Why Digital Marketing Is Ideal For An Ageing Client Base

Many companies have a large client segment taken up by customers aged 55 and over. A lot of time and effort is spent by firms ensuring these customers have good access to physical locations, face-to-face meetings, readily available phone lines, and that most communications are made by letters in the mail, because that’s what older clients are used to and prefer, right? 

When we discuss technology use, digital communications, apps, social media, and mobile device use, we generally refer to the younger generations, millennials, or Gen Z. We discuss how they’ve practically been raised on technology, and how it is an integral part of their lives. 

When many brands think of over 55s and tech, they generally refer to technology designed for safety, mobility issues, assisted living, and more along similar lines – ‘Boomers’ dislike Facebook, instant messaging, and YouTube, don’t they?  

This is such an outdated approach to digital marketing that it may as well be taken from an instructional guide from the late 90s. 

Many businesses neglect their older clients when they consider digital marketing approaches, tending to focus on younger generations when producing digital adverts or social media campaigns, but this single-generational approach is missing a huge trick! 

The over 55s category is a massive and diverse market.  

Not everyone approaching or enjoying retirement is technophobic, or inept in the use of social media. Just look within your own company – what is the average age of your employees? How old are your directors, CEOs, managers, and shop-floor workers? Are they all in their teens, 20s, 30s or are some approaching retirement age? Of those over 50, how many cannot use a computer? How many don’t own a mobile phone or tablet?   

Not everyone approaching or enjoying retirement is technophobic, or inept in the use of social media. Just look within your own company – what is the average age of your employees? How old are your directors, CEOs, managers, and shop-floor workers? Are they all in their teens, 20s, 30s or are some approaching retirement age? Of those over 50, how many cannot use a computer? How many don’t own a mobile phone or tablet?  

How many use Google for product research before making a purchase, or communicate with family and friends on Facebook? 

Over lockdown, many people in the over 55s category utilised digital communications technology to talk with, or even see, friends and family. It became an integral part of their lives, and the only way to see beloved children and grandchildren during their time apart – so it’s difficult to make the argument that they are tech averse. 

“60% of over-55s felt they were being neglected or overlooked by big financial services brand”.

Tellingly, a recent survey conducted by SunLife

When you consider the fact that the over 50s category spends around 50% more than younger generations on financial services, and they make up around a third of the population, it seems odd that brands are locked into targeting only the younger generation through digital marketing methods.  

When you consider the fact that the over 50s category spends around 50% more than younger generations on financial services, and they make up around a third of the population, it seems odd that brands are locked into targeting only the younger generation through digital marketing methods.  

There is a huge opportunity to take advantage of the larger access to wealth enjoyed by over-55s, and yet many companies are reluctant, or simply unsure how, to target that portion of their potential customer base using digital marketing. 

The huge rise in over-65s owning a tablet, the upwards shift in the number of over-75s using the internet, and the fact that the majority of over-55s check social media platforms on a daily basis, all point towards an incredible opportunity for brands to gain increased access to a large, wealthy audience through digital marketing, and one that has been proven to be extremely loyal to brands they build a trusting relationship with.  

And we all know that digital marketing is a great method to build trusting and engaging relationships between brands and their customers. 

How Outsourcing Your Marketing Could Reduce Your Risk

To most business owners, outsourcing is a familiar concept.

Outsourcing certain activities essential to the day-to-day running of a company, whether through necessity or by choice, is a common practice in any business sector.

Hiring external agencies to manage operations such as accounting, distribution, or payroll, is common amongst small businesses. Many simply cannot afford the extra costs associated with keeping these processes in-house; employment costs and overheads, like the rental fees on larger premises, soon mount up. Many large or global companies also outsource services to strategically reduce overall running costs.

But aside from cost, what are the benefits of outsourcing services, such as marketing, to an external agency? Few businesses, especially those that only do so through necessity, understand the full benefits that outsourcing can provide.

