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In the News UK

Facebook and Twitter experience year of declining popularity (but FB is still king of Social Media)

 YouTube is the most popular site among 8-15 year-olds, UK research shows.

The popularity of Facebook and Twitter is continuing to decline among social media users, new YouGov research suggests.social-network_110002633-012814-int

The “Social Media 2014” report shows that one in ten (10%) social media users stopped using Twitter and around the same proportion (9%) stopped using Facebook in the past year.

The main reason for social media users stopping using services was a loss of interest (55%), followed by increasing concerns about privacy (26%). One in five (21%) say they were fed up with advertising and marketing strategies (21%) and one in six didn’t like third parties having access to personal content (17%).

The survey was based on 494 UK adults aged 16+ who stopped using a social media service in the 12 months to February 2014.

Yet despite its relative decline, Facebook is still the dominant force, with 86% of active social media users using the service. This is almost double the proportion of its nearest competitor, YouTube, which is used by 46% of active social media users. Twitter, the third most popular, is used by around a third (32%) of active social media users, while Instagram and Pinterest are used by 9% and 6%, respectively.

Although Instagram and Pinterest have relatively low rates of penetration, they have experienced marked growth in the past year. Three in ten (30%) Pinterest users joined the service during the six months leading up to the survey, with almost half of these (14%) signing-up in the month before the research took place. Similarly, more than one in five (22%) Instagram users joined the service in the half year leading up to the survey, with a third of these (7%) joining in the month prior to the research being carried out.

James McCoy said: “It could be argued that the relative decline of Facebook and Twitter is a direct result of social media being such an intrinsic part of people’s everyday lives. For example, Facebook has been available to the mass market for seven years and in that time it has gone from being a fresh, new and innovative start-up to a familiar colossus – a business empire with money to make and shareholders to satisfy. However, it should be noted that Facebook’s decline is relative – it is still the king of social media with impressively high levels of usage.”

Children and social media

YouGov’s “Social Media 2014” report also explored children’s use of social media. It found that YouTube is the most popular social media site among 8-15 year-olds, with more than four in ten (41%) logging into it most days. Facebook is second most popular (36%), far ahead of Instagram (13%) and Snapchat (11%). Just one in ten (10%) children surveyed regularly use Twitter.

(Base study: 508 GB children aged 8-15).

The relative lack of popularity for Facebook and Twitter among 8-15 year olds is driven by a belief that certain social media services are more suited to adults. Almost a third (32%) of children believe that Facebook is for a grown-up audience, while almost as many (30%) feel the same about Twitter. All other social media services came in at less than 15%.

Young people are also alert to potential problems on Facebook, with the vast majority believing that it is necessary to restrict access their profiles. More than four in five (84%) believe it is important to restrict access to profiles, with just 14% believing it is not important. Those believing it is important are significantly more likely than average to be girls, and their strength of opinion lies firmly in the “very important” camp.

 

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Europe In the News UK

Loyal customers left frustrated as brands look to new business

A survey of more than 2,500 UK consumers has found that nine out of ten (89 per cent) believe most brands put more effort into attracting new Customer Service Showing Help Or Assistance For Consumercustomers than looking after existing ones.

The research, which was carried out by The Grass Roots Group, revealed this leaves customers feeling frustrated, with just under half (49 per cent) even considering switching loyalties if a provider’s special offers are only available to new customers.

In today’s highly competitive market, it is imperative brands do not lose sight of the importance of retaining existing customers, especially when they opt to attract new business with exclusive special offers. More than half (55 per cent) cited loyalty rewards as an important factor when staying with a provider, demonstrating it is an area that must not be ignored to keep customers happy.

Ian Horsham, divisional director, promotions and incentives at The Grass Roots Group, said: “It’s hard to go online or watch TV without being served up special offers for new subscribers or shoppers, making it all too easy for consumers to become fickle when it comes to loyalty to just one brand.

“Our research has shown that customer loyalty is being compromised and people will switch brands if they feel they are being forgotten or not given the same treatment as new customers.

“Brands are becoming complacent when it comes to customer retention. They concentrate too much on securing new customers, leaving others to feel undervalued. With the cost of customer acquisition five times greater than keeping existing customers happy, this strategy could have a huge impact on revenues and future business success.

“A loyalty scheme should go hand in hand with a new customer programme, as a key part of retaining them once they have made the decision to switch.”

