Behavioral and Situational Marketing for Different Age Ranges
1. Masters of Marketing
Talkin’ ‘Bout My Generation: Behavioral and Situational Email Marketing for
Different Age Ranges
Heather Galloway
AgencyBuzz Coordinator
2. Welcome to Masters of Marketing!
We will begin the webinar promptly at 12:00pm, CST.
• Today we'll be talking about Talkin’ ‘Bout My Generation: Behavioral and Situational Email Marketing for Different Age
Ranges
• Follow us on Twitter for more tips, tricks, and the latest digital marketing news: #MastersMktg
• If you have questions during the webinar, please use the chat window and I will answer all questions at the end.
• Join us next time (7/21 at 12pm, CST). SEO Coordinator John Dessommes will cover: How to Perform an SEO Audit on
Your Insurance Website
• SAVE THE DATE: AgentCon 2017 will be held April 20-21, 2017 at the DFW Hilton Lakes Hotel
Thanks for joining us today.
Heather Galloway
800-383-3482 x 182
hgalloway@getitc.com
3. What is Behavioral Marketing?
• “Behavioral Targeting is a technique used by online publishers and
advertisers to increase the effectiveness of their campaigns through
information collected on an individual's Web-browsing behavior”
• Possible Behaviors to Track
• Signing Into an Account
• Viewing a Product/Page
• Completing a Form
• Email Engagement
• Purchase
• Blog/Newsletter Subscription
4. Why Behavioral Marketing?
• Beneficial to the Consumer
• Revenue Opportunity
• Improved Email Marketing Performance
• Increase Conversions
Action
Based
Personal Timely
Behavioral Marketing
Context Conversions
5. Implementing Behavioral Marketing
1. Track Your Online Interactions
2. Determine the Actions to Respond to
3. Develop Content Based on Behavior
4. Automate Campaigns
6. Situational Marketing
• Situational Marketing: Advertisement designed around a
customer’s specific circumstances and needs.
• Build Individual Profiles: “Personas”
• Demographics: Age, Education, Family Life
• Motivations, Fears & Goals: Personal and Professional
• Behavior Patterns & Purchase Tendencies
7. Baby Boomers (Age: 52-70)
The American Dream
• Over 50% of Consumer Spending
• Rejection/Redefinition of Values
• Goals: Health, Energy, Wellness
• Suspicious of Authority
• Work-Centric
• Financial Denial/Privacy
• Lines of Business to Target: Life, Long-Term Care,
Disability
8. Generation X (Age: 36-51)
Independence
• Email is King of Communication
• Financial Priorities: Kids’ College, Home
Ownership, Entrepreneurship, Financial
Independence
• Focused on Family Values & Nostalgia
• Lines of Business to Target: Renters, Home, Life,
Commercial
9. Generation Y/Millennials (Age: 18-36)
Optimists
• Underemployed
• High Amount of Debt
• Delay in Family Life
• Less Engaged, More Likely to Disengage
• Digitally Driven
• Helicopter Parent Influence
• Sharing Economy
• Lines of Business to Target: Renters, Health, Auto
• Under-Educated About Insurance
10. Generation Z/iGeneration (Age: 0-17)
Realists
• Digital Natives
• Creative, Nontraditional, World-Changing Ambitions
• Highly Influential to Other Generations
• Money-Driven
• Lines of Business to Target: Auto
11. Situational + Behavioral Email Marketing
• Situational: Internal and External Influencers
• Behavioral: Digital Interaction
• Use Situational Targeting to Develop Content Strategy
• Use Behavioral Targeting to Enhance Content & Develop
Delivery/Trigger Strategy
Action
Based
Personal Timely
Behavioral Marketing
Context Conversions
12. Thank You for Joining Us!
• We will be posting the link to today’s recording on our blog:
http://www.getitc.com/blog/marketing/
• Join us next time (7/21 at 12pm, CST). SEO Coordinator
John Dessommes will cover: How to Perform an SEO Audit
on Your Insurance Website
Heather Galloway
800-383-3482 x 182
hgalloway@getitc.com
Editor's Notes
Behavioral Targeting:
User-Focused Approach: it is the actions of the site visitors that dictate what emails they receive, NOT a decision made by the marketer.
Send emails that truly matter
Highest level of segmentation/targeting
Sending useful emails based upon web actions
Behaviors to Track
Every interaction that a user has with your company should have an expected and appropriate reaction.
Beneficial to the Consumer
More interesting experience
Consumers can easily find the products/services they need
Revenue Opportunity
The single most important revenue opportunity of the future
Campaigns sent to segmented lists and contain relevant content can achieve up to a 760% increase in revenue from email
Email Performance
Highly personalized content correlates to higher click-through rates (2-3 times higher)
Triggered campaigns with personalized dynamic content outperform generic blasts like newsletters
By targeting, you can substantially reduce the content in your emails.
Increase Conversions
Matching the right interests to the right customers at the right time can significantly increase conversions (as much as 50%)
Track how people interact with you online.
Find out exactly what data you can collect, interpret, and act on. (based on your website, email, and/or management system providers)
EX: web activity, email engagement, form submissions, purchases
Determine the important actions a user might take that are worth targeting through emails
Since these emails are triggered from a prospect’s behavior, they are almost never a surprise.
EX: Quote/Form Submission transactional/confirmation email
EX: View a specific page send follow-up email with additional information
EX: Time on Quote Request page without Conversion email asking for questions
EX: Low Email Engagement Re-engagement Campaign
Write a compelling email so you can start a conversation with the user based on that behavior.
Create a highly personalized experience
Unlike broadcast messages on your blog or social media, email provides a unique opportunity to create a highly personal experience.
Automate campaigns to provide the timeliness required for relevancy
A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.
Financially supporting both children and grandparents
Focus on: Benefits programs and financial planning.
Financial scenarios (vs. personal conversations)
Messages about how to conserve and pass on wealth to the next generation.
Independence: Latchkey Kids
Email is King
Their Snapchat
Checks Email Regularly
Be professional in language
Language: Sensible & Sentimental
Appeal to their desire to provide for future generations and need for stability. Add lasting value, security, and protection.
Calm, Realistic and Safe Scenarios (not wishful, aspiring, or extreme)
Make their life easier and more fun
Saving money is a huge priority
Comfortable Hunting for Deals
Tips:
Cost and Company Reputation over Family Preference
Casual informational sessions within a trusted environment
Underemployed, or unemployed changes jobs frequently
High Amount of Debt unable to purchase homes
Delay in Family Life not buying houses or starting families just yet
Less Engaged, More Likely to Disengage
Improve online interactions
Speedy, Straightforward, and Sharp content
Digitally Driven
90% check email before getting out of bed
Helicopter Parents – most likely to choose a family member’s insurance company (brand loyalty with X and boomers)
Sharing Economy – promotes renting vs. owning
Lines of Business to Target: Renters, Health, Auto
No LOBs: Home, Life
Undereducated About Insurance
Tips:
Keep accounts personal & secure
Ease of making changes to coverage
Digital Natives
Highly comfortable with technology
Creative, Nontraditional, World-Changing Ambitions
Brand Loyalty based on innovative ways to change the world
Highly Influential to Other Generations
First Adopters of Change
50% of Mothers admit being influenced by Gen Z
Money-Driven
Hyper-aware of Gen Y dept
Career Driven
Better, Faster, Cheaper Ways to Solve Problems
Saving Money > Environment
Lines of Business to Target: Auto
92% Plan on Owning Car
97% plan on having license
Tips
Prefers: narratives & story-telling, YouTube/Video
Always connected, multi-taskers