Here are a few good reasons why outsourcing your marketing (and other services) could be beneficial to your business and reduce your overall risk:

The price of labour

You may only require a single marketer, or you may need an entire marketing department to fulfil your company’s needs.

If you need monthly newsletters, email campaigns, a social media presence, website content and a Google Ads campaign, with ad-hoc marketing tasks thrown in every now and again, then you could employ a single member of staff. The average salary for a marketing graduate in the UK is between £20k and £25k per annum. You would need to ensure they have a good knowledge of the different disciplines required of them, as well as good understanding of the software and platforms they will be required to use, which can sometimes be a lot to expect of a single person.

If your marketing requires multiple POS items on a rotational basis, multiple email marketing campaigns running concurrently, a strong social media presence and engagement campaign, full website design and management with at least 1 blog per month, multiple Google Ad campaigns, full SEO, branded sales and internal business collateral, maybe videography and photography and more, then you’d need a full team of marketing specialists. Marketing specialists can earn anything between £30-£45k and upwards depending on their specialism, experience, ability, and reputation.

Let’s say you’d need a team of five – copywriter, graphic designer, website manager, social media executive, and marketing manager – and between them they have the necessary skills to meet your marketing requirements. This will cost in excess of £120k per annum in salaries alone, not to mention the cost for materials, software, ad spend, and more. You must also take into consideration costs for staff training, HR resources, and the potential costs to replace staff that either leave or aren’t quite the right fit.

When you outsource to an external agency, such as Rosie Reynolds Marketing, your labour costs are greatly reduced. You get the same knowledge, experience, quality, and output for around the same price as a single graduate marketing executive.

The risk of hiring an agency, rather than internal staff, is much lower in terms of HR obligations and costs.

Capital cost, controlled

By outsourcing your marketing requirements, you not only reduce your labour costs but also free up capital for potential investment in other areas, especially in the early stages if your business is still young.

Your business will also become more attractive to potential investors for further growth, as you can inject your capital directly into the revenue-producing areas of your business, rather than tying it up in staff costs.

Efficiency is increased

When you do everything in-house, your expenses are much higher in terms of R&D, marketing, development, and distribution. These expenses need to be factored into the pricing of your products or services. If you charge too much, to increase profits, then fewer people will buy from you; if you price too low, your profit margins are depleted. When you outsource your marketing, and/or other requirements, you still get the same output, but for a much lower cost. Your profit margins have the potential to increase as a result.

The economies of scale as a result of outsourcing can provide certain competitive advantages.

Core business comes first

All businesses have finite resources, and managers have a finite amount of attention and time to give those resources. Outsourcing your marketing requirements to an external agency, like Rosie Reynolds Marketing, gives focus back to your business. By allowing someone else to manage your marketing, you can switch your attention to work that better serves your customer, giving your managers the ability to set their priorities in line with your business’ growth.

Speedy starts

If you outsource your marketing to an external partner with the right skills and experience, they can begin working on your marketing objectives straight away.

If you were to do it in-house it could take weeks, or even months, to recruit staff with the right skills and experience, train them, and induct them properly, in-line with your company’s policies. You also need to provide them with the support they need to carry out their tasks efficiently and effectively. This process can take even longer for larger projects that require serious capital investment.

Think small, act big

Many large corporations have internal marketing departments, even multiple departments for separate areas of their business. Smaller businesses simply cannot afford to have similar in-house support.

By outsourcing your marketing department, you gain access to similar levels of expertise, efficiency, and even economies of scale that large corporations enjoy – for a fraction of the cost!

Reduced risk

Any business decision you make involves risk, and any investment has inherent risk associated with it. The market that you inhabit will fluctuate, financial conditions will change, and technology develops at a rapid pace, making it difficult to keep up.

When you outsource your marketing to an external partner, such as Rosie Reynolds Marketing, that agency shoulders and manages the associated risks on your behalf.

They are also likely to be knowledgeable and experienced in handling the risks associated with their own market.