The research was carried out this month and surveyed 2,610 UK consumers about their relationships and loyalty towards the following suppliers: phone and broadband; utilities; insurance; banks; supermarkets; and car manufacturers.

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In the News UK

Is Privacy already consigned to history?

Just 12% of people in the UK believe their mobile calls and texts remain private, with 35% so concerned that they’re careful what they say when making a private call on a mobile device.

Almost a quarter of people (24%) actively avoid making sensitive calls on a mobile phone in a bid to win back some privacy.

Those are the findings from a study of 1,000 employed people, sponsored by global private communications firm, Silent Circle and conducted via OnePoll.

The study reveals that more than half (54%) of the poll respondents believe ‘anyone with the right equipment’ has the ability to listen in on their mobile calls and texts. With the recent confirmation by Vodafone of secret wires on its network, surprisingly 20% believe it’s OK to listen in on people’s calls. A defiant 61% of respondents would like to see tougher jail sentences for snoopers and eavesdroppers.

Vic Hyder, revenue chief for Silent Circle, said: “What our study confirms is that the wider working population of the UK is aware of the ever-increasing threats to the data we transmit via mobile technology. They know of eavesdropping capabilities, but in many ways are consigned to the abuse – not just from Government but from criminal scavengers and corporate competition.

The ‘groups’ that respondents cited as having the ability to eavesdrop/listen in on calls and texts were – Government (53%); the police (44%); mobile service providers (33%); and criminals (28%). A further 17% pointed the finger at a jealous spouse/partner.

Privacy is increasingly eroded, around the globe. In the UK, having every move recorded by CCTV is just one example of the daily incursions on each and every citizen’s private life. Hyder added: “Privacy is a commodity that is more and more difficult to find. In today’s world of forced exposure, you are the product and your information is the currency.”

Other interesting trends unearthed by the study, particularly when comparing the sexes, were that men are more cynical with 59% pointing the figure at Government, compared with 48% of women. Although females were far more condemnatory, with 82% believing it wrong to listen in on others’ calls and texts, the figure was slightly lower for men, at 77%.

When comparing the ages of respondents, those aged 45+ were ‘believers’ with 77% suggesting anyone with the right equipment could listen in to calls and texts, while 73% of workers aged 55+ want to see perpetrators jailed.

Hyder said: “Everyone feels the need for privacy at some time or another, practically each and every day. Whether it’s closing the door to your office while negotiating contract details or turning your head in the coffee shop while discussing a family matter. Privacy is appreciated by all and all should have a place to go to be private – even in a digital smartphone world with eyes and ears nearly everywhere.”

 

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In the News UK

‘Stop now’ order to Glasgow marketing company over nuisance calls

The UK Information Commissioner’s Office (ICO) has ordered a marketing company based in Glasgow to stop bombarding the public with nuisance ico_blue_flex_logomarketing calls.

DC Marketing Limited made the calls to try to get people to purchase solar panels partly financed by the Green Deal Home Improvement Fund. An ICO investigation found the company also frequently gave a false name to avoid detection.

It is against UK law for a company to make marketing calls to an individual who has opted out of receiving them by registering with the Telephone Preference Service (TPS) or informing the company directly. It is also against the law for a company to give out false information in an attempt to avoid detection.

The ICO became aware that DC Marketing Limited was still contacting individuals who had asked not to be contacted after 280 reports were made to the TPS and the ICO from angry members of the public.

ICO Assistant Commissioner for Scotland, Ken Macdonald, said: “The law is clear. Companies must not contact individuals who have asked not to be called. DC Marketing Limited failed to respect people’s wishes and even lied in order to try and avoid detection.

“They have now been punished for their actions and served with an enforcement notice ordering them to stop making nuisance calls. If the company breaches the notice, then it will be treated as a criminal offence.”

The ICO has published detailed guidance for companies carrying out marketing explaining their legal requirements under the Data Protection Act and the Privacy and Electronic Communications Regulations. The guidance covers the circumstances in which organisations are able to carry out marketing over the phone, by text, by email, by post or by fax.

The ICO is also continuing to work with the government, OFCOM, the telecommunications industry and consumer groups, including Which?, to tackle the problem of nuisance calls. Further information about this work can be found on the ‘What action have we taken?’ section of the ICO website.

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Europe In the News UK

Ageing UK: Experian reveals insight into modern British pensioner

Retirees look to market towns and larger villages for a quiet but more cosmopolitan life.

