MARKETING
A Crash Course on Proper Messaging
Great marketing copy doesn’t just sell a product, it builds a connection with the audience. The beauty of proper messaging is that by communicating either the benefits or features of your product or service, you can tell customers what they need to know in a clever, concise way.
Without knowing when you should use benefits versus features in your content (and the difference between the two), you could run into poor, or ineffective messaging. We’ll dig into when it’s best to use each of these options below.
Features vs. Benefits: What’s the Difference
Features are what the product or service does, describing which attributes set it apart from the competition. Benefits describe why those features matter and how they help the target audience. For marketing messages, it’s typically better to go with a benefits-heavy approach, because benefits are what compel consumers to purchase.
Both terms are useful and give customers important information they’ll need during their buyer’s journey, such as design, price, and real-world relevance. Ultimately, the benefits of having a product or service are what make consumers purchase, which means it is often best to highlight benefits over features when writing marketing copy. This paints a picture of what life will look like after the customer purchases the product or service. If you do decide to highlight features, you’ll want to make sure consumers understand how they’ll benefit from those features.
Take this ad from Qordoba, an IT company that utilizes AI to help organizations manage communication.
The company’s ad caught my eye by communicating the benefits reading the report will have when it comes to customer-facing content, which does interest me.
‘How are tech companies managing their voice, tone, & writing style guides across their various types of customer-facing content?’
After reading this caption, I knew exactly what I would gain from this product, and why it was worth my time.
Let’s look at another example of features and benefits at work. This is a marketing email I got this morning from Marriott hotels:
This ad starts with the benefits of becoming a Marriott member — ‘yes to vacation views’ — while the rest of it explains the features of the program, including ‘no annual fees’ and ‘3X points per $1 spent at more than 7,000 Marriott locations.
Emphasizing that Marriott members enjoy free perks, then expanding on how this is done (by earning rewards points), is a really effective way to explain the benefits and features of the rewards membership.
This is relatively straightforward — but what if you have multiple products being sold at once?
If you’re working with more than one campaign, the answer to whether you should use features versus benefits ” can change depending on the product or service being marketed.
How to Tell When it’s Best to Use Features or Benefits
If you’re unsure whether you should list features or benefits for a given product, consider this — features are an optimal choice in a saturated market. For instance, a small business making a meal-delivery kit would have some competition (such as HelloFresh or Home Chef), meaning they would have to communicate their service’s competitive advantage by naming one-of-a-kind features. This would include price, dietary restrictions, menu configuration, etc.
Benefits, on the other hand, are the way to go if your brand exists within a niche market or a “drier” topic. You’ll want to answer the following questions with your benefits:
- How does it work?
- How does it make a consumer’s life easier?
To resonate well with an audience who perhaps haven’t heard of your product or service before, try to include benefits in your demos, ebooks, and other marketing content.
Now that we’re more clear on features vs. benefits, let’s explore some examples to see both in-action.
Examples of Features and Benefits
For the visual learners like myself, below are some real-world examples of how to work features or benefits into ads, product pages, email, or any other marketing materials:
1. Calm (features)
Why This Is a Feature: Calm used singer Lindsey Stirling’s material as an exclusive offer only available to app users. It’s a unique attribute the audience can’t get anywhere else.
This email about an exclusive deal made me excited, which is another way highlighting features in your marketing material can be beneficial — to build excitement. Here’s how sleep meditation company Calm did it:
Framing singer/songwriter Lindsey Stirling‘s work as an exclusive feature improves customer relationships and makes them feel special. Opening this email made me think about how glad I am to be an email subscriber (especially since I grew up watching Stirling on YouTube) because of cool offers like this.
If you’re running a promotion or want to improve customer relationships, consider sending them an offer that reminds customers of your product or service’s unique features.
2. HubSpot Academy (benefits)
Why these are benefits: HubSpot Academy gives customers the opportunity to invest in themselves by learning new skills and getting certifications they can display on LinkedIn – all things that will help them grow their business and individual careers.
In this product page for HubSpot Academy’s social media course, three benefits are listed at the bottom, so prospects can see how completing this course will be worth their time.
Benefits don’t always have to be short phrases – in fact, on product pages, more is often better. On web pages, it’s critical you give your customers the helpful information they need — including cost, structure, time required to complete, and a description on how your products or services’ benefits outweigh the benefits of competitors’.
3. OrganiGrowHairCo (benefits)
Why these are benefits: This ad effectively communicates the reasons why OrganiGro’s co-wash product is better than typical conditioners. It alleviates dandruff, decreases breakage, and cleanses – all things that will aid a buyer’s hair health.
