Question

Topic: Strategy

How To Convert Contacts Into Subscribers. Help?

Posted by Anonymous on 250 Points
"Our magazines are sold around the world to senior level executives of the food and beverage industry.
On a daily basis hundreds of contacts (potential subscribers) come into the business via our editors.

Please devise a strategy of how you would convert these contacts into subscribers. Describe how you would qualify the contact and the communication plan you would use to encourage these contacts to subscribe to our magazines. Please be aware that you will not have time to follow every lead, therefore please try to prioritise which marketing mediums you would use first and what processes you would put in place to make the process simple."

Where would you start??
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RESPONSES

  • Posted by mgoodman on Moderator
    Is this a homework assignment, or are you really tasked with this "for real?"

    I'd certainly start by identifying the unique positioning benefit your target audience should expect by subscribing. Is there a cost, or is the circulation subsidized by advertisers? How do the contacts "come into the business?" How do they find the editors, or do the editors find them? Is it a face-to-face contact, or by phone, or email, or snail-mail, or online contact?
  • Posted by Gary Bloomer on Member
    Sounds like a homework question to me ...
  • Posted on Author
    Homework question you're correct. I've ascertained that the contact comes from:
    *incoming press releases (often with PR but no company contact)
    *personal contacts via trade shows and press events
    *Google alerts and RSS feeds
    *online research following seeing material on news or competitors sites or in other magazines.

    I've got as far as the MQL's e.g fit and behaviour and discussing dynamic segmenting and writing the outline of the communication plan. I'm just trying to work out what channels would be best for marketing, direct marketing is far from dead in publishing and I know that the FB page is fairly quiet and that the most communication between consumers and the company comes from LinkedIn and since it really is convincing senior executives and the like to subscribe do you think it would be on my list of channels to use?

    Thanks everyone, sorry if I am wittering.
  • Posted by Gary Bloomer on Member
    Before you get your question closed for breaking the forum rules, ask yourself this: What's in it for them?
  • Posted on Author
    Uh oh. Which rule have I broken?
  • Posted by Gary Bloomer on Member
    Questions regularly get closed on this forum when questioners (i.e. students) ask questions that are blatant homework-related questions that are copies and pasted from a assignment.

    You're less likely to break this rule if you come clean (that you're a student and that you need help), and you're FAR more likely to receive help if you take the time and make the effort to pose your question in the light of having already done a good deal of the work to help yourself.

    What the admin staff (and contributors alike) like to see in student questions is a willingness on the part of the student to get off their ass in making an effort. Now, if you're a student, fair enough: no one expects you to know it all from day one.

    But, what sits less well with contributors and admin staff alike is a student who's completely bone idle and who expects someone else to do all the work for them, then to offer them the wind, the stars, and the moon—with sprinkles into the bargain, while they (the student) then copied and pastes "their" answer into an assignment that they—truth be told—in effect stole from someone else.
  • Posted on Author
    Well I have done 95% of it already I'm really here because I'm lacking in confidence and would like to hear what angles other people would take and even if I'm just understanding the question correctly.
    I don't copy and paste other peoples answers because I realise that not everyone on here is 100% correct all the time and many people have different ideas about what a correct answer would be. These forums are generally handy because you get the opportunity to look at peoples responses and think, "I never thought about that". At the end of the day I have to explain my answers which is nigh on impossible to do completely if you're just taking other peoples ideas.
    I mentioned all the work I have done in my last response, I'm not looking to copy and paste other peoples work, I'm just hoping that someone will inspire me.
  • Posted by Gary Bloomer on Accepted
    OK. Good for you.

    Conversion, that's the ticket. So what are the barriers to subscription entry and how can you lower them? What reasons do these contacts give for contacting the editors in question?

    How are these leads arriving and what measures could you put in place to segments and warm still further the interest of those leads, thereby making them easier to convert into subscriptions?

    How about offering short, 3 month long subscriptions to begin with and then massively over delivering on paid (premium) content on the back end?

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