targeted marketing

3 Things to Consider to Overcoming Privacy Concerns of Cookies

CWM TuesdayYou may have heard of the term “cookie” or come across it in your online experience. But what does it mean? What does it mean for consumers? And what does it mean for you as a business owner or manager?

Have you ever noticed when booking travel destinations online that the next day or time you are on the internet, ads or messages will appear from other travel sights? This is not a coincidence – this is as a result of cookies tracking your purchasing and surfing behaviours.

Cookies are therefore a key tool that we marketers can use to track customer behaviour and purchasing choices. They can help your business understand your customers so that you can provide them with tailored content specific to their behaviours.

From a marketing perspective then – cookies provide us with a pull-push approach, but the challenge is we need to make sure our campaigns are transparent and therefore we need to utilize cookies in a way that the customer does not consider invasive of their privacy.

I wanted to share with you a few tips that will help you overcome privacy concerns raised by cookies when planning your next online marketing campaign.

  1. Show transparency

The most important thing to consider when using cookies is that privacy is the biggest concern. Let your customers know when they visit the site that you are using cookies to provide them a tailored experience.

One popular approach is to provide a notification on your website. For example, a website will post a notification like this:

Company X sites use cookies and similar technologies. By using company X sites, you are agreeing to our revised Privacy Policy and Terms of Service, including our cookie policy.

A simple notification like this serves to provide both knowledge and consent. The choice is then on the consumer to continue using the service. Your customers will appreciate that you are being transparent with them, and that they are being given a choice.

  1. Value-added, permission-granted

Make sure you have a strong value proposition. Based on consumer behaviours in downloading Apps, if you can provide them with the tailor product/service they need, and the value is there for them, they will grant you permission to track them.

  1. Make it part of a larger strategy

For a cookie to be effective, it should be used as part of a larger marketing automation strategy. Just simply placing cookies on your site only tracks users on your site, and does not give you much “intel” on what your customers are doing and where they are going online. You’ll need to track them across many sites, to gain a richer understanding of who they are and how you can push them targeted content.

With all of the exciting automated marketing technology that is available to us today, we need to always put our customer first and ensure they are not feeling their privacy is being compromised.

Do the benefits of cookies overcome its potential danger to privacy? Do you have other online strategies for understanding your consumer behaviours?

Why Stop-and-Start Marketing Does Not Work

All businesses see fluctuations in their revenues. And it is understandable that when faced with “cash flow” issues, many businesses owners look to cut what they deem to be “unnecessary expenditures”. However, I can tell you from my many years of marketing experience that marketing is an integral part of your business, and stopping marketing activities can have a dramatic impact on your business.

A good example of this in practice is the 2008 financial crisis. Many businesses were faced with huge revenue challenges, and although some decided to stop their marketing and withdraw from their consumers’ radars, there were those that looked at it as an opportunity to “market smarter”. They continued to invest in their marketing, and not only survived the crisis – they actually thrived. Fueled by a strong marketing presence, these companies pushed forward with bolder strategies, and thereby gained a competitive advantage.

The reason that marketing is so important to businesses is that marketing is your main lifeline to customers and sales. Without it, you can’t be sure that customers know who you are, and what you are selling.

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I’d like to share with you a few tips to consider, if you are ever in a situation where you are contemplating stopping or “pausing” your marketing activities:

  • Sync your business operations to be in line with your marketing strategy, so that if you have a “weak” month, you can pick up sales leads and revenues via another avenue.   For example, if you know that August is traditionally a bad “cash flow” month for your business, plan to combat that with a campaign running in July and August. Your marketing strategy plays a key role in your success.
  • Stop the marketing activities that are using non-measurable tactics, and replace them with other more measurable marketing practices.
  • Focus your advertising campaigns on lead generation instead of simply brand recognition.
  • Leverage social media strategies to increase engagement, audience and potential leads.
  • Find more ways to connect with your customers, so that you will be “top of mind” when they are making a buying decision.

I understand why, when faced with a crisis or dip in revenues, companies look to cut marketing budgets. But, simply stated, as “marketing” encompasses everything you do to place your product or service in the hands of potential customers, your marketing really needs to be continuous.

With markets becoming more competitive, it is more important that you get ahead of your competitors – by any means necessary.  That should start with a great marketing strategy, and continue with “smart”, measurable tactics that attract customers to your business.

Have you ever contemplated stopping your marketing?  What impact did this have on your business?  Please share your experiences on the importance of continuous marketing in the comments below.