Author

editor

Browsing

By Lee Odden.

We talk a lot here on Online Marketing Blog about influencer marketing and one of the benefits of incorporating the voices of influencers in brand content is not often covered: customer experience.

What’s the connection between CX and influence? A big part of customer experience is trust and many customers simply do not trust brands or advertising.

That’s where adding credible 3rd party voices to brand content comes into play. Brands that want to deliver the most relevant, engaging and actionable experience for their customers will often incorporate external experts that already have the attention of the audience that brands want to reach.

Partnering with relevant influencers to co-create content can open doors for brands trying to engage hard to reach and increasingly skeptical audiences. Those content collaborations can also help deliver an experience that is more credible and trusted than brand content alone.

Of course, simply including influencer quotes in brand content is not enough. In order to optimize brand content to be more trusted, influencer contributions must be genuine, authentic, and ultimately impactful.

The starting point for influencer collaboration success begins with brands identifying specific topics of influence. Those topics need to be aligned with what customers care about so that when the brand identifies and engages with influencers on those topics, they are authentic to customer interests. Influencers that understand firsthand what buyer goals, pain and interests are in the context of solutions the brand offers can be critical for content collaboration that is genuine and impactful.

Another part of influencer and brand authenticity is disclosure. If the influencer has been compensated in any way, they need to disclose the relationship as sponsored or as an advertisement. If the content is relevant and engaging, the disclosure will not be a distraction.

Boosting the credibility of B2B content with influence can be complemented with making sure that content is findable. That is where the intersection of SEO and influence come into play.

Search engines like Google have realized long ago that delivering the best search experience correlates with successful advertising engagement. That means the left side organic results and ads alike need to be the best answer for customers.

For brands, delivering a great user experience in search means understanding searcher intent and providing content that meets those expectations at the very moment of need. Modern SEO best practices do exactly that: provide highly specific, useful information that is relevant to the purpose of the customer in solving their problem or meeting their need.

For optimal SEO performance, those best answer content experiences should be delivered with relevant, fast loading pages that are mobile friendly and deemed credible by other websites that link to them. Even better, is when that content is optimized for trust with relevant 3rd party experts.

Effective Content Marketing is about delivering useful information where, when and in the formats that are most meaningful to buyers. Optimizing content for effective discovery, consumption and action according to buyer preferences relies on insights for each of those outcomes. How buyers discover solution content, their preferences for content format, device and topic and the triggers that will motivate action are all insights that can lead to corresponding metrics such as Attract, Engage, and Convert.

For example:
Attract: Organic visibility of target topic content with a high click through rate from Google search results to brand content
Engage: On-topic content consumption, interaction, engagement and low bounce or abandon rates
Convert: Visits that result in relevant action: Subscriptions, downloads, trials, demos, inquiries, sales, referrals

While the marketing world is focused on the many obvious approaches to improving customer experience, those that understand the value of content that is optimized for findability and credibility will realize even greater benefits.

By Lee Odden

Sourced from TopRank Marketing

By Brian Clark.

Imagine with me for a second … someone has just arrived at your website, and this person has no idea what your cornerstone content is talking about. And this is an important visitor.

Pretend further that this single visitor could make the difference between success and failure for your business.

She has no time to waste poking around your site trying to figure out what you’re all about, so she immediately picks up the phone and calls you, demanding an explanation.

What do you tell her?

You’d likely explain by giving her the essential information about how you can help, and why you perfectly meet her needs, right?

And I’m betting you’d want to explain it in the most compelling fashion you could, given what’s riding on the deal.

In a nutshell, that’s what Google wants you to do with the content on your site.

What is cornerstone content?

When trying to rank well for the one or two topics that your entire site is built around, creating flagship content is your best bet.

Whether it’s a tutorial about search engine optimization basics, blogging for beginners, or copywriting, a frequently asked questions page, or an inspirational mission statement, this content serves a vital function in creating a relevant, compelling, and useful cornerstone to build a site around.

A cornerstone is something that is basic, essential, indispensable, and the chief foundation upon which something is constructed or developed. It’s what people need to know to make use of your website and do business with you.

And when approached in a strategic fashion, this content can rank very well in search engines. The key is creating compelling content that’s worth linking to, and then finding a way to get the word out.

Here’s a 5-step strategy that I’ve found useful when developing cornerstone content and getting it to rank well.

1. Keywords

Taking the above information into account, and what we know about keyword research, choose the most appropriate keyword phrase for your content.

In other words, what is the relevant question that searchers ask that your content and business will answer?

Will answering that question aid a visitor to your site in getting the most out of the experience? Are enough people asking that question to make ambitiously answering it worthwhile?

2. Title tags and headline

There’s a lot of debate among SEO practitioners about what works and what doesn’t, but no one disputes the importance of using your targeted keyword phrase in your title tag.

Search engines want to offer relevant results, so the title of your page should prominently reflect the words the searcher uses.

But remember also, the title tag is a headline. You want to speak back to the prospective reader in their own chosen words.

Plus, you want to wrap those words in a compelling headline structure that promises to answer the exact question the searcher asks with the query.

And finally, writing the perfect headline makes it more likely that someone will simply use your title to link back to you. To the extent link anchor text is a component of a particular search algorithm, this can only help.

3. Remarkable cornerstone content

Can a 500-word article rank well for a competitive search term all by itself?

Absolutely, because a lot of what determines how well a page ranks depends on the overall authority and age of the website it appears on. And perhaps for some topics, a short explanation is all that’s really required from a user-gratification standpoint.

But if you have a newer website trying to rank for a competitive search term, you’ll need links from other authoritative sources to make it happen. That means your content must be impressive, both in quality and in scope.

Develop an awesome multi-part tutorial. Write an inspirational manifesto. Answer the question so much better and more comprehensively than the competition does, and chances are better that your effort becomes worth linking to.

4. Content (SEO) landing page

If you’re going to be ambitious in scope with your content, it makes sense to make things easy on the reader from a usability standpoint.

