Video Production & Animation Company

How to reactivate your old leads.

Conversion Tips, How To Get More Customers, How To Get More Traffic, Marketing Tagged ,

Hi Guys,

I thought for today I would talk a problem every business owner has… how to turn old leads into customers.

For the record – I really dislike the word ‘lead’ . But I put it in the title to help draw your attention. Devilish I know.

Anyway – people are not leads – they are real human beings with real problems that have come to you to help them reach their goals – so please see every person that contacts you as unique and be honoured that they thought enough of your business to reach out in the first instance.

Anyway, I digress. So we have all been there. You have someone that gets in contact with you and you talk with them about the benefits of your product, you educate them about your business, you speak candidly about who you are and what you stand for, but after trying to make the sale you hear the dreaded ‘I’ll get back to you’ and then you never hear from them again.

It’s annoying – sure, but never blame that person. Always take responsibility for your actions and what happens to you in life (deep I know).

There can be numerous reasons why people say the infamous “I want to think about it” but for me, I think it always comes down to trust. Trust of you and trust of your company.

Not only does your business have to be the best thing since sliced bread, but you really need to emphasise that should you do business together, your relationship will not be a ‘hit it and quit it’ transaction You need to get across that you are in it for the long haul and that you want to help them reach their goals.

By the way if you don’ truly believe your company can help that person get to where they want to go, you should probably should change direction of your business as the first sales should always be you.

Anyway – so onto some practical tips you can use in your business today to help get customers across the line.

A great example is by the company Flight Fox.

Flight Fox is a new company that helps people find the best value for flights. All you have to do is pay $50 and then outsourcers try and find you the best flight. A simple but great concept.

So if someone only signs up for their service, but doesn’t actually pay, there is an automatic email that is sent within 24 hours.
This email is both personal and is laden with testimonials about happy customers and there is also satisfaction guarantee in there as well. More information can be found about what specifically the emailed said can be found here.

So in your own business, if you find someone has made contact with you, but you are waiting for that coveted purchase order, just send them a quick email with a few testimonials and reassure them that you and your company are here to stay and it would be awesome to do business together. A little trust goes a long way.

Have an awesome day every one.

Robbie.

 

How do you get bloggers to discuss your products?

How To Get More Customers, Marketing Tagged , , ,

Hey Guys,

I thought I would take a bit of a different angle today and talk about how you can get bloggers to discuss your products.

What is the point of this I hear you ask?

A good question.

The simple answer is that as most bloggers have a loyal following of fans and a large amount of trusted traffic can be driven to your site from theirs. – if you can get the bogger to talk about what you do.

So how exactly can you do this?

Well it all involves giving upfront value and forming a relationship with them before you ever approach them and ask them for a testimonial or to discuss your product on their site.

You see popular bloggers are inundated with requests to do things all the time. Most of the requests are more like demands and revolve around the person asking for favours or whether they can help them out.

This never works (particularly if you don’t have a prior relationship with them).

To help stand out from the crowd, offer the blogger something of value first and you will go a long way.

With Premium Animations we were lucky enough to form some great relationships with some popular bloggers and we helped get in the door to meet them by offering do a free video for their site.

So I can hear you say… ‘But I don’t have a video I can offer!’. Well that might be true but I am sure your business has some sort of value proposition you can offer so I would lead with that.

After you have delivered on some killer value and developed a bit of rapport with them, then ask them to provide a testimonial or talk about the experience they had with your company.

Your pitch after you have delivered value should be no pressure and if they happen to write something great, and if not that is ok as well.

But if you really delivered and went above and beyond of their expectations you will be well on your way to getting them to discuss your product and forming a solid relationship as well.

A perfect example of the impact that having a simple guest blog post on a bloggers site can been seen in this article here.

A quick summary of the article is that this author was really struggling to sell his latest book and it wasn’t until he was able to do a guest post on a famous bloggers site did his book sales take off. Anyway it is a great read and walks through his process and his experience.

So if you’re currently driving traffic to your site just do a quick google search for some bloggers that are in your industry and send them a quick note offering them some upfront value and you are well on your way to building a solid relationship.

Cheers,

Robbie

How to reduce your website’s bounce rate

Conversion Tips, How To Get More Customers, Marketing, Uncategorized

Before we start, It’s important to really understand what exactly a ‘bounce rate’ is.

Bouncy Balls!

In essence, your bounce rate is the percentage of new visitors who simply ‘bounce’ off your site without doing anything.

