7

Website Accessibility & the Law: Why Your Website Must Be Compliant

 2 years ago
source link: https://www.searchenginejournal.com/multi-channel-b2b-lead-gen/419046/
Go to the source link to view the article. You can view the picture content, updated content and better typesetting reading experience. If the link is broken, please click the button below to view the snapshot at that time.
Skip to content
WEBINAR How to Conduct Cross-Platform Keyword Research With Lily Ray
×
Start Free Trial
Advertisement

Multi-Channel B2B Lead Generation: 8 Steps to Success

Building an effective B2B lead generation campaign isn't easy, but it's worth getting right. Here's how to set yours up in 8 proven steps.

John LincolnOctober 22, 2021
 / October 22, 2021 / 11 min read
  • SHARES
  • READS
Multi-Channel B2B Lead Generation: 8 Steps to Success
Advertisement

Looking for a full-funnel strategy to generate more B2B leads?

You’ll need to target your ideal customer with precision, maintaining a consistent multi-channel messaging strategy from the top of the funnel to the bottom (including post-funnel).

After reading this guide, you’ll know:

  • Where your customers are.
  • How to determine the cost for each online traffic acquisition channel.
  • How to maximize performance.
  • And actionable ways to scale your marketing and revenue growth.

1. Define Your Target Audience

The first step to B2B lead generation is identifying a clear target audience. But how do you know who to target? Well, the good news is that you likely have all of the data already.

By using Google Analytics (or another analytics solution), you can find all the characteristics of your highest converters.

This means looking at demographic data, which includes:

  • Gender.
  • Interests.
  • Location.
  • Language.
  • Browser.
  • Device.
  • Channel.
  • Source.
  • Referral.
Advertisement
Continue Reading Below

Are you wondering what your competitors are up to? Don’t worry – Google Analytics and other similar tools pull prime conversion data from those in similar market positions.

When it comes to B2B lead generation strategies, however, keep an open mind. Just because you see a tactic from a competitor, don’t assume they’re always implementing it appropriately or have the exact target market you do.

Once you review your analytical data, you’ll confidently know:

  • Who your highest converting customer is.
  • Where they convert from (which channel).
  • Where your current competitors are investing.

2. Test Your B2B Lead Generation Strategy Against Competition

Step two comes next, which requires you to dive into competitor research to uncover where your competitors are investing.

The good news is, you can find out everything your competitors are doing using tools like Google Analytics Benchmark Reports, SimilarWeb, Semrush, SpyFu, and Pathmatics.

Advertisement
Continue Reading Below

These tools will show you which networks they’re advertising on and how much they’re spending to do it.

Then, you need to figure out what is in-between where you are and where your competitors are.

Now is the time to ask critical questions, including:

  • What is your spend, and what is theirs?
  • What is your cost per acquisition for each channel?
  • How much can you really scale each channel?
  • What is the saturation point for each channel?
  • What is the plan to improve each channel so that it converts for less?

Remember, to make your strategy work, you must be open to testing. Consider running tests on ads, landing pages, audience segments, and more.

What Each Digital Marketing Channel Means

With your audience and competitor research well underway, you’ll need to start evaluating all the digital channels available to you and how they fit into a B2B lead generation strategy.

Here’s a simplified way to think about each platform.

  • SEO – Where you provide answers to questions.
  • Paid media – How you create awareness, nurture, and convert.
  • Media buys – Useful for generating awareness and consideration.
  • Outbound marketing – Reserved for highly targeted efforts.
  • Social media – Drive awareness, nurture and convert audience members.
  • Public Relations (PR) – How you can drive broad awareness.
  • Reporting and Analytics – Necessary for tracking actual results, KPIs.
  • Events and Offers – The central core of all other campaigns.

Prove Marketing ROI
100% of marketing agencies saw an increase in client retention after implementing CallRail.

Advertisement

With an understanding of how to optimize each channel, you can then move on to implementing the specific and actionable steps below.

3. Make An Enticing Offer

Let’s talk about offers for a moment. In B2B marketing, it’s important to have a hook that incentivizes your ideal prospect. It’s important to always remember that B2B sales and marketing go hand-in-hand.