A landing page is designed to instantly communicate what’s going on to the visitor as soon as they arrive, and also acts as a table of contents (via links to each part) that increases clarity.

Here are some of the benefits of the landing page approach:

Retention

Keeping a reader from hitting the back button is crucial to just about every aspect of successful cornerstone content. You can’t score a reader, customer, or link if the benefit of the resource is not quickly communicated.

Links

A visitor might be instantly impressed with your work, and link to you based on the benefits and scope communicated by the landing page itself. The quicker you can impress a potential link source, the easier you’re making it for them to follow through.

Optimization

Tweaking on-page copy can boost your ranking after attracting those links, so a landing page is a key benefit. It’s a lot easier to optimize a landing page than your 5,000-word opus.

5. Related content

You may have noticed that I’ve used the word “website” throughout this post, rather than “blog.” However, I would never try to undertake this strategy without having a blog involved.

Search engines favor websites that have a lot of relevant, frequently updated content.

Active blogging allows for constant participation in the social media space. It’s a critical way to build general site authority via links, delve into specific and related topics, and reference your cornerstone content.

If you’ve done your job correctly when selecting the focus, it will be perfectly natural to continue to cross-reference link to your cornerstone piece from within future posts as well.

Don’t go overboard, but do provide context when discussing advanced topics that require an understanding of the basics.

Never assume that everyone is aware of your cornerstone resource or understands the basics. Periodically cross-referencing your cornerstone content allows for continued exposure and links, assuming it still meets the needs of the audience.

Craft cornerstone content people want to share

The first goal of cornerstone content is usefulness and relevancy to the website visitor, no matter how they arrive.

The second goal is to make that content so compelling and comprehensive that people are willing — no, make that excited — to link to it.

If you focus on these two goals in a strategic manner, the search engine thing has a good chance of working itself out.

By Brian Clark

Sourced from copyblogger

By .

Influencer marketing has proved to be a reliable marketing resource throughout the years.

A number of companies have allocated a large portion of their overall marketing budget to influencer marketing activations. It is a great way to get user-generated content, feedback from users/customers, improve brand awareness and increase sales (especially when a specific discount code or time-sensitive offer is used by an influencer in a TikTok video, YouTube video or Instagram story).

Yet, as we enter a new year, agencies and brands should be aware of the biggest challenges the influencer marketing industry will face in 2020. They should pay attention to the following:

  • How much do I compensate influencers?
  • What metrics should I track?
  • How to be truly authentic?

As the campaign budget expands, it becomes even more crucial to gauge compensation to the influencer and calculating payment isn’t as simple as one may think. In fact, calculating an amount per post published that is based only on the number of followers would not be accurate, since it is fairly simple to manipulate that metric (for example buying fake followers). A good number of brands and agencies pay influencers based on the number of followers and engagement rate. This is also additional metric that is easy to manipulate by purchasing fake likes or participating at engagement pods (private groups where influencers exchange comments to each others social media posts).

With that being said, a brand or agency should take more factors into consideration when it comes to compensating influencers and I’ve listed some of the main factors below:

  • Country of the influencer
  • Geo-location of the audience of the influencer
  • N. of followers
  • AQS (Audience Quality Score) that can be calculated using free tools online that analyze a sample of the followers of an influencer to find any fake profiles or follow/unfollow pattern
  • Quality of the comments: Are they related and specific to that content or just generic and full of emojis?
  • YouTube videos: are they strong for SEO? What’s the traction of a specific video? You can use a tool like VIDQ to make an- in-depth analysis
  • Time spent in: creating the storytelling, shooting a video or a series of photos, editing and post-production, number of contents sent to the client or agency for approval

Once you have decided on the amount that you are going to pay a specific influencer or group of influencers, it becomes crucial to track the right metrics that will determine whether or not your campaign will be successful. Before even beginning the campaign, the agency and the client have to be on the same page to avoid any miscommunication. KPIs and metrics have to be decided. KPIs and metrics depend on the type of campaign and goals of a specific campaign, but some examples could be:

  • Organic reach
  • User-generated content
  • Sign-ups generated on the client’s website
  • Number of download of the client’s app
  • Sales on an eCommerce
  • N of. Time a promo-code has been used during the campaign

It is important to remember that an influencer marketing campaign is not directly associated with generating sales or signups of an app. In fact, influencer marketing is one of the many touch points to get in contact with potential users and customers that will see the promotion from one of their favorite influencers, and they might activate and become paying customers or download the client’s app in a second moment. Results can even be seen weeks after the marketing campaign has been completed. For that reason, is important not to compare influencer marketing with display ads, programmatic or remarketing activities, as they are completely different ways to communicate to the users.

Lastly, It will be even more vital for influencers to be authentic in 2020. Users are enjoying less of the same perfect and aesthetic Instagram content. In turn, starting to prefer more raw photos and videos. TikTok is the best example of how to be authentic and relatable: Gen Z users want to feel accepted and share their emotions and feelings with other peers of the same age around the world. Less photoshop and more “be yourself” will gain some wins in 2020.

By

Alessandro Bogliari, co-founder and CEO of The Influencer Marketing Factory.

Sourced from The Drum

By Joshua Nite.

There are few things more satisfying than clicking “Publish” on a shiny new podcast. All the hours of planning and recording are done. You ran down your podcast launch checklist. Now it’s time for the world to enjoy the fruits of your labor.

You can sit back and watch the downloads roll in, right?

Well… it depends on whether people can find your podcast. While the podcast market isn’t oversaturated yet, it’s still a crowded playing field.

Post-launch, your podcast promotion plan will likely include a mix of paid promotion, influencer amplification, and social media marketing to help build your audience. But before you record a second of audio, your organic strategy can help ensure your podcast is found and treasured.

Here’s what you need to know about SEO for podcasts.

Search Engine Optimization for Podcasts

We’ll get deep into how you can build SEO into your podcasts — as you would for any other type of content — in  a few paragraphs. First, here’s a quick checklist of tactics that can help improve visibility.

