Digital Trends Lead Insurance Marketing Change

Digital marketing dominates professional advice for insurance marketers this year, from e-mail to social media to online search. However, whether insurance marketing via digital or traditional channels such as direct mail, there are some general trends affecting success in 2019, per the American Agents Alliance. First comes the continued value of cultivating brand advocates with testimonials, referrals and word of mouth. Quoting Forbes magazine, "the top four most-trusted sources of advertising are people you know, branded sites, editorial sites, and reviews." A myopic focus on impersonal advertising will miss these important lead drivers. The personal touch needs to extend into offering targeted, personalized digital and print content that is useful and engaging, as well as client interaction that is real and humanized, not generic and automated. Insurance agency/broker marketing agencies like EaseCentral and OutboundEngine offer some advice on where to focus digital marketing energies more specifically in 2019. Start by revisiting e-mail strategy. With an average $32 return per $1 spent in 2018, e-mail remains an attractive direct marketing option especially because it also offers opportunities for the forwarding, social sharing, and referral business in line with the general trends noted above. Another tried-and-true digital driver, paid and organic search engine ranking, still matters, but search strategy needs an important tweak this year to cater to growth of voice searches. EaseCentral points out that ComScore forecasts close to 50% of all searches will be made through voice search by 2020. Plus, due to the increasing use of voice searches, Google and other search engines are beginning to factor it into their algorithms. Mobile optimization will play a big role in effective leveraging of voice search since these searches occur mainly on mobile devices. Social platforms offer some unique advantages for insurance marketers looking for a way to humanize and personalize, say with personalized customer service via Facebook and LinkedIn. Opportunities for direct marketing with promoted posts and social ads can use social media platforms' increasing ability to target zip codes, professions and other demographics to hone response. Finally, video is now a proven response driver in digital marketing for almost all industries, with online video projected to account for 80% of all web traffic in 2019 per Cisco research. For more detail, see our website blog post at https://www.acculistusa.com/digital-options-lead-2019-insurance-marketing-trends/

Business Periodicals Retain Marketing Clout

A recent blog post from B2B marketing agency Weidert argues that trade publications remain vital to B2B marketing. Whether online or in print, trade magazines retain reputation and authority with their vertical audiences, and many people trust information from these niche publications more than any other source, says Weidert blog author Tammy Borden. Borden notes that while circulation and ad spending for printed magazines may have dipped, digital editions are thriving. That contention is borne out by the latest PwC ad spending forecast, which sees an upward five-year path for trade magazine ad revenues from 2018 to 2022, albeit slight at 0.6%. The overall positive trend is because digital ad growth (9.3%) will offset print losses (-8.4%). In fact, PwC predicts that the digital ad spend will overtake print spending this year. Borden cites the multiple attractions of digital publications for business marketers, such as growing readership: According to the 2018 Mequoda Magazine Consumer Study, 42.4% of U.S. adults read at least one digital magazine per month — a 15% increase in three years. Plus, there are also now digital magazine marketplaces like Magzter and Zinio that allow readers to access thousands of B2B trade titles in one place, further expanding audience reach. For content marketers, digital content is especially appealing because it can not only link to websites but can be SEO-optimized to leverage online impact. Borden still touts the marketing value of printed trade periodicals as well. She points to a survey finding that more than 32% subscribe to one or two print magazines compared with only 18% for digital publications. Plus, the print version of a publication (like direct mail) offers a richer sensory experience (visual and tactile) and a shelf life unmatched by digital. With the option to place advertising or content in both print and digital versions of a respected business periodical, marketers can maximize audience preferences and reach. For more, see our website blog post at https://www.acculistusa.com/business-periodicals-retain-digital-print-influence/

B2B Gifting Survey Finds Keys to Gift ROI

We recently ran across some interesting data from a study by Knack, a Seattle gifting company, that should help both corporate gift suppliers to craft the most appealing packages and business gift buyers to maximize their gift effectiveness. The good news from the Knack "Business Gift Satisfaction Survey" is that corporate gifting works well when it is done well: 57% of respondents said that "gifts can impact their opinion of a business partner both positively and negatively." In fact, over 80% of C-suite executives surveyed said they believe that business gifts generate measurable positive ROI in addition to intangible benefits. Since there's a huge investment involved annually, with the market for non-cash business gifts estimated at $125 billion, getting the most positives and fewest negatives is clearly vital. Return-on-investment for a business gift to high-value targets, such as C-suite executives, is highest if the gift tells a story and facilitates a deeper personal connection, per the survey. Quality is more important than the quantity spent to achieve that personal connection; the survey finds that the right amount to spend per gift is between $50 to $150. What defines quality? The best impression comes from good presentation/packaging and the kind of personalization that logo items and gift cards lack, per gift recipients. A memorable gift will seem selected just for the recipient; will include a personal message and will have "value attributes," such as a handmade/artisan item or a gift supporting an appropriate cause, such as ecological sustainability or made-in-U.S.A. For a checklist of fail-safe business gifting tips, see our website blog at http://www.acculistusa.com/b2b-gifting-survey-finds-personal-memorable-score-roi/

