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Marketing Communication
Naman Sarawagi
@namansr
Engagemint – Bangalore
6th Dec
Who
Founder of Refrens.com - Get more business leads through referrals.
First Product/marketing lead - Freecharge, ZipDial, FindYogi
Early Investor - DailyNinja, Cashfree, Holidify, SpringRole, Locomo
What Do Marketers Do?
Sell Hope for Survival and Reproduction.
• Gluttony – Food Images In Menu, Thumbnails in Youtube.
• Lust – 10PM Scoopwhoop. Axe Deo.
• Pride – Creates Word of Mouth growth.
• Envy – Visible Markers. Large Logos. Blue tick. Jockey. FOMO
• Wrath – Anger – Modi vs. Kejriwal Posts. Patanjali ad. Incumbent is fooling you.
• Greed – Should attack here for call to action. Accelerates WoM.
• Sloth – Don’t Make Me Think.
Predictability
Product predictability comes from process excellence.
1. TV show timing – same everyday. You can plan your dinner around it.
2. Scoopwhoop – Soft porn articles always in the evening.
3. Dominos - 30 mins delivery.
4. Cartoons in a newspaper – Always at the same place.
Interaction predictability is copy writing and design.
UI should make sure that I don’t need to think.
1. Next steps in a purchase flow.
2. Current status of order.
3. Current State of user.
4. Medium/Kindle – Expected Reading time of an article.
5. Traffic signal / TV ads – Time countdown.
Predictability
Communicate to Make Unexpected
Behavior More Predictable
Communicate to Avoid Anxiety
Communicate for Resetting Expectation
Reinforcing Trust at Right Moment
Freecharge - Coupon Design
1. Physical coupon - Envy. Ease of use.
Reminder.
2. Definite Value - Greed. High redemption
rate.
3. Hologram - Pride. Trust.
4. Simple T&C - Sloth. Written by
Marketers, not lawyers.
Quick Tips
1. No Short term thinking. 100% off upto Rs.50. Minimum for product category is Rs.500.
2. Keep it simple. Govt. of India announced 5 Lacs health cover for everybody below poverty line.
Still thinking to insure your family's health? Compare http://nmc.sg/kDXDAI here
3. Exclusivity. Sell what no one else is selling. Mahindra (MMT), Carters (Hopscotch)
4. Vernacular. It’s happening for real. Portea.
5. Cohorts and Segmentation. Age X Gender X Ethinicity X Location X Past Purchase
6. Personalization. Mention user’s First Name in email/notification.
7. Timing - Same for those who open. Change for those who don’t.
Marketing Channel
1. Email - Choices. Desktop User.
2. SMS - Transaction Status. Alternate to Push.
3. Onsite / In app notification - Instant Discounts. Create Urgency but Not on my face.
Don’t Interrupt.
4. Push Notifications - Reminders. Change Ringtone.
Refrens.com
Thank you

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[EngageMint 2018, Bangalore] Psychological Hacks for Effective Product Communication by Naman Sarawagi, Founder at Refrens.com

  • 2. Who Founder of Refrens.com - Get more business leads through referrals. First Product/marketing lead - Freecharge, ZipDial, FindYogi Early Investor - DailyNinja, Cashfree, Holidify, SpringRole, Locomo
  • 3. What Do Marketers Do? Sell Hope for Survival and Reproduction. • Gluttony – Food Images In Menu, Thumbnails in Youtube. • Lust – 10PM Scoopwhoop. Axe Deo. • Pride – Creates Word of Mouth growth. • Envy – Visible Markers. Large Logos. Blue tick. Jockey. FOMO • Wrath – Anger – Modi vs. Kejriwal Posts. Patanjali ad. Incumbent is fooling you. • Greed – Should attack here for call to action. Accelerates WoM. • Sloth – Don’t Make Me Think.
  • 4. Predictability Product predictability comes from process excellence. 1. TV show timing – same everyday. You can plan your dinner around it. 2. Scoopwhoop – Soft porn articles always in the evening. 3. Dominos - 30 mins delivery. 4. Cartoons in a newspaper – Always at the same place.
  • 5. Interaction predictability is copy writing and design. UI should make sure that I don’t need to think. 1. Next steps in a purchase flow. 2. Current status of order. 3. Current State of user. 4. Medium/Kindle – Expected Reading time of an article. 5. Traffic signal / TV ads – Time countdown. Predictability
  • 6. Communicate to Make Unexpected Behavior More Predictable
  • 9. Reinforcing Trust at Right Moment
  • 10. Freecharge - Coupon Design 1. Physical coupon - Envy. Ease of use. Reminder. 2. Definite Value - Greed. High redemption rate. 3. Hologram - Pride. Trust. 4. Simple T&C - Sloth. Written by Marketers, not lawyers.
  • 11. Quick Tips 1. No Short term thinking. 100% off upto Rs.50. Minimum for product category is Rs.500. 2. Keep it simple. Govt. of India announced 5 Lacs health cover for everybody below poverty line. Still thinking to insure your family's health? Compare http://nmc.sg/kDXDAI here 3. Exclusivity. Sell what no one else is selling. Mahindra (MMT), Carters (Hopscotch) 4. Vernacular. It’s happening for real. Portea. 5. Cohorts and Segmentation. Age X Gender X Ethinicity X Location X Past Purchase 6. Personalization. Mention user’s First Name in email/notification. 7. Timing - Same for those who open. Change for those who don’t.
  • 12. Marketing Channel 1. Email - Choices. Desktop User. 2. SMS - Transaction Status. Alternate to Push. 3. Onsite / In app notification - Instant Discounts. Create Urgency but Not on my face. Don’t Interrupt. 4. Push Notifications - Reminders. Change Ringtone.
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