lundi 14 septembre 2015

When to Run Bandit Tests Instead of A/B/n Tests

When should you use bandit tests, and when is A/B/n testing best?

Though there are some strong proponents (and opponents) of bandit testing, there are certain use cases where bandit testing may be optimal. Question is, when?

First, let’s dive into bandit testing and talk a bit about the history of the N-Armed Bandit Problem.

The Multi-Armed Bandit Problem

The multi-armed bandit problem is a classic thought experiment. Imagine this scenario:

You’re in a casino. There are many different slot machines (known as ‘one-armed bandits’, as they’re known for robbing you), each with a lever (and arm, if you will). You think that some slot machines payout more frequently than others do, so you’d like to maximize this. You only have a limited amount of resources – if you pull one arm, then you’re not pulling another arm. Of course, the goal is to walk out of the casino with the most money. Question is, how do you learn with slot machine is the best and get the most money in the shortest amount of time?

bandit testsImage Source

If you knew which lever would pay out the most, you would just pull that lever all day. In regards to optimization, the applications of this problem are obvious. As Andrew Anderson said in an Adobe article:

Andrew Anderson Andrew Anderson:
“In an ideal world, you would already know all possible values, be able to intrinsically call the value of each action, and then apply all your resources towards that one action that causes you the greatest return (a greedy action). Unfortunately, that is not the world we live in, and the problem lies when we allow ourselves that delusion. The problem is that we do not know the value of each outcome, and as such need to maximize our ability of that discovery.”

The Practical Differences Between A/B Testing and Bandit Testing

A/B split testing is the current default for optimization, and you know what it looks like:

ab testing conversionxl

You send 50% of your traffic to the control and 50% of your traffic to variation, run the test ‘til it’s valid, and then decide whether to implement the winning variation.

Explore-Exploit

In statistical terms, a/b testing consists of a short period of pure exploration, where you’re randomly assigning equal numbers of users to Version A and Version B. It then jumps into a long period of pure exploitation, where you send 100% of your users to the more successful version of your site.

In Bandit Algorithms for Website Optimization, the author outlines two problems with this:

  • It jumps discretely from exploration to exploitation, when you might be able to transition more smoothly.
  • During the exploratory phase (the test), it wastes resources exploring inferior options in order to gather as much data as possible.

In essence, the difference between bandit testing and a/b/n testing is how they deal with the Explore-Exploit dilemma.

As I mentioned, A/B testing explores first then exploits (keeps only winner).

Explore Exploit ab testingImage source (courtesy of Matt Gershoff)

Bandit testing tries to solve the explore-exploit problem in a different way. Instead of two distinct periods of pure exploration and pure exploitation, bandit tests are adaptive, and simultaneously include exploration and exploitation.

bandit tests vs ab testsImage Source (courtesy of Matt Gershoff)

So, bandit algorithms try to minimize opportunity costs and minimize regret (the difference between your actual payoff and the payoff you would have collected had you played the optimal (best) options at every opportunity.). Matt Gershoff from Conductrics wrote a great blog post discussing bandits. Here’s what he had to say:

Matt Gershoff Matt Gershoff:

“Some like to call it earning while learning. You need to both learn in order to figure out what works and what doesn’t, but to earn; you take advantage of what you have learned. This is what I really like about the Bandit way of looking at the problem, it highlights that collecting data has a real cost, in terms of opportunities lost.”

Chris Stucchio from VWO offers the following explanation of bandits:

stucchio Chris Stucchio:

“Anytime you are faced with the problem of both exploring and exploiting a search space, you have a bandit problem. Any method of solving that problem is a bandit algorithm – this includes A/B testing. The goal in any bandit problem is to avoid sending traffic to the lower performing variations. Virtually every bandit algorithm you read about on the internet (primary exceptions being adversarial bandit, my jacobi diffusion bandit, and some jump process bandits) makes several mathematical assumptions:

a) Conversion rates don’t change over time.
b) Displaying a variation and observing a conversion happen instantaneously. This means the following timeline is impossible: 12:00 Visitor A sees Variation 1. 12:01 visitor B sees Variation 2. 12:02 Visitor A converts.
c) Samples in the bandit algorithm are independent of each other.

A/B testing is a fairly robust algorithm when these assumptions are violated. A/B testing doesn’t care much if conversion rates change over the test period – i.e., if Monday is different from Saturday, just make sure your test has the same number of Mondays and Saturdays and you are fine. Similarly, as long as your test period is long enough to capture conversions, again – it’s all good.”

In essence, there shouldn’t be an ‘a/b testing vs. bandit testing, which is better?’ debate, because it’s comparing apples to oranges. These two methodologies serve two different needs.

The Benefits of Bandits

The first question to answer, before answering when to use bandit tests, is why to use bandit tests. What are the advantages?

ma bandit tests googleImage Source

Google Content Experiments uses bandit algorithms. They reason that the benefits of bandits are plentiful:

“They’re more efficient because they move traffic towards winning variations gradually, instead of forcing you to wait for a “final answer” at the end of an experiment. They’re faster because samples that would have gone to obviously inferior variations can be assigned to potential winners. The extra data collected on the high-performing variations can help separate the “good” arms from the “best” ones more quickly.”