Podcast SEO Quick Wins

1. Make Your Title Hyper-Relevant

Podcast directories like iTunes and Spotify rely heavily on your podcast title for ranking. What’s more, if your title does pop up in search, it needs to be immediately compelling. Make sure your title is something that clearly states what the podcast is about, and will inspire people to click — thereby sending positive signals back to the directory’s search engine.

2. Submit to Google Podcasts

You’ve likely heard that Google is indexing podcasts now. They’re even transcribing the audio to make it searchable. So yes, your podcast can show up in the SERP, right up top with a big play button next to it. But only if you have submitted to their directory.

Screen Shot of Google Podcasts Directory Home Page

3. Tag and Title

Your podcast host will have an option to add tags to your RSS feed. Use these sparingly; one or two phrases at most. For titles, focus on a clear benefit to the listener. Instead of, “Our Q&A with Bob Johnson,” make it, “Increase Your CTR with Tips from Bob Johnson.”

4. Use Keywords in Episode Descriptions

The majority of your clicks will come from your podcast title and episode title. But don’t overlook the description. Think of it like the meta description on a blog post. It should aim to draw your listener in as quickly and succinctly as possible.

5. Solicit Reviews and Subscribers

The other major ranking factor in a podcast directory is engagement. Every episode, you should encourage listeners to review and subscribe. It’s a good idea to include that ask in internal promotion and promotional emails, too.

How to Build SEO into Your Podcasts

Many podcasts in the B2B realm are produced as continuous conversations; informal Q&A sessions. They’re quick and easy to produce, and that’s certainly not a bad thing.

However, an informal interview/chat show usually involves talking to guests about their background, area of expertise, experience, that sort of thing. Then you listen back through and pull out key themes for your episode title and description.

Certainly, optimization can be done during production and post-production. But building SEO research and strategy into the planning stages will enhance your content and its visibility potential.

Plan Your Podcast Episodes Like a Blog Post

Google is transcribing your podcast and analyzing the content. What if your podcast episode was an audio power page for an entire keyword cluster? Imagine the SEO juice you can get from a pages-long transcript organized around a specific set of search terms.

Hopefully, you’ve already identified your overarching theme and topical pillars you want to cover. But as you’re planning each episode, do some additional keyword research to help ensure the topic or sub-topics are covered well. Find the topic that has the most interest, and the keywords (short and long-tail) that support it.

When you draft the questions (or topic notes) to guide the episode, use your research as the template. Treat each question as though it were an H3 tag on a blog post.

Make the Topic the Star

Now your questions will keep the conversation focused on what’s most relevant to your audience. For example:

  • Without topic planning: “Bob, tell us what you’ve learned in your five years with WidgetCorp.”
  • With topic planning: “Bob, based on your time at WidgetCorp, how do you optimize a widget assembly line?”

You can see how the focus shifts from Bob’s personal experience to tips that match your audience’s search needs. Bob’s response is likely to contain a whole host of long-tail keywords that match what your audience wants to know.

When you center your planning around keyword research, you’ll end up with a discussion that is naturally optimized for search. As with good written content, you won’t need to awkwardly shoehorn terms into the discussion. They’ll come up naturally because they will be relevant to the topic.

When you center your planning around keyword research, you’ll end up with a discussion that is naturally optimized for search. @NiteWrites on building SEO into #B2BPodcast planning Click To Tweet

Now when Google crawls your podcast, it will be easy for the algorithm to determine what it’s about and what queries it should match. What’s more, your podcast is likely to be more relevant to your audience, too. That can inspire more linking and sharing, which in turn boosts your search visibility.

Publish a Good Transcript

Google will use their own auto-generated transcript for displaying your podcast in search. But you shouldn’t rely on that transcript for all your SEO needs.

Instead, publish a blog or episode page that includes a full, edited transcript. Don’t treat it as an afterthought; use a transcription service, then polish their work for publication. Include H3 headers for each question or topic shift, pull out the most valuable quotes for click-to-tweets, and include key takeaways at the top.

For a 15-20 minute podcast episode, you will likely have 2,000+ words of optimized, highly-relevant content for Google to feast on.

Case Study: Tech Unknown

Our client SAP has seen the difference pre-planning makes in the second season of their Tech Unknown podcast. The first season was an interview format focused on a single guest each episode. The first six episodes did well; they beat benchmarks and found a healthy, relevant audience.

But for the second season, we wanted to take it up another notch. We organized the episodes around a single topic per episode, interviewed multiple guests, and assembled each episode around the central narrative.

The results so far: The new episodes are already among the most popular of the entire series. Episode 2 is smashing 30-day benchmarks after a single week. Focusing on a more edited, topic-driven format not only improved SEO, it also made for an even more compelling finished product. Hear for yourself:

SAP's Tech Unknown Podcast

Think Before You Cast

The barrier of entry for starting a podcast has never been lower. With enough time and know how, anyone can get a podcast up and running. Getting people to listen, however, requires a more strategic approach.

Plan your podcast like you would plan any other long-term content commitment: With an editorial calendar, solid keyword research, and always with audience value as the driving force. The best podcast SEO is to provide content people will love listening to and learning from.

By Joshua Nite.

Sourced from Top Rank Marketing

By

Hint: It’s why every site asks you to accept cookies.

You’ve seen the pop-ups: “This site uses cookies to improve your experience. Please accept cookies.”


 

It’s true, cookies do improve your experience. They function as the website’s short-term memory. With each new click you make, cookies help the site identify you as the same person. Imagine every time you add something to your cart and click away, it disappears. Or each time you load a new page on Facebook, you have to log in again. Without cookies, the online world we know today wouldn’t exist.

But that world relies on advertising, which gives three kinds of companies a strong incentive to repurpose cookies to track your online behavior. Brands want to sell products by serving you ads for things you’re likely to buy. Platforms and publishers want to make money by serving those ads when you’re on their site. And middlemen are in the business of ensuring the ads from the brands are delivered to the right people.

A building block of our online world has become a tool to track you wherever you go in it. And now that browsers like Safari and Firefox are fighting back, the digital advertising industry is looking for new ways to follow you online.

