show 68 perq interview w/ scott hill & andy medley

Show 6810.26.13

INTERVIEW : PERQ 12 tips to improve conversion rates over the festive period

• We have a couple of guests in house. Gentlemen from PERQ – a company headquartered in Indianapolis, IN. This company does something simple – they help businesses attract consumers through incentives, with you use of cutting edge technology. Simple as that – and guess what – that’s what you need. We’ll speak with them today about the successes they have had.

• ALSO : We have 12 tips to improve conversion rates over the festive period

• TODAY ON THE EDGE!

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Segment 1: News• SEARCH ENGINE WATCH : AOL Races Past Google to

Becomes Top U.S. Video Ad Property / Greg Jarboe

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• SEARCH ENGINE LAND : Google Changes AdWords Ad Rank Calculation, Now Factors In Ad Extensions And Formats / Ginny Marvin

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Coming UpWe’re interviewing a very interesting, Indianapolis-headquartered company that is growing and phenomenal rate, and is dead on regarding customer interaction for their clients.

We’re talking to the leadership from PERQ | Hearing about the journey they have had – the technology they are utilizing and what it means to your bottom line – that’s what we’re all about!

Coming up next!

Segment 2 :

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• We’re interviewing a very interesting, Indianapolis-headquartered company that is growing and phenomenal rate, and is dead on regarding customer interaction for their clients.

• We’re talking to the leadership from PERQ this segment | Hearing about the journey they have had – the technology they are utilizing and what it means to your bottom line – that’s what we’re all about!

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EDGE OF THE WEB• Thanks For Listening / I’m Erin Sparks / Joined By My

Colleague Tom Brodbeck with Site Strategics / Check Us

Out At Site Strategics Dot Com / We Are Your Local

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AND – NEW SERVICE FROM SITE STRATEGICS

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We are the fast & easy way for small businesses to make Mobile AppsWe talked about how many apps are being launched daily, more apps are launched than babies being born daily! The reality is that with the adoption of the mobile devices and the “second screen” marketing, the ability to connect with consumer loyalty is stronger than ever. Building an app can connect you to your customer

It’s easy and fastWe have templates for:• Restaurants• Realtors• Lawyers• Bands• Sports• Churches• Professional Services

• We certainly like to showcase companies from across the county that are building the better solution for businesses to connect with their consumers. Today is one of those days – I’d like to introduce you to a company named PERQ – and the leaders at the helm of that company:

• Scott Hill & Muhammad Yasin

• Gentlemen, thanks for coming on the Edge today!

#EDGETALK : PERQ

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• Scott Hill is the Co-Founder and Executive Chairman of PERQ. Scott has founded three more companies, some of which appeared on the Inc. “500 Fastest Growing Companies in America” list three separate times.”

• Muhammad Yasin is a public speaker, and Director of Marketing for PERQ. He also serves as the Indianapolis Chapter Co-Director for Startup Grind (http://startupgrind.com)

#EDGETALK : PERQ

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• FACTS ABOUT PERQ:

• Listed as one of INC. Magazine’s Top 225 Fastest Growing Companies in the U.S. in 2005-2006

• Awarded the Indianapolis Business Journal’s Top 10 Fastest Growing Companies in 2005-2006

• Awarded the Indiana Chamber of Commerce’s #1 Best Place to Work in Indiana in 2005-2006

#EDGETALK : PERQ

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• Here’s a snap shot of PERQ:

• “PERQ utilizes marketing technology to attract potential customers to businesses, both online and in-person, using incentives.

• Alright – that’s the high level – tell me how you do that

#EDGETALK : PERQ

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• What’s the name all about ?

• The name PERQ comes from the word “Perquisite” which refers to an incentive, gain, or profit

#EDGETALK : PERQ

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• There are 3 brands inside of the PERQ organization.

• Let’s start with Trace Communication:

• The company grew quickly, and with it, the culture and environment developed. The Great Game of Business, written by Jack Stack, influenced the way we built the culture of the company, with open-book financials and competitive breaks. We quickly saw that newspaper inserts were a lucrative part of business not just for dealerships, but also for the newspapers themselves. The company branched, and Trace was born.

#EDGETALK : PERQ

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• There are 3 brands inside of the PERQ organization.

