Over the past few weeks, we’ve looked at not only what website analytics are but also how to get actionable analytics on your website through Google Analytics too. One of the big reasons that analytics are helpful is that they can highlight where there might be issues on your website, but they can also inform creating an effective marketing strategy for your business.

We’re excited this week to have an expert – Lyndsay Clements of Ellen Grace marketing – weigh in on the topic of how analytics can and should drive your marketing strategy. Lyndsay is sharing with us how she uses data to help her clients and how you can do it too.

Lyndsay Clements, Ellen Grace Marketing

Take a look at where your marketing is today. Are you getting the results you want? Is your hard work paying off the way you want it to?

If you are tired of spinning your wheels, continuing to do the same things simply will not work. You’ll need to take an inventory of your marketing, determining what is working, what you need to improve, and where to get the help you need. You can do this by looking at your data and analytics. The best marketers, whether it be social media professionals, blog writers, email marketers, or web developers, all use data to make smart decisions that drive leads and sales. The more you can see, the more you can do.

Step 1

First, you’ll need to decide what you are trying to achieve through your marketing. Ideally, you want your customers to perform a certain action once seeing your post or opening your email. Some common things business owners want their customers to do would be to:

  • make a purchase directly from their website
  • make a donation to a cause they support
  • sign up for their email list
  • read through their blog posts
  • make an appointment to meet in person
  • watch a video about their products or services
  • follow them on social media
  • attend an event that they are a part of

If you don’t know what you are trying to achieve, you won’t be able to set clear goals or allocate your marketing dollars in the ways that work best for your business.

Step 2

Once you have a clear idea of what you are trying to achieve, it will be time to set up your conversion goals in Google Analytics. Goals can be set up in one of three ways.

  • You can create your goals from a template
  • You can create custom goals
  • You can use smart goals

Template goals are broken down into 4 categories: Revenue, Acquisition, Inquiry, and Engagement. Goal templates are tailored to the industry of your business. If you haven’t selected an industry in your settings, you may not see any template goals available.

Custom goals allow you pull data regarding almost every aspect of interaction with your potential customers. Custom goals can be one of four types. There are destination goals, duration goals, event goals, and pages/screens per session goals.

Smart goals are set up to measure conversions using Google Ads Conversion Tracking or imported Analytics Ecommerce transactions. Your analytic must meet certain prerequisites before Smart Goals are available. If you have access to Smart Goals, they are a great way to optimize your Google ad performance.

Adding Value To Your Goals…

Other than smart goals, all goals allow you to add a monetary value. For non-monetary measurements, you can add values of your own.  For example, I use $5 for my email subscribers.

Step 3

Now it’s time to measure the channels of traffic that are hitting these goals the most. Your marketing channels are things such as paid, organic, email, direct, and social. You can even break it down to specific platforms such as Facebook, Instagram, etc.

Do the channels you spend the most time on equate to the results you’re seeing? If one channel is blowing the others out of the water, it would be a good idea for you to invest a bit more time there.

Before spending your time doing any more marketing, it’s a good idea to understand which channels are performing the best so you can focus on these as you continue to grow your business.

Get In Touch

Have more questions about utilizing analytical data to drive your marketing strategy? Get in touch with Lyndsay:

www.ellengracemarketing.com

@ellengracemarketing

We are thrilled to have Robyn Patterson, founder of Mack Media Relations share with us how public relations can benefit your business. We got to know Robyn first through The W Source – Scottsdale/Arcadia, then as a Hammersmith Support client and had the privilege of building her latest website. We’ve also swapped places and enjoyed Robyn’s expertise in promoting Hammersmith Support. We know firsthand how impactful PR can be for a small business and we know you’ll enjoy learning about it too.

Tell Us About You and Mack Media Relations

“I started Mack Media Relations in 2016. Prior to launching my business, I had worked for a number of top agencies in Phoenix and Los Angeles where I represented and managed local and national brands in a bunch of different industries. This really gave me the experience I needed to go out on my own. I also worked in the media for a year, which gave me valuable experience from the other side of the fence.