In this video, we explain how cookies work and what you should know about how they’re being used. We even get a little help from the man who invented them.

You can find this video and all of Vox’s videos on YouTube. And join the Open Sourced Reporting Network to help us report on the real consequences of data, privacy, algorithms, and AI.

By

Sourced from VOX

By Max Willens.

These days newspapers are scrupulously focusing on eliminating the ways that people can circumvent their paywalls. But some news publishers are finding that a Starbucks pilot program that launched late last year appears to be a worthwhile exception to that rule.

The test, which began as a response to a Starbucks decision to stop selling physical newspapers at its stores, lets anybody who logs into the Wi-Fi service at a Starbucks venue free access to several newspaper websites; many of them usually maintain a paywall.

The program launched in October with seven titles, including The Wall Street Journal and USA Today, as well as local titles such as the Seattle Times and the New York Daily News. In November, the program expanded to 23 titles, including five papers of the McClatchy chain, the newly independent Los Angeles Times and The San Diego Union-Tribune, plus additional titles belonging to the owners of some of the program’s inaugural participants such as Gannett, Dow Jones and Tribune Publishing.

While Starbucks isn’t paying the participants, the publishers involved said they see the program as a good source of new readers. For example, Megan Parzych, vp of marketing for the Philadelphia Inquirer, called the pilot program a way to put Inquirer content in front of new audiences. A McClatchy executive said he envisioned the Starbucks program as a small source of new readers that are arriving through a unique front door, giving the company the chance to observe a specific cohort of people that it hopes to eventually turn into subscribers.

News publishers have begun spending more money to hunt for subscribers among individuals who are not currently visiting their owned and operated properties. Yet many publishers might prefer to add subscribers by building on the direct connections they have with readers. Partnerships like the Starbucks program give news publishers a way to put their product in front of new readers in a setting where they can spend a lot of time reading it and hopefully form a habit.

“We’re really trying to give [these readers] an opportunity to kick the tires,” said Grant Belaire, McClatchy’s vp of digital audience growth. His team is using with the Starbucks program-associated readers less aggressive marketing tactics and waiting longer before attempting to gather customers’ email addresses, for example. “This has helped us build up some benchmarks,” Belaire added.

While the number of visitors the Starbucks program attracts is small — typically in the low thousands each week for a publisher — they have qualities that make them attractive to the participating publishers. In McClatchy’s case, most of the Starbucks visitors tend to be totally new ones, meaning they haven’t visited McClatchy sites in the past, Belaire said.

A source at one publisher said that the program’s lack of geotargeting options, combined with the low traffic, have made his company’s participation a low priority. That same source noted that his team had to expend significant technical effort to make sure the paywall was properly lowered for Starbucks readers.

But with so many publishers now operating tighter paywalls, some of them are happy for a chance to show off all the work their publications produce. “Our website and app have been vastly improved within the past six months, and we’ve made significant investments in our journalism,” said Josh Brandau, the chief revenue officer of the Los Angeles Times. “A big part of what we’re doing is reintroducing people to our product.”

By Max Willens

Sourced from DIGIDAY

By

Smoking giants are flouting rules set by Facebook and Instagram, says Andrew Rowell

ig Tobacco likes to stay ahead of the curve – to survive, it has to. Its fundamental problem is that one in two of its long-term users die from tobacco-related diseases. To hook a new generation into addiction, it has to try every advertising and marketing trick in its playbook.

And it has to be innovative. As one ex-marketing consultant remarked: “The problem, is how do you sell death?” He said the industry did it with great open spaces, such as mountains and lakes. They did it with healthy young people and iconic images. So the Marlboro Man became a symbol of masculinity and, for women, the industry promoted smoking as a “torch of freedom”.

For years, the industry fought regulators who slowly and belatedly restricted where and how it could advertise. Then came the internet, which was a dream come true for a tobacco marketeer. The industry could run riot in an unregulated haven. One commentator noted in Wired magazine in 2017 that the internet was a contemporary incarnation of the wild west.

The old rules no longer applied, and Big Tobacco began using internet platforms, including Facebook and Instagram, to bypass advertising bans. They began paying social media influencers to promote traditional tobacco products as well as e-cigarettes. And they were very successful at it.

In August 2018, the New York Times investigated Big Tobacco’s social media influence. The paper found 123 hashtags associated with companies’ tobacco products, which had been viewed a staggering 25 billion times. Robert Kozinets, a professor at the University of Southern California, told the newspaper that what the industry was doing was a “really effective way” to get around existing laws to restrict advertising to young people.

Big Tobacco is reaching Instagrammers and Facebook users (iStock)

Cease and desist

The pressure on the industry to act increased in May 2019 when 125 public health organisations called on Facebook, Instagram, Twitter and Snapchat to immediately end the promotion of cigarettes and e-cigarettes. This included banning the use of social media influencers. The social media companies ignored the request.

In December 2019, in a landmark decision, the UK Advertising Standards Authority ruled against British American Tobacco and three other firms for promoting their products on Instagram, after a complaint by Action on Smoking and Health, Campaign for Tobacco-Free Kids and Stopping Tobacco Organisations and Products, of which the University of Bath’s Tobacco Control Research Group is a partner.

In a follow-up statement, Facebook and Instagram announced what many saw as a long-overdue update to their policy on tobacco. It said that branded content that promotes goods such as vaping, tobacco products and weapons “will not be allowed”. The statement made the bold claim that their advertising policies had long “prohibited” the advertisement of these products. The platforms promised that enforcement would begin in the coming weeks.

 

Headlines touting the new policy made it clear that the platforms would ban influencers from promoting e-cigarettes and tobacco products. For example, a BBC headline announced: “Instagram e-cigarette posts banned by ad watchdog.” But they missed three crucial points. First, Facebook’s policies are designed for companies that play by the rules, not for tobacco companies whose playbook is to find ways around them or flout them.

Second, those who track the industry’s activities online say it is notoriously difficult to understand which posts come under Facebook’s “branded content” bracket. On Instagram, Big Tobacco’s influencers post glamorised images of vape products with hashtags such as #idareyoutotryit and captions such as “feeling Vype AF”. They don’t post content that simply says “paid promotion of British American Tobacco”, for example.

