Product Launch Plan: 17 Tips to Ensure a Seamless Launch

If your product team is working on the next big thing, there ought to be an equally awesome promotion strategy to spread the word.

While some companies are guilty of drafting a press release, crossing their fingers, and hoping that the users will come, there's actually much more to it than that.

Quite simply: If you have big news, you need a big strategy. And that's where your product launch marketing plan comes in.

From establishing the proper messaging and creating the assets to enabling your sales team and keeping momentum, there's a lot that goes into putting together a solid product launch plan.

At HubSpot, I work on the product marketing team, and we're responsible for launching all of HubSpot's new products. Our experience has shown us that there are three distinct phases of a product launch: the pre-launch, the launch, and the post-launch.

Pre-Launch

Before you launch, take the time to get really close to the product. Work with your product team to understand the problem they are trying to solve. Join them as they do users tests. Chat with them about their product philosophy. And most of all, ask a ton of questions -- especially if you’re not familiar with the space.

Focus on understanding their vision and becoming a product expert. Outside of the product manager, the marketer launching the product should be the most knowledgeable person at your company about that product.

By understanding the product and performing market research, you'll be able to align your messaging strategy with the product. The primary goal will be to bridge the gap between what the prospects' pains are and what the competition is not doing to address them.

The pre-launch stage also includes the necessary promotion planning as you decide:

• Where you'll advertise (e.g. search engines, social media, traditional channels)
• Where you'll promote your message organically (e.g. social media, blog, website homepage, events)
• How you'll get picked up by media outlets (i.e. your PR strategy and media outreach)
• Who you'll rely on to spread the word (e.g. partners, communities, forums, third-party marketplaces)

Launch

During the pre-launch phase, you'll have decided what channels to promote on, established relationships with any partners who will help you do so, and created the assets that will draw attention to your messaging on these channels.

The launch phase is simply the execution of all your planning. This phase is much shorter than pre-launch: it can take a day, or a week -- depending on how long you feel you need.

As you prepare to move on to the launch, you want to stay focused on the work and be ready to put out any fires.

Post-Launch

The work isn't over simply because the product is launched. In the post-launch phase, you'll do a retrospective, pulling together the data to determine what went well and what didn't go so well.

In addition, a product still needs to be maintained and improved upon beyond its launch, taking into account customer feedback in order to maintain adoption and retention.

This is, of course, a high-level overview of a product launch. However, there are some specific tactical things that you can do to help your launch go off without a hitch.

Pre-Launch

1. Research the space in-depth.

At most companies, the product manager will own the problem that the product solves. They’ll have a deep understanding of who the end-user is and what their unique needs are.

The product marketer's job is to understand the market. They must be able to answer questions like:

• What’s the larger narrative around this space?
• How do current customers feel about it?
• What do people like and dislike?
• Is it growing and cutting edge or old and getting disrupted?
• What are the leading strategies and tactics in this space?
• What is your company's unique point of view when it comes to this space?
• How does your new product fit in?

2. Focus on a single buyer persona.

You may not need to reinvent an existing buyer persona, but you should outline who amongst your target audience is a great fit for this new product. What kind of challenges do they have? How do they work? How big is their team? Talk to people who fit this profile to really understand their needs and goals.

If you need help organizing this information, check out these buyer persona templates or this handy tool.

3. Write a mock press release.

At HubSpot, we write a mock press release before we launch a product. We do this very early on in the product’s life to ensure that everyone involved in the launch is aligned on the messaging.

To give you a better sense of how this exercise unfolds, here's an example:

But we're not the only ones practicing this approach. In fact, the folks at Amazon use this exercise, too. The idea is that when you work backward and start with the press release, it's easier to put yourself in the customer's shoes.

If the press release doesn't sound very interesting or fails to conjure a reaction, it's likely that there's more work to be done.

(Need some help getting started here? Check out these free press release templates.)

4. Build your messaging -- but don’t marry it.

Messaging or positioning is mostly about refining your product narrative to focus on only the most valuable aspects of the new product via a simple message.

This is tough.

Most product people have the urge to communicate how great individual features are --something you want to avoid in launch messaging. At launch, you may only have someone’s attention for a few minutes or seconds, so your messaging needs to be persuasive, simple, and unique. It needs to communicate what your product actually does and communicate its high-level value.

You want to get this right, but don’t over-commit to messaging. It can (and should) change as you share your messaging with internal folks and customers.

Elements of good position often include:

• A tagline
• The problem it solves
• A list of core features
• The value prop
• A 10-word positioning statement

In the screenshot above you can see some of these elements in action on the HubSpot Ads product page.

5. Share your messaging with everyone.

It’s time to take the messaging you’ve been slaving over and get it in front of your co-workers, customers, and prospects.

This is often the least fun part of a product launch. Mainly because no matter how good your positioning is, it takes time to get the pitch down, and not everyone will get it.

It’s good to start with individuals who may be a little more forgiving and honest before presenting to executives. Use every meeting to pitch people and ask questions. You want to gather as much info as possible here and root out any confusing or bad messages.

6. Get involved in the beta.

Having a group of beta testers evaluate your product before you release it to the public is a really important step. At HubSpot, we release products to a group of folks -- our beta testers -- that have opted-in to give us feedback in exchange for early access.

If your company does this, make sure you are talking to the customers using the tool in the beta. Capture their stories, review their performance, and validate your value prop with them. This is your opportunity to test your messaging and build real-world proof to support your pitch with an audience that is ready to share feedback.

7. Change your messaging and find the best hook.

After talking to prospects and salespeople, and seeing how beta users use the product, it’s likely that you've uncovered a thing or two about your messaging that you might want to adjust. That's good.