Google Analytics defines it as:

“The percentage of single page visits (ie. visits in which the person left your site from the entrance page)”

But why do I care?

Well, having a low bounce rate is really IMPORTANT! Its the first step in making sure your website is converting clicks into customers.

Imagine you own a physical shop with products inside. Having a high bounce rate is like having the majority of people who enter the store just take two steps, turn around and then immediately leave, without even looking at ANY PRODUCTS on your shelves!

Before we can start to improve our bounce rates though, we need to first understand what drives bounce rates.

A bounce rate is actually a measure of your TRAFFIC QUALITY and a high bounce rate is typically due to the fact that your landing pages (where customers land on their site) is not relevant to your visitors!

Think of it like reading a resume….if something doesn’t immediately stand out, poof! Game over.

So, how can we ensure are bounce rates are low and that our visitors are hanging around?

Well, here are just a few tips and tricks that you can easily implement today!

Traffic Quality

As I previously mentioned, traffic quality is the derivative of your bounce rate. This means that if we improve the ‘quality’ of trafic coming to your site, your bounce rate should also improve.

By ‘quality’ here we mean, are the majority of people who click through to your site potential customers (correct demographic, location etc.) or just random punters or kids who are surfing the net?

The simplest way to improving your traffic quality is looking at the keywords you are targeting for both you paid and organic search.

For example if I own a pineapple store (I love pineapples!), I’m much better off targeting keywords like ‘buy pineapple online’ or ‘pineapple store sydney’ rather than just ‘food store’ or ‘edible goods’!

So, write down a list of your current keyword targets and see if you are REALLY getting the type of people you want to your site!

Landing page design

Having good landing page designs is CRUCIAL to improving you bounce rates. There is a tonne of info out there on how to create great landing pages, but here are just a few things all good landing pages should have:

  • Strong large headline
  • Strong call to action above the fold
  • Benefit driven copywriting
  • Uncluttered, clear and concise
  • Content heavy writing at bottom not top
Immediately Obvious Message
While I’ve mentioned this above, this is REALLY IMPORTANT.

Users need to understand exactly what your value proposition is within the first second of landing on your site.

Guess what, if people don’t immediately ‘GET’ what you are all about….poof! Gone.

Think about it.

Your COMPETITION is just a click or two away. Why would people waste their time searching through your site to find something if they could just hit that dreaded back button of doom and find another site which spells it out CLEARLY!

Responsive website design

Did you know that about 10-20% of your visitors are viewing your site from a mobile or tablet device?

Example of Responsive Site Design

Yep, I can almost guarantee it. Check out your Google Analytics to see.

Most websites are only optimised for different browsers on laptops or PCs. This means that your website is looking pretty horrible if you view it on your mobile or tablet device.

A responsive website is one that adapts to the screen size the user is viewing it on. This means that it looks fantastic and is easy to navigate regadless of whether or not they are on a phone, ipad or laptop.

Call your developer now. It’s worth the small investment.

Website Animation/Video

Here’s the thing. If a customer clicks to your website and then your competitors who has a video which clearly explains the benefit of the product….which one will they choose?

An autoplay video on your homepage is great to improve your bounce rate because it GRABS YOUR USERS by the neck and ENGAGES them to listen.

Visitors love it because it is EASY. They can digest all the information they want without having read!

Don’t take our word for it though, dropbox.com, mint.com, salesforce.com and all the big players utilise video on their pages. Also see our customer testimonials to see how we have helped our clients out!

So whats an acceptable bounce rate?

Well, that all depends on what industry you are in. This little graphic should give you a good idea though!

Acceptable Bounce Rates- kiss Metrics

 

I hope this has helped you! Get cracking reeling in your bounce rate today!

Whats your bounce rate at?

Adam

Do videos work for B2B businesses?

Marketing Tagged , ,

A question we regularly get asked here at Premium Animations is whether a video is useful in B2B companies?.

The short answer is yes.

Whether your end customer is a consumer or a business, at the end of the day the person that makes the decision about your product or service is always just a human being. And the best way for anyone to get their message across and help the customer make that decision is through video.

So I can hear you say… ‘Robbie of course you would say that… you sell web videos and animations for a living!’.

This is true, so on to some statistics!

According to Cisco, video will increase to 87% of Internet traffic by the end of 2013. (Cisco, 2010) and as a result of this explosive growth – 76% of marketers plan to add video to their sites in 2012, making it a higher priority than Facebook, Twitter, and blog integration. (Social Media Examiner, April 2012).