In order to get customers to share their information, you have to make the exchange worthwhile. Although trends in “lead magnets” have evolved over time, use the below list as inspiration for your B2B marketing campaigns.

Quizzes and Calculators

First, find the biggest pain point and create a quiz around it. You can use quiz interest as a micro-conversion.

Some examples might include interactive tests like:

  • How Much Could You Save on Taxes By Using Us?
  • Or, What’s Holding You Back From Being the Top Real Estate Agency in Your Market?
Advertisement
Continue Reading Below

Use a title that draws attention to a specific problem, and develop strong content around that topic.

Events

Events are critical to a B2B lead gen strategy.

Host a webinar, for example. Invite partners to speak and, most importantly, advertise it with a registration form to kick as many qualified prospects into your funnel as possible.

Industry Case Studies

For this idea, you’ll need to create your own industry case study and then gate the content behind a download form or landing page.

You can then advertise the study, pay for a press pitch, use it for a linkbait opportunity, or create social media graphics using the data.

Awards

It’s always beneficial to create a list of the top awards in your industry and go after them. Win them, and display your badges and accolades. You may also choose to create your own award system for partners and clients.

4. Advertise Your Irresistible B2B Offers

Once you’ve decided on your irresistible offer (or offers), you must advertise each one of your and track them from micro to macro conversions.

Advertisement
Continue Reading Below

You may also consider advertising customer testimonials, pain points, and answers to common questions.

Additionally, there are three types of video formats that you can leverage to create and publish high-performing advertising campaigns.

  • The Explainer: A strong problem statement sets up the product as the solution.
  • The Product Demo: Make the product shine by setting it up as the hero from the very first impression.
  • The Straight Offer: This approach is “all offer” and makes people click with a compelling deal or message.

5. Analyze User Response to Advertisements

When using video, always dissect them by the users’ response. Examine what frames lead to the highest engagement and what sequence drives the highest conversion impact.

This process is crucial because it’s precisely how you run top of funnel to bottom-funnel segmented remarketing ads and use that data to target new customers.

Ultimately, this is very important for B2B lead generation.

Test for Creative and Audiences

Consistent creative testing is crucial.

Why? Because you must always be prepared to develop new content against a champion variant.

Testing is also vital for audience segmentation so that you can understand which audience or segment is most impactful.

Advertisement
Continue Reading Below

Are you using landing pages? If so, apply rigorous monthly testing there as well.

When you test, make sure to pinpoint the exact conversion rate of different variants so that you can accurately understand the results.

For each and every channel you use, calculate the ROAS (return on ad spend). Based on the Forecaster Method, determining the cost per acquisition framework for all sources includes having a working knowledge of:

  • Diversified allocation per source (generally 30% less per channel).
  • At least four to five marketing channels (SEO, Google Search, Facebook, Email, YouTube).
  • Well-defined business goals.
  • How to scale based on CPA framework for the most cost-effective returns.

6. Leverage Data to Your Advantage

Many companies want to know how to do B2B lead generation, but they might not be ready to consider how instrumental reliable data is to the process. Make no mistake – you can’t accomplish the big picture results without good data.

In fact, companies that adopt data-driven marketing are six times more likely to be profitable.

Advertisement
Continue Reading Below

Combine that with the truth that 69% of marketers want to improve ROI measurability, and you’ve got the perfect recipe for data-driven B2B marketing campaigns.

Beyond that, reliable data can help you distinguish between a quality lead and an unqualified one.

But how do you connect all the dots once your advertising channels and other marketing systems are set up?

Start visualizing your data with tools like:

  • Conversion tracking.
  • Data platforms and smart integrations.
  • User behavior analytics.
  • Cross-channel attribution.
  • Prescriptive and predictive analysis.
  • Multi-domain tracking.

Centralize Your Data Sources

Once you start tracking, you’ll notice that you have activity happening everywhere! This is a good thing, as it highlights the action taking place on each channel.

What can you do to make sure your cross-channel attribution is effective? Leverage sources like Google Data Studio and Microsoft Power Bi to bring it all together.

