In a world of big data, information for sale, and people oversharing on social media, this past decade has lulled many marketers into believing in a post-privacy era of virtually unfettered access to consumer and prospect data.
Even consumers themselves share this perception: according to an Accenture survey, 80% of consumers between the ages of 20 and 40 feel that total digital privacy is a thing of the past. But today this Wild West scenario is becoming increasingly regulated, with growing constraints on the acquisition and use of people’s personal data. Directives such as the European Union’s GDPR and ePrivacy regulations, along with other initiatives around the globe, are ushering in a new landscape of privacy protections.
Much has been written about how to comply with these new regulations and avoid penalties, on this blog and elsewhere. But this new environment is also a marketing opportunity for savvy organizations. Here, we examine some specific ways you can position yourself to grow in a changing world of privacy.
Leverage data quality with these five key marketing strategies
Be transparent. In their 2018 State of the Connected Customer survey, Salesforce.com found that 86% of customers would be more likely to trust companies with their information if they explain how it will provide them with a better experience.
Offer value. The Accenture survey mentioned above notes that over 60% of customers feel that getting relevant offers is more important than keeping their online activity private, with nearly half saying that they would not mind companies tracking their buying behavior if this led to more relevant offers.
Give customers what they want. According to European CRM firm SuperOffice, the post-GDPR world represents an opportunity to create segmented customer lists, through techniques such as separate website pop-ups for different areas of interest and content marketing via social media.
Look at the entire customer life cycle. Many firms offer a one-time free incentive, such as a report or webinar, in exchange for contact data and marketing permission. However, this can lead to fraudulent information being offered to get the goodie (we can help with that), or even a real but never-checked “wastebasket” email address. Instead, consider offering a regular stream of high-value information that keeps customers connected with your brand.
Change your perspective. This is perhaps the most important strategy of all: start looking at your customers as partners instead of prospects. Recent regulations are, at their root, a response to interruptive marketing strategies that revolve around bugging the many to sell to the few. Instead, focus on cultivating high-value client relationships with people who want products and services you offer.
More consumer privacy can be a good thing
Whether businesses are ready or not, they are increasingly facing a world of marketing to smaller prospect lists of people who choose to hear from them for specific purposes, starting with Europe and spreading elsewhere. But this can be a good thing, and indeed a market opportunity. By changing your selling focus from a numbers game to one of deeper and mutually beneficial customer relationships, you can potentially gain more loyal customers and lower marketing expenses. In the process, this new era of consumer privacy could possibly end up being one of the best things that happen to your business.
Protecting your customers’ privacy and creating a mutually beneficial relationship starts with having the most genuine, accurate and up-to-date data for your contacts. Download our white paper, Marketing with Bad Contact Data, to learn more about how quickly customer data ages and the impact on your business.