Marketing ROI Requires 2019 Data Hygiene Plan

As marketers prepare to launch their 2019 campaigns, they should make sure that a complementary data hygiene plan is in place. Marketers don't want to join the 88% of U.S. companies whose bottom lines are hurt by dirty data, based on Experian research. The top areas impacted by poor data practices are marketing (66% of companies) and lead generation (80% of companies), according to DemandGen. To avoid that fate, marketers need a plan to regularly fix any customer and prospect data that is incorrect, inaccurate, incomplete, incorrectly formatted, duplicated, or irrelevant, plus to enrich the database via appending of relevant missing customer targeting parameters. Pete Thompson, founder of DataIsBeauty.com, has put together a useful primer for developing a data hygiene plan. Start with the basics: Decide what data is important for business decisions and estimate the ROI of data quality improvement. Then review existing data processes: types of data captured, where it comes from and how is it captured, the standards for data quality, how errors and issues are detected and resolved, etc. Other questions include the main sources of errors, methods for validating and standardizing data, methods for appending or combining multiple sources, automation used if any, etc. Without going into detail, the basic steps of the data plan will start with creating uniform data standards, preferably applied at the point of data capture. Then develop a data validation process, applied either when data is captured or, if that is not possible, at regular intervals for data already entered. After data has been standardized and validated, you can append missing fields by cross referencing with multiple data sources. Streamline the process through automation tools and scripts, saving time and money and reducing human errors. However, while it may be tempting to start with automation, Thompson cautions against putting the cart before the horse; success requires having data standards and a proven validation process in place before automating. And then set up a monitoring system of the hygiene process, whether automated or not, via random test samples and back testing, and implement periodic checks. For more detail, see our web blog post at http://www.acculistusa.com/make-sure-you-have-a-2019-data-hygiene-plan/

2019 Marketing Creative: Simple, Bold, Interactive

A new year brings new marketing creative inspirations for both digital and printed promotions, and some interesting trends are shaping up, per graphics and ad agency experts.The Ballantine and Brand Shouter agencies and the Digital Agency Network suggest some key digital creative trends to embrace this year, including more clean, minimalist designs and less use of borders, bars and boxes to separate elements. At the same time, minimalist doesn't mean drab; more designers are forecast to embrace bright colors and bold color transitions and gradients with black or white text. And speaking of type, Brand Shouter foresees more beautiful, complimentary, brand-consistent typography as well, especially since marketers are shifting toward more text-only designs, while DAN forecasts more use of multicolored vector fonts. Plus, thanks to print technology advances, metallics will rise in popularity to pop in simplified designs, per DAN. Meanwhile, the minimalist flat look, which works well in mobile presentations, also can be livened with the inclusion of 3D elements, as Apple is doing, notes Brand Shouter. And since everything old is new again at some point, several retro trends are forecast. DAN sees use of the bold duotone graphics of the 1970s as well as vintage fonts and motifs, while Ballantine thinks the bright colors and funky designs of the 1990s and early 2000s, which remind many of today’s designers and target buyers of childhood, will reappear to leverage nostalgia. Finally, hand-drawn illustrations will be used to create that feeling of originality and authenticity, predicts DAN. Meanwhile, Ballantine underscores three ubiquitous trends for all creative this year. Video will only continue its impact in marketing, especially in social media, now that 54% of Internet users watch social media videos at least monthly and 65% of ad impressions on Instagram come from video ads, making video a necessary part of most creative budgets. Story-telling over selling is another general trend, especially in social media advertising, where story ads are designed to reflect a platform's personal user experience rather than slick promotion, mimicking a post from a friend. Finally, marketing design must cater to mobile users now that 57% of online searches originate on mobile devices, almost 50% of web page views worldwide occur on mobile devices, and 95% of Americans own a cellphone and 57% own a smartphone. Any creative that is not mobile-optimized is sacrificing a huge market. For more on creative trends, plus a useful infographic, go to http://www.acculistusa.com/2019-marketing-creative-simple-bold-interactive-design/

