Re-Marketing Flywheel Technique – The Big Brand Approach to Remarketing

I call this the re-marketing flywheel strategy, its a strategy where frequency and variance are key,

Why a flywheel I hear you ask. well this is a flywheel and its the only thing i could think of that fit the purpose of a analogy :)

 

download

The flywheel itself is your re-marketing campaign, each ad or content type is a tooth in the wheel. The aim is  you try each tooth of the wheel until you find the tooth that converts the user.

People get tired of the same offer/product/ad, they may have different reasons for not converting. Some may not like the price, others may not understand the product, others may not trust you etc.

To combat this start to think about what users ask when they speak to you, think about their pain points what do they need to hear to convert? Start writing them down.

Also think about which channels you can utilise to get you message out there. Mix this with products you sell and you should have something like below.

Ad Types : Image ad, dynamic Re-marketing ad, video ad, text ad
Products: 1,2,3,4
Channels: Facebook, Twitter, YouTube, Display, Email, Direct Mail
Content: Frequently asked questions, New innovations, Product Review, Customer Testimonial, Sales letter, etc. Email, whitepaper with splinters, discount, blogs, info-graphics  etc

Put into Practice

For This example lets pretend we are a digital marketing agency who want to get their name out there for the following services:

  • SEO
  • Content Marketing
  • Social Media
  • PPC

Lets use the following channels:

  • Facebook
  • Youtube
  • Display
  • Twitter

And for this example lets use the following content pieces:

  • Product Ad
  • Faq
  • New Innovation
  • Customer Testimonial
  • Sales letter
  • Whitepaper

You now have ideas you can use for the teeth of your flywheel example below. Lets Call this Flywheel 1 Which Focuses on Facebook.

You will notice that the second column has a tooth number, this is important as you don’t want the user to see these ad’s in perfect order, you want variance as to not burn out the potential customer and avoid ad blindness.

This also creates the effect or distorting your company size and gives the impression that you have a very large marketing campaign. You want to avoid the user thinking that there is just one capaign based on the product they have viewed focusing on them mix it up to set precedence that you have been advertising for a long time.

Example Flywheel 1 – The Facebook Flywheel

Flywheel 1 Tooth 17 Facebook Ad Advertising Product 1 SEO
Flywheel 1 Tooth 21 Facebook Ad Advertising Product 2 Content Marketing
Flywheel 1 Tooth 47 Facebook Ad Advertising Product 3 Social Media
Flywheel 1 Tooth 11 Facebook Ad Advertising Product 4 PPC
Flywheel 1 Tooth 33 Facebook Blog FAQ Product 1 SEO
Flywheel 1 Tooth 24 Facebook Blog FAQ Product 2 Content Marketing
Flywheel 1 Tooth 5 Facebook Blog FAQ Product 3 Social Media
Flywheel 1 Tooth 32 Facebook Blog FAQ Product 4 PPC
Flywheel 1 Tooth 25 Facebook Ad to Blog New Innovations SEO
Flywheel 1 Tooth 6 Facebook Ad Video New Innovations SEO
Flywheel 1 Tooth 13 Facebook Ad to Blog New Innovations Content Marketing
Flywheel 1 Tooth 28 Faecbook Ad Video New Innovations Content Marketing
Flywheel 1 Tooth 30 Facebook Ad to Blog New Innovations Social Media
Flywheel 1 Tooth 54 Faecbook Ad Video New Innovations Social Media
Flywheel 1 Tooth 38 Facebook Ad to Blog New Innovations PPC
Flywheel 1 Tooth 27 Faecbook Ad Video New Innovations PPC
Flywheel 1 Tooth 40 Facebook Ad to Customer Testimonial Blog SEO
Flywheel 1 Tooth 50 Facebook Ad to Customer Testimonial Video SEO
Flywheel 1 Tooth 15 Facebook Ad to Customer Testimonial Blog Content Marketing
Flywheel 1 Tooth 46 Facebook Ad to Customer Testimonial Video Content Marketing
Flywheel 1 Tooth 7 Facebook Ad to Customer Testimonial Blog Social Media
Flywheel 1 Tooth 51 Facebook Ad to Customer Testimonial Video Social Media
Flywheel 1 Tooth 36 Facebook Ad to Customer Testimonial Blog PPC
Flywheel 1 Tooth 45 Facebook Ad to Customer Testimonial Video PPC
Flywheel 1 Tooth 39 Facebook Ad to Sales Letter SEO
Flywheel 1 Tooth 9 Facebook Video to Sales Letter SEO
Flywheel 1 Tooth 34 Facebook Ad to Sales Letter Content Marketing
Flywheel 1 Tooth 14 Facebook Video to Sales Letter Content Marketing
Flywheel 1 Tooth 3 Facebook Ad to Sales Letter Social Media
Flywheel 1 Tooth 44 Facebook Video to Sales Letter Social Media
Flywheel 1 Tooth 1 Facebook Ad to Sales Letter PPC
Flywheel 1 Tooth 48 Facebook Video to Sales Letter PPC
Flywheel 1 Tooth 53 FB Ad Whitepaper Splinter 1 SEO
Flywheel 1 Tooth 22 FB Ad Whitepaper Splinter 2 SEO
Flywheel 1 Tooth 37 FB Ad Whitepaper Splinter 3 SEO
Flywheel 1 Tooth 19 FB Ad Whitepaper Splinter 4 SEO
Flywheel 1 Tooth 4 FB Ad Whitepaper Direct Ad SEO
Flywheel 1 Tooth 10 FB Ad Whitepaper Splinter 1 Content Marketing
Flywheel 1 Tooth 31 FB Ad Whitepaper Splinter 2 Content Marketing
Flywheel 1 Tooth 26 FB Ad Whitepaper Splinter 3 Content Marketing
Flywheel 1 Tooth 49 FB Ad Whitepaper Splinter 4 Content Marketing
Flywheel 1 Tooth 16 FB Ad Whitepaper Direct Ad Content Marketing
Flywheel 1 Tooth 52 FB Ad Whitepaper Splinter 1 Social Media
Flywheel 1 Tooth 41 FB Ad Whitepaper Splinter 2 Social Media
Flywheel 1 Tooth 35 FB Ad Whitepaper Splinter 3 Social Media
Flywheel 1 Tooth 23 FB Ad Whitepaper Splinter 4 Social Media
Flywheel 1 Tooth 20 FB Ad Whitepaper Direct Ad Social Media
Flywheel 1 Tooth 43 FB Ad Whitepaper Splinter 1 PPC
Flywheel 1 Tooth 18 FB Ad Whitepaper Splinter 2 PPC
Flywheel 1 Tooth 42 FB Ad Whitepaper Splinter 3 PPC
Flywheel 1 Tooth 8 FB Ad Whitepaper Splinter 4 PPC
Flywheel 1 Tooth 29 FB Ad Whitepaper Direct Ad PPC