Finally, serious doubts remain about how any of this will be enforced. The reality is that Big Tobacco needs Instagram to survive and can’t afford to be excluded. A market research company, Klear, recently noted that 96 per cent of all brands use influencers, with Instagram the most popular platform. Klear found that global Instagram influencer marketing activity increased by 48 per cent in 2019.

Caroline Renzulli of Campaign for Tobacco-Free Kids told me: “In the weeks since the announcement that influencers would be banned from promoting tobacco and e-cigarettes, tobacco companies have continued to exploit influencer marketing on Facebook and Instagram to advertise addictive products to young people without consequence.”

She added: “Facebook and Instagram are uniquely positioned to cut off Big Tobacco’s easiest access point to kids and young people around the world – but without swift enactment and strict enforcement of new policies, the announcement is yet another hollow statement from a company that no longer has any excuse for inaction on this issue.”

Feature Image Credit: The online world is a wild west for regulations – and the tobacco cowboys are desperate to stay logged in ( iStock )

By 

 is a senior research fellow at the University of Bath. This article was originally published in The Conversation

Sourced from Independent

By

In a world looking for more honesty and truth, one element of photography has become more and more pervasive. As the list of companies going “retouching free” grows, we are forced to take a step back and take a look at the practice. Is retouching really the problem it is perceived to be?

Let’s play a little memory game. I want you to think of the face of someone close to you. Now, what are you seeing? Their jawline, eye color, nose shape, and maybe their smile. Are you thinking of the open pores on their face? Their poor makeup application? Or the pale white hairs on their cheeks? No? Then why should their photos reflect that?

Retouching, in many cases, is about bringing back what you actually see. Whether it’s the lighting or the cameras we use, there are many reasons why retouching is a necessary tool; yet, we’re being told that this is the reason why many people are having confidence issues. In this article, I will try to dispel this idea and suggest what might be the bigger issue with advertising.

Cameras Aren’t Telling the Truth

Here are two photos. This is what my camera thought was right. Are these photos telling the truth? No. The model on the left isn’t this orange, the model on the right wasn’t this soft. These were what the camera thought was correct with zero adjustments. Why should we leave it up to cameras to tell us the story we’re trying to tell? Even when you shoot JPEG or shoot with your phone, it’s basically making automatic adjustments that aren’t real. There’s nothing natural or perfect with what your camera is doing. Even now with cameraphones, there’s artificial sharpening and HDR being included that add to what your eyes don’t see.

These ones are specifically poor due to the use of studio lighting, but that doesn’t make this point any less true. There are many issues that cameras can’t adapt to, like multiple lighting sources with different color temperatures and in some cases, how lighting affects people of varying skin tones.

Camera Sharpness Is Insane Now

This goes along with the last point. We are getting to a place where our cameras are giving us maybe a little too much definition. Back in the film days, nothing was this defined; you weren’t seeing pores like we are now. With the way film was processed and the specific tones you’d get, we were seeing moments. It was much easier to look past the photo’s little details and see the image for the story it was trying to tell. Snapshots with disposable cameras allowed you to capture a moment, but that’s not what we’re seeing now. With today’s technology, we’re capturing visually accurate representations of what is happening.

Unless your family had a really nice SLR, you didn’t see or care how sharp a photo was. You just hoped in those 24 frames there was at least one where everyone’s eyes were open.

This is why I have no problems with people using filters and softening skin in their photos for Instagram. They’re making it less about them and more about the moment. With a photo today, you have so much time to dissect every element of a person. If you want to isolate someone’s looks, you can do that, even though you would never do that when you’re seeing a person real-time. But in the days of extreme sharpness, you’re seeing a new level of definition that’s more than we’ve ever needed for public consumption.

Looking back, a great comparison to this would be the switch to HD in 2008. The television and makeup industries had to change to accommodate the new technology. On-screen personalities had to adapt to the new level of sharpness that their viewers would be seeing. This was especially challenging for middle-aged adults, as outlined by Michael Ventre. Many makeup artists and production teams were very worried about how wrinkles, poorly maintained skin, and bad makeup would look after the transition.

Just remember, this was also 12 years ago. Think about the advancements we’ve made since then. Skincare and makeup application have only become more important because of 4K.

Studio Lighting Isn’t Natural

Compare a photo of yourself taken in your bathroom with those crappy, small bulbs above your head and then one from a cloudy day outside. You’ll notice a big difference in how your face and skin texture look in both. This is the same problem with studio lighting compared to natural light photography.

What you need to understand is skin is very thin; by using very powerful flashes, you’re showing everything that’s underneath and magnifying every little pore on your face because of the distance and angle of the lights. It’s like shining a light through a piece of paper: you’re going to see what’s printed on the other side. This is great for creating sharp, consistent photos, terrible for giving an accurate representation of what you look like. For most people. your pores aren’t what people are looking at or even notice. Why should that be the most defined characteristic on your face when your photo is taken?

None of these little hairs on the face matter for the final image. Why should they stay?

Outdoor lighting diffused by clouds or even a large scrim will be softer on the skin, and instead of harsh pores, you will get a softer texture. This doesn’t mean acne and pores won’t show up; they’re just not as extreme — a big difference compared to studio lighting, but really dependent on the day and available light you have.

Things like pores, uneven skin, and little hairs might all be a part of you, but they are only magnified and intensified under studio conditions. In any normal situation, those are characteristics that no one knows or cares about, so why should they be in your photos?

Marketing Is About the Product and Not the Person

Here are two photos from an outdoor fashion story. If I were to describe these as portraits, I’d say this is X and she is wearing a Gap top. If these were an advertisement for Gap, I’d say this is a Gap top modeled by X. Do you see the difference in this? The subject in the first description is the model; in the second, it’s the top.

