The concept of “infrastructure” goes beyond its hotly debated political meanings. It applies to organizations as much as municipal structures and facilities. In fact, it’s a quite relevant subject for financial marketers to consider.
That’s because the basic organizational structures needed to keep a financial institution competitive are rapidly transitioning from physical to digital. It’s a change accelerated by the pandemic, as has been well documented.
What this means for financial marketers is that digital infrastructure demands more attention — and investment, and Marketing plays an essential role in this. If your customers are in the virtual world, you need the right tools and strategies to reach them there.
Building Digital Marketing Infrastructure
If your institution’s marketing efforts are pieced together with standalone technologies, you’re likely to need an upgrade. Marketers need to build strategies and digital business infrastructures that can speak to one another. Otherwise, digital marketing for financial institutions can become overly cumbersome and negatively impact both brand reach and interactions with the target audience.
Look for technology solutions that integrate across social media management software, marketing automation tools, CRM, and even reviews and reputation management platforms. This will lead to systems that can help map and meet the needs of prospects across all stages of the customer acquisition journey — rather than simply buying tools for various purposes or touchpoints.
Digital technology has made it much simpler to switch financial institutions than in the past. The barriers are almost nonexistent.
Digital marketing in financial services is an essential element of digital business infrastructure. If your organization doesn’t reach consumers virtually and provide a strong digital customer experience, consumers are likely to turn to a provider that will. To ensure your organization has the digital infrastructure capable of building customer relationships and growing revenue, focus on the three investments in particular.
1. Social Selling Strategy
Most bank marketers recognize that an active social media presence is no longer optional, but posting from brand pages alone won’t entice many consumers to engage. With 69% of consumers today actively avoiding advertisements, according to Edelman, brands must rethink social media messaging with the human element in mind.
A social selling strategy, when branded messaging comes from an organization’s individual employees, is the most effective form of social media marketing because people relate to other people more than to big brand names.
Individual employees posting brand-related content on their own pages, however, can increase the risk of compliance missteps without the proper tools. Social media management software that allows marketers to have a holistic view of employee activity on social media can safeguard your brand reputation.
Such tools can house digital libraries of preapproved content so employees can share ready-to-go posts with ease. Software can also automate the approvals process on new employee posts to ensure that no content ever goes live without proper review.
2. Landing Page Builder
Think of landing pages as your website’s personalized welcome mats. Rather than landing on the homepage and having to stumble around looking for the information they need (and people have little patience for this), prospects and customers can land right where the information is. For example, if a social media post or digital ad offers tips for first-time mortgage seekers, the message can include a link to a landing page on your website that houses more information about mortgages.
You can gate guidebooks and other downloadable resources behind an information capture form on the landing page, prompting consumers to insert their name and email to receive the download. Considering that more than three-quarters of consumers are willing to provide their personal information in return for more personalized services, according to Accenture, landing pages are an excellent tool to provide relevant, valuable content to consumers while capturing data that can help you target outreach efforts to those who are most likely to convert.
Few institutions have the resources available to create landing pages for each promotion, however. And most financial services marketers don’t have the coding or website design expertise to build whole web pages from scratch. That’s where “landing page builders” come in. Such platforms provide prebuilt, customizable templates that allow marketers to quickly and easily build landing pages at scale to capture valuable data while providing customers with more value.
3. Onboarding Engagement Platform
So you’ve created a suite of digital customer experiences and infrastructures to serve customers and capture prospects in a virtual world. Your tools offer remote deposit capture, peer-to-peer payments, rewards programs, financial education, and more. But what if people don’t use them?
Sometimes, simply putting the options in front of them isn’t enough. Digital banking, though on the rise for some time, can still be a new concept for many. Even if someone is a regular user of mobile check capture, they may not grasp the concept of a digital wallet.
You need to engage customers in an educational way to help them see the value in these tools and understand how to make the most of digital experiences. Onboarding engagement platforms can help your customers adapt to new products and allow you to get more from your digital investments.
When someone opens a new account at your institution, for example, an onboarding engagement platform can walk them through the mobile app the first time they sign on, showing them where and how to deposit checks, transfer funds, redeem rewards, contact customer service, and more. Doing this strengthens the digital customer experience and builds trust along the way.