Tag: people-based marketing

From desktops and laptops to smartphones and tablets, consumers leverage multiple devices when engaging with businesses. For financial institutions, it’s important to identify and track consumers across devices to deliver personalized offers and increase opportunities for conversion. The problem with cookies Marketers have traditionally used cookies to determine what their audience’s interests are based on their browsing activity and past purchases. An example of this is when a user browses a product on a website and then leaves without buying. Later that day, they see an ad on social media featuring the same product they viewed earlier. While this may seem like an effective way for financial institutions to target or prescreen consumers, cookies are very limited — they can’t capture or connect a user’s behavior across multiple touchpoints. In other words, if a consumer were to browse a website on their mobile phone and then switch to their laptop, the business would view these sessions as two different visits from two different people, resulting in inconsistent messaging and a disjointed user experience. This is a huge problem because devices don’t decide to convert — people do. To reach the right consumers with the right message wherever they may be, financial institutions must look beyond cookies. This is where people-based marketing comes in. What is people-based marketing? People-based marketing takes a more personal marketing approach. Rather than targeting devices, people-based marketing connects businesses with real people, helping them understand who their customers are, what they’re looking for and how to engage them in more meaningful ways. It does this by gathering customer data from both online and offline sources to create a single customer profile. Let’s look at an example of people-based marketing by revisiting the scenario above. A user is browsing a company’s website on their mobile phone and decides to switch to their laptop. By capturing a single view of the user with a people-based marketing solution, the brand can recognize them and resume their experience on the new device. What’s more, the brand understands the user’s intent at that stage of their customer journey and leverages real-time data to make relevant offers and recommendations, helping further personalize their experience. Benefits of a people-based marketing approach To create better-targeted credit marketing campaigns, financial institutions must ensure they have the right data and technologies in place. Experian’s industry-leading database technology provides the freshest, most comprehensive consumer credit data to help organizations optimize their lending criteria and marketing campaigns. With Experian’s people-based marketing solutions, financial institutions can: Reach the right people: Leveraging fresh consumer data allows financial institutions to target the best prospects for their business needs and avoid making preapproved offers to nonqualified consumers. Deliver personalized credit offers: By gaining a more complete view of consumers, financial institutions can ensure they’re sending relevant offers to users where and when they’re most motivated to respond. Enhance their retargeting efforts: If a user isn’t ready to convert upon their first interaction, organizations can reach them on another device to reinforce their messaging in more personalized ways. Provide frictionless, omnichannel experiences: Seamless identity resolution allows organizations to accurately recognize consumers across devices, leading to more precise targeting and cohesive customer experiences. Reduce marketing spend: By focusing on the right audience with the right message, organizations can avoid unlikely prospects and reduce wasted marketing spend, all while increasing response rates. Expand their reach: With rich insights into their clients’ interests, demographics and behaviors, financial institutions can target prospects who share similar characteristics and are likely to convert. Leveraging an effective people-based marketing strategy is crucial to delivering personalized and consistent customer experiences in today’s multi-device world. To learn more about how Experian can help, visit us today. Learn about our people-based marketing solutions

There are about as many definitions for people-based marketing as there are companies using the term. Each company seems to skew the definition to fit their particular service offering. The distinctions are vast, and especially for financial services companies running regulated campaigns, they can be incredibly important. At Experian, we define people-based marketing in its purest form: targeting at the individual level across channels. This is a practice we’re very familiar with in offline marketing, having honed arguably one of the most accurate views of U.S. consumers over the past three decades. And now we’re taking those tried and true principals and applying them to digital channels. It’s not as easy as it sounds. The challenge with people-based marketing  With direct mail, people-based marketing was easy. Jane Doe lives at 123 Main St. If I want to reach her, I can simply send her a direct mail piece at that address. To help, I can utilize any number of services, including the National Change of Address database, to know where to reach her if she ever moves. People-based marketing through digital channels is exponentially more difficult. While direct mail has one signal with which you use to identify a consumer (the address), digital channels offer countless signals. And not all of those signals can be used, either individually or in conjunction with other signals, to reliably tie a consumer to a persistent offline ID. A prime example of this is cookies. The problem with cookies A cookie, in and of itself, isn’t the problem. The problem is the linkage. How was a cookie associated with the person to whom the ad is being served? As marketers, we need to make sure that we are reaching the right people with the right ad … and more importantly not reaching those people who have opted out. This is especially true in the world of regulated data, where you need to know who you are targeting. And cookie-based linkage is controlled by a handful of companies, many of which are walled gardens who don’t share how they link offline people to online cookies and don’t collect this information directly. They rely on other third-party websites to gather PII, and connect it to their cookies. In some cases, the data is very accurate (especially with transaction data). In some cases, it is not (think websites that collect PII when giving surveys, offering coupons, etc.). In short, in order for you to use cookie-based targeting accurately, you need to have insight into the source of the base linkage data that was used to connect the offline consumer record to the online cookie. This same concept applies to all forms of digital linkage that drive people-based marketing. Why does people-based marketing matter in digital credit marketing?  With campaigns that utilize non-regulated data, such as “Invitation to Apply” campaigns that are driven from demographic and psychographic data, the consequences of not reaching the consumer you meant to target are negligible. But with campaigns that utilize regulated data, you must ensure you’re targeting the exact consumer you meant to reach. More importantly, you must make sure you’re not targeting an ad to a consumer who had previously opted out of receiving offers driven with regulated data (prescreen offers, for example). Even if you’ve already delivered a direct mail piece with the same offer, this doesn’t negate your responsibility to reach only approved consumers who have not opted out. --- Bottom line, the world of 1:1 marketing is growing more sophisticated, and that’s a good thing. Marketers just need to understand that while regulated data can be powerful, they must also take great responsibility when handling it. The data exists to deliver firm offers of credit to your very specific target in all-new mediums. People-based marketing has its place, and it can now be done in a compliant, digitally-savvy way – in the financial services space, nonetheless.   Register for our webinar on Credit Marketing Strategies to Drive Today's Digital Consumer.