Mack Media Relations is a boutique publicity firm with a decade of experience in brand awareness for startups, large corporations, and everything in between. I build and maintain relationships with the media to secure desirable television, magazine, newspaper, radio, and online coverage for local businesses. I believe in quality over quantity when it comes to earned media exposure and always being relevant! That is key to building a business. 

Having previously worked in the media, I provide great insight on both sides of the industry and an integrated approach to PR campaigns. My business is unique in that I do it all. I want to be the one pitching your brand to the media. I see it through and stand next to my clients when they are being interviewed. I live and breathe for my clients and they know it.

Over the past five years, I have had the opportunity to work with and represent some of the best local businesses in the Valley and I am beyond thankful for having these individuals believe in me to get the job done.

How Do You See PR and Marketing Working Together?

“Public relations falls under the marketing umbrella as a branding tool that elevates awareness and drives interest in your business. It is the most efficient way to boost your company’s visibility and image in the marketplace.

Unlike marketing and advertising, PR is all about persuasion. You are trying to convince an audience to promote your idea, purchase your product, support your position, or recognize your accomplishments. And you’re doing this by working with trusted, not paid, sources.

Both are equally important when it comes to promoting you and your business. PR and marketing are similar in their actions and tactics, but their goals are quite different. The main goal of PR is to boost the reputation of your brand and generate media exposure. Focuses on brand awareness and it takes time. The main goal of marketing is to drive sales. Focuses on market trends and revenues, immediate ROI.

Using PR and marketing in tandem drives the best results. Someone connects with your brand as a result of your PR efforts and converts into a customer as a result of your marketing tactics.

How Can PR Benefit a Small Business and Its Marketing? How Does Mack Media Fill that Need?

“I always say you are hiring me to tell your story. PR is a great opportunity to try something new when it comes to getting the word out about your business. I’ve seen it drastically impact businesses of all sizes in ways that money can’t buy. That’s because the perception of PR far exceeds that of any paid media opportunity (advertising). PR is a powerful tool that helps give credibility to a small business without breaking the bank. At Mack Media Relations, we leverage our relationships to help businesses, big and small, get noticed, whether that’s an editorial feature, a podcast interview, working with influencers, or establishing partnerships and participating in community events. We like to work closely with our clients to make sure their marketing and business goals are met.

What’s the Best Advice You Have for a Business Contemplating Hiring a PR Company?

“Just do it! But make sure you are hiring the right person to tell your story. You want to trust them with your brand. Find someone who is authentic, creative, and doesn’t overpromise and underdeliver. I would also say that the best time to hire a PR person is when you are ready for everyone to really see your business. You obviously don’t want to draw attention to a brand if you are not ready for eyes on your website, social media, etc. PR can be an intimidating investment but it’s worth it. I promise!”

Get In Touch

Mack Media Relations

@mackmediarelations

480-269-0140

4500 S Lakeshore Drive
Suite 321
Tempe, Arizona 85282

Robyn@MackMediaRelations.com
Contact@MackMediaRelations.com

Website Maintenance

Have you been putting off creating a lead magnet? Are you unsure of what a lead magnet even is? Don’t worry, we’ve got you covered! Thanks to Melanie Herschorn, founder of VIP Digital Content, we’ve got all the ins, outs, and how-tos of lead magnets. As a leading expert in content marketing, Melanie specializes in helping businesses identify their ideal clients and attracting them with strategic content.

What Is a Lead Magnet?

A lead magnet is a marketing tool that is given away in exchange for contact information. A lead magnet can take many forms. Here are some of the most popular ones:

  • Checklists
  • Cheat sheets
  • E-books
  • Recipes
  • How-tos
  • Challenges
  • Quizzes

Whatever you choose as the basis of your lead magnet, make sure that it contains real value. Remember, this is often the first interaction you’ll have with this person and if you provide them with something that truly helps, they’re going to want to become part of your community.

Why Use a Lead Magnet?

  • They help you grow your email list
  • They position you as an expert in your field
  • They help nurture your leads

Lead Magnet Best Practices

Here are some guidelines to follow when you sit down to write your next (or first) lead magnet.

Talk about yourself (briefly).

