSem
  104. 104. @precedentcomms #PrecSem
  105. 105. @precedentcomms #PrecSem
  106. 106. @precedentcomms #PrecSem
  107. 107. The Mission The Climate The Ground The Leadership The Method @precedentcomms #PrecSem
  108. 108. The Ground: Is the territory familiar? Is it familiar to the competition? @precedentcomms #PrecSem
  109. 109. @precedentcomms #PrecSem
  110. 110. @precedentcomms #PrecSem
  111. 111. The Mission The Climate The Ground The Leadership The Method @precedentcomms #PrecSem
  112. 112. The Leadership: How will it be managed? Who will plan and carry out actions? @precedentcomms #PrecSem
  113. 113. @precedentcomms #PrecSem
  114. 114. @precedentcomms #PrecSem
  115. 115. The Mission The Climate The Ground The Leadership The Method @precedentcomms #PrecSem
  116. 116. The Method: What tactics will be used and why? How will you handle the response? @precedentcomms #PrecSem
  117. 117. The Method: Which tactics will be used? How will they be planned and implemented? @precedentcomms #PrecSem
  118. 118. The Method: Which tactics will be used? How will they be planned and implemented? @precedentcomms #PrecSem
  119. 119. @precedentcomms #PrecSem
  120. 120. @precedentcomms #PrecSem
  121. 121. @precedentcomms #PrecSem
  122. 122. It’s 2012 and the question is: Did it work? @precedentcomms #PrecSem
  123. 123. UK-wide press coverage and celebrity endorsement. @precedentcomms #PrecSem
  124. 124. Over 1200 subscribers actively engaged on Facebook. @precedentcomms #PrecSem
  125. 125. UK application decline: 7 per cent Cardiff University: 4 per cent (despite predictions we’d be hit harder than any other institute) @precedentcomms #PrecSem
  126. 126. THRIVE is now the permanent UG recruitment brand (and the Schools are all on-board!) @precedentcomms #PrecSem
  127. 127. The Method: Which tactics will be used? How will they be planned and implemented? @precedentcomms #PrecSem
  128. 128. @precedentcomms #PrecSem
  129. 129. campaigns are the only way to market digitally because without targeting you’re just paying to spam. @precedentcomms #PrecSem
  130. 130. campaigns are the only way to market digitally because with targeting you can target and adapt. @precedentcomms #PrecSem
  131. 131. what’s your next digital marketing mission? @precedentcomms #PrecSem
  132. 132. man your next digital marketing mission @precedentcomms #PrecSem
  133. 133. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  134. 134. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  135. 135. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  136. 136. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  137. 137. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  138. 138. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  139. 139. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  140. 140. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  141. 141. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  142. 142. 80 experts strategy & research branding & communications digital marketing must match your user centred design development & hosting individual problems and culture digital marketing because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  143. 143. 5 sectors third sector membership organisations digital marketing must match your financial services education individual problems and culture health because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  144. 144. 5 offices London Edinburgh digital marketing must match your Cardiff Melbourne individual problems and culture Perth because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  145. 145. 22 years experience quality digital marketing must match your stability loyalty individual problems and culture results because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  146. 146. digital marketing must match your individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem
  147. 147. Find our Precedent group @Precedentcomms for on LinkedIn to find out industry trends, tips, more about our seminar info and other digital marketing must match your seminars, share ideas and quiz the Precedent team. insider stuff and tweet today with #PrecSem. individual problems and culture because without a custom fit, you are missing the point. @precedentcomms #PrecSem

Notas do Editor

  • Seminar is for people who know they should do more with digital marketing and want to dive in like pros
  • Why is it important to do it right? Better return on the price you pay over print, direct, display – any other form of marketing. That’s because it’s instant and trackable and through those traits, proven in its effectiveness.
  • The custom fit is key. And by individual problems we mean not just the marketing challenges but also the challenges caused by your company’s culture.
  • Story about culture: agency gets you behind the scenes, we have a client at a big law firm, traditional management, under resourced team, under-skilled marketing manager, knows the sector and the users but not the techniques. His problem was he didn’t know how to put together a strategy or business case and so had to deal with requests ad hoc. For example….
  • The Monday following his boss’ birthday weekend
  • And even though the request was ridiculous strategically speaking (that same boss had yet to approve their plan to make the site mobile accessible) he didn’t have a strategy or plan to offer instead.