Matt Gershoff outlined 3 reasons you should care about bandits in a post on his company blog (paraphrased):

  1. Earn While You Learn. Data collection is a cost, and bandit approach at least lets us consider these costs while running optimization projects.
  2. Automation. Bandits are the natural way to automate the selection optimization with machine learning, especially when applying user target – since correct a/b tests are much more complicated in that situation.
  3. A Changing World. Matt explains that by letting the bandit method always leave some chance to select the poorer performing option, you give it a chance to ‘reconsider’ the option effectiveness. It provides a working framework for swapping out low performing options with fresh options, in a continuous process.

In essence, people like bandit algorithms because of the smooth transition between exploration and exploitation, the speed, and the automation.

A Few Flavors of Bandit Methodology

There are tons of different bandit methods. Like a lot of debates around testing, a lot of this is of secondary importance – misses the forest for the trees.

Without getting too caught up in the nuances between methods, I’ll explain the simplest (and most common) method: the epsilon-Greedy algorithm. Knowing this will allow you to understand the broad strokes of what bandit algorithms are.

Epsilon-Greedy Method

“One strategy that has been shown to perform well time after time in practical problems is the epsilon-greedy method. We always keep track of the number of pulls of the lever and the amount of rewards we have received from that lever. 10% of the time, we choose a lever at random. The other 90% of the time, we choose the lever that has the highest expectation of rewards.” (source)

Okay, so what do I mean by Greedy? In computer science, a greedy algorithm is one that always takes the action that seems best at that moment. So, an epsilon-greedy algorithm is almost a fully greedy algorithm – most of the time it picks the option that makes sense at that moment.

However, every once in a while, an epsilon-Greedy algorithm chooses to explore the other available options.

mgershoffslidesharebanditsImage Source (Courtesy of Matt Gershoff)

So epsilon-greedy is a constant play between:

  • Explore: randomly select action certain percent of time (say 20%)
  • Exploit (play greedy): pick the current best percent of time (say 80%)

This image (and the article from which it came) explains epsilon-Greedy really well:

epsilon greedy bandit testImage Source

There are some pros and cons to the epsilon-Greedy method. Pros include:

  • It’s simple and easy to implement.
  • It’s usually effective.
  • It’s not as affected by seasonality.

Some cons:

  • It doesn’t use a measure of variance
  • Should you decrease exploration over time?

What About Other Algorithms?

Like I said, a bunch of other bandit methods try to solve these cons in different ways. Here are a few:

Could write 15,000 words on this, but instead, just know the bottom line is that all the other methods are simply trying to best balance exploration (learning) with exploitation (taking action based on current best information).

Matt Gershoff sums it up really well:

Matt Gershoff Matt Gershoff:

“Unfortunately, like the Bayesian vs Frequentist arguments in AB testing, it looks like this is another area where the analytics community might get lead astray into losing the forest for the trees. At Conductrics, we employ and test several different bandit approaches. In the digital environment, we want to ensure that whatever approach is used, that it is robust to nonstationary data. That means that even if we use Thompson sampling, a UCB method, or Boltzmann approach, we always like to blend in a bit of the epsilon-greedy approach, to ensure that the system doesn’t early converge to a sub-optimal solution. By selecting a random subset, we also are able to use this data to run a meta AB Test, that lets the client see the lift associated with using Bandits + Targeting.”

Note: if you want to nerd out on the different bandit algorithms, this is a good paper to check out.

When To Use Bandit Tests Instead of A/B/n Tests?

There’s a high-level answer, and then there are some specific circumstances in which bandit works well. For the high level answer, if you have a research question where you want to understand the effect of a treatment and have some certainty around your estimates, a standard a/b test experiment will be best.

According to Matt Gershoff, “If on the other hand, you actually care about optimization, rather than understanding, bandits are often the way to go.”

Specifically, bandit algorithms tend to work well for really short tests – and paradoxically – really long tests (ongoing tests). I’ll split up the use cases into those two groups.

1. Short Tests

Bandit algorithms are conducive for short tests for clear reasons – if you were to run a classic a/b test instead, you’d not even be able to enjoy the period of pure exploitation (after the experiment ended). Instead, bandit algorithms allow you to adjust in real time and send more traffic, more quickly, to the better variation.As Chris Stucchio says, “whenever you have a small amount of time for both exploration and exploitation, use a bandit algorithm.”

Here are specific use cases within short tests:

a. Headlines

Headlines are the perfect use case for bandit algorithms. Why would you run a classic a/b tests on a headline if, by the time you learn which variation is best, the time where the answer is applicable is over? News has a short half-life, and bandit algorithms determine quickly which is the better headline.

Image SourceImage Source

Chris Stucchio used a similar example on his Bayesian Bandits post. Imagine you’re a newspaper editor. It’s not a slow day; a murder victim has been found. Your reporter has to decide between two headlines, “Murder victim found in adult entertainment venue” and “Headless Body found in Topless Bar.” As Chris says, geeks now rule the world – this is now usually an algorithmic decision, not an editorial one. (Also, this is probably how sites like Upworthy and Buzzfeed do it).

b. Short Term Campaigns & Promotions

Similar to headlines, there’s a big opportunity cost if you choose to a/b test. If your campaign is a week long, you don’t want to spend the week exploring with 50% of your traffic, because once you learn anything, it’s too late to exploit the best option.

This is especially true with holidays and seasonal promotions. According to Stephen Pavlovich from conversion.com, recommends bandits for short term campaigns:

stephen pavlovich Stephen Pavlovich:

“A/B testing isn’t that useful for short-term campaigns. If you’re running tests on an ecommerce site for Black Friday, an A/B test isn’t that practical – you might only be confident in the result at the end of the day. Instead, a MAB will drive more traffic to the better-performing variation – and that in turn can increase revenue.”

