This post is a recap of the 20th E-Commerce Forum at Flagbit in Karlsruhe that was dedicated to the topic of gender in e-commerce.
The presenter, Astrid Wunsch, spoke about the gender-related differences in buying behavior that any online-shop owner needs to consider. The presentation was followed by a lively discussion and experience sharing. Summarizing the main points, the following recommendations can be given.
Consider who your audience is. Even though your products will mostly define who your target customers are (make-up products as a female domain, vs. men shopping for electronic goods), do not simply make assumptions without checking your customer data. For example, on the website selling vacuum cleaners, 2/3 of buyers were female. Also consider cross-buying, e.g. women buying clothing for their husbands. On a voucher aggregator platform, one of the most popular vouchers selected by men was that of a perfume shop.
Adjust the buying process in your shop. Men are normally result-oriented and know what kind of product they want. They prefer clear-structured shops with search and filter functions and few distractions. Women, on the contrary, like looking around and enjoy the buying experience itself. Their buying decision takes longer, as they need to consider a number of alternatives first. Women also like to be advised in the buying process, so it is a good idea to set up a live chat or a customer hotline.
Think about product presentation. Male users need technical data and product details. They prefer to see the product in 3-dimensional view, isolated from context or other products. They also respond positively to product videos. Female customers pay more attention to colors and patterns of a product page. They also like to see products in real-life context, surrounded by other objects and performing their function. Women get more influenced by stories and testimonials around products, as well as positive social media signals.
In Europe, buying power of women is constantly increasing, and besides, women influence over two thirds of all buying decisions. Nevertheless, most online shops and websites in general still appeal to and made for a male audience. Maybe it is time to start thinking in the other direction?
7 rules to help making content creation within an organisation easier. Includes content framework and other advice.
Content Marketing is one of the biggest trends now. However, as with many fast-developing Internet trends (SEO or Social Media in the past), there is an urge to do something but little understanding of how it has to be done.
In this article I want to share 7 basic time-saving rules for crafting Web content.
1. Have a concept
Consider creating a content framework where you define your cornerstones:
Who are the readers of the content? What motivates them?
At what stage of the buying process are the readers? How high is their level of awareness of the subject on which you are writing ?
What do you want to achieve by creating the content? Look at this from several angles: the customer (information needs), the company (e.g. customer retention), and additional benefits (e.g. SEO).
How would that content fit in the overall company strategy and the current marketing campaign?
Which format is the most appropriate? Do not just think in terms of blog posts: white papers, infographics, press releases, tweets, online tests, presentations — these are all valid and working formats of online content.
2. Have a plan
If you are writing within an organization, treat your content creation process like any other project. Define the roles, the responsibilities and the deadlines. Think about the stages the project will go through (briefing, planning, first draft, correction, second draft, etc), and how different roles are involved at each stage. Do not forget about the documentation of the process: either use a project management tool you have, or place your project schedule on a shared resource, Intranet or cloud-based.
3. Have a structure
This might remind you of the school times, but do create a detailed plan of what you want to write about. If there is limited space (e.g. on an infographic), note down the required length of text blocks.
If you are writing a white paper or a blog article, decide in how many smaller parts you will divide it and how to structure them. Generally, consistency is the keyword. The paragraph headings should be of the same format and the text parts of the same length.
Do not forget about the main idea that holds all of your text bits together and contributes to the strength of your argument. And even though users online are said to read diagonally, introduction and conclusion (or summary) are still the important parts of any text.
4. Be brief
“People online do not read”. It is, of course, an exaggeration, but keep it in mind when starting a writing task. What does it imply?
Add visuals and make your content as appealing as possible (use colors and highlighters where appropriate, but do not overdo).
Make sure your paragraphs and sentences are short and easily digestible. Use bullet lists to present a series of arguments.
Use paragraph headings as pivot points to keep the user reading by arousing his or her interest in what comes next.
Within your text, avoid unnecessary padding such as filler phrases and redundancies. In short, if you can say the same thing with fewer words, go for it.
5. Be precise
Because of the usual practice of skimming through Web pages, the information is often misinterpreted or badly understood. Highlight the most important points through moderate repetition and rewording. You may use the writing formula: “Tell them what you are going to tell them, tell it to them, and then tell them what you have just told them” for delivering your main message. Having a consistent structure and writing correctly will also help to improve the preciseness of your expression.
6. Be correct
Even though the Internet seems to accept rather causal style, your text has to be correct. Ask other project participants to proofread your text, and work with credible sources to polish your writing and achieve grammatical and stylistic correctness. I use the Associated Press Stylebook, but there are other style guides, as well as dictionaries, grammar checking software and content creation tools you can use. Be aware that the norms in the US and UK English are different, so choose one language variant and stick to it.
7. Be true
Apart from grammar, factual correctness is important. Even when producing marketing texts, observe the boundary between promoting a product and misinforming your readers.
Research. Have you done thorough research on the topic? Research may include field tests, talks to product experts or to the customers, or information from special literature or industry press.
Citations. Are the sources you quote trustworthy? Is the information you use still up-to-date?
Details. Does your text cover the topic well or does it leave a lot of open questions? Can the reader follow your line of argument without interruption?
In conclusion, there is no magic wand for creating marvelous content within minutes. Writing a good text takes a lot of time and (collaborative) effort. But having a plan and working through it consistently will make content creation easier and accelerate your learning curve.
In order to exchange quantity for quality in direct marketing, it is important to base your first contact with the customer on the following principles.
In order to stay customer-focused and exchange quantity for quality in direct marketing, it is important to base your first contact with the customer on the following principles:
1. Study the businessenvironment of the customer. What industry are they in, what are the trends and challenges in the industry?
2. Study the working environment of the customer. What department are they in, what is their function in the company?
3. On the basis of data derived in this way, generate a hypothesis on what challenges this particular customer group might face. If you are selling online marketing services to local restaurants’ directors think in terms of difficulty in attracting new customers, local nature of the business and growing competition.
4. Generate a solution for this problembased on YOUR product. For example, a good website and professional social media activity help to be closer to the customers and build a relationship with them. They also help to optimize the offered services through soliciting customers’ feedback on their needs and desires. What is more, they create a certain level of managed publicity in order to attract new customers.
5. Describe how YOUR product/service has helped customers with similar needs or problems in the past. E.g. restaurant XYZ has increased its customer base by… percent and overrode competition by offering better services with an interactive and appealing website.
6. Now you probably have established common grounds with your customer and your first contact in direct marketing will be more successful.
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