As the ageing population rapidly increases in the UK, new and divergent groups of retirees are emerging, displaying a range of new traits such as wider internet adoption and changing property preferences, according to the latest analysis from Experian’s new Mosaic people classification. This trend will have a wide impact on a range of services, on the high street, the housing market and local authority planning.

Research has highlighted the growth of two new groups of older people – Village Retirement and Diamond Days, who have grown apart from the two more classic groups of Senior Security and Vintage Value. Recent figures from the ONS have highlighted the growth in the older population of the UK, showing that one in six people (16.4 per cent) in England and Wales was aged 65+ in 2011, with the number of over 90s growing from 340,000 in 2001 to 430,000 in 2011 – findings that emphasise the increasing diversity of elderly lifestyle and experience in the UK.

Rise of the Senior Market Town Retirees

Characterised mainly by the Mosaic Type Village Retirement,  Experian has identified a group of people dubbed Smarties:  traditionally couples and singles aged 65-plus, who have chosen to move to market towns for retirement. They now live in village locations, within thriving communities that are large enough to give them access to the local amenities they require for their everyday living and social needs. Characteristics of this group include:

  • Good health, higher pensions and savings, and more active than most pensioners of a similar age
  • Having been well-educated and enjoying long careers in higher managerial and professional positions, Village Retirement are comfortably-off with no outstanding mortgage and average household incomes of up to £29,000
  • High consumption of goods and services compared to their less-affluent peers
  • Prefer to shop in more upmarket supermarkets that prioritise provenance and quality over price
  • There are around 800,000 people within this this group living in the UK
  • Have downsized from family homes to spacious three or four bedroom properties
  • More likely to own a computer for internet access compared to other people of similar age

Top 10 towns for Village Retirement

  • Evesham
  • Dorchester
  • Yeovil
  • Cirencester
  • Kendal
  • Salisbury
  • Banbury
  • Bury St Edmunds
  • Stratford-upon-Avon
  • Bangor (Gwynedd)

Nigel Wilson, managing director of Consumer Insights & Targeting at Experian Marketing Services, UK&I, said: “Smarties – made up largely of our group Village Retirement – are a distinct type that are part of a rising trend of better-off retirees who, instead of staying in the family home or moving to the coast as they might have done in the past, are downsizing, freeing up assets and starting new lives in attractive towns and small cities across the UK.

”These types have a distinct set of needs with regard to a wide range of issues – downsizing house size and shopping for different groceries, normally from higher end convenient supermarkets that use smaller ‘local’ stores, being two examples. Preferences held by these groups will shape the areas in which they settle, with the desire to downsize likely to impact younger groups moving up the property ladder, and shopping preferences shaping the local high street.”

Older, happier, more comfortable

The second new type identified by Experian is Diamond Days: retirees who have stepped down from high earning roles to enjoy a comfortable retirement in large, mortgage-free houses that were once home to their families. Other key features of this group include:

  • Affluent, older retired couples, no longer financially responsible for younger generations
  • High disposable income, desirable four or five bedroom homes, travel widely and clustered in the South East of England
  • A smaller group; there are around 520,000 people within this type in the UK More likely to use a tablet compared to others of a similar age

Top 10 towns for Diamond Days

  • Epsom
  • Maidenhead
  • Guildford
  • High Wycombe
  • Farnham
  • Woking
  • Redhill
  • St Albans
  • Camberley
  • Orpington

Decline of the ‘average’ British pensioner – a snapshot of elderly diversity A further two types have grown out of larger groups identified by Experian that coincide more closely with previous views of the older population. Broadly, these groups are split between those who have retired with a reasonable nest egg and a pension to rely on, to those whose finances may be more strained:

Senior Security:

  • Senior Security are elderly singles and couples who are still living independently in comfortable homes that they own, and have often chosen to retire to the seaside
  • Considerable equity in property – many own their homes outright and have chosen to remain in family homes after the children have left
  • Top locations include: Bournemouth (Boscombe), Eastbourne, Hempstead Valley, Worthing and Bognor Regis

Vintage Value:

  • Elderly people who mostly live alone, either in social or private housing, often built with the elderly in mind
  •  Levels of independence vary, but with health needs growing and incomes declining, many requiring an increasing amount of support
  • Top locations include: Sunderland, Chester-le-Street, Washington, Motherwell and Merthyr Tydfil

Wilson added: “Our research has found that these emerging groups within the older age bracket have distinct tastes and needs in terms of housing and product preferences which stand apart from previously held generalisations regarding older groups within the UK. As the older population of this country increases it will become more important than ever before for organisations that want to reach this age bracket – be they retailers or local councils – to understand them and ensure that they are seen not as one identical group, but as a section of the population with a broad range of varied interests and lifestyles.”

