30-second summary:
- COVID-19 has kept consumers in their homes, which has led to significant spikes in internet use and companies scrambling to digitize in order to meet customers where they are.
- The ability to quickly develop digital capabilities will continue to be critical for meeting customer needs and ensuring organizations’ survival.
- To remain competitive, companies must enhance the digital customer experiences they offer through upgraded social media, optimized conversion, strategies, better marketing research, an effective internal website search, and fresh customer touchpoints.
Emerging digital technologies like artificial intelligence (AI) and cloud computing enticed leaders with their agility and efficiency. Many companies planned to make digitization a goal for the new decade.
In hindsight, they probably wish they hadn’t waited.
The novel coronavirus upended every aspect of our lives. As businesses and governments around the world try to combat the pandemic, millions of consumers sit inside their homes. And where do people go during a government-mandated lockdown? Online.
The unprecedented shift to remote work and online learning, combined with a dramatic increase in movie streaming, videoconferencing, and social media traffic, has led to significant spikes in internet use. In this same time frame, big tech companies — the businesses at the forefront of digital innovation — have flourished, as have brands that capitalized on the power of social media engagement.
The biggest trick to digitization right now is meeting customers where they are. For example, my company, Teknicks, is working with an online K-12 speech and occupational therapy provider. When schools began transitioning to remote learning, students’ needs changed, too. We helped the provider pivot its value proposition and messaging to accommodate school districts’ new realities. By focusing on teletherapy tools and reassuring parents, we’ve seen substantial growth and brand recognition during the pandemic.
Until we find a vaccine for the novel coronavirus, your customers will likely engage with you through online channels. The ability to develop digital capabilities quickly will continue to be critical for meeting customer needs and ensuring survival for your organization. With that in mind, here’s how you can enhance your digital customers’ experiences:
It’s not hard to be good at social media marketing — it’s hard to be great. As you build your audience on websites like Facebook and Instagram, be sure to engage with followers consistently. Create a content calendar mapping out your posts and sharing strategies and stick to it. These platforms are also a great channel for customer service, allowing you to provide personalized support and become instantaneously useful (something that customer support tickets and chatbots never seem to be).
If you already have a sizable engaged audience, it’s time to work on your content strategy. Don’t build your content strategy around keywords. Instead, focus on your audiences’ needs. A truly effective content strategy will be customized for the platform you’re on and will account for the user behavior most characteristic of that platform. Naturally, you will use keywords and phrases that are optimized for discoverability while maintaining authenticity.
One key strategy is to conduct marketing research using a survey. This tactic goes well beyond traditional keyword research and generates content ideas directly from your targeted audience, not a keyword tool. Surveying your prospective customers allows them to tell you what type of content they want to consume, significantly increasing the likelihood of engagement. Often, this strategy is the key to successful marketing strategy. I’ll go into more detail below.
2. Focus on and prioritize conversion optimization
Ideally, your website looks good and loads quickly, but those qualities alone don’t make a website great. The user experience that your website offers is ultimately what determines whether customers bounce in droves or actually stick around. Attempting to boost your initial traffic will exponentially increase customer acquisition costs, so improving your conversion rates via website optimization is a more affordable (and profitable) solution.
We often see double-digit increases in conversion rates on our first test. We typically focus on the most trafficked pages to increase the likelihood of big, impactful wins. There is an entire science behind conversion optimization, but the core fundamentals have remained the same for years.
To make sure your website’s architecture is seamless and intuitive, develop a conversion rate optimization strategy that works for you. This will require you to ask visitors for feedback, experiment with different messaging options, and regularly review your analytics, among other things. The idea is to get to know your visitors well. It takes work, but it will pay off over time as the incremental conversion rate increases impact top-line revenue.
3. Conduct marketing research surveys
With the right insights, you can turn every engagement into a memorable and valuable experience for both you and your customers. The best way to get customer insights is to ask. Design a survey of up to 10 questions in a variety of formats along with some screening questions to make sure the feedback you get is actually useful.
When designing, consider your potential customers’ preferences and pain points. For example, if you know your audience is mostly on Instagram, asking “What do you like about social media?” won’t be as effective as “What makes Instagram posts better than Facebook posts?” Once the survey’s drafted, post it to your social channels and send it out to your mailing list. You want to understand which messages resonate with your audience before you spend a cent on marketing. Learning how to conduct marketing research is one of the most important marketing skills you can attain.
Asking individual customers how they feel about various messaging options can give you a goldmine of useful data to help inform the language and design choices you make. Not every customer will choose to participate in a survey, but some will. Show them you appreciate their input by offering a small discount or another incentive once the survey is completed. You’ll be surprised by how many responses you get and how beneficial the precursory information is.
4. Review your internal website search
As much as you’d love for every visitor to spend hours exploring every nook and cranny of your website, most will want to get on with their lives after they’ve found what they came for. To make the process faster, you should offer some sort of internal website search functionality. If you don’t already have one, add a search box to your navigation menu.
Not every website has one, and even the ones that do have very surface-level functions. However, search bars are a valuable asset that can increase internal sessions and conversion. Internal website searchers are 216% likelier to convert, according to WebLinc. Search bars assist your visitors and expand your understanding of user behavior, providing you with the information you need in order to adjust your website accordingly.
Evaluate the effectiveness of your internal search, taking notice of how it finds and organizes the content after a search. Most native search functionality is very basic and just looks for the presence of “search term,” but you may want to test out more advanced filters that help users more effectively find the information they are looking for.
I recommend looking at the search data monthly to see what users have been looking for. Be sure to review what searches yielded zero results and which searches brought up irrelevant content. Identify areas that can be approved and understand your content gaps that need additional content to support the demand.
5. Identify new customer touchpoints
Innovation is all about using new technology to improve old processes. While your typical customer journey might depend on your industry and business, chances are good that you can find ways to enhance it with emerging technologies.
Evaluating whether an emerging technology is a fit for your business and whether you should invest in testing it out, starts with (drumroll …) a survey. As we discussed earlier, surveys can answer just about anything you want to know about your target audience. Go ahead and ask your audience if they own or use the emerging tech and validate its place in the customer journey.
Take the new home buying process, for example. David Weekley Homes, the largest privately-held home builder in the U.S., wanted to better understand whether voice-enabled devices can play a role in the customer journey. The company also wanted to propose a voice app idea to the audience and understand how they felt about the emerging technology concept. By conducting a survey, we uncovered that 81% of the respondents would consider the voice app idea to be somewhat to extremely valuable and 70% would possibly to definitely use the voice app if it existed.
The increasing usage of voice search and voice-enabled devices also offers an opportunity for consumer brands to make it easier than ever for customers to find their products. Tide, for example, has capitalized on marketing on Amazon’s Alexa Skills platform to remove a step from the purchasing process. Customers can use the company’s skill to order Tide products without having to pull up the Amazon app or go to the Tide website. In that way, new tech makes an old process (purchasing detergent) more frictionless than ever.
The COVID-19 pandemic has made digital innovation a business imperative. Regardless of your industry, you should look for ways to anticipate and meet customer needs. Your customers expect a seamless digital experience. If you can’t provide it, they won’t have to leave their homes to find someone else that can.
Nick Chasinov is the founder and CEO of Teknicks, a research-based internet marketing agency certified by Google in Analytics, Tag Manager, and a Google Premier AdWords partner.
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