2. Long Term Testing

Oddly enough, bandit algorithms are effective in long term (or ongoing) testing. As Stephen Pavlovich put it:

stephen pavlovich Stephen Pavlovich:
“A/B tests also fall short for ongoing tests – in particular, where the test is constantly evolving. Suppose you’re running a news site, and you want to determine the best order to display the top 5 sports stories in. A MAB framework can allow you to set it and forget. In fact, Yahoo! actually published a paper on how they used MAB for content recommendation, back in 2009.”

There are a few different use cases within ongoing testing as well:

a. “Set it and forget it” (Automation for Scale)

Because bandits automatically shift traffic to higher performing (at the time) variations, you have a low-risk solution for continuous optimization. Here’s how Matt Gershoff put it:

Matt Gershoff Matt Gershoff:

“Bandits can be used for ‘Automation for Scale.’ Say you have many components to continuously optimize, the bandit approach gives you a framework to partially automate the optimization process for low risk, high transaction problems that are too costly to have expensive analysts pour over”

Ton Wesseling, founder of Testing Agency also mentions that bandits can be great for testing on high traffic pages after learning from a/b tests:

ton wesselingTon Wesseling:“Just give some variations to a bandit and let it run. Preferable you use a contextual bandit. We all know the perfect page for everyone does not exist, it differs per segment. The bandit will show the best possible variation to each segment.”

b. Targeting

Another long term use of bandit algorithms is targeting – which is specifically pertinent when it comes to serving specific ads and content to user sets. As Matt Gershoff put it:

Matt Gershoff Matt Gershoff:

“Really, true optimization is more of an assignment problem than a testing problem. We want to learn the rules that assign the best experiences to each customer. We can solve this using what is known as a contextual bandit (or, alternatively, a reinforcement learning agent with function approximation). The bandit is useful here because some types of users may be more common than others. The bandit can take advantage of this, by applying the learned targeting rules sooner for more common users, while continuing to learn (experiment) on the rules for the less common user types.”

Ton also mentioned that you can learn from contextual bandits:

ton wesselingTon Wesseling:
“By putting your A/B-test in a contextual bandit with segments you got from data research, you will find out if certain content is important for certain segments an not for others. That’s very valuable – you can use these insights to optimize the customer journey for every segment. This can be done with looking into segments after an A/B-test too, but it’s less time consuming to let the bandit do the work.”

c. Blending Optimization with Attribution

Finally, bandits can be used to optimize problems across multiple touch points. This communication between bandits ensures that they’re working together to optimize the global problem and maximize results. Matt Gershoff gives the following example:

Matt Gershoff Matt Gershoff:
“You can think of Reinforcement Learning as multiple bandit problems that communicate with each other to ensure that they are all working together to find the best combinations across all of the touch points. For example, we have had clients that placed a product offer bandit on their site’s home page and one in their call center’s automated phone system. Based on the sales conversions at the call center, both bandits communicated local results to ensure that they are working in harmony optimize the global problem.”

Caveats: Potential Drawbacks of Bandit Testing

Even though there are tons of blog posts with slightly sensationalist titles, there are a few things to consider before jumping on the bandit bandwagon.

First, multi-armed-bandits can be difficult to implement. As Shana Carp said on a Growthhackers.com thread:

“MAB is much much more computationally difficult to pull off unless you know what you are doing. The functional cost of doing it is basically the cost of three engineers – a data scientist, one normal guy to put into code and scale the code of what the data scientist says, and one dev-ops person. (Though the last two could probably play double on your team) It is really rare to find data scientists who program extremely well.”

The second thing, though I’m not sure it’s a big issue, is the time it takes to reach significance. As Paras Chopra pointed out, “There’s an inverse relationship (and hence a tradeoff) between how soon you see statistical significance and average conversion rate during the campaign.”

vwo bandit testsImage Source

Chris Stucchio also outlined what he called the Saturday/Tuesday problem. Basically, imagine you’re running a test on two headlines:

  1. Happy Monday! Click here to buy now.
  2. What a beautiful day! Click here to buy now.

Then suppose you run a bandit algorithm, starting on Monday:

  • Mon: 1000 displays for “Happy Monday”, 200 conversions. 1000 displays for “Beautiful Day”, 100 conversions.
  • Tues: 1900 displays for “Happy Monday”, 100 conversions. 100 displays for “Beautiful Day”, 10 conversions.
  • Wed: 1900 displays for “Happy Monday”, 100 conversions. 100 displays for “Beautiful Day”, 10 conversions.
  • Thu: 1900 displays for “Happy Monday”, 100 conversions. 100 displays for “Beautiful Day”, 10 conversions.

Even though “Happy Monday” is inferior (20% conversion rate on Mon and 5% rest of the week = 7.1% conversion rate), the bandit algorithm has almost converged to “Happy Monday”, so the samples shown “Beautiful Day” is very low. It takes a lot of data to correct this.

(Note: a/b/n tests have the same problem non-stationary data. That’s why you should test for full weeks.)

Chris also mentioned that bandits shouldn’t be used for email blasts:

stucchio Chris Stucchio:
“One very important note – email blasts are a fairly *poor* use case for standard bandits. The problem is that (b) is totally wrong for email – you might send out thousands of emails before you see the first conversion.”