Make sure to include at least a line about who you are. This is likely the first time this person has come across you and now it’s your chance to make a great first impression.

The Challenge

Before you launch into the meat of the lead magnet, it’s a great idea to describe the challenge that your ideal client faces.

Tell them that you understand their struggle on a deeper level and then provide an easy solution.

You’re showing this new lead not only that you are an expert in what you do but also that you understand their plight and can help them achieve results.

A Quick Win

The lead magnet doesn’t have to divulge every way that you help your clients or all your proprietary secrets. It should focus on answering one question or solving one problem that your client avatar faces. The solution you’re providing should also be pretty simple and one that doesn’t take too long to complete.

Call to Action

This is arguably the most important part of your lead magnet. You don’t want to provide amazing info and then slip away…You should always be leading people to the next thing. Whether you ask them to join your Facebook community, follow you on Instagram, connect with you on LinkedIn, or book a call with you, make sure you invite them somewhere to continue along the customer journey with you. And, if possible, make the invitation clickable right from the PDF.

Time Well Spent

Often people wonder if spending valuable time creating a freebie is worthwhile. To me, the answer is an emphatic YES! If you create an opt-in that’s evergreen – meaning that it’s not tied to a specific time or date – you can continue to use it to attract leads for months and even years to come!

Get in Touch

Curious if your content is attracting the right customer? Click over to VIP Digital Content and take the “Winning Content Quiz” to see how your content ranks. And get in touch with Melanie here.

Vipdigitalcontent.com

@vipdigitalcontent

Facebook Group


Check Out Hammersmith Support’s Lead Magnets

Hammersmith Support is pleased to offer our readers two valuable lead magnets:

  • “10 Tips for Website Maintenance.” Download your copy to learn all the steps to keep your website running smoothly.
  • “10 Questions to Ask Before Hiring a Website Designer.” Download your copy to learn what kind of questions you should ask when looking for a website designer.

We are excited to show you this client highlight for BW Concepts! It’s the perfect example of a small business that created its own website, and then came to Hammersmith Support when ready for something bigger and better. Beth Wand of BW Concepts specializes in creating organic digital content for her clients. Her services range from blog posts, to website content, biographies, and social media content creation and management – which is a lot to explain clearly and succinctly. We were able to accomplish this with the use of icons and visual breaks using color too.

Before

Beth built her previous site herself on WordPress.com (not to be confused with WordPress.org). At the time, her goal was to have a place to house links to her publications, contact information, and a contact form. The previous site was not only visually very simple, but it was also lacking in SEO. The entire site laid out more like a blog than a professional’s website.

After

We really love the look and feel of the site now. Not only is it visually pleasing, but the functionality has increased dramatically. Beth provided content updates as well as new photography, and the layout was updated to make BW Concepts services easy to understand. Calls to action, as well as an updated blog layout and services page, were added. The color scheme was updated to visually elevate the site, too.

BW Concepts is also now a Hammersmith Support maintenance client! Beth shared that while she knows she can do a lot of this on her own, it’s so nice to know that maintenance is now one less thing on her to do list.

We’re Here to Help Your Business Too

If you’re thinking it’s time to upgrade your current site, or if you are starting from scratch, we can help. Book a free 30-minute consultation through our Calendly link and let’s talk about your business website needs.

Have you ever had an idea or a need for your business and didn’t know where to start figuring out how to make it happen? Enter Kelly Lorenzen of KLM Consulting. As a full-scale business project manager, Kelly specializes in helping small businesses “wherever they need it.” Kelly’s goal is to give back the one thing her clients often need most – TIME. By improving existing practices through training and consulting, or designing entirely new practices in order to improve workflow, KLM Consulting really can do it all.

Collaboration Is Key

One of the ways in which Kelly has been so successful is by connecting with other small businesses. For her, bringing people together to foster and build community is one of the most important parts of her business. The primary way she does this is with Collaborative Connections, her live radio show that is converted to a podcast, then posted on her website and on podcast platforms, as well as YouTube and a blog post – so much fresh content from one show!