This means that using video is quickly becoming more important than having facebook fans or a large twitter following. This is huge considering all the hype surrounding social media these days.

So the question is ‘why is video becoming more important than social media?

For me the answer is simple – video is a really cost effective product that has an immediate and measureable ROI.

This contrasts significantly to social media’s ROI which is ridiculously hard to track (plus facebooks really low click through rates and expensive ads are not helping either).

A little bit closer to home, some specific company examples include Dell reducing service call volumes by 5% and Virgin Mobile reducing call volumes by 14% in 2011 all by effectively using video on their websites. (The Australian, December 2010).

We all know Dell and Virgin are massive companies, but just think about the impact a 1% change would have on their bottom line let alone a 14% increase in savings. Huge changes all with little videos.

So if you are on the fence about investing in a video, have a scroll through a bit more of our blog, do a little bit more independent research, decide on the style of video which you like the best and then feel free to give us a call as we love talking strategy and figuring out the best video solutions for businesses.

Are losing customers online by making it hard for them to purchase?

Conversion Tips, How To Get More Customers, Marketing

I’m sure some of you have seen this great video from google.

Check it out here:

While this is aimed at the checkout process, it makes a great point that buying/purchasing/finding information online should be EASY!

Now let me ask you this, how easy do you make it for your customers to contact you or purchase from you online?

Have you run through and tested what the EXPERIENCE for your CLIENTS or customers is like?

The easiest way to do this is to take a few steps in your own customers shoes. Alternatively, get some people you know to run through the entire process and get them to answer some key questions. This is known as USABILITY Testing.

You will be AMAZED at the small things that you find, most of the time it will provide you a few ‘Ah ha!’ moments! You will suddenly realise why you are loosing people at different steps in your growth hacking funnel.

Here are a few things that I guarantee some of you will find:

– Some important link or contact form is not working

– The automated emails you send may have a few spelling mistakes

– Its hard to activate your account or to create a new account

– After you fill in the contact form, it takes a few hours for someone to contact you.

– You don’t seem to understand the benefits of the product from the website copy.

– Its difficult to pay or you are unsure of what the next step is.

– You realise your call to action button is hard to find.

What did you find out? As a customer to your own site, was it an easy process?

After a few simple tweaks, you will be amazed at how the conversion rates of different steps in your sales funnel increase.

In the next post, we will dive deeper into how we can optimise each step by using the B . J. Fogg Behavioural Model.

 

The Importance of Great Copywriting

Marketing Tagged , , ,

Hey Guys,

I thought this week I would talk a little bit about effective copywriting.

So first some basics.

What exactly is copywriting? Well basically it’s just the words that you have on your site that help you ‘sell’ your product. Everyone has some level of copywriting on their site, whether they know it or not.

When copywriting is done well, it’s an absolute pleasure to read and I get a real kick out of it. When it’s done poorly it’s worse than walking in on your parents. Anyway I digress.
So how exactly can you improve your website’s copy? Well the first tip is to always remember – it’s not about you.

Your website does not exist so you can brag about your accomplishments, or mention how great you are or even that you won an industry specific award… your website exists for your customers. Plain and simple.

Your customers don’t really care too much about what you do or even how you do it, all they really care about at the end of the day is how your business will benefit them and solve their problem. So my first tip is make sure that the benefits of your business are front and centre on your website.

My second tip is to please remember to keep the benefits and features of your business distinct.

What do I mean by this? Well a feature of your business is not the same as benefit of your business and vice a versa.

I will give you the most simple example I can. If I was trying to sell you a pen, I wouldn’t talk about the features of the pen. I would not say that it has black ink, is about 10 centimeters long and weighs 200 grams. Talking about features is never sexy and doesn’t really make me want to buy anything.

 Instead I would talk about the benefits of using the pen. For example, I would talk about how great the pen feels in the palm of your hand. I would mention that the pen allows you to write upside down so that when you’re lying in bed you can write down all your great ideas. I would mention how effortlessly the pen glides across the page so it’s easier to continuously write and avoid writers block.

Writing about the benefits is much more seductive and engaging, but it’s just that little bit harder to do. So I think this is why you will find a lot of websites talk about themselves and the fact they have “ been in business 25 years”, as opposed to the benefits, e.g “this is how we can help you”.

If you are interested in learning more about great copywriting, type in John Cartlon into google and visit his site. He is the god father of copywriting and I am sure you can learn a lot just from reading his stuff.