Conclusion

Andrew Anderson from Malwarebytes summed it up really well in a Quora answer:

Andrew Anderson Andrew Anderson:

“In general Bandit Based optimization can produce far superior results to regular A/B testing, but it also highlights organizational problems more. You are handing over all decision making to a system. A system is only as strong as its weakest points and the weakest points are going to be the biases that dictate the inputs to the system and the inability to understand or hand over all decision making to the system. If your organization can handle this then it is a great move, but if it can’t then you are more likely to cause more problems then they are worse. Like any good tool, you use it for the situations where it can provide the most value, and not in ones where it doesn’t. Both techniques have their place and over reliance on any one leads to massive limits in the outcome generated to your organization.”

As mentioned above, the situations where bandit testing seems to flourish are:

  • Headlines and Short-Term Campaigns
  • Automation for Scale
  • Targeting
  • Blending Optimization with Attribution

Any questions, just ask in the comments!



When to Run Bandit Tests Instead of A/B/n Tests

Has Facebook Made Us Lazy When it Comes to Birthdays?

A few weeks ago, I celebrated a birthday.

And I got the requisite Facebook “happy birthday” posts on my wall. A bunch of them. Wonderful (thank you to those who left a note!). We all know the feeling.

Now, I’m going to preface this next comment by saying I’m not looking for sympathy. I’m not playing the victim card. I’m just making an observation to make a point.

On my actual birthday, do you know how many people called me to wish me a happy birthday?

One person (thanks Andrea Kopfmann!).

Birthday candles

I’m not sure what that says about me as a friend. Better not answer that question.

But… one person.

One person took one minute to call me and say “happy birthday–hope you’re having a great day.”

Again, I say this not to garner sympathy (be honest, you don’t care that much anyway :). But, to make a point: We’re officially over-relying on Facebook and texting for birthday wishes.

And, it’s made us lazy friends.

BUT, this represents a HUGE opportunity for us all.

We can make a BIG difference during a very important day of everyone’s year.

A few easy ideas:

CALL!

It literally takes less than a minute if you leave a message (probable). If the birthday girl/boy does answer the phone, it’s then a wonderful 5-7 minute conversation. And a great opportunity to catch up with a friend.

Take them out to lunch

You might be surprised how many people don’t have lunch plans on their birthdays. Dinner plans–yeah, folks usually have those on their birthday. But lunch or breakfast? I doubt it. Alternative idea: Call to wish them a happy birthday and offer to take them to lunch in the next month.

Send a fun gift to their office

Thanks to Facebook, we now know more about our friends and acquaintances than we ever have. We know what kinds of music they listen to. We know where they like to eat. We know what they like to do in their free time. Use that information to your advantage! Drop off a gift card to your friend’s favorite coffee shop. Or, what about a gift card to their favorite restaurant? Doesn’t have to be a big amount. But, if you deliver it during the day, at their office, you’ll make a big impression. Believe me.

Let me re-iterate, I’m not here today to give a big guilt trip. Heck, I’m just as guilty as you. I need to call my friends more on their birthdays. It’s far too easy to just send a simple “happy birthday” message on FB and think that’s good enough.

It’s not good enough.

We’re better than that.

YOU’RE better than that.

You’re a better FRIEND than that.

So, be a better friend.

Call people on their birthdays.

Send an unexpected gift.

Take a friend out to lunch.

Believe me, it’ll make an impression.

photo credit: Lit Birthday Cake via photopin (license)



Has Facebook Made Us Lazy When it Comes to Birthdays?

3 Aspects Of A Valid Online Survey

Delivering the perfect online survey. Does it exist or is it as mythical as dragons, fairies or the Cubs winning the World Series?

We can speculate, but as researchers we can also ensure we provide the best possible surveys for respondents. There are many methods to do this, much of it shared on qSample’s blog. One key way is to warrant that an online survey comprises certain aspects that make it valid.

According to Russell Renka, political science professor at Southern Missouri University, there are three aspects to a valid survey/poll. To exclude any of these, in Renka’s view, means the data will be dangerously flawed.

Here they are:

  1. The questions asked must be clear, written in neutral language and provide a range of answers to choose from.

This might be basic for marketers, but often unclear or even subconsciously-driven messages can tilt the survey towards flawed data. For example, a client’s survey utilizing our veterinarian panel once asked: “Do you think microchipping dogs might lead to a safer life for the animal?”

The problem was the obscure “might” in the question. The researcher was in essence vacillating. Therefore, the answer to the question would be compromised. (We made sure to bring this to his attention, of course).

In other words, be clear and concise and short. Furthermore, as we’ve promoted, include opt-out questions like “Don’t Know,” “Not Sure” or “Undecided.”

Your panel will thank you with richer data and not microchip your research with failure.

  1. The respondents must be randomly selected.

Yes, more Captain Obvious information, it seems. Still, marketers often penny pinch and end up drowning in river sample (in fact, Renka denounces a market research company in the cited article, the chief reason he detailed the three aspects of valid online surveys).

Detail must be placed on a questionnaire, indeed, but it also must be placed on the quality of the sampling. Beyond a good online survey provider, double-check the persona of your respondents.

We consider qSample a quality sample provider, of course. Yet there are other companies who specialize in niche panels. They will all take care of your efforts, even if it’s slightly more strain on the proverbial budget.

  1. The sample involved must be large enough to keep the margin of error fairly small, about 5 percent.

According to Renka, that should be at least 400 respondents. At 300 respondents, the margin of error grows to 5.6%. Obviously, certain respondent demographics and certain budgets necessitate a sample to be under 400 respondents. But all things being equal, keep your respondent numbers at a healthy size.

