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Presented by: David Squires Contr@ctor's Online-Access, Inc.
Marketing Through Engagement
Refocus your marketing today …to better prepare for tomorrow
HOW MUCH PROXIMITY & FAMILIARITY AFFECTS HVAC WEB MARKETING The following Data is based on a random
sample of 43 single-location contracting companies
July 2015 -July 2016 Over 95,000 valid website visits generated
within 100 miles of their location
Website traffic increase with each 5 miles of expanded radius
0 - 5 miles = 35 % of traffic
6 - 10 miles = 20 % of traffic
11 - 15 miles = 15 % of traffic
16 - 20 miles = 11 % of traffic
21 - 25 miles = 6 % of traffic
26 - 30 miles = 8 % of traffic
31 - 35 miles = 3 % of traffic
36 - 40 miles = 1 % of traffic
THE FAMILIAR FACTOR Everyone is overwhelmed by too many choices
Time demands and constraints create need for filtering—both rational and irrational
Fear of the ‘unknown’ vs. comfort of the ‘known’
HOW CONSUMERS USE GOOGLE TO SEARCH
By 2014, the average amount of time it took participants to find a desirable result took an average of 8-9 seconds.
In 2005, Google users would spend an average of 23 seconds to choose a listing.
KNOW THE DIFFERENCE BETWEEN YOUR MARKETING AREA AND SERVICE AREA
All your advertising will work better when you become the company with which your community is familiar.
The 80/20 rule applies Less wasted advertising dollars in web and print
advertising Impact vs. Impression Compounds ‘word-of-mouth’ effectiveness The best way to optimize for Voice Search
VOICE SEARCH
Alexa = YELP/AMAZON
Google =Google My Business
Porch Home Advisor
Cortana = ?
Siri = ?
Referral SourcesPay–to-Play for
Service
Inherent Trust Issues
Alexa's Dirty Little SecretAmazon has sold approximates
50 million Alexa devices (50,000,000)
Only 2% of Alexa Users made a voice purchase this year
(1,000,000)Only 10% of the 2% used voice to
shop more than just one time (100,000)
Absence of Choice
GOOGLE LOCAL SERVICES As with most things new,
early adopters make out best. however… you might want to
start putting together a ‘Plan B’
THE RESULTS SO FAR
Google Local Services Ads (LSAs) currently receive 13.8% of local search result clicks
Bright Local 2018
2016 SALT LAKE CITY FOCUS GROUP
Question 2: Does the addition of the large ads at the top of the page make anyone want to change their choice? Question 3: Does knowing that Google will guarantee that the job is done right up to $2,000 for the first 30 days if you choose someone through the ads at the top make anyone want to change their choice?
Question 1: If you needed a heating contractor who would you choose on this page?
THE BAD NEWS ABOUT GOOGLE LOCAL
SERVICES Creates the illusion of ‘Sameness’
Removes the consequences of a consumer’s choice
Organic Search
IN A NUTSHELL, GETTING AN ROI WITH SEARCH IS ONLY GOING TO GET HARDER AS SEARCH
BECOMES PAY-TO-PLAY
WITH EVERYONE WANTING TO BECOME THE “GATEKEEPER” TO YOUR ONLINE
CUSTOMER , IT MIGHT SURPRISE YOU TO SEE THE
BREAKDOWN OF WHAT EVERYONE IS ACTUALLY COMPETING FOR...
ONLINE-ACCESS’ 2017 CONSUMER
SURVEY
2017: RECAP Response from 1,010 consumers who hired an HVAC company for
residential service within the previous year. How did you first learn about the contractor you called?
When you boil everything down in Search Marketing for HVAC today, everyone is basically competing for this 12.7% of the population that doesn’t have a clue who to call when something breaks.
2017: RECAP Response from 1,010 consumers who hired an HVAC company for
residential service within the previous year. How did you first learn about the contractor you called?
Why are we not focusing on this?