• Tri-Auto

• BizProps

#EDGETALK : PERQ

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IF YOU’RE TUNING IN!

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If you just tuned in:You’re Listing to Edge of the Web RadioWe’re talking to a consumer incentive tech company here in Indianapolis : PERQ

• Let’s talk about the Services of PERQ:

• Advertising

• Printing

• Contests, Games & Sweepstakes

• Reseller Services

• Technology

#EDGETALK : PERQ

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• Alright – we covered the software FATWIN in an earlier show.

• Tell us about it.

#EDGETALK : PERQ

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What’s Coming Up

• COMING UP /

• We’re going to be continuing our conversation with the leaders of PERQ, and finding out about Scott’s journey as an entrepreneur, as well as what the future is looking like for this consumer incentivizing company

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Segment 3 : Marketing TechBlog

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THIS SEGMENT

• We’re going to be continuing our conversation with the leaders of PERQ, and finding out about Scott Hill’s journey as an entrepreneur, as well as what the future is looking like for this consumer incentivizing company

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#EDGETALK#

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WE NOW BRING YOU THE MAN BEHIND THE LATEST INTERNET NEWS AND ONLINE TOOLS

Douglas Karr from MARKETING TECH BLOG INTRO

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If you just tuned in:You’re Listing to Edge of the Web RadioWe’re talking to a consumer incentive tech company here in Indianapolis : PERQ

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Thanks to Doug from Marketing Tech Blog – always bringing a unique perspective on today’s endless internet landscape,

I mean – man, you bring us up to date and help us focus in on the latest trends, Doug, tell the people how to check out what you do and how to follow you.

BreakBack: Segment 4

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COMING UP / ALRIGHT –

Christmas is the biggest ecommerce event of the year and a time when consumers are at their most willing to part with their hard-earned money.

Find out the 12 tips to improve conversion rates over this holiday season

Stay tuned to the Edge!

Segment 4 :

12 CONVERSION TIPS

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• Christmas is the biggest ecommerce event of the year and a time when consumers are at their most willing to part with their hard-earned money.

• Find out the 12 tips to improve conversion rates over this holiday season in this segment!

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THANKS FOR LISTENING / I’M ERIN SPARKS / JOINED BY THOMAS

BRODBECK / THIS SHOW IS PRESENTED BY SITE STRATEGICS /

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REJOIN

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• Listen to our podcasts

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And….

• Score My Site Tool!Submit your site, and we’ll review it for you – give you some knowledge about hor the engines see you!

AND – NEW SERVICE FROM SITE STRATEGICS

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We are the fast & easy way for small businesses to make Mobile AppsWe talked about how many apps are being launched daily, more apps are launched than babies being born daily! The reality is that with the adoption of the mobile devices and the “second screen” marketing, the ability to connect with consumer loyalty is stronger than ever. Building an app can connect you to your customer

It’s easy and fastWe have templates for:• Restaurants• Realtors• Lawyers• Bands• Sports• Churches• Professional Services

ARTICLE: ECONSULTANCY: Ian McCaig

• Christmas is the biggest ecommerce event of the year and a time when consumers are at their most willing to part with their hard-earned money.

• The impact of the holiday period on the attitude of customers offers a huge opportunity that online retailers can’t afford to miss.

12 CONVERSION TIPS

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• 1. Welcome your visitors

• Visitors are often uncertain of what they want at Christmas because they are shopping for friends, significant others, relatives and children.

• To help communicate your brand’s values, serve new users a welcome message. This is a chance to familiarise visitors with your brand and USPs and to give them a good reason to buy their festive gifts from your website.

• Limit the message to one time only and customise it for your target audiences by traffic sources, search terms and purchase history.

12 CONVERSION TIPS

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• 2. Use Christmas imagery and language

• Physical stores use Christmas decorations and music to get shoppers in the mood; so tweak your website to give it a more festive look. However, don’t over-do your Christmas rebranding as you still want people to recognise that you’re you.

• Christmas-specific language can have a huge effect on your conversion rates. Conversion Voodoo found that using the headline ‘Merry Christmas’ within an email generated almost twice as many click-throughs than the same email using ‘Happy Holidays’.

12 CONVERSION TIPS

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• 3. Countdown to Christmas

• Everyone loves a deal. So offer your customers a variety of deals with a time constraint to ensure they return again and again.