There are other aspects (or safeguards) to quality good data in online research, and these may include:

– Quality of questionnaire
– Quality of project execution
– Quality of analysis

We agree with Renka in the end that these three simple aspects can go a long way in making sure your market research doesn’t get more complicated that it needs to be. It may not be perfection, but it’s probably closer to it than the Cubs winning the World Series.



3 Aspects Of A Valid Online Survey

It’s Time to Focus on Content Marketing Efficiency

Illustration for 090615 Post

One of the best-known aphorisms in business is that effectiveness is about doing the right things, while efficiency is about doing things right. Effectiveness and efficiency are the yin and yang of high performance, and both are essential to produce superior long-term business results.

For the past several years, marketers have been working to improve both the effectiveness and efficiency of marketing activities and programs. When it comes to content marketing, however, most of the attention has been given to the effectiveness component of the performance equation. Marketers have been primarily focused on dealing with issues like:

  • What attributes must our content have to create meaningful engagement with our customers and prospects?
  • What content formats will be most effective with our target audiences?
  • What channels will best enable us to reach our potential customers?

Because content marketing is a relatively new practice for many companies, it’s understandable that marketers have concentrated mainly on making their content marketing effective and have been somewhat less concerned about content marketing efficiency. Doing the right things should take priority over doing things right, particularly when the activity or process is new and the requirements for success are not fully understood.

But now, B2B companies are making huge investments in content marketing, and the time has come for marketers to focus on making their content marketing activities as efficient as possible.

A new research study by Gleanster and Kapost reveals the economic importance of improving the efficiency of content marketing activities and processes. The study is based on a survey of 3,408 marketing professionals in US B2B companies having 250 or more employees.

Here are some of the major findings from the Gleanster/Kapost research:

  • Large and mid-size B2B firms in the US collectively spend over $5.2 billion annually on content creation efforts.
  • Managing the overall content process is the single biggest content marketing challenge for marketers in large and mid-size B2B companies (identified by over 90% of survey respondents).
  • Poorly managed and/or cumbersome content management processes lead to an estimated $958 million each year in excessive spending on content marketing by large and mid-size B2B companies.
  • B2B companies that have invested in optimizing their content marketing efforts have marketing cycle times that are 240% faster than average firms.
  • The average large/mid-size B2B company spends and extra $120,000 per year on internal marketing personnel to produce the same volume of content as a firm that has invested in optimizing its content marketing operations.
  • $0.25 of every dollar spend on content marketing in an average large/mid-size B2B company is wasted on inefficient content marketing operations.

The findings of the Gleanster/Kapost research are both provocative and compelling. Even if the economic estimates are only reasonably accurate, they clearly show that virtually all B2B companies could realize significant benefits by improving the efficiency of their content marketing operations.

Illustration courtesy Flickr CC and Darryl Moran



It’s Time to Focus on Content Marketing Efficiency

Why Your Sales Emails Are Not Selling

How to Make Your Email Marketing Efforts More Successful

Despite the advent of tools like Periscope, Facebook advertising and mobile coupons, email remains a mainstay of digital marketing strategies. Email marketing is still one of the most powerful tools businesses have at their disposal to effectively promote their business and drive revenue.

Don’t believe me? Take a look at these stats:

  • The total number of worldwide email accounts is expected to increase to over 4.3 billion accounts by year-end 2016. (Radicati Group)
  • 91% of consumers check their email at least one time per day using their smartphone (EmailMonday)
  • Email is 40 times more successful at acquiring new customers than Facebook or Twitter (McKinsey and Company)
  • For every $1 spent on email marketing, the average return on investment is $44.25. (ExactTarget)
  • Small business owners estimate doing their own email marketing gives them an extra hour in their workday–an hour that is worth $273. (Constant Contact)

With those numbers on your side, why would you ignore the power of email? As with most tools, though, the power is only as great as the user. If you are going to use email to market to your customers and prospects, you must know how to use it correctly in order to reap the benefits and capture the ROI.

The Basics of Email Marketing

While there is both science and art to successful email marketing campaigns, the fundamentals are easily mastered. If you are reading this blog, chances are you already have an email account through a service like MailChimp, Constant Contact or even HubSpot.

You have set up email templates and created an email newsletter or product announcement that you send somewhat regularly to your contact list that you have diligently created through online and point-of-sale subscription forms.

From these efforts, you see moderate success and are able to attribute some ROI to your email campaigns. So you continue to send emails to your list, each time hoping for better results that are never quite realized.

You may be on the right track. You are doing the right thing by sending emails, you just may not be sending the right message.

So you have an email list… now what do you do with it?

Oftentimes, clients come to us because they are frustrated by their lack of results from email marketing. They understand enough about marketing to know they should be sending emails, but they don’t understand why they aren’t reaping the same benefits as their colleagues or competitors. Our clients are in the same boat I just described–they are on the right track but are not sending the right messages to their list.

What we see over and over again, especially from our B2C and e-commerce clients, is a lack of nurturing and marketing and an emphasis on sales.

Take this recent client experience, for example:

A retail client recently came to us asking for help. This brick-and-mortar business was looking for ways to leverage their list of several thousand email contacts (collected through online subscription forms and sign-up sheets at the cash register) to increase in-store sales during an upcoming special event.

The client had all the right pieces in place: a sizable list, a paid account with a reputable email service provider giving them access to detailed analytics and reporting, and even a graphic designer who had created beautifully-Photoshopped email headers. All signs pointed to success.

But the problem was the message.