In advertising, the subject is almost always the product being sold. Everything else surrounding the product is there to complement it. You want the model to be the demographic for the top, and you want the location (or background color) to complement the top. Anything there that doesn’t emphasize the top is a distraction. This can be anything from removing a scar to replacing a face that doesn’t match the mood of the rest of the faces in the group.

So, why is this important? If this was a beauty campaign for a hair product, how do stray hairs help emphasize the product? How do nose hairs and acne help emphasize the real subject, the hair? They don’t. This is why they are removed. If this was a portrait, I would care less about imperfections.

I also shoot headshots, and when I do, I don’t retouch them anywhere near my beauty work. Most of the time, I just have to remove stray beard hairs, nose hairs, redness, and acne, as they aren’t permanent to the subject and only distract from the final photos. I try to make it a realistic interpretation of the person and remove anything that takes away from that.

In my beauty work, I try to make it the best interpretation for the product. I understand the problem people have with this idea; I’m making what many see as unattainable skin for people. I just don’t see it that way. Going back to what I said previously, I’m making the people look like they would if you saw them any other time in public. Those little white hairs under the lip, you will never notice those on anybody unless you’re inspecting them with a magnifying glass. You’ll never be inspecting the texture of someone’s skin by looking at their pores. So, why should you see that in the photos? When people see you wearing the product or you’re looking at someone with the product, you’d never see those small details.

Good Retouching Isn’t That Noticeable

Normal people don’t know what retouching is. For many, the practice of retouching still means airbrushed skin and overbrightened eyes. I wrote about how not everyone looks at photos like a photographer; what I mean is we all have our own perspective and toolbox of knowledge that change how we see a photo. When it comes to the end consumer, they’re not seeing the dodge and burn work or what was actually removed. All they see is a beautiful woman on the cover of a magazine, and they compare that to what they saw in the mirror with the terrible lighting that morning.

The reality is a lot less grim: most retouchers these days are trained in retaining skin texture. Look at Julia Kuzmenko’s work. You’ll see the texture of the pores and skin still intact. The days of blurry skin and too much frequency separation are coming to an end. Some people are still learning from rogue YouTube educators, but most retouchers these days doing actual work are keeping the texture.

You can see the skin texture in the highlights come through and the skin isn’t blurred into oblivion.

Unfortunately, just like influencers, you only hear about retouching when it’s linked to something bad. Anytime someone tries out a retoucher from Fiverr, it becomes a story that reflects on the entire industry, even though those retouchers would never be anywhere near any actual commercial work. This goes for any viral retouching story; they don’t reflect the actual industry.

The Dark Side of Retouching

So, here’s the part where we talk about body modifications. Things like shaving off pounds with the Warp tool are obviously a different story than what I’ve been talking about. When you retouch a normal-sized model into a toothpick, you’re setting terrible standards that do negatively affect many women in society. At that point, you’re no longer enhancing the look the model already has; you’re now pushing the boundaries of reality.

Are there any times when body modifications are okay? Some. I do it fairly frequently to fix a hunched back or shoulders that are too high in a photo. This isn’t me lying to the general public about the model, just making the photo look more natural with something I didn’t achieve in-camera from a posing mistake.

Models Will Always Be the Best Versions of Us

To be a successful model, you need to have great skin and confidence in front of a camera. It doesn’t matter if they’re a toothpick or a curve model, they all have some type of extensive health and wellness routine that keeps them fresh and ready for whatever the shoot entails.

Great skin means continuity and less time in post-production. So, even if you don’t edit the photos, they will still most likely be much less attainable than a retouched photo. Do models still get acne? Of course, but they are doing everything they can to reduce the chance of it, because that’s their job. What’s great about Instagram and IG Stories is you’re now getting a much more detailed look behind the scenes than ever before. Many models will talk about their skincare routine and daily workouts.

As for confidence, they need to be able to do the job, whatever that means that day. Sometimes, that means having a great fake smile or being able to give the exact face and pose a photographer is asking for. When it comes to beauty, every little movement matters, so a model needs to be able to make those slight adjustments and dissociate from the idea that what they’re doing is unnatural.

When I shoot headshots and portraits with nonprofessionals, you can sometimes see the gears turning in their head on how they think they look. They don’t trust me or the camera at first. They are already thinking of how terrible it’s going to be, and that shows in their face. It takes time to gain that trust, and sometimes, it never happens. With a model, it’s basically instant.

This is why there will always be a difference between professional photos and selfies. Models have great skin, great lighting, and all the confidence. Unless you plan on starting a four-step skincare routine every night, having a rigorous gym schedule, and you enjoy being in front of a camera, you won’t be like a model. And this isn’t even getting into the intangibles like defining genetic characteristics that make you stand out.

Should we be removing these things so people feel equal? Of course not. Advertising is all about creating a moment and idea that catches your eye. They want you to feel something. They want you to look at the photo and see yourself in the model laughing and smiling while eating Ben & Jerry’s. They want you to use their volume-enhancing mascara, so you can have eyelashes as defined as the model who was specifically picked for their already-incredible eyelashes.

What Should We Do?

I want to acknowledge that I don’t think the way we advertise is perfect by any means; I just don’t think the issue to focus on is retouching. Look at who is on the cover of every magazine. It’s thin, beautiful women, and they are usually only white or black. I truly believe more inclusion of all races and sizes is more important than seeing mustache hairs in a photo. We want to see ourselves in these photos, and for many, that’s just not always the case.

I do think it’s getting better, especially on the commercial end. We’re seeing more of everyone when we go to large retail markets and in subway cars, but it can still get better. As we create more opportunities for everyone, we create an image for young people that lets them know they don’t have to look exactly one certain way to be beautiful. There are people that look just like them that are able to be in magazines and star as leading roles in movies.

At the End of the Day, People Just Want to Be Seen

When you hear people talk about what they don’t like in advertising, it’s always: “I’ll never look like that.” When a large portion of advertising uses models who all look exactly the same, you’re going to create self-conscious people, especially in the digital age when we have access to hundreds of photos and advertisements a day. By showing a more diverse group of models in all areas, you’ll find people will start seeing themselves more in the ads they see.