Each show focuses on various business topics and fostering collaboration between her clients and others in the community. The result? It’s 3 fold; it is a value add for Kelly’s clients, all guests get to highlight their business, and guests and listeners alike walk away with a tip and/or a new resource for their business.

If starting a podcast has been on your mind, we’ve got Kelly’s best advice on why you should get started and the best way to do it.

Technology

When it comes to actually creating a podcast, Kelly says not to let the technical side slow you down.

“Outsource what you don’t know / what is slowing you down. The value of the podcast is having it out there, not in learning how to produce it. Having a professional do the technical side will make the process much more smooth.

Kelly relies on Phoenix Business RadioX to host and produce her live radio show and podcast. They take care of everything – not only is it professional quality, but the final product includes all the bells and whistles so it’s fully optimized as well.

Best Advice

“Just do it! Jump right in and start. You can always change your strategy later. Don’t become paralyzed trying to figure out the best approach.”

Her other important tip is to leave your opinions at home. Listening to someone on a soapbox is only going to keep someone entertained for so long. Focus on creating a collaborative space with varying topics and opinions in order to keep your audience interested. In addition, be sure to provide value for your listeners with free tips, information, and good advice.

Listen In

Our very own Heather Locke of Hammersmith Support, along with several other small business owners, was featured on the Collaborative Connections Radio Show to discuss the importance of technology in this digitally-focused time. Listen here!

Let Hammersmith Support Help

Got questions about how you can add podcasts to your website? Thinking your site may need some additional work? We’re here to help! Book your free 30 minute consultation to talk through all your questions.

This is a topic that has plagued all small business owners at one time or another; how do I use social media for my business? Which platform? What’s appropriate? We sat down with Ashley Richards of E Squared Marketing to get the scoop on business and social media.

How Do I Decide Which Social Media Platforms to Use for My Business?

This is a question we get often and it all depends on your business and where your ideal audience is. However, we always recommend you have a presence and business page on the most popular and active social media platforms which include Facebook, Twitter, and Instagram. The other social media platforms like LinkedIn, TikTok, and Pinterest will be variables depending on your end goal and campaigns you are trying to promote to evaluate if it makes sense to use them. A bonus tip for you – if you have a social media profile on specific platforms, be sure to keep it active and relevant. No one wants to see that your last post was from November 2016.

Facebook and Instagram Stories…Do We Really Need Them for Our Business?

Stories are a large component of these platforms, and we highly recommend using them often. A few tips for stories: Every post you add to your feed, you should add to stories to let your audience know you have a new post. Use gifs, stickers, polling, and fun hashtags to liven it up. If you have content that is not grid-worthy, stories are also another great place to showcase it. Behind the scenes, sneak peaks, consumer polling, and tagging other business partners and clients is a great way to use this feature as well. It helps keep the ‘social’ in social media, driving more attention and engagement to your pages.

So Should We Use the Same #’s for Stories as for Our Static Posts?

No, we always recommend adding 1, maybe 2 relevant hashtags to your story that go well with the image/video you are posting, but we always recommend using the tagging feature over anything else. This allows your brand to tag another brand/individual and the ease of sharing is incredible, giving you more exposure from that original story.

Do I Need to Separate My Personal Page From My Business Page?

Personal Vs Business Pages very much depend on your business and the model you are after. Current trends on social media are all about personal, raw, and authentic, so letting a little personal slide into your business is never a bad thing. A Happy Holidays from your family is a great example, where it is still business driven but has that personal side as well. All pages should be set up as a business, so you can take advantage of all the tools available to you on social media that are available with that type of page.

LinkedIn: Publish an Article or Link to a Blog on My Website?

One tip we give to our clients is to think—what if your social media page went away? What if that platform you rely on for business suddenly shut down? It is a scary way to think, however it helps our clients realize to never put your eggs all in one basket. Our goal is to get followers on all of your platforms and your web page to gain more brand recognition and trust in you as a business. With that said, we recommend sharing a link with a teaser in the caption to encourage followers to click to read more.

Does TikTok Have a Place in Business Marketing?