If you’re team natural hair, you’ve more than likely stumbled upon the heaps of content stressing the benefits of co-washing (using conditioner only) as a way to avoid overwashing your hair with regular shampoo. Since shampoo often strips the hair as it cleanses, co-washing is seen as a method to replenish moisture between washes.
In the Instagram ad above, OrganiGrow clearly makes the case for why its co-wash formula is superior to the competition as it’s designed to cleanse while moisturizing, aiding the customer’s overall hair health.
4. Arcadia (benefits)
Why this is a benefit: The ad draws the audience in immediately with the potential to save on their utility bill. Who doesn’t want to save money? The promotion also throws in a Google Home mini, which further incentivizes the customer to buy.
Can you spot the benefits energy company Arcadia used in this promoted tweet?
If you chose the entire tweet, you’re right!
Almost every word helps describe to the reader why they should open the linked website. As a consumer, I would think, “Well, what is the easiest way to save on my energy bill at no cost? That thing is sky high!”
Words that help the consumer are going to resonate with those who are just mindlessly scrolling and not necessarily looking to buy anything. To build interest in their promotion, Arcadia’s use of benefits to entice prospective customers was a good choice on Twitter.
Impress a scroller by using benefits in marketing messages. You have just a few seconds to leave a mark.
5. Airtable (features)
Why this is a feature: By playing up its fun colors and project management attributes, Airtable entices viewers to switch from boring spreadsheets. All of its sleek features are on full display in this Facebook ad. How is it better than traditional spreadsheets? It’s ‘flexible, beautiful, and fun.’
Beautiful, descriptive features in this Facebook ad told me exactly what Airtable is and what their software does, despite having no previous knowledge. In less than thirty words, I know that Airtable must be a product or service that makes dull spreadsheets a thing of the past — for free.
6. KeVita (benefits)
Why this is a benefit: This scenario-based ad positions KeVita kombucha as the perfect natural energy drink, giving customers a boost for whatever activity they partake in, no matter the location.
Kombucha is a fermented tea drink with probiotics, which aid in helping digestion and improving energy levels. So, when marketing their kombucha on Instagram, the KeVita brand wanted to show that kombucha isn’t just a summer drink, contrary to popular belief.
Aesthetically pleasing, benefit-enforcing GIFs like this make visual platforms like Instagram a perfect canvas for an ad that displays benefits.
Animation often stops scrollers — especially animation paired with bright pink text. The backdrop, a ski lift covered in fresh snow, (“powder” to skiers), shows the accessibility of the drink, while the caption alludes to kombucha-fueled energy to get through a long ski trip.
Two benefits that instantly stuck out to me about this post are accessibility and energy. On snowy mountains, those two functions are going to be essential when thinking about snacks. Consider a scenario-based ad if your product is like KeVita, commonly perceived as a summer drink.
7. Dyson (benefits)
Why this is a benefit: This animated ad focuses on how Dyson’s humidifier removes pollutants from your home to improve air quality. It’s an all-in-one solution for customers combining the perks of a humidifier, air purifier, and fan.
Our homes are full of contaminants, or at least that is what this ad will have you believe. With this ad for its air purification system, Dyson really drives home the “why” for customers using some pretty convincing animation. Microscopic pollutants like dust, pet dander, and others are in our home, wreaking havoc on sensitive respiratory systems. This device will remove them, enabling customers to breathe better. It addresses the problem and clearly explains how their product is a solution to that problem.
Applying Benefits and Features to Your Marketing Strategy
From phones to shampoo, the features or benefits marketing method can be applied to almost anything. When creating copy:
- Determine what you want to say, and which messaging method will be best for that.
- Ask “Does this ad convey features or benefits?”
It’s important to know the distinction between the two so the audience receives clear messaging that explains why they should choose your product or service over the rest.
This article was originally published February 27, 2020 and has been updated for comprehensiveness.
MARKETING
Tinuiti Marketing Analytics Recognized by Forrester
Rapid Media Mix Modeling and Proprietary Tech Transform Brand Performance
Tinuiti, the largest independent full-funnel performance marketing agency, has been included in a recent Forrester Research report titled, “The Marketing Analytics Landscape, Q2 2024.” This report comprehensively overviews marketing analytics markets, use cases, and capabilities. B2C marketing leaders can use this research by Principal Analyst Tina Moffett to understand the intersection of marketing analytics capabilities and use cases to determine the vendor or service provider best positioned for their analytics and insights needs. Moffett describes the top marketing analytics markets as advertising agencies, marketing dashboards and business intelligence tools, marketing measurement and optimization platforms and service providers, and media analytics tools.