  • In this vein, we often encounter public sector clients who are jealous of the marketing teams in private corporations…
  • But in reality, their just as held back by head offices and management still used to thinking in old fashioned frameworks.
  • We know how to expand our businesses in real life: get more buildings, more staff, and our whitest, oldest executives to hold a pair of giant scissors at the ribbon cutting ceremony.
  • But how do we expand our business online wherehaving massive influence and power over users has nothing to do with the physical size of your website?
  • Welcome to the internet (as represented by Google for the web 2.0 summit). Where growing in power and influence over users requires military-like tactics to put yourself on the map, grow your presence, expand into new territories and fight to maintain position.
  • Four tactics: SEO, Social Media, PPC, and Email
  • Tactics like SEO: optimising your online presence so that users you want to target come to you – via search and other websites.
  • Like launching an invasion across the internet!
  • Tiny castle in the PLAINS OF CONTENT represents your website
  • (Made it bigger so you can see it)
  • This is what SEO looks like. Sending word of your kingdom to other lands to entice those people to come to your kingdom.
  • It won’t last but it can be life or death in that specific moment.Like giving medicine and supplies to the villagers of a jungle in exchange for them showing you safe passage to the river.
  • Good will outposts
  • Wooden forts in the UNION OF SOCIAL NETWORKS – you don’t build them to last because that landscape changes quickly
  • Works best when targeted and when used to support other Digital Marketing efforts
  • Heat seeking missiles!
  • Works well ONLY WHEN TARGETED. The difference between a snipper and shooting a shotgun into the air hoping it’ll hit something.
  • Segment within an inch of your database’s life!
  • Those are the tactics at your disposal to grow your power and effectiveness online
  • – but what about customisation? Rather than try to do it all, I’ll talk you through the specific marketing problems each of the four tactics are best suited to solve and we can take examples from around the room too.
  • This section will form the first part of a DIGITAL MARKETING STRATEGY that at the end of the seminar, you can go back to your offices and fill out for your own organisation and then start to action. Here, I’ll list the problems then show you how to approach them using the flipchart. And to make it more relevant – I’ll illustrate it with examples from the audience.
  • Accounting firm
  • Accounting firm
  • RSPCA case study for SEO – known for animal shelters but wanted to be known for training and pet care services
  • Start on ad words to test key phrases – then use popular key phrases to identify what terms to search for. Search those terms to find the websites you need to link build and syndicate content to. (if you can’t beat em, join em!)
  • Examples of where RSPCA syndicates content
  • Examples of where RSPCA syndicates content
  • Examples of where RSPCA syndicates content
  • To build larger profile for pet care tips, rspca sent an email to simon’s cat creator and he made a little cartoon for them for their holiday campaign
  • Result was over 12 million views – for the cost of one email (lesson is to find ambassadors who already have an audience)
  • Swansea Uni
  • Accounting firm
  • Lloyd’s for customer service – quick, agile (the biggest change was getting internal buy-in and working with compliance to set-up the rules around it)
  • Results in reduction in fraud because people are able to report phishing scams and be told about protecting their details before it gets out of control (e.g. anecdote about person who tweeted their details)
  • ASOS – king of facebook brands
  • Army of actively engaged fans
  • They don’t just post content from the shop…
  • They reward veryactive facebook fans by letting them audition to become fashion bloggers who then create enhanced content about the products…
  • That receive comments powered by facebook! (it’s a circular path for users – never a deadend)
  • What to do when social media hates you? Cairn an Energy company – Europe’s largest independent oil and gas exploration and development companies BUT NOT PUBLIC FACING. First to drill in a particular area of the ocean that GREENPEACE took offence to…
  • So greenpeace filled their offices with polar bears and launched a full-scale protest against cairn on all comms channels
  • We did a quick analysis of the situation and revealed the best course of action is to target responses only to Cairns’ actual audiences (who are limited) and to wait for the Greenpeace pressure to switch to the next company to start drilling. Was particularly good advice because Cairn only had a handful of people on its comms team but would have looked like the big bad corporation lashing out (davey and goliath) even though greenpeace has thousands of active supporters to rage full scale comms war.
  • Welsh athletics – people only think of them during the summer months when their athletes are most busy
  • Accounting firm
  •  StockholmsStadsmission helps the homeless of Stockholm. They need to get their message out without media spending.