Experian unveiled a new version of Mosaic in April 2014, which offers new insight into demographic shifts in the population of the UK. Modelled using the latest Census data, Mosaic offers insight into households, living patterns and the shape of UK cities.

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UK

Mobile Vs Responsive – Which is right for your business?

Max Sutcliffe, Web Designer at Atelier Studios, talks through the various mobile solutions available for businesses to capture the growing portion of mobile traffic.

max

Did you know, mobile traffic accounted for 30% of all web traffic in 2012, a figure that is expected to rise to 50% in 2014*. What’s more, 40% of people admitted that they had abandoned a site before because it wasn’t mobile optimised**. With this increase in mobile devices being used for browsing, websites are constantly being downloaded on-the-go. In line with this, businesses that want their slice of the mobile market need to make sure that their websites look great and are easy to use for mobile users. This is achievable through the use of either a mobile site or a mobile responsive site.

Which is which?

A responsive site responds and adapts to devices with smaller screens. The HTML structure, content and images remain as they are on the desktop site but the elements on the page resize to fit on the smaller screen giving a better experience for mobile users. Mobile responsive sites use the same core code as the desktop website so aren’t optimised to load fast over 3G / data networks. Mobile responsive sites are generally a more cost effective option but can be limited in functionality.

A mobile site can be tailored specially for mobile users taking advantage of different templates, content and bespoke functionality optimised for mobile devices. Mobile sites are usually recommended for larger sites that have complex functionality that would other wise be difficult to replicate in a responsive site but do cost more. Mobile sites use code optimised for mobile devices so will load faster and generally provide a better experience.

So which is right for my business?

The first step is to find out how much of your current website traffic is coming from mobile, which can inform how much you should invest in a mobile solution. Mobile responsive sites can usually be included as an extra option to your existing website and they generally suit companies working with a smaller budget who don’t need have bespoke functionality. However, for those with a significant portion of mobile web traffic, higher budgets, bespoke functionality and large amounts of content a mobile website would be the best solution. There is unarguably a place in the market for both mobile responsive sites and mobile sites. The key is to segment your web traffic and work out which solution is a better fit for your customers.

For more information, check out Max’s latest seminar video here 

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In the News UK

123-reg takes to the UK airwaves to promote new gTLDs

UK domain registrar, 123-reg, has embarked on a comprehensive television advertising campaign in a bid to encourage viewers to get their businesses123reg online and to drive public awareness of the next generation of generic Top-Level Domains (gTLDs).

The adverts, which are running throughout May and June across a range of sports and men’s interest channels, including Dave and BT Sport, have been developed in conjunction with digital production agency, 383 Project.

Designed to appeal specifically to an ABC1 male audience, the adverts take a humorous approach to explore the possibilities presented by new domains such as .london, .webcam, .club, .xyz, .build and pub, and .dating.

Nick Leech, group marketingdirector at 123-reg’s parent company, Host Europe Group, said: “As a business that talks day-in, day-out, about the importance of being online, this approach may, to some, seem counterintuitive. But for all the talk of the age of the internet, the fact is that there remains a hard core of businesses and individuals that don’t yet feel comfortable online.

“Recent research has found that nearly 50 per cent of UK SMEs have no web presence at all. In taking our message on TV, we aim to show the scope and diversity of new gTLDs, showing that there is one for every different business or person, as well as promoting our brand to a totally new audience.

“Traditional marketing techniques remain incredibly important for businesses, helping to drive and reinforce brand recognition and market awareness. As such, we have made a concerted effort to strengthen our marketing footprint in traditional channels, and this television campaign follows sustained outdoor and above the line activity we have been trialling with considerable success over the past  year,’’ he concluded.

View the advertisement here. 

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In the News UK

Nuisance calls and texts: big-name brands can be to blame

angry_man1Simon Entwisle reports from the UK Information Commissioner’s Office.

A year ago, I wrote about the top five myths of unwanted marketing calls and texts. If I was writing that list again today, I think there’d be a worthy contender to be the ‘sixth myth’: that a small minority of rogue companies are behind the calls and texts.

It is certainly true that organisations with little regard for the law do exist, and we spend a chunk of our time looking to target them, but there are just as many – if not more – messages and calls coming from big name, respected organisations.