Below is a great little example of some funny and engaging copywriting I like as well. Notice they talk about the benefit of buying the flowers (make her friends jealous) and not the fact that there are 12 flowers in each vase (a feature).

Have an awesome rest of the week everyone.

Robbie

People Power: How to use social proof to boost your conversions

Conversion Tips, How To Get More Customers, Marketing

Trust.

It’s one of the most critical elements when closing sales.

When you meet someone face to face, it’s easy to establish trust. If you show up on time, shine your shoes and be a genuine person, you are pretty much there.

But how do you generate trust from users online?

You don’t get to meet them, you often don’t even get to speak to them. Within a few pages you are asking them for their personal details or even payment!

There is no doubt about it, it’s really hard.

Luckily, there are a few things you can do to quickly generate trust.

Check out the image below.

Social Proof for McDonalds

After reading the McDonald’s sign, would you doubt that their hamburgers aren’t delicious?

Social Proof – It’s powerful.

Social proof is a great tool that you can use to gain instant trust with your users and potential customers.

Most people in the world are followers.

They think  “If that guy likes X, and that guy likes X, X must be really good.”

Digging deeper it actually comes back to our roots as cavemen. You follow social norms to ensure that you don’t get kicked out of the tribe. It’s natural and instinctive.

So, how can we use social proof to boost conversions on our site?

Simple, just show how all of your other customers love your product/service.

Here are just a few ways you can display this online:

1. Show the number of ‘Social Likes’ you have on Facebook/Twitter.

2. Show your own personal Linkedin Profiles or background about who you are and why you are an expert.

3. Display customer testimonials. Typically the more ‘socially proofed’ the customer is, the better the testimonial converts. Ie. If we had a testimonial from Steven Spielberg or Seth Godin on our site, we couldn’t get much better than that!

4. ‘Borrow’ social proof from other companies. Use identifiable logos on the site from  your customers/partner organisations or press you have received.

5. Display the number of people who love and already use your product! Check out the extent that 37 signals go to!

6. Show your company history or awards that you have won.

That’s about all for now…think about how you can incorporate this on more of your own site. Would you trust your company after landing on your homepage?

Social Proof for 37 Signals

Testimonials for 37 Signals

What’s Your Problem?

Marketing Tagged , , ,

Hey Guys,

I thought for this weeks blog post, I would talk about how the structure of a video (or any sales strategy for that matter) is dependent on first identifying the problem of your customer.

In any business you have to first identify the problem of the customer and then present your company as the solution to that problem. This is the fundamental rule.

If there is no real problem that you can identify, then you can’t offer what you do as a solution – and without offering your company as the solution to a defined problem it’s very hard to be able to sell anything. Continue reading

Growth Hacking: Optimising for Growth

Conversion Tips, How To Get More Customers, Marketing

Hi guys, it’s Adam here.

Today I wanted to share with you a presentation and class that I taught last night for General Assembly Sydney. General Assembly is a global network of campuses for technology, business and design and the Sydney arm is growing rapidly.

 

The majority of students who attended were small business and startup owners who wanted to learn more about ‘Growth Hacking’ and how they could optimise for growth in their business.

So, why was I asked to teach and what exactly is ‘Growth Hacking’?

Well, over the last few years I’ve had a fair amount of exposure to A/B testing, sales funnels and different user acquisition tools and techniques.

The word ‘Growth hacking’ was actually first coined by Shaun Ellis in a blog post in 2010 but later made popular by Andrew Chen this year in his article ‘Growth Hackers are the new VP of Marketing’. Alan Jones from The New Agency here in Sydney also describes what growth hacking is all about here and was kind enough to give me a mention.

I’ve attached the presentation below from the class, which should help you learn how to:

  • Create your own growth hacking funnel.
  • Run A/B Testing on your site
  • Create viral feedback loops
  • Help identify your best marketing channels
  •  Increase conversions

Please also note, this presentation has been from a combination of resources and examples were thanks to Matten Griffels deck here. Enjoy!

Growth Hacking Presentation– Adam Trouncer for GA Sydney

Boost Your Conversion Rate

Conversion Tips, Marketing

Hi

I hope your day is going well and your business is going from strength to strength.

In the last blog  I showed you the formula to website success. If you don’t remember, that’s cool it was:

Website Success = Traffic x Conversion

In this email I will show you a little tip on how to increase thetraffic to your site.
Continue reading

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