  • Website is purposefully ugly (and they had no budget!). To inspire blogs and sites to supply free media space, they created a collection of homeless banners in need of shelter, available on hemlosabanners.se
  • Once embedded, banners would display how long they had been hosted, and by whom. They also developed a warmer color the more clicks they received and the longer they were hosted. All clicks led to StockholmsStadsmission's donation page.
  • Word was spread only through existing supporters and staff through email and social media
  • Once embedded, banners would display how long they had been hosted, and by whom. They also developed a warmer color the more clicks they received and the longer they were hosted. All clicks led to StockholmsStadsmission's donation page.
  •   * 415 participating sites * 36 million impressions* 300% increase in donations compared to the same period last year.
  • Charity example
  • Accounting firm
  • Decided to target Spanish-speaking demographic during Alzheimer’s Awareness Month but had no Latin people in its existing base
  • Wanted to approach Univision – largest spanish network online – but needed a hook. When would users on Univision be most sympathetic and open to supporting Alzheimers??
  • …when they’ve forgotten their own password!
  • Alzheimer’s had Univision add this piece of text to the automatically generated password reset emails
  • (Without any media spend whatsoever)
  • Part two is about crafting campaigns
  • Lindz
  • Lindz: The sector in a panic about the reaction to tuition hikes
  • Lindz: Students mistrustful of unis, worried about future, etc
  • Louise: Tuition and policy landscape
  • Louise: Reasons why Cardiff stood to lose most
  • Lindz: Intro art of war
  • Lindz: The 5 elements that describe any competitive world
  • Louise
  • Louise: Campaign objective
  • Louise: Top students from top schools
  • Louise: Also top students from outside the top schools (e.g. widening access)
  • Lindz
  • Lindz: Overall scene and timing of the campaign
  • Lindz:Anger, fears and reactions within the sector (e.g. English unis marketing in Wales)
  • Lindz: Couldn’t present a marketing message
  • Lindz: But that’s all the university had
  • Lindz: prospective students trusting their peers more than marketers
  • Lindz: what real students look like – but how do you put this on an official website? (you don’t)
  • Louise
  • Louise: Traditional marketing at Cardiff and the need to go digital
  • Louise: Open days, prospectuses, and each academic school doing their own thing
  • Louise: Restrictive web presence, traditional brand
  • Lindz
  • Lindz: Cardiff Uni know its audiences and have the resources, Precedent know the sector and the technology
  • Lindz: Started with a concept ‘bait for smart people’
  • Lindz: And grew into action plans for social media, the web, print, email, and events
  • Louise and Lindz
  • Lindz: Both teams heavily involved and engaged with one another. Phone calls, team meetings, and ideas being developed back and forth.
  • Louise: Student created content and the freedom of having it on a microsite
  • Lindz: The hook, to get them to look at the great content
  • Lindz: The insiders to facilitate the competition but also create that sense of having an older brother or sister already at cardiff
  • Louise: How youtube was used to select finalists and the academic rigour of the competition
  • Louise: The delight of seeing ‘cardiff-type personalities’ shining through the videos and levels of creativity
  • Lindz
  • Louise:
  • Lindz:
  • Louise: effect on applications but also the general boost to awareness etc
  • Louise: Internal buy-in and understanding of THRIVE and what it’s meant to achieve (e.g. we can’t pretend to be 17)
  • Louise: Moments from open day
  • Lindz: And what happens when you do something meaningful with social media integration
  • For SEO…(Left to right) Techie to check code for spider traps, SEO specialist to figure out keyphrases and find opportunities to link build and syndicate, strategist to set business objectivesFoot soldiers to follow plans by building links, syndicating content, cleaning code, etc.
  • Now you can launch an invasion
  • For Social media your SEO specialist is replaced with a creative who’s good at thinking up fun, engaging ideasFoot soldiers replaced with ordinary staff who are conversational
  • Now you can build your outpost
  • For PPC and Emails…Techie to build the ads, Strategist to set goals and business objectivesDesigner to design the ads and a Specialist Copywriter (who’s wearing a clown nose because he also needs to be a bit creative and fun)
  • Now you can launch missiles at your targets
  • Or take them out target audience segment by target audience segment with sniper-like efficiency
  • And if you’re missing one of these roles in your organisation…
  • That’s where we come in!

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