NONE OF THE COMPETITION MATTERS WHEN THE CUSTOMER SEARCHES FOR YOUR COMPANY NAME!
Vincent’s Heating and Plumbing December 31, 2018
MOVE YOUR ONLINE MARKETING OUT OF THE BOX
12.7% 63.6%
Search Engagement People do business with people they like… and people like them!
MOVE YOUR MARKETING TO WHERE YOUR COMPETITION ISN’T.
Instead, look for opportunities to engage with your community! Become the company they know!
STOP TRYING TO MOVE THE CUSTOMER INTO YOUR BOX… MOVE INTO THEIRS!
Branding is easier if you’re not just pushing
your name…
but instead, you're connecting with your customer.
Engagement with your community
is the new SEO Local Traffic
Started Program
Service business doubled by the following year
Over 2 years ago, we made the decision to utilize and develop this concept to create engagement with our client’s
communities. We have been field testing and improving it for well over a year and a half now, and
this is what we have learned.
By creating a public facing website documenting past events, organizations we’re easier to get onboard by seeing other groups all over the country participating. HelpingOutLocally.org
We found that you need to make it easy for consumers to give you their contact information to verify their vote with an email address or a cell number—without fear of being spammed
To engage the voters you need to give them instant feedback as to how their organization is doing.
Knowing how their choice is doing motivates them to use social media to get their friends involved at your site.
After they vote, you want to thank them and give them a reason to use your services. We soon learned not to depend on the voter to “clip their coupon”… –so now we automatically do it for them. By storing their coupon for them we can later remind them of it at the time they will probably use it.
The Results: Tracked customer contacts through the company’s website were up 25% from the same time last year while the contest was running.
Long Term Results: My company has run “Helping Out Locally” 4 times in the last 15 months. Let me show you what engaging your community can potentially do:
Vincent’s Heating and Plumbing October 1, 2017 – December 31, 2018
Votes – 12,552 Unique – 5,561
Vincent’s Heating and Plumbing October 1,2017 –December 31, 2018
Votes – 3,170 Unique – 1,124
Vincent’s Heating and Plumbing October 1, 2017 – December 31, 2018
Votes – 7,870 Unique – 2,037
Vincent’s Heating and Plumbing October 1, 2017 – December 31, 2018
Votes – 27,722 Unique – 9,147
Vincent’s Heating and Plumbing October 1, 2017 – December 31, 2018
44,767 Unique Users over 15 months0
18,798 were Unique Users from our Marketing Area of 30,000 home—all
of which gave us contact info
1. Top-of-mind awareness (Average of 2.5 visits to our website per voter during the contest).
2. Email or text contact information for half of our market area, all able to be scheduled to be sent special offers.
3. Insight as to what they are passionate about that we can use to motivate them in the future to do business with us.
4. A free pass to the first page of search for the 60% of them who have their Google History on.
5. Extremely high direct search as well as GMB Clicks.
BENEFITS WE RECEIVED BY ENGAGING OUR COMMUNITY BESIDES JUST GOODWILL.
TOTAL COST = $7,000
IN CHARITABLE DONATIONS
SPREAD OVER 15 MONTHS
THE BEST PART OF MOVING YOUR COMPANY INTO YOUR COMMUNITY ARE THE REWARDS THAT AREN’T SO EASILY MEASURED!
IF YOU WOULD LIKE MORE INFORMATION ON WHAT WAS COVERED, GO TO:
HVACWebsites.com/GAL
Text #GAL to (888) 966-4785
WHERE THINGS ARE HEADED • All Google above the fold
• Google wants to approve who you hire
• Google wants to keep users from leaving Google
WHERE THINGS ARE HEADED • All Google above the fold
• LSAs have potential to create lead competition
• Google wants to approve who you hire
• Google as the new ‘satisfaction’ police
• Google wants to keep users from leaving Google
• LSA rules allow price advertising
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