Instead of sending monthly emails of value and substance, such as providing tips on using their products or sharing industry news related to their business, this client only sent emails when there was an in-store sale event or new product to promote. Over time, the open rates and click-through rates were declining, as their customers grew weary of being sold to with each email.

This client is not unique. In fact, this example is rather typical. All too often, businesses just sell, sell, sell through email instead of working to build a relationship of trust and value. If all you do is sell, your audience eventually begins to tune you out, which leads to fewer opens, lower click-through rates, and reduced revenue.

Another potentially harmful side effect of constant selling in your emails is the increased risk of spam. If readers never hear from you except when you are selling something, not only are they more apt to tune you out, but they may be more inclined to mark your email as spam. This can increase your risk of spam rates, which can ultimately hurt your email sender score and make it harder for your emails to get through to the right audiences.

While email is an incredible tool to communicate about a sale or promote a product, it is also an incredible tool to generate conversations with your audience, build relationships and create trust and authority for your brand.

Communicate Value Instead

Unless you have specifically asked your customers and prospects to subscribe to your email list solely to receive promotions and coupons, most likely, people are expecting to receive valuable information from your email communications.

If your subscribers are expecting to receive monthly updates, interesting articles or other educational information, then you can’t just send coupons and product announcements. You must send valuable content if you want to keep your audience engaged.

What, then, defines valuable content?

Well, think about what you like to see as a user.

The irony of life as a marketer can be illustrated with junk mail. As professional marketers is that we spend hours at the office creating beautiful, slick, enticing postcards to mail to our customer lists. We proudly send them off, declaring a successful “direct mail campaign.” When we get home in the evenings, we find our mailboxes teeming with other people’s direct mail campaigns, which we promptly declare to be “junk mail” and throw away.

The same concept applies to your email mailbox.

You likely subscribe to dozens of newsletters, blogs and membership lists, both personally and professionally. Between my two email accounts, I can receive as many as 75 promotional emails in one day. (Maybe I should clean up and focus on the lists that really interest me, but that’s another blog for another time.)

Of these emails, the number I open each day or each week varies depending on:

  • the amount of time I have to spend reading email newsletters in a given day
  • whether or not the subject line piques my interest
  • the company or person sending the email

Of those emails I do open, the ones I spend the most time reading are the ones that continue to provide value. These are the emails I make certain to open and read, regardless of how much time I do or don’t have in my day. In short, the emails I continue to read as a consumer are the emails that continue to prove relevant and interesting in my life.

Your emails should strive to hit this sweet spot for all of your consumers.

In today’s world, nearly 2 out of every 3 customers makes up their mind on what and when to purchase on their own, before they ever pick up the phone or walk into your store. Today’s consumers are dictating the manner in which they want to make a purchase. And they don’t want to be sold to all the time.

Why else are subscription services for radio, television and music streaming so popular? Consumers are willing to fork over their hard-earned income each month to avoid hearing commercials and thereby avoid being sold to.

Some skeptics may wonder how their business is supposed to flourish if you don’t broadcast sales events or promote products. The point is not to quit selling–just quit selling in every. single. email.

Popular social media and marketing expert Gary Vaynerchuk expands upon this topic in his recent book Jab, Jab, Jab, Right Hook, in which he suggests that selling online is best done with three soft asks, or jabs, before the sales pitch, or powerful right hook. Although Vaynerchuk’s book is couched in social media, the concept adapts perfectly well to email.

Planning Your Email Communications

So what do those jabs and hooks look like? How can your business ensure that you are delivering value each time you deliver a marketing email?

Start with a content calendar. You don’t need a sophisticated template or tool, just a 12-month calendar and a pen. Plan out the year as a whole, so that you can identify the timing and themes of your messages. No matter how frequently you plan to send out emails (whether it’s monthly, weekly or just a few times a year), mapping out the themes and messages at once will help you stay on track.

Schedule around events or holidays. If you know your business will hold special events or holiday sales throughout the year, put these dates and events on the calendar first.

Fill in with interesting topics. Balance your sales and promotional emails with interesting emails that offer insight into your company without simply announcing a sale.  Just as you would showcase your business’s personality in your store, on your website or on your social media channels, you should showcase your personality in your emails as well. You can introduce your staff, showcase how to use your product or service, discuss activities or events taking place in the community or promote partnerships with other businesses.

Schedule these jabs in accordance with the right hooks, building up to the big asks throughout the year. Remember to think about those emails you enjoy reading as well and model your emails in the same fashion, to resonate with your audience.

By telling a story and providing value in your emails, you are priming your audience to really listen to your message. Then, when the time is right to make an actual sales pitch, your customers are ready to come in and make a purchase instead of tuning you out and deleting without reading.

And, isn’t that the point of email after all?

inbound marketing benchmarks



Why Your Sales Emails Are Not Selling

16 Ways To Engage Your Blog Readers

The online world is getting crowded. Anyone with a computer and Internet access can now create a blog and start making content that competes with your content.

See, you are already thinking this is a boring start and, if I am not wrong, ready to move on to some other content.

How do you keep your readers coming back to your blog and keep them on the page. And if you are really talented make them click some other blog posts.

I don’t know if you write an entertainment blog, a lifestyle blog, or a business blog. But I am sure some or all of the tips in this list will help you make your blog posts more interesting and engage your blog readers.

1. Cite numbers and stats where required

Don’t skimp on your research. Nobody likes to get wrong or incomplete information. After all, that is why the reader has come to you – to get information. Look for authentic data sources. Quote relevant data that will help your readers make a decision.