As an advertising agency, we believe Tinuiti is uniquely positioned to manage advertising campaigns for brands including buying, targeting, and measurement. Our proprietary measurement technology, Bliss Point by Tinuiti, allows us to measure the optimal level of investment to maximize impact and efficiency. According to the Forrester report, “only 30% of B2C marketing decision-makers say their organization uses marketing or media mix modeling (MMM),” so having a partner that knows, embraces, and utilizes MMM is important. As Tina astutely explains, data-driven agencies have amplified their marketing analytics competencies with data science expertise; and proprietary tools; and tailored their marketing analytics techniques based on industry, business, and data challenges.
Our Rapid Media Mix Modeling sets a new standard in the market with its exceptional speed, precision, and transparency. Our patented tech includes Rapid Media Mix Modeling, Always-on Incrementality, Brand Equity, Creative Insights, and Forecasting – it will get you to your Marketing Bliss Point in each channel, across your entire media mix, and your overall brand performance.
As a marketing leader you may ask yourself:
- How much of our marketing budget should we allocate to driving store traffic versus e-commerce traffic?
- How should we allocate our budget by channel to generate the most traffic and revenue possible?
- How many customers did we acquire in a specific region with our media spend?
- What is the impact of seasonality on our media mix?
- How should we adjust our budget accordingly?
- What is the optimal marketing channel mix to maximize brand awareness?
These are just a few of the questions that Bliss Point by Tinuiti can help you answer.
Learn more about our customer-obsessed, product-enabled, and fully integrated approach and how we’ve helped fuel full-funnel outcomes for the world’s most digital-forward brands like Poppi & Toms.
The Landscape report is available online to Forrester customers or for purchase here.
MARKETING
Ecommerce evolution: Blurring the lines between B2B and B2C
Understanding convergence
B2B and B2C ecommerce are two distinct models of online selling. B2B ecommerce is between businesses, such as wholesalers, distributors, and manufacturers. B2C ecommerce refers to transactions between businesses like retailers and consumer brands, directly to individual shoppers.
However, in recent years, the boundaries between these two models have started to fade. This is known as the convergence between B2B and B2C ecommerce and how they are becoming more similar and integrated.
Source: White Paper: The evolution of the B2B Consumer Buyer (ClientPoint, Jan 2024)
What’s driving this change?
Ever increasing customer expectations
Customers today expect the same level of convenience, speed, and personalization in their B2B transactions as they do in their B2C interactions. B2B buyers are increasingly influenced by their B2C experiences. They want research, compare, and purchase products online, seamlessly transitioning between devices and channels. They also prefer to research and purchase online, using multiple devices and channels.
Forrester, 68% of buyers prefer to research on their own, online . Customers today expect the same level of convenience, speed, and personalization in their B2B transactions as they do in their B2C interactions. B2B buyers are increasingly influenced by their B2C experiences. They want research, compare, and purchase products online, seamlessly transitioning between devices and channels. They also prefer to research and purchase online, using multiple devices and channels
Technology and omnichannel strategies
Technology enables B2B and B2C ecommerce platforms to offer more features and functionalities, such as mobile optimization, chatbots, AI, and augmented reality. Omnichannel strategies allow B2B and B2C ecommerce businesses to provide a seamless and consistent customer experience across different touchpoints, such as websites, social media, email, and physical stores.
However, with every great leap forward comes its own set of challenges. The convergence of B2B and B2C markets means increased competition. Businesses now not only have to compete with their traditional rivals, but also with new entrants and disruptors from different sectors. For example, Amazon Business, a B2B ecommerce platform, has become a major threat to many B2B ecommerce businesses, as it offers a wide range of products, low prices, and fast delivery
“Amazon Business has proven that B2B ecommerce can leverage popular B2C-like functionality” argues Joe Albrecht, CEO / Managing Partner, Xngage. . With features like Subscribe-and-Save (auto-replenishment), one-click buying, and curated assortments by job role or work location, they make it easy for B2B buyers to go to their website and never leave. Plus, with exceptional customer service and promotional incentives like Amazon Business Prime Days, they have created a reinforcing loyalty loop.
And yet, according to Barron’s, Amazon Business is only expected to capture 1.5% of the $5.7 Trillion addressable business market by 2025. If other B2B companies can truly become digital-first organizations, they can compete and win in this fragmented space, too.”