For many, this just isn’t the case currently. As a white male, I don’t know what it’s like to just not have a place in media, but as we see actors like Pedro Pascal and Awkwafina get more prominent roles, we see how that affects people with similar backgrounds. So many stories have been written about people finally seeing themselves in places like Star Wars or in these box office hits like Crazy Rich Asians. When I see these stories, I’m able to sort of understand what it must be like to not see that in everyday life.

Final Thoughts

Retouching is a practice that means many things to many different people. My definition might not be the same for you or someone else. But for me, it’s about keeping what matters in a given context and removing all unnecessary distractions. It’s also an incredibly complicated process that is tough to keep to one definition, especially for the general population. This is why it is bound to be misunderstood and distorted, because there’s no proper meaning.

The purpose of this was to give reasoning for the practice to be around. This doesn’t mean we can’t do better. There are always opportunities for growth and change in all aspects of life; just because I think something is right doesn’t mean what I’m doing is perfect or justified. I will be interested in seeing where the industry goes from here; I’m just hoping we don’t make reactionary changes that drastically affect the work released today.

By

Sourced from Fstoppers

Sourced from AdExchanger.

“Brand Aware” explores the data-driven digital ad ecosystem from the marketer’s point of view.

Today’s column is written by Maha Madain, head of marketing at Union Bank.

How does the marketing of a regional brand with a limited budget win in a market dominated by national brands?

That’s the challenge that many organizations face today. Resources are limited, and priorities are vast. Like other regional banks, share of voice for Union Bank has historically been dwarfed by the large brands with three to four times our marketing spend. To make an impact, we knew we would have to get creative while remaining grounded in data and insights.

Our journey began by assessing and understanding where we stood in the market in terms of brand health, perception and differentiation. Based on research, we confirmed that our strengths and focus on being client-obsessed did indeed matter to our target audiences.

However, the research also uncovered a big challenge: a lack of awareness and differentiation for our brand outside of our client base. While our existing clients are highly engaged and perceive us as different from the pack, Union Bank is often overlooked by those considering a new financial services partner.

Improving brand awareness and sales on a tight budget

To do more with less, we first decided to concentrate our marketing spend in one market. The objective was to deliver a strong share of voice rather than a generic peanut butter approach that would spread our efforts and resources across multiple geographies, ultimately with less impact.

Next, we identified the best test market that would provide scalable learnings. For us, that was San Diego – a large enough market with ample target clients, but with reasonable media costs and relatively neutral brand health. With San Diego selected, we then optimized our production spend to deliver creative assets that could flex across multiple channels and deliver a variety of messages.

What we delivered was a 360-degree campaign that included digital marketing, TV commercials, radio spots, out of home and even a new smart prospect site that supported the new brand and drove conversion. All of this was supported and amplified by PR, social media, a new brand voice, training and a new style guide and attire for our local employees that was on point with our newly evolved brand.

Outcomes in San Diego

Five months after launching the campaign, we experienced more than 50% growth in the number of new clients joining the bank in the San Diego market compared to the same period the year before.

We also saw a large year-over-year lift in other key business metrics, including checking and home loans, all of which we closely continue to monitor.

While we are early into the test and continue to absorb and act on the learnings, we’ve already identified a few key takeaways.

First, we learned the value of getting senior leadership to buy in early. By focusing the investment and the learnings while providing a clear road map to measuring performance, they are more likely to provide support.

We also learned that we needed to surgically test and go deep vs. going broad right away. This helped us to ensure that our resources were maximized while also delivering measurable learnings for optimization and scalability.

Senior leadership buy-in was critical, but it was also vital to get our associates excited about our efforts and test; local buy-in goes a long way to ensure success.

Finally, by limiting the test geography, it’s possible to operate with more agility, have more opportunities to measure outcomes and, as a result, have more chances to course correct.

But this is only the beginning. With what we’ve delivered and learned, we now have a methodical and analytical approach to make a future business case for expanding into additional markets and delivering more revenue for the business.

Follow Union Bank (@UnionBank) and AdExchanger (@adexchanger) on Twitter.

Sourced from AdExchanger

 

By Maghan McDowell.

Brands are advertising partnerships with startups like Klarna, Affirm and Afterpay to acquire customers.

Key takeaways

  • As customer acquisition costs climb online, brands are treating payment instalment services as a marketing tool.

  • Deferred payment options are attractive to younger, price-sensitive customers who are new to the concept of layaway.

  • While positioned as an alternative to promotions and credit cards, brands are treading carefully.

SAN FRANCISCO— Style360, a New York Fashion Week event organised by publicity firm A-List Communications, is known for hosting celebrity fashion presentations. Last autumn, Serena Williams’s S by Serena collection made its debut; Kim Kardashian West, Eva Longoria and Ashley Graham came before her.

This season’s featured star is decidedly more technical. Klarna, a Swedish bank that partners with brands to let e-commerce customers pay for goods through instalment plans, is hosting the Klarna Style360 shoppable presentations and pop-up event. Klarna clients including Saski Collection and Just Drew will debut collections that guests can then buy. It’s similar to the “see now, buy now” retail model that designers like Rebecca Minkoff and Tommy Hilfiger have adopted, the difference being that customers don’t have to put down the full payment at once. In lowering the barrier to purchasing, the marketing message is “buy now, wear now — pay later”.

Klarna’s fashion week sponsorship is part of a surging courtship between payment companies and fashion. Online retailers already offer an assortment of services like Paypal, Shopify Pay and Apple Pay that help customers breeze through checkout. Now, retailers are partnering with companies that let customers pay in instalments, sometimes with no interest, including Affirm, Afterpay, Four, Quadpay, Viabill, Sezzle and others, in addition to Klarna. Investors are fuelling competition in the category: in 2019, payments-related companies accounted for $12 billion of the total $40 billion in financial tech funding in 2019, tripling in the last five years, according to Venture Scanner.