Some of the web sites where you can get accurate number include: Pew Research, Statistia, and Nielsen. These web sites share facts and figures on a range of social preferences and consumer patterns that can help you make your arguments believable.

2. Summarize important facts in a Infographic

You may be a wizard of words, but our readers are no longer interested in reading long posts all the time. For these readers in the fast lane, summarize your post with the help of an Infographic or other visual aids.

You can create Infographics and visuals free with any of these tools: Piktochart, Canva, Visualize, or Infogram.

3. Add a relevant slide share or video on the topic

What you say is good, but additional relevant information from an expert can add value for your readers. Adding a slide deck or video also helps you add alternative media formats fro your readers.

9 Tips for Making Your Content Go Viral From Gawker’s Most Successful Writer from HubSpot

4. Show examples to stress ‘what works’ message

Text is good to explain the complete concept and intricate details of how things work or what is the ideal way to do something. But actually showing a finished product helps your readers clearly understand what you are trying to say.

For example, if you are comparing different blog layouts, include final images of the designs to point out the benefits of one over the other.blog design mobile

5. Follow the Plain Language principles

Always remember you are writing for an average reader, and most probably for an international audience. Your audience will have readers from a range of educational background and many of them will have English as their second language.

Try to use small sentences. Whenever possible, focus on one thing in one sentence. Avoid using clauses. And use simple words.

6. Give it a personal story/twist

What you are writing may not be unique. But your angle on the whole thing is unique. Integrate your views on the subject in your blog content. This is what will separate what you write from other blogs and help you build an audience that is loyal to you.

Always remember, you are not a news reporter. You are a columnist. Your personal views and assessment of the topic is why your readers will want to read your blog.

7. Add Quotes

Quotes are inspirational. Everyone likes to read quotes that can help them stay upbeat. Write some great words from great men to reinforce your words. This will not only help you add support to your argument, but also keep the readers entertained.

“There’s a lot of information out there for free, so you’ve got to figure out what makes your information different.”

~ Matt Wolfe

8. Include images

Just like an Infographic, relevant images provide the additional information your readers need to make sense of what you are saying. You could be a travel blogger talking about the amazing piece of art at an old fort or going ga ga over the sunset view. Adding an image will hook your readers and help you communicate the wonder in a visual language.

9. Title, of course

I know this horse has been beaten to death. But all the same, any list that talks about making readers interested in your blog post is incomplete without talking about the importance of a strong title.

Amazing blog post titles

Your title is the gateway to your post. It has to be alluring enough to make the reader click and open the post. Try to address your readers’ pain points in the title. Alternatively, create a title that will make it interesting enough for them.

10. Add Twitter quotes

Twitter is an amazing communication platform where you can follow interesting conversations related to your topic with the right hashtag. Scourge your Twitter timeline and hashtag stream to find relevant updates from experts and leaders on your topic.

Embed these and you not only provide readers a useful resource, but also build your network.

11. Talk to the reader

One of the best and simple ways to engage your reader in conversation is to talk to them. Use ‘You . . .’ instead of ‘one can . . .’ or ‘blogger can . . . ‘

12. Weave in current events

Another common method of engaging readers is to weave in a current event of interest in your blog post. Use this in your introductory text to make your post more current and inviting to the readers.

newsjacking for blog post

13. A little Humor Goes a long way

Humor is one of the most engaging devices a writer can use to keep a blog post engaging. Try to crack a joke relevant to your reader and appropriate to your blog subject and audience every once in a while.

14. Add cartoons and illustration to communicate

Humor may be desirable, but it is not easy to to crack a joke for everyone. There are other ways you can make your audience laugh. Search for an illustration or a cartoon around the topic of your post and add it your blog post.

blogging cartoon

Here are a couple of web sites where you can create your own comic strips:

15. More than three things to say? Use Lists

I can’t reiterate enough how our attention spans are getting shorter and shorter. And if your blog targets professionals and talks about ‘How To’ kind of posts that are useful at workplace, you need to get the information out quickly.

Long winded prose can put readers off. Use lists where you have more than a couple of things to share. Lists help readers scan the document and quickly spot what they are looking for.

16. Finish with a question

One of the most important objectives of writing a blog is to engage the readers in conversation. You might entice them through social media channels and other methods, but the goal is to get them talking.

One way you can engage the reader is ask a question and hope to kick-start a conversation.

While you don’t have to do all these things in every post, create a mix of the various tactics discussed here and keep your blog posts interesting. What have you observed so far? What devices have worked most for you?



16 Ways To Engage Your Blog Readers

Unlock The Success Of Influencer Marketing Through The 4 ‘A’s

influencer marketing 4as

Earth is flat and exists at the centre of our Galaxy…

If someone taught you this in school hundreds of years ago, no one would bat an eye. However, if this was taught today, our smartphones would prove them wrong before the chalk hit the floor.

The four ‘P’s of the Marketing Mix (Product, Price, Promotion, Place) is one of the oldest marketing theories still enforced. It hasn’t faded from our textbooks and acts as the foundation for many marketing plans. Is it wrong? Not necessarily. Is it due to be updated? Absolutely.

As a newer concept, influencer marketing doesn’t fit the traditional marketing mould. With the emergence of social communities there are more factors than ever to consider when evaluating a brand’s ability to sell their product or service.

