This is the third post in our series 6 Ways to Help Your Association Thrive in 2020. If you missed our earlier posts, you can read about your cause and your marketing plan to catch up.
How to Attract Prospects and Members with Marketing Assets
People are more likely to engage with your brand in exchange for something tangible and beneficial. That’s why a good content-based digital marketing plan requires supporting assets to maximize outcomes.
What is a marketing asset?
A marketing asset, often referred to generally as “content,” can be almost anything from your association that offers value to your audience. Traditional marketing assets include whitepapers, infographics, how-to guides, e-books, webinars, videos, checklists, podcasts, survey results, industry reports, and many more. Thanks to new technology, marketing assets also include interactive content, such as virtual reality, augmented reality, artificial intelligence, chatbots, apps, and others.
What’s the right asset?
With so many types of marketing assets to choose from, how do you know which ones will work for your audience? The answer: the ones that give people what they need when they need it. Personalization is key to a successful content-based digital marketing campaign.
Here are a few considerations when determining your marketing assets:
- Where are individuals in the customer journey? New prospects need different information than long-term members.
- What’s going on in your industry? Tailor assets around current trends, technology, and industry events.
- What are their goals? Offer tools that enable goals, help them develop professionally, or assist in planning for future growth and success.
- What are their pain points? Provide information that will save them time and money, make their lives easier, or help them overcome obstacles.
How to personalize marketing assets
To effectively personalize your campaign, you may need to segment your list into two or three meaningful groups. For example, members, nonmembers, and sales reps. You can also use marketing automation to determine who gets what. For example, a workflow based on a series of if-then statements could trigger various marketing assets and follow-up communications depending on user behavior.
While personalization requires a little more work and forethought, the results are well worth your time. One research study from Experian showed that personalized email campaigns receive 29% higher open rates and 41% higher clickthrough rates than generic emails. Personalized marketing improves customer experience, which ultimately drives membership, non-dues revenue, and member engagement.
When in doubt, go visual and be quick
While your audience will have its own preferences, the current trend in marketing assets is to lean heavily on visual components. Additionally, keep in mind that time is always a concern for your members. Resources that save people time and are quick to digest are the most likely to generate outcomes.
Gated or ungated?
Gated marketing assets are those you give away in exchange for an action, such as providing an email address or starting an account. Gated content is a great way to build your prospect list. However, people won’t hand over their email address to just anyone. First, they need to trust that you offer value and that you won’t just spam them with more time-consuming emails.
When you give away your marketing assets with no strings attached, that’s known as ungated content. Ungated marketing assets demonstrate to your audience that you’re here to help, that you offer credible resources, and that you’re worthy of their trust. A good strategy to is to give away ungated content initially and eventually gate content to capture contact info.
How to get started
To get started using marketing assets to attract prospects and members, take a look at your existing materials. You might already have a stash of articles, interviews, infographics, podcasts, and more that can be used as-is or repurposed to support your cause and your marketing plan. If you need to create new materials, be sure they’re aligned with your existing brand’s look and feel for consistency.
Need more ideas for marketing assets? Download the checklist for 50+ ideas.
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