A modern spin on layaway, these payment instalment startups are being used by retailers as a marketing tool. They serve a similar function to promotions, but without the discounts: a Revolve shopper considering a $140 Jeffrey Campbell shoe, for example, will see that it can be had for four monthly instalments of $35, securing a purchase that otherwise might have been out of reach. And they can help draw customers in at a time when dollars spent on social media are getting brands less visibility. Women’s footwear startup Birdies shouts out Affirm in its online ads; when Kylie Jenner’s cosmetics brand began offering instalments, she enthusiastically promoted it on Facebook to her 22 million followers.

A different customer acquisition cost

Klarna, used by brands and retailers globally including Farfetch, Marchesa, Givenchy and Burberry, charges retailers between 4.5 and 5.9 per cent of each transaction depending on each retailer’s negotiated rates; in exchange, the retailer is paid upfront, and Klarna assumes the risk of collecting payments.

This is more expensive than credit card companies, which typically charge up to 3 per cent plus 30 cents per transaction. Klarna head of US David Sykes says “community” benefits are built into the cost. When Klarna onboards a major retailer, it will typically invest in a co-marketing campaign, he says. When the company launched with watch brand Daniel Wellington in New York, for example, it contributed to funding a campaign wrapping the city’s subways. It also promotes brand partners to customers, targeted based on shopping history, and emails relevant discounts to its 70 million US users.

He says Klarna can drive new customers to stores thanks to its marketing effort, which Sykes compares to the cost of paid social media, adding that partners should think of it as an affiliate marketing channel. One apparel startup CEO says that some of these platforms will go so far as to supplement advertising costs, depending on the size of the business, with the stipulation that the payments platform is mentioned.

The cost of paid social customer acquisition is on the rise, and it’s squeezing margins for fashion and direct-to-consumer brands, says eMarketer principal analyst Andrew Lipsman. The RealReal’s CAC, for example, averaged $139 per person in 2018. Norwest Venture Partners general partner Sonya Brown, whose firm has invested in Birdies and luxury handbag brand Senreve, says investors are looking for increasingly diversified customer acquisition strategies.

Senreve, which offers instalments through Quadpay, has been “extremely scrappy” when it comes to paid marketing spend, says CEO Coral Chung, adding, “We also realise it’s really important not to be too reliant on any single platform.”

Los Angeles-based workwear brand Argent partnered with Afterpay before scaling its digital advertising efforts this year. Founder and CEO Sali Christeson says that an instalment service is complementary to digital marketing because it might be more appealing to a customer who discovered the brand through a Facebook or Google ad.

“We made Afterpay a priority because we know that more new shoppers mean less familiarity with our brand and price point, and for some of those shoppers an instalment-based payment lowers purchase barriers,” Christeson says.

The Klarna Style360 is one of many recent fashion marketing partnerships.

© Klarna

Klarna

Conversion without discounting

With instalment payments, brands can lower the barrier to making a purchase without relying on discounting. This format is particularly appealing to young consumers who may not yet be able to afford upfront the fashion brands they aspire to buy but are wary of credit cards.

Jamie Slye, founder and designer of an eponymous Seattle-based hat brand, recently began offering instalment payments through Miami-based Four in part to appeal to younger, price-sensitive customers. The payment option is promoted in a banner on her brand’s website. While payments haven’t typically been part of her marketing strategy, she wants customers to know that they don’t have to pay full price, which can range between $140 and $225, upfront. Otherwise, she says, someone who is price-conscious might be deterred. “I really like the idea that I can expand my audience,” Slye says.

Birdies wanted a pay-over-time provider after learning that 65 per cent of shoppers avoid credit cards for retail purchases. Co-founder and CEO Bianca Gates says that the brand ultimately chose Affirm because it offers customised repayment options; Birdies customers often prefer to divide payments over three months, she says. Birdies promotes Affirm on product pages and in its online advertising, emails and social campaigns. Gates says it’s especially popular with the brand’s younger demographic.

Younger customers see new payment options as “ubiquitous and necessary”, says Gartner senior director analyst Derek Stubbs. “Consumers are going to places to make a purchase and not necessarily thinking about payments. But if a purchase can’t be made by the platform they expect to use, they just won’t go there.” That includes offline purchases. Klarna has now expanded into physical retail, including H&M and trials with Good American, and is seeing comparable traction there, Sykes says.

While younger customers are a primary target, Revolve co-CEO and co-founder Mike Karanikolas says that customers who use Afterpay on his site are not exclusively of a younger demographic. “We find it’s universally appealing,” he says. Revolve has promoted Afterpay through its influencer network, and during marketing moments throughout the year.

In addition to promoting Afterpay on product pages, Revolve has promoted the partnership through its influencer network and in other “key marketing moments,” such as #RevolveSummer.

© Revolve

Revolve

Credit with caution

For its deferred payments option, Canadian apparel brand Kotn chose New York-based Quadpay, which Kotn’s chief digital officer Ben Sehl says has led to better conversion and a slightly higher average order value. But the brand doesn’t actively promote it, in part because of concerns that customers will use deferred payments as a “try before they buy” service while only having to pay for a quarter of the merchandise upfront.

Others have criticised instalment plans for encouraging financial irresponsibility and disguising the fact that many still make money off of customers who are unable to pay their balances in time. Afterpay, for example, made about 19 per cent of overall earnings from late fees in 2019.

Ultimately, fintech startups hope that fashion brands will increasingly see pay-over-time services as a way to make high-value purchases more accessible; Shopify director of product Andre Lyver anticipates that merchants will increasingly diversify payment methods with instalments, micro-payments and split payments in the years ahead.

But while Klarna might sponsor the fashion week shows of emerging brands, a luxury brand might be less inclined to broadcast instalment plans with a splashy marketing campaign. “Brands are, quite rightly, very conscious about how they position their brand,” he says. “It’s going to be a slow process, and there’s always going to be hold-outs, but when you think about so many of these retailers, they’re chasing a millennial audience.”

Correction: An earlier version of this article stated that Afterpay made 25 per cent of overall earnings from late fees last year. That figure was from 2018, not 2019.

To receive the Vogue Business Technology Edit, sign up here.

By Maghan McDowell

Sourced from Vogue Business