• In the build up to Christmas, change your deals daily – or even hourly – in order to drive up impulse buys.

12 CONVERSION TIPS

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• 4. Push gift guides

• Gift guides are great for giving shoppers inspiration, advice and suggestions. A link to a size guide or buying guide can help explain different fits or specifications to a shopper who is shopping for something they wouldn’t usually buy, making them more likely to convert.

• Create category pages for gifts or add filters to existing category pages, asking shoppers questions such as:

• Who is the present for? What is their age? Relationship to the buyer? Gender? Personality?Is it a secret Santa gift? A stocking filler?Do you need a gift for ‘under $50’?

12 CONVERSION TIPS

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If you just tuned in:You’re Listing to Edge of the Web RadioWe’re talking about 7 CONTENT MARKETING FAILS

• 5. Show stock levels

• Providing stock levels for your customers means they know if they’re about to miss out on a product or good deal. If a visitor was considering leaving a product in their basket, they’d be much more likely to purchase if they saw there was only one left.

• However, use this message sparingly and remove ‘out of stock’ items from category pages to reduce frustration and hassle.

12 CONVERSION TIPS

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• 6. Bundle products together

• Christmas time is product-bundling heaven. For example, if you notice someone is interested in a particular scented hand-cream offer them the full range of fragrances at a discount.

• Customers like a bargain, and retailers like higher average order values, making it a win-win situation.

12 CONVERSION TIPS

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• 7. Publicise e-vouchers

• E-vouchers are a retailer’s dream. Not only can they be sold throughout the Christmas period because they are not dependent on physical delivery, they are also incredibly useful for gift-buyers who are unsure about what their recipients would like.

• Take advantage of this gift idea by preparing a specific page to sell e-vouchers as gifts, include different image options for the email or printout.

12 CONVERSION TIPS

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• 8. Align online and offline targeting

• Use data from all your channels to give customers the ultimate shopping experience this Christmas. Your customers’ online experience is becoming increasingly significant to the state of offline purchases so ensure that your online and offline comms to consumers match.

• For example, make sure that website promotions are available in-store as well. Aligning your online and offline marketing strategies will help avoid the risk of alienating consumers with inconsistent messaging.

12 CONVERSION TIPS

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• 9. Shout about your delivery

• One of the main concerns shoppers have during the festive season is whether their gifts will arrive in time for Christmas: clear, easy to find delivery information will help put their minds at ease.

12 CONVERSION TIPS

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• 10. Offer gift wrapping, but carefully!

• If your site offers a gift wrapping service, make sure to point this out as it can be a great time-saver for shoppers at this busy time of year. This addition to the purchasing process also has the great feature of increasing average order value.

• Make sure the gift wrapping service is a seamless part of the checkout. Don’t force people to opt out, but make sure they won’t miss the service, even if they are in a hurry.

12 CONVERSION TIPS

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• 11. Offer returns, or an explanation why not

• People buying gifts as presents want to know their options if the gift needs to be returned. If you have a particularly generous returns policy then shout about it.

• Reassuring your users that everything is hassle free should the recipient not like the present allows visitors to be more adventurous in their choice of gift, and more disposed to buy.

12 CONVERSION TIPS

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• 12. Up or cross-sell to drive average order values

• Raise your average order values by cross-selling associated products at the checkout. Place it next to the basket, especially if you have a free delivery threshold and recommend spur of the moment stocking fillers, focusing on those cheaper, lower consideration goods.

12 CONVERSION TIPS

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#EXIT#

OUTRO MUSIC BED CLOSE TEXT

THANKS FOR LISTENING TO EDGE OF THE WEB RADIO / A SPECIAL THANK YOU TO MY COLLEAGUE AT SITE STRATEGICS – THOMAS BRODBECK / AND DOUG KARR/MARTY THOMPSON FROM MARKETING TECH BLOG / WE WISH YOU A GREAT WEEKEND AND MAKE SURE TO CHECK OUT OUR MUST SEE VIDEOS AND MUCH MORE INSIDER INFO AT EDGE OF THE WEB RADIO DOT COM / THAT’S EDGE OF THE WEB RADIO DOT COM / WE WILL TALK TO YOU NEXT WEEK

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