 

The aim is to funnel users and increase the variation and frequency per user ( the number of times a user has had the opportunity to see the ad). This image below shows the difference it makes timing your ads and maximizing your message rather than running all of your messages to one re-marketing pot.

Ad Setup

Old Way

A lot of people throw product ads to the same audience usually the result is product ad 1 gets a low average frequency, so does product ad 2 and 3. You may think that well a frequency of 3 * product ads = a total frequency of 9 which is brilliant.

The issue is that the user hasn’t had uninterrupted frequency, they may have seen product 1 then the next time they looked at a site they saw product ad 2 and then product ad three.

What you want is uninterrupted frequency or sit time. Where a user has had chance to notice the product ad and has built up enough curiosity to click it.  For Facebook I would say this is between 6-9 for display you want to be frequency capping at 5 and testing run lengths.

oldway

New Way

Below is a rough and ready example of how you can increase uninterrupted frequency on a channel or placement. Its the same as above but you are using something to create an order of when ads are seen,  in this case a number of days. In reality you will want to change the number of days by testing frequency and engagement.

new

 

Bouncing

Bouncing is initially a term used by Pickup artists, its the concept of going to multiple locations on a first date to distort time and create a feeling of knowing the person longer than you have. Where ever this originated from and whether you agree or disagree it works in the world of dating.

The marketing equivalent is showing different messages on different channels, It is very effective at creating the illusion that you have been advertising on different channels for a long period of time as well as allowing you to push different messages without resetting sit time. (Different channel different sit time). This also pushes your frequency through the roof.

Example

Imagine your the potential customer you have seen an ad advertising SEO services for a few days on Facebook, when you go onto the daily mail you see a white paper on how to get the most from your PPC campaigns for a few days. You return to Facebook a few days later and see there is a blog focusing on how to improve your quality score and on YouTube there is a video discussing the latest innovations in SEO.

Result

In the above example you have 4 sit times  2 for Facebook, one for the daily mail and one for YouTube. This allows you to build up insane frequency per product, per platform in a short space of time, whilst not burning the user out on the same message. It also creates a big brand feeling , “these guys are not just asking me for my money they are giving me value and they are everywhere”.

Summary

Hopefully now you understand the flywheel method, increase frequency without burnout by increasing variance ( ad/message/channel/frequencycap or sit time)

 

 

 

 

Thoughts on how to be successful from a Marketer

For those who don’t know me, let me introduce myself. I’m a professional marketer. I have been lucky enough to work with large clients in the UK (billion turnover+) as well as assisting in creating very successful affiliate campaigns across Europe, America and Asia.

I am very good at marketing and consider myself to be truly grateful for the opportunities and the results I have managed to achieve so far in my career.

I wanted to write this blog because I have met many people that struggle to either achieve results for their clients/their own business or achieve success in their marketing careers.

My main goals are:

  • To help those looking to get better at marketing
  • To help people who are currently not seeing a return on their marketing campaigns
  • For those who are achieving great results, hopefully you will agree with this article

Disclaimer: I don’t want to offend anyone in this article – it is more about what has helped me get great results.  I will be honest though, when looking at why people aren’t getting results there are often some common flaws.