2019 Trends Can Propel Direct Mail Success

Direct mail lists and data services are core to AccuList USA’s business success, so each year we research which trends our direct mail marketing clients will want to embrace for maximum response. We start by noting that digital era issues can actually create direct mail opportunities, as pointed out by direct mail agency Inkit. More customers are tuning out digital advertising. In fact, eMarketer estimates that 30% of all Internet users will use ad blockers in 2019. One way marketers can offset the drop in digital ad effectiveness is to beef up direct mail campaigns. After all, ANA-DMA research shows that 84% of millennials take the time to look through their mail and 64% would rather scan for useful information in the mail than e-mail. Plus, 41% of millennials and 53% of Gen Xers report enjoying catalogs. That engagement translates into higher response rates for mail than for any other media, per the 2018 ANA-DMA Response Rate Report, with 9% for house lists and 4.9% for prospect lists. While digital ads are being ignored, digital video is booming; Inkit reports that Cisco projects video will encompass more than 85% of all Internet traffic in the U.S. by 2020! Direct mail doesn’t have to be left out. Thanks to print technology–QR, AR, Video-in-Print and Near Field Communication (NFC)–paper promotions can jump on the video bandwagon. For all marketing channels, customers in 2019 will expect marketers to personalize offers and deliver a seamless experience across channels, Inkit asserts. AI is one way marketers can get a handle on messaging across channels and at different points in the buyer journey. Meanwhile, variable data content printing and enhanced database targeting and segmenting can deliver personalized relevant messaging for mail. Yet there are some popular direct mail printing practices that need to be ditched this year, advises direct marketing agency Darwill. For example, using a 4-color master shell on which variable content is laser-printed in black and white has become old-hat given that new inkjet presses can create endless 4-color versions, including coupons varied based on a recipient’s past shopping patterns or demographics. Plus, custom maps once laser-printed in black and white can be replaced by full-color variable maps that are more personalized, eye-catching, and likely to drive leads. For more see our full blog post at http://www.acculistusa.com/2019-trends-open-doors-for-more-direct-mail-success/

Are Your Fundraising Plans Ready for 2019 Trends?

Nonprofit marketers making final tweaks to fundraising plans for 2019 may want to do a quick survey of this year’s top trends as identified by fundraising pros to make sure they are ready for all challenges. NonProfit PRO magazine cites three general 2019 trends that will affect both traditional direct mail and digital fundraising via e-mail, mobile, social media and website. First, nonprofits should include a commitment to story-telling in this year’s fundraising communications, the magazine says. Stories create an emotional connection to the mission and are remembered better than facts, studies show. NonProfit PRO urges creation of a story-telling culture via leadership buy-in, a mechanism to regularly encourage and gather stories, a story-banking method and regular and consistent story communications. “Personalization” is another marketing mantra for 2019, with success requiring clean up-to-date data and list segmentation to craft targeted messages for direct mail and e-mail. Finally, put that targeted story-telling into a video format to maximize results in a year when video is projected to represent 80% of Internet traffic. Meanwhile, the Nonprofit Tech for Good blog identifies some key digital trends to include in 2019 fundraising plans: 1) increased use of marketing automation software to create personalized appeals and individualized pathways and engagement with the general mission and specific programs; 2) more focus on a recurring-gift donor base and commitment to engagement strategies and technologies that nurture donors; 3) more relevant, personalized, contextual messaging based on data technologies; and 4) more disruption by commercial social media players like Facebook via removal of fundraising fees, matching funds and direct access to donor data and AI. The TrueSense Marketing blog came up with a whopping "21 Fundraising Trends and Best Practices You Need to Know in 2019" from a survey of fundraising pros. We’ll only cite a couple here, starting with a prediction that the visually oriented Instagram, which hit 1 billion monthly active users in 2018, including the 50-64 and 65+ age cohorts, will become a more popular platform for nonprofits in 2019. Another prediction is that, with data breaches continuing to grab headlines and a patchwork of data privacy regulations at the state level (such as California Consumer Privacy Act passed last summer), nonprofits will face added costs and changes in data collection and storage policies this year. For more, see our full on-site blog post at http://www.acculistusa.com/is-your-fundraising-plan-ready-for-2019-challenges/