If other B2B companies can truly become digital-first organizations, they can also compete and win in this fragmented space
Joe AlbrechtCEO/Managing Partner, XNGAGE
Increasing complexity
Another challenge is the increased complexity and cost of managing a converging ecommerce business. Businesses have to deal with different customer segments, requirements, and expectations, which may require different strategies, processes, and systems. For instance, B2B ecommerce businesses may have to handle more complex transactions, such as bulk orders, contract negotiations, and invoicing, while B2C ecommerce businesses may have to handle more customer service, returns, and loyalty programs. Moreover, B2B and B2C ecommerce businesses must invest in technology and infrastructure to support their convergence efforts, which may increase their operational and maintenance costs.
How to win
Here are a few ways companies can get ahead of the game:
Adopt B2C-like features in B2B platforms
User-friendly design, easy navigation, product reviews, personalization, recommendations, and ratings can help B2B ecommerce businesses to attract and retain more customers, as well as to increase their conversion and retention rates.
According to McKinsey, ecommerce businesses that offer B2C-like features like personalization can increase their revenues by 15% and reduce their costs by 20%. You can do this through personalization of your website with tools like Product Recommendations that help suggest related products to increase sales.
Focus on personalization and customer experience
B2B and B2C ecommerce businesses need to understand their customers’ needs, preferences, and behaviors, and tailor their offerings and interactions accordingly. Personalization and customer experience can help B2B and B2C ecommerce businesses to increase customer satisfaction, loyalty, and advocacy, as well as to improve their brand reputation and competitive advantage. According to a Salesforce report, 88% of customers say that the experience a company provides is as important as its products or services.
Market based on customer insights
Data and analytics can help B2B and B2C ecommerce businesses to gain insights into their customers, markets, competitors, and performance, and to optimize their strategies and operations accordingly. Data and analytics can also help B2B and B2C ecommerce businesses to identify new opportunities, trends, and innovations, and to anticipate and respond to customer needs and expectations. According to McKinsey, data-driven organizations are 23 times more likely to acquire customers, six times more likely to retain customers, and 19 times more likely to be profitable.
What’s next?
The convergence of B2B and B2C ecommerce is not a temporary phenomenon, but a long-term trend that will continue to shape the future of ecommerce. According to Statista, the global B2B ecommerce market is expected to reach $20.9 trillion by 2027, surpassing the B2C ecommerce market, which is expected to reach $10.5 trillion by 2027. Moreover, the report predicts that the convergence of B2B and B2C ecommerce will create new business models, such as B2B2C, B2A (business to anyone), and C2B (consumer to business).
Therefore, B2B and B2C ecommerce businesses need to prepare for the converging ecommerce landscape and take advantage of the opportunities and challenges it presents. Here are some recommendations for B2B and B2C ecommerce businesses to navigate the converging landscape:
- Conduct a thorough analysis of your customers, competitors, and market, and identify the gaps and opportunities for convergence.
- Develop a clear vision and strategy for convergence, and align your goals, objectives, and metrics with it.
- Invest in technology and infrastructure that can support your convergence efforts, such as cloud, mobile, AI, and omnichannel platforms.
- Implement B2C-like features in your B2B platforms, and vice versa, to enhance your customer experience and satisfaction.
- Personalize your offerings and interactions with your customers, and provide them with relevant and valuable content and solutions.
- Leverage data and analytics to optimize your performance and decision making, and to innovate and differentiate your business.
- Collaborate and partner with other B2B and B2C ecommerce businesses, as well as with other stakeholders, such as suppliers, distributors, and customers, to create value and synergy.
- Monitor and evaluate your convergence efforts, and adapt and improve them as needed.
By following these recommendations, B2B and B2C ecommerce businesses can bridge the gap between their models and create a more integrated and seamless ecommerce experience for their customers and themselves.
MARKETING
Streamlining Processes for Increased Efficiency and Results
How can businesses succeed nowadays when technology rules? With competition getting tougher and customers changing their preferences often, it’s a challenge. But using marketing automation can help make things easier and get better results. And in the future, it’s going to be even more important for all kinds of businesses.
So, let’s discuss how businesses can leverage marketing automation to stay ahead and thrive.
Benefits of automation marketing automation to boost your efforts
First, let’s explore the benefits of marketing automation to supercharge your efforts:
Marketing automation simplifies repetitive tasks, saving time and effort.
With automated workflows, processes become more efficient, leading to better productivity. For instance, automation not only streamlines tasks like email campaigns but also optimizes website speed, ensuring a seamless user experience. A faster website not only enhances customer satisfaction but also positively impacts search engine rankings, driving more organic traffic and ultimately boosting conversions.
Automation allows for precise targeting, reaching the right audience with personalized messages.
