Continuous Improvement

A Tale of Two Publishers: And What Every Business Needs to Know

It is the best of times and the worst of times for some businesses. Many look at the world and see the opportunities of being data rich, customer centric, and nimble while others imagine they can bring their old school thinking to the new media, always-on connected customer. They sit cross-fingered hoping that putting lipstick on their pig will improve their results. Let’s explore two publishers making news recently and learn how one is failing while the other has become…

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A Marketing Optimization Fitness Plan

Is your corporate metabolism a bit sluggish? Are you dragged down by the weight of meeting-itis? Do you need more energy and resources to respond to the ever-increasing demands of your customers? Well I wish I could tell you about the next magical black box, with the persuasive infomercial that promises you miraculous gains without any of the hard work required. If you bought any of these gimmicks before and are tired of their sugar-coated promises and lackluster results, then maybe…

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Play the Online Marketing Game Like “Charlie Hustle”

With Major League Baseball’s spring training under full force, it inspires me to look at how we approach our “online marketing game.” We can learn a lot about winning “conversions” from how the game is played. Most baseball people will tell you that you can win the game with the “long” ball or with the “short” game. When you convert a visitor to a sale or to a lead, hopefully you have scored a run your competitor won’t. Pete Rose…

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Optimizing the Conversion Rate Optimization Process

Confused about conversion optimization? You should be with all the experts sharing their opinions. After all, everyone is entitled to their own spin on the measure, test, analyze, and repeat optimization cycle. When Jeffrey Eisenberg, my brother and business partner, recently spoke at a WAA conference, he said that you should be able to predict the direction of your tests better than 50 percent of the time. Imagine that, we’ve arrived at the point where we believe that conversion optimization…

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How Many “Potential Buyers” Are You Driving To Your Website?

Just do It! Stop thinking of your traffic in terms of number of visits or visitors. That metric sucks! All that matters is potential buyers and actual buyers. Everything else just inflates egos. So instead of looking at your traffic by what marketing efforts are bring the most amount of visitors and converting best, look at your visitor mix as a starting point. There are 3 types of visitors who can come to your website: 1. Buyers – you know who they are because…

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5 Dimensions of Landing Page Element Success

Last time, I shared with you the 10 landing page elements, such as the call to action, that make up the anatomy of a landing page. Once you have identified your elements, there are five dimensions to evaluate if the elements will work at converting your visitors. The five dimensions are: Relevance Quality Location Proximity Prominence Relevance Everything else about your page can suck (the technical term we use in Brooklyn), as long as you manage to understand your visitor’s intent…

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Always Be Testing: Marketing Optimization in Challenging Times: Presentation

Last week I had the fortune to speak at the Arizona Internet Marketing Association. Thanks to their fabulous efforts you can watch my presentation online. Here is AZIMA’s October 2009 Social Event – Always Be Testing – Marketing Optimization in Challenging Times (link opens a new window – you will need Flash to view the presentation).

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What If You Had $1,000,000 To Invest 50 Years Ago?

And you had the choice of GM or Toyota to invest in. Which would you have chosen? 50 years ago GM had all the marketing muscle, the innovative cars, the great distribution and Japanese cars did not enjoy the reputation they have today? 50 years ago you would be sure that GM was the sure bet. But what changed? Dr. W. Edward Deming! In 1947, he came to Japan to help the distraught economy and he taught them the priceless…

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