When you know what each channel represents, you can better analyze and understand incoming CRM data, revenue numbers, customer engagement, and relevant KPIs.

Advertisement
Continue Reading Below

7. Nurture Your B2B Leads

What do you do once you have a solid lead? You nurture it!

With a clear sales funnel aimed at retention and re-engagement campaigns specifically targeted to your existing or fringe leads, you can nurture a potential lead and maintain a competitive advantage.

Think about it this way. The whole point of B2B lead generation is to create a consistent pipeline of potential leads. If there’s a break in the pipe, you risk losing as many leads as you catch.

The lead nurturing strategies below can help you successfully nurture your leads or customers and keep them coming back for more compelling offers.

Lead nurturing strategies include:

  • Social Media: For B2B lead generation, use your social media accounts to establish thought leadership and encourage users to click through to gated content where they’ll be asked to submit contact information.
  • Paid Ads: features like Lead Ads and remarketing campaigns are designed specifically to aid in your lead generation campaign and allow you to target and nurture B2B buyers.
  • Referral Programs: help build a pipeline of social and professional networks, all of which are attached to your brand.

But of all the lead generation strategies available to you, email marketing remains the most important.

Advertisement
Continue Reading Below

8. Harness the Power of Email Marketing

In the B2B space, email marketing is one of the most important channels. It all starts with capturing the email address of the lead.

You can do this off the website or directly on the website with tools like:

  • Email capture pop-ups.
  • Nano bars.
  • Footer captures.
  • Gated content.

It is critical that you map every page on your website to a micro-conversion for improved tracking.

Exit Pop-Ups

Exit pop-ups can be implemented to encourage visitors to stay on site. You can incorporate exit intent overlays and cart abandon overlays to minimize turnover and entice visitors to complete an intended action.

By using a powerful call to action or a pop-up that requests an email address in exchange for a discount, you can encourage more buyers to purchase.

On-Site Email Acquisition

Generally speaking, there are a few noteworthy rules about gated content that you must keep in mind in the B2B space.

Advertisement
Continue Reading Below
  • Your content should always provide help and value in exchange for contact info.
  • Use a mix of content offers including whitepapers, ebooks, webinars, videos, guides, tip sheets, etc.
  • Always connect your contact or lead form to your email service provider (ESP) to guarantee immediate delivery of the requested material.

Welcome Automations

Welcome automations are specialized email sequences that have the potential to be one of your top revenue-generating sources.

Prioritize welcome automations when you want to:

  • Welcome new subscribers to your service.
  • Establish a strong brand message.
  • Engage during the highest interest period.
  • Encourage a first purchase or conversion.

Because welcome emails have an 86% higher open rate than other email communications, it’s crucial to implement this process as soon as possible.

Remember to space out your welcome messages and to build urgency with each new point of contact.

Advertisement
Continue Reading Below

Abandonment Automations

If visitors are leaving your site or failing to convert, abandonment automation can bridge the gap between visit and closed sale.

Use an abandonment sequence to empathize with your ideal customer’s schedule and needs, and offer an incentive to shorten the sales cycle.

The goal in abandonment messaging is to clearly communicate that this purchase is a top priority and that the offer is one they shouldn’t ignore.

Wrapping Up

B2B campaigns are complicated.

By starting with a clear strategy, you’ll be able to narrow down your target audience, conduct proper keyword research, create amazing content, and nurture your leads through to the end of the customer journey.

More Resources:


Featured image: Sammby/Shutterstock

ADVERTISEMENT

Subscribe to SEJ

Get our daily newsletter from SEJ's Founder Loren Baker about the latest news in the industry!

Ebook

John Lincoln

John Lincoln is CEO of Ignite Visibility, a digital marketing teacher at the University of California San Diego and author ... [Read full bio]

ADVERTISEMENT
  • Suggested Articles
Read the Next Article
Kim Krause Berg October 13, 2021
 / October 13, 2021  /  12 min read
  • SHARES
  • READS
Website Accessibility & the Law: Why Your Website Must Be Compliant
Advertisement

An unsettled website accessibility law environment creates confusion for businesses and courts over what an accessible web business is and how to make it compliant.