It can, but it really depends on that target audience again. As of January 2020, 60% of TikTok users are between ages 13 and 24, and 60% are women. Advertising is fairly new on this ever-growing platform, so they recommend adding content and staying extremely active to gain an organic following before investing money for ads. They did roll out a TikTok Creator Marketplace that is great for connecting with influencers on the platform to start a discussion about developing a campaign together. This will cost you and that price varies from person to person, but it’s a great way to expand your reach on the platform if you want to utilize it for business.

Is Twitter Dead?

No Way! Just a relevant platform for certain industries to capitalize on. Business types that generally do well on Twitter include politics, sports, and entertainment (including celebrities). It is a great conversation platform where you can jump in, make recommendations, sprinkle some humor, and also drop facts and tips. Most of our clients use the platform to share content but are utilizing ad dollars on other platforms since they don’t fall into the categories above.

Any Tips on How to Increase Organic Reach?

As the algorithms change on all platforms, so does the opportunity to reach your audience organically. There are several factors and things we recommend to increase your organic reach. Some of our favorites are:

  1. Post Consistently & Authentically – share content and tips, don’t just try to sell.
  2. Ask Questions/Utilize Polling – use the feature on your page to engage your audience to get involved.
  3. Tag Friends & Businesses – Tagging businesses and individuals helps get your post found and increases your engagement even more if that friend or business shares your post. Keeping that “social” in social media.”

About Ashley and E Squared Marketing

Ashley Richards

We’re a dedicated team of marketing professionals who take your business’ goals and knock them out of the park. We bring a personal touch to everything we do – And we’re just as committed to having fun as we are to flawlessly executing results-driven marketing strategy.

In 2017, Ashley launched E Squared Marketing to provide creative digital solutions and heightened value to small to medium-sized businesses. Whatever your needs, Ashley provides a fresh perspective and creative yet pragmatic leadership to lead your business to success. Ashley is a graduate of the University of Phoenix and when she’s not working, you can find this Arizona native enjoying hikes with her husband of 7 years, Brandon, and their two adorable children, Ellie and Eli.

Website: www.esquaredmarketing.com

Instagram: @esquaredmarketing

Facebook: E Squared Marketing

Want to read more interviews from women in business? Click over to our blog for industry topics and insights.

We are so thrilled that our owner and founder, Heather Locke, was selected as one of the panelists for The W Source Scottsdale / Arcadia Chapter discussion, “Marketing Your Business in 2020”!

The event boasted seven members of The W Source, all involved in various aspects of marketing. W Source member Debbie Pontikas moderated the discussion and led the audience down a marketing highway, covering all the cogs of the marketing machine. Each panelist gave her opinion, along with practical examples, about why her branch was a vital part of a business’ strategy. Each panelist gave great advice and all answered audience questions – it was a wonderful collaboration and networking opportunity for all those in attendance!

The esteemed panel was comprised of:

Kelly BohmDriven Relationships – Client & Lead Engagement

Jean Laninga – Photography/Social Media Branding

Heather Locke – Hammersmith Support – Website Development

Robyn Moore – Mack Media Relations – PR

Katrina Oko-Odoi, PhD – ContentWorm – Content Writing

Ashley RichardsE Squared Marketing – Digital Marketing

Emily Soccorsy – Root + River – Brand Strategy

In case you missed it, here are few key take aways from the morning:

  • The old days of beating potential customers over the head with advertising are over! Create your brand that is rooted in your core beliefs as business and market those beliefs instead.
  • Branding photography is much more than just head shots. Getting shots of varying angles, environments, and connections each show a different side of your brand. Also, knowing what you are going to do with the images plays a huge roll in what kind of pictures to capture.
  • The number one thing you can do to boost your search engine optimization is to have a blog. Consistent, fresh, and relevant content gives web crawlers new information to evaluate as well as free content for your clients and potential clients to digest.
  • When it comes to your website, ensuring that your site is secure, mobile optimized, and accessible are keys for success.
  • Tapping into your existing database in search of new leads is an obvious yet wildly overlooked marketing tactic. Using a database to analyze your past customers as well as contacts can generate new business.
  • Text campaigns have a 99% open rate. While that may not be a relevant tactic for your business or marketing, it’s still a staggering enough statistic for anyone to appreciate!