If you would like to discuss outsourcing your marketing, get in touch with Rosie Reynolds Marketing. We’ll arrange your first complementary meeting to discuss you, your business, and your goals.

Should I be Marketing my business during lockdown?

Lockdown has caused businesses numerous problems, especially those without an online presence. It has also raised many difficult questions that need to be answered.

Should I shut completely and furlough staff? Should I keep going at full capacity? What help is there for businesses during this new lockdown?

One question we have been asked is – “should I be marketing my business during lockdown? Or will I be better off saving my money for when we reopen?”

Obviously we would say, “Of course you should continue your marketing efforts throughout the lockdown!” – it could mean more business for us, right?

At Rosie Reynolds Marketing, we work a bit differently – of course we want more business, just as you do. We want to continue to grow, just as you want to grow your business too. But the main reason we do what we do is because we are passionate about helping our clients. We love watching companies grow, increasing their revenue and moving their brand to the next level thanks, in part, to the effort we put into their marketing.

We are working very hard for our current clients, utilising our team’s expertise to put them in the best possible position for when lockdown comes to an end.

The truth of the matter is, if you are not getting your brand and business in front of existing and potential customers but your competitors are, you could end up reopening to find that your customers have gone elsewhere.

During the first lockdown, some businesses felt there was little point marketing themselves whilst they were shut. Nobody could buy their products or services, so why spend their reserves when they may need them later on?

Many of those businesses reopened during the summer when the rules began to ease and, when sales did not pick up as expected, they contacted customers to ask why they hadn’t been in.

Many customers said that lockdown gave them an opportunity to shop around and research where to get the best value for their money. Some said that the continuous online marketing from a competing service attracted their attention.

Others said that it merely hadn’t occurred to them to revisit, deciding to take their business to the first place they thought of (i.e. the company continuously marketing throughout lockdown).

This was the case for many businesses after the first lockdown and many had to close their doors for good because they could not recuperate their losses after they reopened.

The Coronavirus pandemic has not only proven the efficacy of a strong marketing campaign during national lockdowns, but it has also accelerated the shift in the way people are shopping that has been happening for years. People are taking more time to research their purchases and spending more time online.

The businesses most likely to grow after this pandemic are those that have invested in a solid marketing strategy, implementing a strong online brand presence that is not only attractive to their target market, but engaging too.

The question you need to ask yourself isn’t “Should I be marketing my business during lockdown?” but, instead, “How should I be marketing my business during lockdown?”

If you require any help at all to answer that question or would like a free consultation to discuss your marketing needs and how Rosie Reynolds Marketing can help you, get in touch – we’d love to hear from you.

What are vanity metrics?

Everything that you do online is recorded somewhere, and all this data can be leveraged by companies looking for an edge in their marketing campaigns. The great thing about this sea of data out there is that when you are engaging in online marketing campaigns for your brand or client, you can leverage that data too. It’s a big data-ocean though, so how do you avoid falling into the trap of using the wrong metrics to navigate your journey to success? 

What are Vanity Metrics? 

Vanity metrics include data such as social media followers, blog page views, email open rate, and other numbers that you may look at and associate with the business doing well. They are, however, not directly tied to the core revenue-based business goals and have no context for future marketing decisions. Having a lot of likes on a post does not equal sales. 

You need to avoid using certain metrics to judge the success of your marketing campaigns. It may feel counterintuitive to ignore these metrics at first, as they seem to provide a measure of something that should be relevant, but they don’t; many of them broadcast an uptake in followers, or fans, or likes, but followers, fans, and likes don’t translate into meaningful results such as sales or leads. You need to pay attention to the metrics that are more actionable. 

Facebook

Don’t obsess about Facebook Followers. 

Ignore the surface detail; Facebook is more popular than ever as a battleground for digital advertising, and their platform is slick, but branded pages on Facebook have seen engagement rates drop by over 20% in the last 12 months. The platform is clogged, with many users giving a ‘like’ to a brand’s page yet, due to the volume of branded pages on newsfeeds, almost never returning. This means that looking at the quantity of ‘Likes’ is effectively useless when it comes to assessing engagement with your page. 

