o2o Channel Leaping Tips

The most strategically planned offline direct marketing effort can be sabotaged by weak links in an online sales order processing system. Moving a prospect from any offline channel marketing to online ordering has its clear benefits, but can be tricky. Whether from direct mail, broadcast, or other print source, your offline to online (o2) channel redirection must be carefully designed, tested, and refined to maximize the conversion process. So here are five recommendations to ensure a seamless o2o leap, as shared in my post over at Today @ Target Marketing.

In a past era, we direct marketers pitched our offer to our lists. When the prospect decided to buy, they would use a reply envelope to mail or phone their response. While that still happens today, more and more direct marketers prefer to drive a prospect to the web. 

There is often a disconnect between concept and execution of taking a prospect from offline to online. We’re so close to the process that we sometimes assume a seamless o2o flow, but while fumbling around a keyboard, the prospect’s attention can be diverted. The online order experience can be clunky or even confusing. Sometimes too much is asked on the online order screen, and information overload sets in. Or we assume the customer is tech-savvy when in fact, they’re not. Orders and carts are abandoned because the prospect gives up.

What to do to ensure a seamless o2o leap? Here are five recommendations:

1.    Clarity Rules. Create a detailed flow chart of every possible path a prospect could take before they press “buy” to see if there is any unanswered or confusing language or visuals. Ensure that there are no dead-ends, and allow them to back up. And, be sure the form they’re returning to is still populated with their original entries, rather than being shown an infuriating screen full of blank fields.

2.    Roadmap the Journey. Manage expectations for your prospect with an overview of the process, why it’ll be worth their time, and how easy and quick it will be, especially if placing an order has multiple options.

3.    Wireframe to Visualize. If you, the marketer, are having trouble visualizing how it all works, just imagine how confused your customer will be. Developing even a crude wireframe will help ensure you don’t overlook something, or that the process unfolds logically and obviously.

4.    Clear Copy. Write to the reading level of your audience, but remember that online channels tend to be one where people are more rushed and scanning. They don’t always read for detail. Make it clear and simple.

5.    Tell and Sell with Video. People may not read copy as closely online, but they are apt to invest time watching a video with tips on how to place their order. It can save the customer time, and help reduce abandoned carts.

The back-end programming of online order systems are usually someone else’s responsibility. But, if you’re the marketer or copywriter, you need to put serious thought and effort into the customer-facing side, so it’s clear, friendly, and quick.  Your prospect forms a lasting impression of your entire organization when you have an o2o channel leap requirement. And, if it’s muddled or worse, you may never have another opportunity to make it positive.

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Gary Hennerberg

After a lot of years in marketing and sales, this is what I know works:

Stories sell. Think unique. Stimulate emotion. Close deals. And here are a few other gems from my new book, “Crack the Customer Mind Code.” Know the persona, interpret your offer and let your prospect give themselves permission to buy. That’s how the brain is wired. It’s how people think.

What else? When I’m not breaking down complex topics (or ones marketers over-complicate) into easy-to-grasp stories that sell, I crunch numbers. Manage projects. Write. Teach. Lead.