With automated workflows, processes become more efficient, leading to better productivity. A great example of automated workflow is Pipedrive & WhatsApp Integration in which an automated welcome message pops up on their WhatsApp
within seconds once a potential customer expresses interest in your business.
Increases ROI
By optimizing campaigns and reducing manual labor, automation can significantly improve return on investment.
Leveraging automation enables businesses to scale their marketing efforts effectively, driving growth and success. Additionally, incorporating lead scoring into automated marketing processes can streamline the identification of high-potential prospects, further optimizing resource allocation and maximizing conversion rates.
Harnessing the power of marketing automation can revolutionize your marketing strategy, leading to increased efficiency, higher returns, and sustainable growth in today’s competitive market. So, why wait? Start automating your marketing efforts today and propel your business to new heights, moreover if you have just learned ways on how to create an online business
How marketing automation can simplify operations and increase efficiency
Understanding the Change
Marketing automation has evolved significantly over time, from basic email marketing campaigns to sophisticated platforms that can manage entire marketing strategies. This progress has been fueled by advances in technology, particularly artificial intelligence (AI) and machine learning, making automation smarter and more adaptable.
One of the main reasons for this shift is the vast amount of data available to marketers today. From understanding customer demographics to analyzing behavior, the sheer volume of data is staggering. Marketing automation platforms use this data to create highly personalized and targeted campaigns, allowing businesses to connect with their audience on a deeper level.
The Emergence of AI-Powered Automation
In the future, AI-powered automation will play an even bigger role in marketing strategies. AI algorithms can analyze huge amounts of data in real-time, helping marketers identify trends, predict consumer behavior, and optimize campaigns as they go. This agility and responsiveness are crucial in today’s fast-moving digital world, where opportunities come and go in the blink of an eye. For example, we’re witnessing the rise of AI-based tools from AI website builders, to AI logo generators and even more, showing that we’re competing with time and efficiency.
Combining AI-powered automation with WordPress management services streamlines marketing efforts, enabling quick adaptation to changing trends and efficient management of online presence.
Moreover, AI can take care of routine tasks like content creation, scheduling, and testing, giving marketers more time to focus on strategic activities. By automating these repetitive tasks, businesses can work more efficiently, leading to better outcomes. AI can create social media ads tailored to specific demographics and preferences, ensuring that the content resonates with the target audience. With the help of an AI ad maker tool, businesses can efficiently produce high-quality advertisements that drive engagement and conversions across various social media platforms.
Personalization on a Large Scale
Personalization has always been important in marketing, and automation is making it possible on a larger scale. By using AI and machine learning, marketers can create tailored experiences for each customer based on their preferences, behaviors, and past interactions with the brand.
This level of personalization not only boosts customer satisfaction but also increases engagement and loyalty. When consumers feel understood and valued, they are more likely to become loyal customers and brand advocates. As automation technology continues to evolve, we can expect personalization to become even more advanced, enabling businesses to forge deeper connections with their audience. As your company has tiny homes for sale California, personalized experiences will ensure each customer finds their perfect fit, fostering lasting connections.
Integration Across Channels
Another trend shaping the future of marketing automation is the integration of multiple channels into a cohesive strategy. Today’s consumers interact with brands across various touchpoints, from social media and email to websites and mobile apps. Marketing automation platforms that can seamlessly integrate these channels and deliver consistent messaging will have a competitive edge. When creating a comparison website it’s important to ensure that the platform effectively aggregates data from diverse sources and presents it in a user-friendly manner, empowering consumers to make informed decisions.
Omni-channel integration not only betters the customer experience but also provides marketers with a comprehensive view of the customer journey. By tracking interactions across channels, businesses can gain valuable insights into how consumers engage with their brand, allowing them to refine their marketing strategies for maximum impact. Lastly, integrating SEO services into omni-channel strategies boosts visibility and helps businesses better understand and engage with their customers across different platforms.
The Human Element
While automation offers many benefits, it’s crucial not to overlook the human aspect of marketing. Despite advances in AI and machine learning, there are still elements of marketing that require human creativity, empathy, and strategic thinking.
Successful marketing automation strikes a balance between technology and human expertise. By using automation to handle routine tasks and data analysis, marketers can focus on what they do best – storytelling, building relationships, and driving innovation.
Conclusion
The future of marketing automation looks promising, offering improved efficiency and results for businesses of all sizes.
As AI continues to advance and consumer expectations change, automation will play an increasingly vital role in keeping businesses competitive.
By embracing automation technologies, marketers can simplify processes, deliver more personalized experiences, and ultimately, achieve their business goals more effectively than ever before.
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