Want to know more about The W Source and their upcoming events? Click over to their site for more information.

This week’s blog focuses on our colleague and friend, Lyndsay Clements of Ellen Grace Marketing. We have worked with Lyndsay on countless projects, some remodels, some ground up builds – and we’ve enjoyed every minute of it! We know you’ll enjoy hearing about how she moved from the corporate marketing world to building her own company.

Tell me a little about you – Where did you grow up? What inspires you?

women in blazer and denim shirt looks up smiling from computer ellen grace marketing


I grew up in Scottsdale and then went went to college in Northern CA (Santa Clara University).  I ended up in San Francisco for 10 years working mostly in corporate retail and then getting my MBA in Marketing before I relocated back to Phoenix for a job promotion.  I am inspired to help small business owners grow faster and more efficiently.  I have a business partner (Craig) who is also my brother.  Combined we bring over 30 years of corporate retail experience to our clients and are passionate about helping them accelerate their growth and increase profitability.

Why did you decide to start Ellen Grace Marketing?


Prior to starting this business in 2015, I worked for larger retailers and really learned the ins and out of retail.  Large companies are smart in how they look at their marketing and sales data, to help them make strategic decisions.

About 4 years ago, I started to realize – mostly through conversations with friends who had either opened up a retail store or were selling products and services online – that there was an opportunity.  Most smaller business owners were brilliant at sourcing products and really passionate about understanding their customers’ needs but sometimes neglected their marketing or analyzing sales data because they wore so many hats.

It was then that I decided to go out on my own and bring the corporate way of going-to-market I had learned into the hands of smaller businesses, primarily retailers.  This also gave me the opportunity to be more flexible and present with our family.  My husband and I have two daughters whose middle names are Ellen and Grace, hence the name of the company.  I wanted to create a business that gave me the flexibility to work hard while still being present for those valuable moments that I saw myself missing while working in a corporate office.

What is unique about your style and product offering?


While we are a marketing company at the core, we are hyper-focused on driving profits for our clients.  Marketing can bring customers in the door and drive sales, but at the end of the day there are so many factors that contribute to our clients’ bottom line.  Our reporting and data analytics encompass key figures that a typical marketer would not normally unveil.  These areas include profit margins, churn rates, customer lifetime value, customer & product segmentation, as well as taking a deeper dive into the Financials/P&L statements and helping businesses develop sales tracking and forecasting.

What advice would you give other women business owners?

Don’t be afraid of your business numbers and data.  It’s so empowering to know what’s working.  At the end of the day we only have so much bandwidth to execute our plans and having visibility to what’s working will help you stay focused on the right marketing efforts, make smarter decisions and ultimately increase sales & profits.

Contact Lyndsay at:

www.ellengracemarketing.com

@ellengracemarketing

Facebook

The next level of service after a website build should be support. Why? Picture this; you build your dream home with all the beautiful details you’ve always dreamed of: paint colors, finishes, stunning kitchen – the works. You live in the house and love it, but you never change a light bulb. Patch a hole in the wall. Water the plants. Put up security lights. Within a few months, the house is a mess – the lights don’t come on, the plants are dead and someone broke in the back door. Suddenly your dream home is a disaster.

Just like caring for your home keeps it in a beautiful state, so does consistent support for your website. Scheduled checks and scans ensure that your site runs smoothly and securely. At Hammersmith Support, our monthly site maintenance support process encompasses:

  • WordPress core and plugin updates that include the oh-so-important security patches
  • Adding client-generated fresh content
  • Lead testing
  • Analytics review through recording traffic

While each of these is important on its own, the components work together to create a system:

–> Fresh content through blogs and/or updated product information creates new information for search engines to evaluate, which means better SEO

–> That content brings potential leads that are given the opportunity to sign up for a newsletter or submit their email for a free download

–> Analytics and lead testing shows us which option got more of a response, the newsletter or the free download, and changes are made accordingly

–> Lastly, all of these processes are done safely because the site has up-to-date security

The end result is a process that allows the business to more efficiently target customers and achieve higher conversion rates. More customers with less work? That’s a winning combination.