To keep things simple, I’ve combined old school with new school. Discover the keys to developing a new-age marketing plan. Introducing:

The Four ‘A’s of Influencer Marketing:

Answer

Product vs. Answer

Product: A tangible good or intangible service that fulfills a need or want of consumers.

Answer: Why do people buy products? To solve a problem or fulfill a need. Simply put, a product is nothing unless it’s an answer to a consumer’s problem. If you think about it, you don’t buy a car, you buy a way of getting from point A to point B. A campaign’s purpose is to prove that one answer is better than the answer of competitors.

3

A product fulfills a need or want, but what is that to marketers? At times, advertisers have failed by trying to sell features rather than the solutions that the good or service offers. With content and influencer marketing taking the industry head-on, there is confusion over what that product really is. Why is this so?

Content is the medium for engaging with consumers, and when delivered via an influencer campaign, the content aligns with both the needs and wants of the consumer and the brand. So from this perspective, the content itself is the answer.

A brand will engage in influencer marketing if it can increase profit or revenue. Theoretically, the brand’s good or service doesn’t matter. It’s the content that is used to target, attract, and retain customers that is important. An influencer campaign will be deemed successful if the good or service is shown through content as being the answer to a real problem.

If you spilled red wine on your carpet and used the tips a homecare blog taught you on how to clean it up, the content would be the answer to your problem. You wouldn’t have known what to do otherwise, and whether the blogger suggests Brand A’s product or Brand B’s, it doesn’t matter if the problem is solved.

Sometimes the solution lies outside the framework of the traditional marketing mix. Instead of bending the word product to mean the same as answer, we should think outside the textbook and consider the content as an opportunity to show off the solution over the feature.

Agreement

Product vs. Agreement

Price:
An established value assigned to a product for the purpose of an exchange.

Agreement:
Have you ever wanted something but thought the price was higher than you were willing to pay? Most of us have and that’s just an unavoidable factor of capitalism. While quid pro quo won’t get you anywhere when purchasing a computer, it’s the backbone of influencer marketing.

4

Consider your relationship with the medium. Unlike buying ad space or airtime, influencer marketing establishes a relationship for content creation. A product is traditionally sold for a predetermined price. But with influencer marketing, the exchange is intended to create some type of positive ROI for both sides. To ensure a campaign is successful, the exchange must be treated as a partnership. Both the brand and the influencer must work together to ensure the integrity of both the content and the good/service remains uncompromised. While money may change hands, the mutual benefit does not fit the traditional “price” of the marketing mix.

An “agreement” on the other hand, explains that both sides of an exchange are satisfied with the return they are receiving. The agreement may not be to exchange money, but could be to supply products for reviews, hotel accommodation for event exposure, or to mutually increase the awareness for both the brand and the influencer.

Awareness

Product vs. Awareness

Promotion:
The delivery of marketing messages to target consumers.

Awareness:
Do you ever skip commercials on TV or press “Skip Ad” on YouTube? I certainly do. And as a result, I’ve missed the targeted promotional efforts by brands. It may have been for something I would’ve loved, but I never became aware of it.

Promotion is a necessary aspect of marketing, but can only yield results if the targeted consumers are actually reached. Awareness is what promotion is created for. Awareness is the difference between a message sent, and a message received.

4

The goal of promotion and awareness is to inspire a certain action from consumers. As described through the name, an influencer has influence to generate awareness that inspires action. Sponsored posts and unnatural product endorsements are weak forms of promotion that all consumers can see through, especially Millennials. Awareness shifts the focus away from pushy promotions to the more suggestive word-of-mouth approach. With family and friend recommendations as the number one trusted source for buying decisions, and online reviews as the number two, influencer generated awareness is able to cover more than promotion can account for.

Audience

Product vs. Audience

Place:
The point of access for a consumer to acquire a good or service.

Audience:
Do you enjoy ice cream? Most people do and I apologize to those with lactose intolerance, but it’s delicious. In theory, an ice cream company could target everyone. Ice cream trucks are a proven success, but there’s a reason they don’t roam Manhattan on December mornings. Not only would the traffic and cold weather hurt business, the clientele isn’t going to be influenced by a loud and colourful truck driving down the street.

When? Where? Who? These questions remain unresolved through our first three ‘A’s. In order for a campaign to be successful, there must be an audience to absorb an influencer’s content. When a brand selects an influencer to work with, the location, demographics, and overall identity of that influencer’s audience is analyzed. The location is important, but can be useless if timing and the type of consumer is ignored. All three rely on each other and not just the ‘When’ and ‘Where.’

The ‘Who’ matters as much if not more than the ‘When’ and ‘Where.’ An audience encompasses the current and potential consumers a brand could be trying to reach.

Cereal boxes are located on top shelves in grocery stores because they’re lightweight. On a strategic note, you may have noticed that cereal box characters are always staring down. This is so children will feel connected to the fun tiger or goofy triplets on the box. Is this just clever placement? I like cereal but don’t feel compelled to buy a certain brand based on the cover cartoon. That’s because I’m not the audience that needs to be persuaded. Cereal is strategically placed where it is to accommodate a certain audience. The place adjusts to suit the audience, not the other way around.

Tony Tigerrice krispies

Conclusion

Whether you choose to stick to the old school marketing mix of four ‘P’s, or adopt the four ‘A’s is entirely up to you. What matters is that you know not every type of marketing fits traditional theory, and that nothing we’ve been taught is written in stone.

Which marketing mix works best for you? Are there any other dated theories you think need refreshing?



Unlock The Success Of Influencer Marketing Through The 4 ‘A’s