In the U.S., digital accessibility lawsuits continue to rise, with pushback from some circuit court judges.

New software, such as overlays, promise automatic accessibility monitoring and repairs but created new problems for persons with disabilities rather than solving them.

While some countries, such as Canada and the U.K., developed accessibility guidelines and regulations for certain types of websites, there is no universal legal requirement to make any website or application work equally for everyone.

Compliance is a scary term used for intimidation and deflects from the most basic incentives to include persons with disabilities wanting unhindered access to the web.

Web Content Accessibility Guidelines, also known as WCAG, are provided online for free and are globally available to any web designer or developer.

In this article, you’ll learn:

  1. Why web accessibility matters.
  2. The history of the ADA.
  3. Technology, accessibility, and designing for inclusion.
Advertisement
Continue Reading Below

Access to Web-Based Buildings, Schools, Stores is a Civil Right

Most countries provide laws protecting the civil rights of disabled persons for homes, parks, businesses, and educational facilities. What is not universal is access to websites and web apps.

The internet provides global access to information, stores, education, financial institutions, music, and video, but for persons with disabilities, there can be restrictions or dependencies on assistive devices to gain unhindered access.

Even a temporary injury or momentary shock that causes us to forget our password can be a barrier to access.

We take computers for granted. They are used everywhere, including paying for items in a self-checkout and using a mobile phone to call in pizza for dinner.

All this technology does not mean everyone has access to it. It is also more likely that persons with impairments, including low vision, are unable to see the screen or reach the keyboard from their wheelchair.

Fortunately, there are standards in place that unify development with universally accepted protocols.

Advertisement
Continue Reading Below

We know these standards as the World Wide Web Consortium, (W3C) and accessibility guidelines known as Web Content Accessibility Guidelines (WCAG).

In the U.S., Section 508 is the policy governing accessible digital design for government, education, and any institutions that are officially tied to them.

Federal websites must follow the 21st Century Integrated Digital Experience Act.

Research Your Country

It is important to understand the laws and recommendations for web accessibility for your own country.

Both the U.S. and the U.K. refer to non-government-related websites as “public” and “public sector” entities, allowing the legal system to hear cases brought by persons with disabilities who find themselves unable to use a public-facing business website.

In the U.S., this is referred to as the ADA Title III, Public Accommodations and Commercial Facilities. It has not been updated to include websites and online web applications.

Europe updated its E.U. Web Accessibility Directive in September of 2018, making all public sector websites and applications in E.U. member states implement, enforce and maintain accessibility standards or risk fines and legal penalties.

Of their recommendations, accessibility statements are one that is gaining in popularity for everyone wanting to show initiative.

Canada’s Bill C-81, known as the Accessible Canada Act, was created to proactively identify, remove, and prevent, barriers to accessibility in areas that fall under federal jurisdiction.

One popular guideline for businesses to use when deciding whether to develop accessible websites is that if there is a physical business that must legally meet accessibility requirements for public access, their website version should, too.

Navigating the History of Website Accessibility & the Law in the U.S.

Even though there are accessibility standards and guidelines to follow for websites and web applications, in the U.S. there are no formal laws to enforce them. This is because Title III of the ADA does not define “public accommodation” to include websites.

The Department of Justice, while expected to enforce the ADA and may interpret the ADA to apply to public websites, declines to issue regulations.

Advertisement
Continue Reading Below

Going back to civil rights, ethically many courts find in favor of plaintiffs prevented from access to a business that is not designed to accommodate their disability.

This includes employers and equal hiring, team meetings among remote workers who require captions or screen magnification, and if needed, providing software or assistive devices to enable tasks.

So why are there so many lawsuits?

On July 26, 1990, the late President George H.W. Bush signed into law the Americans with Disabilities Act (ADA), which is a civil rights law prohibiting discrimination on the basis of disability.

Its purpose is to protect the rights of individuals with disabilities for employment, access to state and local government services, places of public accommodation, transportation, and more.