That’s borne out in the quarterly enforcement update we published yesterday. The update lists the action we’ve taken this year and features some well-known brands.

Perhaps the most eye-catching will be the mobile phone network EE (Everything Everywhere). We have concerns about their compliance with the law around both sales calls and marketing text messages, and we’ve already been in touch with them to be clear that enforcement action is a possibility. Our concerns are prompted by consumer concerns, and as we work with them over the coming months, we’ll be monitoring what consumers are telling us about them.

With the right changes, it can be a positive journey; one that BSkyB (British Sky Broadcasting) has already completed. They were identified as prompting a large number of complaints before Christmas, but we’ve since worked with them to improve processes and we now feel enforcement action is unlikely to be required.

That improving of processes is crucial. The majority of organisations do not want to make nuisance calls and texts – after all, annoyed consumers don’t tend to sign up to a new product or service. But through poor processes, they’re either getting their call lists wrong – for instance calling customers who’ve left several years before – or they’re not being clear about how they’ll use a customer’s details, so someone signing up to their service doesn’t realise the terms and conditions mean they’ll receive marketing calls.

Being contacted by the ICO is usually enough of a jolt to these businesses to get them to sort out their processes, and the complaints quickly tail off. And where we don’t see the improvements we expect, we have the power to look at enforcement action: we’ve issued three enforcement notices already this year (and one preliminary notice), while the fine we issued in April took our total fines in this area to over a million pounds. We’ve also prosecuted three lead generation and marketing companies for non-notification offences, criminal breaches under the Data Protection Act.

Our work, alongside that of the other regulators and organisations working hard to combat nuisance calls and texts, has prompted a significant reduction in the number of concerns being reported to us over the last year. But while the trend is positive, there’s no time for complacency, with a slight rise from January to March. While we can put some of this down to the same seasonal rise we saw last year as people return from the Christmas and New Year break, it shows there’s still plenty more work to be done.

Finally, it’s worth noting the statistics suggest that the nature of the calls and texts being made is changing. We have seen a significant reduction in the number of concerns about messages relating to Payment Protection Insurance (PPI), with a growth in those around green energy initiatives and so-called ‘scrappage schemes’. The latter two are now responsible for 42% of all the concerns raised, and will be a focus of our work moving forward.

Simon Entwisle is ICO director of operations, responsible for all the operational functions of the UK Information Commissioner’s Office, including Customer Contact, Case Resolution, Enforcement and Good Practice as well as the Assistant Commissioners in Wales, Scotland and Northern Ireland.

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In the News UK

Top brands hit by illegal data scandal

Many of the UK’s major brands could be unwittingly using illegal data to fuel their direct marketing campaigns after it was revealed that up to 90 local Top-brands-hit-by-illegal-data-scandal-300x182authorities have been selling on opted-out Electoral Roll information.
The cock-up, which has affected as many as one-in-four councils in England and Wales, has been reported to the Information Commissioner’s Office. However, instead of launching its own investigation, the ICO has asked councils that may have been affected by to come forward.
Three councils in Wales – Rhondda Cynon Taf, Torfaen and Caerphilly – and Wokingham Council in Berkshire are the only ones that have so far admitted to the gaffe.
The Daily Mail newspaper has claimed that Reading-based software company Idox is responsible for the mistake, which has seen the details of those who ticked the opt-out box passed on to third-party companies.
Although most companies rarely rely solely on ER data, it is an essential tool for charities and many data firms which supply major brands use the information for verification purposes.
A spokesman for the ICO told the Daily Mail: “The full version of the ER should only be used for elections, preventing and detecting crime and checking applications for credit. Any suggestion that it has been made available for other purposes raises clear data protection concerns.
“We are aware that a number of councils have reported that a software error has resulted in the full ER being made available more widely than it should have been. We are currently making enquiries into these potential data breaches.”
The opt-out box was first introduced just over a decade ago after retired accountant Brian Robertson won a High Court case after objecting to ER’s use for marketing purposes. He successfully claimed that the resultant “junk mail” was an unjustified interference in his private and family life.
Last year, privacy group Big Brother Watch demanded that councils should even be banned from selling the edited ER, after releasing figures which showed more than 300 local authorities sold it to more than 2,700 private companies and individuals. It claimed the sale undermined trust in the electoral
This was first published on Decision Marketing. For more breaking news and opinion pieces on direct, data and digital marketing in the UK visit us at www.decisionmarketing.co.uk

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UK

Email marketing – not gone and definitely not forgotten!