Focus on Engagement Rate 

Facebook has a free analytics tool, Facebook Insights, which can check which of your posts generate high levels of engagement, including any shares or comments related to specific posts. 

If you have a high level of engagement, then Facebook will give you a higher EdgeRank score, which will push you onto more Facebook newsfeeds. You can assess your generated content by the levels of engagement and replicate those posts that perform best. 

Instagram

Don’t stress about Instagram Likes.

Many people think that success on Instagram is measured through the number of followers and likes that the account receives. However, head of Instagram Adam Mosseri announced that the company were trialling removing visibility of likes as they wanted followers to focus on what you share, not how many likes your post gets. Sometimes posts are created as ‘clickbait’ meaning that many people will like the post, but not necessarily buy any of their products or even follow them. If you have a business account, we recommend going into your insights and looking at profile visits/website visits, shares and impressions. This will give a more accurate idea of how successful your account is. 

Here are a couple of things to consider about your Instagram followers: 

•   What is the goal of your account? Are you looking to sell products, become an influential or educational account in your field? 

•  Ask yourself why do my followers follow me? 

Focus on Reach and Impressions 

By looking at your reach and impressions, you will be able to see if your hashtags are working effectively. Hashtags are a way of reaching people that don’t follow you, we recommend using hashtags with a ‘low to medium’ number of posts, as if you are using a hashtag with 2,000,000 posts on it, the chances of your post being seen is very low. When people start engaging with your content on these hashtags, your posts are more likely going to be boosted into other peoples’ feeds and explore pages. You will then know if your content is working effectively by the amount of engagement you are receiving. 

Blog Posts

Don’t ask for more Blog page views.

High blog page views may indicate that you have created some great content, but they don’t indicate where these views are coming from, if they answer the reader’s question, or even how long they spent on the page. 

Ask for a lower bounce rate  

However, once you investigate the bounce rate, you will get a more accurate picture of how successful your blog is. Bounce rate is the percentage of people who visit one page on your website and leave without clicking further into the site. A high bounce rate may be because your blog isn’t what the reader thought it would be and therefore clicks off. How many times have you Googled something and gone onto a page that seems entirely unrelated? Consider looking at your titles, descriptions, and SEO, so you have the right people clicking onto your page and once they are there, use links to other content and other parts of your site. A declining bounce rate is a great metric to report because it suggests your blog is growing in its interest to your visitors. 

Email Marketing

Don’t just focus on Open Rate.

Your open rate is a reasonable metric to track to check the effectiveness of your email’s subject line and timing. There are, however, technical limitations due to many email clients having to load images to count as an open, and many users have images turned off by default. Track this, but don’t obsess. 

But also look at Click-Through Rate 

A higher click-through rate (CTR) means that more people are clicking through to your website or download, rather than opening the email (and often deleting it). Focus on one clear CTA in your email which draws users to your site and measure your click-throughs on those links. 

So many times, we see clients and brands focusing on vanity metrics, you may often look at an account and think they are successful because of the amount of likes they are receiving. Hopefully, we have helped you understand that it doesn’t inform the whole picture.  

Vanity metrics should just be one piece of your metrics that you are focusing on. Make sure you are looking at the whole picture and you will get a more accurate depiction of your marketing efforts.  

At RRM, we use a broad range of metrics to measure a campaigns’ success and use the results to inform what we do next, based on what did or did not work well during the previous campaign. We can, and we want to, increase our clients’ follower counts, but we always aim to ensure that the increase in followers is more likely to develop into a lead or a sale. There is so much more to Social Media, Websites and Emails than likes, views, or opens; and we can help you access it all and leverage it so that it works in your favour. 

Get in touch to arrange a meeting to discuss how we can help you gain success from your marketing efforts. 

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