On July 26, 1991, the DOJ issued its final rules for following Title II and Title III but neither addressed website accessibility.

Title II of the ADA applies to state and local government entities. It protects individuals with disabilities from discrimination on the basis of disability in services, programs, and activities provided by state and local government entities. What we refer to as Section 508 web accessibility falls under Title II.

Advertisement
Continue Reading Below

Title III prohibits discrimination on the basis of disability in the activities of places of public accommodations. These are businesses that are generally open to the public and there are 12 categories, including schools, recreation, offices, and medical buildings.

Your ecommerce website and public mobile applications fall under Title III.

Section 508 & Title II

In June 2003, in recognition of how the internet was transforming interactions between the public and governmental entities, the DOJ published Accessibility of State and Local Government Websites to People with Disabilities.

They did this to provide state and local governments guidance on how to make their websites accessible and ensure that persons with disabilities have equal access to the services, programs, and activities that are provided through those websites.

Title III was not included with this update. The document itself has not been updated.

Government and public website accessibility confuse companies that conduct online business with the government and schools with websites, such as universities that accept federal financial aid, because there is little straightforward guidance.

Advertisement
Continue Reading Below

The Website Accessibility Roller Coaster Known as ANPRM, NPRM & SANPRM

There have been attempts to add website accessibility enforcement support over the years.

Each has been met with failure.

On September 30, 2004, the DOJ began the process of updating the 1991 regulations based on the relevant parts of the ADA and Architectural Barriers Act Accessibility Guidelines by publishing an Advance Notice of Proposed Rulemaking (ANPRM) and inviting public comment.

On June 17, 2008, the DOJ issued a Notice of Proposed Rulemaking to adopt the revised 2004 ADA/ABA Guidelines and revise Title II and Title III regulations.

The 2008 NPRM addressed the issues raised in the public’s comments to the 2004 ANPRM and sought additional comments.

Neither the 2004 ANPRM nor the 2008 NPRM included a proposal for web accessibility provisions despite public comments urging the DOJ to issue web accessibility regulations under the ADA.

The ADA Amendments Act of 2008 went into effect on January 1, 2009.

Among other things its purpose was to make updates to the existing law and carry out the ADA’s objectives of providing:

Advertisement
Continue Reading Below

“…a clear and comprehensive national mandate for the elimination of discrimination.”

“…clear, strong, consistent, enforceable standards addressing discrimination by reinstating a broad scope of protection to be available under the ADA.”

On July 26, 2010, the DOJ published an ANPRM titled Nondiscrimination on the Basis of Disability; Accessibility of Web Information and Services of State and Local Government Entities and Public Accommodations.

This was the first attempt to include website accessibility enforcement.

On September 15, 2010, Titles II and III were revised again and called the 2010 ADA Standards for Accessible Design. They did not include web accessibility.

Hopes were raised when in the fall of 2015, the DOJ released a Statement of Regulatory that included three paragraphs on website accessibility.

This document addressed the realization that it became impractical to separate Title II (Government websites) and Title III (public websites) because they are often blended together.

The document states:

“Public entities are increasingly providing their constituents access to government services and programs through their web sites. Information available on the Internet has become a gateway to education, and participation in many other public programs and activities. Through Government web sites, the public can obtain information or correspond with local officials without having to wait in line or be placed on hold. They can also pay fines, apply for benefits, renew State-issued identification, register to vote, file taxes, request copies of vital records, and complete numerous other everyday tasks.

“Consequently, the Department is planning to amend its regulation implementing title II of the ADA to require public entities that provide services, programs or activities to the public through Internet web sites to make their sites accessible to and usable by individuals with disabilities.”

Advertisement
Continue Reading Below

It went on to state that they “will be publishing separate NPRMs addressing website accessibility pursuant to titles II and III of the ADA. The Department expects to publish the title II NPRM early in fiscal year 2016.”

That never happened.

In April 29, 2016, the DOJ issued a new SANPR called Nondiscrimination on the Basis of Disability; Accessibility of Web Information and Services of State and Local Government Entities.

It is one of four ADA rulemaking documents that were removed and are now archived.