Simon Lawrence, pictured, shares his view of email marketing as a part of the modern marketing mix.

“With B2B buyers getting 60% of the way through the decision making process before engaging with a business, it is vital to cut through and makeUK-25 contact before you’ve been discounted! Traditionally this was always done via direct mail, with marketers crafting print sales material to be distributed right to the buyer’s desk. However, just when Direct Mail was starting to become more targeted, personalised, and effective the recession hit, and everyone jumped on the email bandwagon. It was cheaper, easier and seemed to have much more potential. With email, businesses could easily set up campaigns which could be distributed to a wide audience for a relatively low cost. People were finding elements of telemarketing rather intrusive, and email seemed to tick all of the boxes for B2B marketers.

Fast forward to now, and can you remember the last time you checked your inbox and there wasn’t any ‘spam’ sales email? And how long each day do you spend deleting emails that don’t interest you? Businesses quickly began bombarding anyone and everyone with countless blanket emails, quickly filling up inboxes all over the country. Permission marketing became ‘carte blanche’ marketing.  As time has passed, the smarter B2B buyerhas struck again and wised up to email spammers. Their resistance to ‘being sold to’ has risen, and their responses to email marketing has changed completely. They aren’t responding to untargeted, irrelevant emails – they want to feel special! But don’t give up yet – although another bandwagon may be approaching, there is still a lot of potential to be had from email marketing (if it is done properly!) The Direct Marketing Association agrees, claiming that email marketing is still capable of achieving significant ROI. It’s important to consider that even though ROI in general for email marketing may have dropped, it is still cheaper and easier than other forms of marketing. And, when considering cost per sale rather than cost per response it is clear how valuable email is as a marketing tool. What’s more, the benefits are crucial, with businesses able to track recipients behaviour, then use that information to construct future activity.

The first obstacle businesses have to face is getting the customer or prospect to open the email in the first place! If they don’t recognise the sender or if they don’t resonate with the subject line, they are unlikely to open the email. And once you’ve been demoted to a junk folder, caught by a spam filter, deleted or they’ve unsubscribed, you’ve lost the battle and no lead had been generated. The proof is in the personalisation – did you know thatpersonalised subject lines are 22.2% more likely to be opened? Responsys reported in 2014 that using customer data to better craft your campaigns can increase open rates by more than 70% and click-through rates by more than 55%. Beyond the subject line, you also need to keep people engaged with your emails through insightful content. Content is the key factor within email marketing, as a prospect engaging with your content can signal the beginning of a relationship.

Content within an email marketing campaign needs to be personalised and targeted. When we think about the process of B2B it is key to consider who is involved in the purchasing decision of the product or service you are marketing. It is incredibly rare that one person would be taking the sole responsibility of making a purchase decision, the DMU (Decision Making Unit) is likely to be made up of people across the organisation. In a smaller business you might be looking at the Managing Director along with a functional head, for example an IT manager. Whereas in a larger business you might be concerned with a functional budget holder (with perhaps various influencers from their functional team), a Financial Director, a Managing Director, a Sales Director and many more. With large businesses it’s also wise to consider who may be able to stop or block purchasing decisions as well as include them!

As you can imagine, all of these people involved in a purchasing decision are likely to all make decisions in different ways. They will have different ideas, concerns and considerations when it comes to spending budget (and probably a list of preferred suppliers too!) In other words, you need to treat each of them as an individual and work towards creating tailored, relevant and targeted messages that are able to cut through and catch each of their attention if you’re to be successful.

But segmentation can go much further – even in B2B, development of a behavioural or values based segmentation can create a much better level of engagement. This will not only provide personalised, relevant content, but also fine tuned imagery and copy treatment. For instance, we know that ‘passionate’ small business leaders are more emotional by nature, and like cool brands and messages about great service – as opposed to the less emotional ‘analytical’  characters who need and want  technical information. Sending technical information to the former and brand information to the latter isn’t likely to get great results.

Email is not a tool to be considered in isolation.  When used properly, email marketing can be incredibly successful, playing a key part in the broader marketing mix – the power to gain access to people’s exact response to your marketing material should not be overlooked either. It’s all about determining how, and at what level, your prospects and customers are ready to be engaged with and how people prefer to do business. In other words, insight.

Simon Lawrence is founder and CEO of Uncommon Knowledge.