Thereโs that old Bob Dylan song about times a-changinโ that I wonโt bother to quote further. But it seems to hold true moreso year after year, and 2008 is no exception. So while some of us continue to exchange โhappy new yearโ greetings with one another, Iโll send along one last new yearโs greeting with what I believe to be the top five actions you should act on, examine or just ponder to bring your catalog/multichannel business in sync with the times. 1. Get your matchback system working smoothly at once. Assign someone in either your marketing or operations departments to do nothing
Affiliate Marketing
Well into the second decade of the Internet, many of you reading this โ if not all of you โ have a pretty good recollection of the โWild Wild Westโ days of the Internet early on. It actually still is the Wild West, but in a much different way. And, having sat in on a number of sessions at the e-Tail conference in Washington, D.C., earlier this month, I noticed the breadth of knowledge thatโs permeated the catalog/multichannel community and helped give it an entirely different character than it had 10 years ago. For one, consider how the language has changed. In the mid-โ90s, I
During a session at last weekโs Internet Retailer Conference in San Jose, Calif., a panel of speakers explained the reasons why the following five attributes are myths of affiliate marketing: * Affiliate shoppers are undesirable. โAffiliate shoppers are wealthier, tend to have children in the home and skew older than the overall Internet shopping average,โ said Stuart Frankel, president of Doubleclick Performics, an online advertising agency. He based his information on a recent Performics-sponsored affiliate insight study commissioned by ComScore Networks (see www.performics.com). * You canโt control your brand. โAffiliate marketing at its root has absolutely nothing to do with affiliates,โ said
Catalogers and other search advertisers are justly concerned about click fraud. Click fraud is when a person (or computer) imitates a legitimate user clicking on a pay-per-click ad, without actual interest in the adโs target. Like Justice Potter Stewartโs definition of pornography โ โI know it when I see itโ โ click fraud escapes precise definition. To know when a click is fraudulent, one needs to know the clickerโs internal motivation for clicking or be able to prove the clicker was an automated โbot. Most experts agree that few individual clicks are โgoodโ or โbad.โ Instead, investigators assign quality scores that indicate the probability
Customer referrals from online affiliates converted at 3.2 percent and 3.4 percent respectively in the first and second quarters of 2006, according to a survey of 63 online merchants conducted by Internet marketing firm Performics and research firm ComScore Networks. This compares to 4.3 percent and 4.4 percent conversion for direct traffic to merchant sites and 2.3 percent each quarter for other referrals, such as paid search and e-mail campaigns. Other data revealed by the survey: โข 6.6 percent of affiliate shoppers have household incomes under $25,000; โข 18.9 percent have household incomes between $25,000 and $50,000; โข 27.4 percent have household incomes between $50,000 and $75,000; โข
For smaller catalogers like Chinaberry, the Web can certainly be the great equalizer. Here are some tactics used by Chinaberryโs namesake childrenโs books and toys catalog and its spiritual gifts catalog Isabella. Search engine marketing: Both catalogs use Google AdWords for prospecting. โGoogle is the most compatible for us in sending us our types of prospects,โ he explains. โMSN is starting to do well, and everyone is waiting for the Yahoo! paid search relaunch. Weโve had Yahoo! on hold for a few months until its โProject Panamaโ has its full rollout.โ Affiliate marketing program: Using Performicsโ tracking system, Chinaberry can monitor the online relationships
For many catalogers, paid search will be the single most important channel for new customer acquisition this year. Here are what I believe to be the 12 best ways to do it. 1. Focus on Google. The reality is, Google controls more than two-thirds of the search market and is growing rapidly. Yahoo! continues to lose market share each quarter. MSN is a far distant third. Ask.com is even further back. Allocate your attention proportional to your ad spend. Donโt completely ignore Yahoo! or MSN, but invest the most love and attention in your Google campaigns. Youโll be rewarded with the largest return for your time.
The Web is an essential channel for catalogers. Customers expect catalog companies to have effective, well-designed e-commerce sites. The Internet is undergoing a period of rapid innovation, often labeled โWeb 2.0.โ It includes tagging, visual search, wikis and Ajax. Web 2.0 technologies will transform online retail over the next two years. Catalogers will need to upgrade their sites to remain competitive. I suggest you read this monthโs column with a computer close by โ as Iโll tour some Online Retail 2.0 ideas that will transform e-commerce. The first stop is del.icio.us, the social tagging site. (Go to del.icio.us/catalogsuccess, and youโll find a
Successful catalogers know that putting the right offers in front of the right customers at the right times will result in strong sales. But the online affiliates putting your offers on their sites may not. Following are eight strategies your online affiliates should be using in order to maximize their contributions to your holiday sales offered by affiliate network Performics and multichannel strategy and research firm the e-tailing group. 1. Centralize and prominently position free shipping offers. Potential shoppers flock to these, the authors write. 2. Create a sense of urgency. Your affiliates should remind shoppers of the number of days until Christmas. 3. Inspire impulse
During a session at last weekโs Lenser & Associates client summit in San Rafael, Calif., Lenser partner Michelle Farabaugh offered several Web and e-mail marketing tips to the firmโs client base, which included more than 100 mid-size catalog marketers. Following are some that are worth keeping in front of you. * Increase your advertising effectiveness by improving headlines, copy and destination landing pages. Include a value proposition, promotions, deferred billing and a buy now button. * In e-mail, separately test segmentation, frequency, time of day/day of week, subject line, โFromโ address, format, offers, deadlines, length, landing pages and hold out panels in order to see true