This particular document provides real insight into what’s complicating matters and why the government is unable to come up with any formal legislation on website accessibility.

It’s worth reading if you want to understand the history and read the public comments.

Next, the House of Representatives introduced H.R.620, ADA Education and Reform Act of 2017 which stalled in the Senate.

There were many issues with it, from costs to the lack of what accessibility standards would be enforced, and most importantly, the responsibility for resolution fell to the disabled plaintiff, not the business.

Advertisement
Continue Reading Below

On June 20, 2018, 103 members of the U.S. House of Representatives drafted a letter to then-Attorney General of the Justice Department, Jeff Sessions, regarding the flood of lawsuits and the ease of litigation when there are no legal standards to follow.

On September 25, 2018, the DOJ responded in a letter to Congressman Ted Budd. It references the withdrawal of the four rulemaking attempts to address website accessibility and the ADA and why.

The DOJ is “evaluating whether promulgating specific web accessibility standards through regulations is necessary and appropriate to ensure compliance with the ADA.”

It references two Executive Orders covering the reduction of regulations and controlling costs.

In addition, this section caught the attention of law firms:

“Absent the adoption of specific technical requirements for websites through rulemaking, public accommodations have flexibility in how to comply with the ADA’s general requirements of nondiscrimination and effective communication. Accordingly, noncompliance with a voluntary technical standard for website accessibility does not necessarily indicate noncompliance with the ADA.”

Advertisement
Continue Reading Below

In the U.S., it becomes a moral choice to include or exclude persons with disabilities or impairments, permanent or temporary, from using a web-based business or web app.

Within the first hour after President Biden took office, the new, completely redesigned, accessible Whitehouse.gov was launched, complete with an accessibility statement.

Design for Inclusion

Should you be concerned if your business is online? Absolutely.

While ADA lawsuits continue to rise, the outcomes are anything but in agreement. The Ninth Circuit Court of Appeals ruled that Domino’s website is covered by the ADA.

They continue to fight this ruling.

Supermarket chain Kroger was let off the hook by a New York judge when their case was ruled moot after they upgraded it from WCAG2.0 to WCAG2.1.

“ADA-based cases so far in 2021 plot a path to 4,000 lawsuits in 2021. This includes cases filed in federal court and those filed in California under the Unruh Act with a direct reference to violation of the ADA. California New York Florida.” – UsableNet Midyear 2021 Report 

Advertisement
Continue Reading Below

Design for inclusion is a good business decision.

From a branding and reputation perspective, search engines, conversions, revenue, and customer service brownie points, designing for accessibility is strongly recommended.

Companies with digital properties that are looking for investors stand out with products that are already built to meet WCAG standards. An accessible website or web app may be your competitive advantage.

Unfortunately, left as a choice, companies routinely leave accessibility out of their development cycles because they:

  • Often do not have trained employees.
  • Don’t understand their target market.
  • Feel it is too expensive or it drags out the timeline.
  • Are simply unaware of the various needs of their users.

What are Your Next Steps?

Everywhere there is technology, there is a need to make it accessible. This has flung open the doors to anyone wanting to learn how to become a developer with ADA knowledge.

It inspired WordPress to rebuild itself so that anyone could use it to build websites. Twitter and Medium added the ability to insert alt text for images. Zoom added captions.

Advertisement
Continue Reading Below

Android and iOS devices roll out new accessibility settings with each new device. This presents opportunities for native app development that solves more problems by removing barriers that exist on smaller devices.

Employers are hiring more persons with disabilities because they already understand what it takes to work remotely. They bring a wider understanding of how the world isn’t designed for them and why they expect us to change that.

What it all boils down to is that even if there is no law forcing you to include persons with accessibilities as customers, fans, readers, and clients, it makes practical sense to invest in them.

Of the 26% of Americans with disabilities, there’s a good chance you are one of them or know someone who is or will be.

For Your Reference

Advertisement
Continue Reading Below

More Resources:


Featured image: rawf8/Shutterstock

ADVERTISEMENT
Read the Next Article

About Joyk


Aggregate valuable and interesting links.
Joyk means Joy of geeK