People don’t know what they are doing

The first thing I’ve noticed about people that don’t get results is that they don’t know what they’re doing.

  • They don’t know why they are writing a blog, what they hope to achieve by it and they don’t know where the blog sits in the sales funnel
  • They focus on increasing reach, visitors, click through rates and impressions but don’t know if they are reaching people that will potentially become customers, if they are increasing more ‘time wasting’ leads and if they are increasing visibility to high intent or low intent people.
  • They create Facebook posts that no-one interacts with, they don’t know who the post is going too, if the post is designed to engage with their target audience, ascend the target audience through a sales funnel or convert.
  • They don’t know why the budget for the Facebook campaign is set to it’s current amount, they don’t know when to increase it or when to decrease it, they don’t know why chasing the cheapest leads isn’t the best strategy, they don’t understand maximizing profit and they don’t look at ROI.
  • They look at analytics and see how many visitors their website has got today but they don’t know how to segment the traffic, they don’t know who those visitors are or their behaviours, how to find out which segments convert and which segments they are wasting money on.

They do the same things day in, day out and are working hard at doing it too.

In summary they don’t have a marketing plan.

A common trait of successful marketers is that they create plans containing what they are going to do, why and how to measure the results. They stick to it, they are consistent through to completion, they know what to measure and why they are doing each step, whether if it’s working or not.

It doesn’t matter what’s in your plan as long as you have a set of rules that you stick to and metrics to measure success or failure.

Also it’s important to know that failures are part of marketing and point you in the right direction of success. It is however unacceptable if you have no metric to judge success or failure. Finding failures faster than your competition gives you a competitive edge.

We are doing this because of x and its delivering Y

They don’t want it enough

Ask anybody in any industry if they want to be successful and they will all say yes. Ask the same people what they are willing to give up to be successful and they will all give you different answers.

Lots and lots of marketers and businesses fail in their marketing because they don’t want it enough.

The main difference between successful and unsuccessful people is that the former really want it.

The successful people:

  • Don’t accept limitations
  • Don’t give up to easily – success in marketing isn’t easy
  • Are willing to give it their all
  • Create ambitious goals and worry about how to get there afterwards
  • Understand that not stopping at failures gives you the edge, every ambition will be tested
  • Can learn anything they put their minds to
  • Believe they can do it

When it comes to putting in the time to truly learning marketing, people won’t do it… they don’t want it enough.

When I first started working in marketing, the first task my boss gave me was to learn SEO and quickly as his theory was ‘most people take 3 years to get good at something. Why can’t you do it in 6 months?’. The first task was to read every single blog on a site called seo-theory.com and seobythesea.com which had lots of long form articles going back five years. I read every single blog and learnt a huge amount. I also learnt that you can learn anything if you put your mind to it.

Through my career when asked for training or advice on how to get to the next level I have told people to start with reading every blog on the topic you can or to watch training videos and read PDFs/reports I have accrued over the years and guess what? They simply don’t do it.

They don’t want it enough.

I happened to see a tweet as I was writing this post that sums it up perfectly.

 

 

Your success is a reflection of your effort.

They haven’t put the time aside to succeed

If you are going to start something whether it’s a new marketing initiative or learning a new skill set to make you a better marketer, understand the commitment of time and effort you will need to put in before you start.

I know that if I don’t continue with a strategy long enough to see if it’s a success or failure I won’t see a return.

My effort is my future success. Why would I start putting my effort into a strategy and shut it down before I know if it works or not?

I know that if I don’t stick with my plans long enough I won’t profit from them long-term.

When learning a new topic of marketing, allot 20 hours to reading everything you can find on the subject.

For example, if you want to learn how to optimise landing pages, you should spend two hours a day for six days (12 hours) finding and reading every article, video and PDF on the topic. At the end of this process you will have separated the wheat from the chaff and have a concise list of good stuff to read again and discuss (8 hours) while you are implementing.

You are now a beginner at this topic, you know enough to get started and it’s up to you to go to the next level and put in hundreds of hours becoming an expert at conversion rate optimisation.

The same goes with marketing strategies. If you have set out in your plan that you are going to write three blogs a week and promote it to a relevant audience for a year to attract and educate new customers then that’s what you do.

Don’t stop in three months because it’s too much effort or you haven’t seen an instant benefit. This is a mistake I see time and time again, a constant cycle of trying the new buzz word for short spaces of time and then moving onto the next one.

“Let’s try social media” … “Let’s try PPC” … “ouh RTB and programmatic looks good” … “We need to be doing content marketing!”

If you can commit and stick to the time and effort needed to see multiple strategies though or learn new topics then do it. It’s sometimes nice to have the variance. If you don’t then don’t, stick to one strategy and do it well.

Someone said to me once the man who chases two rabbits goes hungry. I don’t know why it stuck with me, I was probably hungry at the time but you get the point.

 

Understand that delaying your gratification will bring more success than chasing short term wins.