If you’ve done things right, this won’t mean drastic changes, but most likely a tweak to the value prop or tagline.

8. Set ambitious goals.

You need to be deliberate and ambitious with the goals you set, and that can be challenging when you have a new product without benchmarks. To combat that, we ask the question: “If everything went exactly right, what is the highest possible number -- whether that be leads, users, etc. -- we could achieve?”

This sets a ceiling for your campaign -- a number that is realistically almost never achieved.

If I project that the highest possible number of leads the campaign can generate is 500, and I end up with 450, I know we got just about everything right. If I generate 550 leads, it means I probably didn’t do a great job of setting a realistic ceiling. And if we only generate 300 leads, we know some tactics didn't work at all.

The image below can be a useful slide as part of your go-to-market plan:

9. Take the time to get the market ready.

If you’re launching a new product that enters your company into a new space -- potentially a space where your company doesn’t have a ton of authority -- start creating content about that space pre-launch.

You’ll want to seed this content for SEO purposes and to establish your company as experts in the market. It’ll also give you a chance to see what kind of content resonates prior to the launch, as well as help you surface any issues.

10. Build compelling creative assets.

At this point, you’re close to launch and it’s time to start building launch assets. But before you start writing emails or building landing pages, think about the customer journey:

• How do people make purchase decisions in your space?
• What do they need before buying?
• Is it a free trial? A demo?
• Is it best for them to talk to a salesperson?
• What do they need to know before they get to that point?

Once you've answered those questions, outline your conversion path. How will you first get people's attention? Perhaps it's an email, that drives people to a landing page, where users are encouraged to fill out a form.

Once you have this, get to work building the actual forms, site pages, videos, social posts, emails, and other tactics that will drive users down your funnel and to your conversion point.

(If you're looking for inspiration, check out this list of the best promotional product videos we've ever seen.)

11. Assemble your go-to-market strategy.

All the elements I’ve mentioned should come together in a deck or a doc -- something that is clear, complete, and easily shareable.

This is your go-to-market guide: A holistic document of all launch activities, planning, and goals. This can include pricing recommendations, market research, competitive analysis, and any other relevant information you might need.

Launch

12. Choose the right channels.

During the planning phase, you should have outlined the channels you want to use to share your message. This is not a "the more the merrier" sort of thing -- a mistake new product marketers often make.

Be sure to avoid channels where the audience may not be the right fit. Pick one main channel -- an event, a Product Hunt post, or blog post -- and use email, social, paid, and other channels to support that main post.

For example, in 2018, we launched HubSpot's free email marketing tools on Product Hunt. We choose Product Hunt because it serves as a great way for startups and technology companies to introduce new products to a community of product-centric influencers.

Before you launch, do a final check to ensure that everything works -- buttons are functioning, forms are working, copy and creative looks good, and so on.

If you’re at an event, make sure you’re over-communicating with your team. At this point, anything that can go wrong will go wrong. Be prepared for that.

13. Activate your sales team.

Work with your sales team to coordinate meetings and outreach the day of the launch, or directly after. And use signals from your marketing efforts to drive the hottest leads to sales right away.

If you running an event, make sure your sales team has the opportunity to talk to customers in an organized way. That might mean ensuring there is a comfortable space for them to meet with customers, computer access, or a system for booking meetings.

14. Make it an event.

Even if your launch isn’t a live event with speakers, you can still make it an occasion.

Host a webinar or Hangout On Air, do a Reddit AMA, or try out a live social chat. Leverage apps for startups to manage and host events for free. (Here's a helpful guide to get you started on the right track with Facebook Live.) Invite influencers to check out your product. Bring customers and press into your office for a live demo of the new product from your product team.

Whatever you do, strive for an in-person element. It'll help propel your launch even further.

Post-Launch

15. Don’t lose your momentum.

You’ll reach a lot of people with your launch, but it often takes several touchpoints before someone is convinced to start a trial or get a demo. Make sure to continue to move folks who’ve raised their hands as "interested but not ready to buy" down your funnel.

This means nurturing emails, free trials, demos, and more in-depth, product-focused webinars and activities. Build extra creative, like a longer video or social media posts that you can save for after the launch. This will give you fresh assets to share.

And don't forget about educating your sales team. It will take a while before all your salespeople feel comfortable with this new product, so it’s important to arm them with amazing sales collateral (demo video, one-pagers, etc.).

Beyond that, you can make a big impact by joining their calls: Getting on the phone and pitching the product with them the first couple of times will give them the confidence they need to carry the torch.

16. Revisit your "go-to-market" doc for reporting.

With all the work that’s going into launch, you don’t want to have to retroactively figure out what to report on. If you’ve done a good job with your go-to-market doc, you should be able to create a new slide and fill in your results with real numbers.

Once you’ve had a little more time away from your launch, spend some time analyzing the results. Where did your campaign succeed and fail? What did you fail to anticipate? What did you learn? Post these to your internal wiki or as a public blog post.

17. Shift your focus on retention.

Now that you’ve successfully launched a new product, shift your attention to retention. Marketing can generally play a bigger role in driving new users, but it’s important to work with your product team to figure out how you can help keep those users around.

This means more ongoing education like post-launch product webinars, as well as sharing case studies and success stories to show your users what they can achieve with your product.

Editor's Note: This post was originally published in September 2013 and has been updated for freshness, accuracy, and comprehensiveness.

Product Launch Plan: 17 Tips to Ensure a Seamless Launch was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

Marketing Qualified Lead: Everything You Need to Know About MQLs

By aligning team members and different teams, your business's employees are able to work together to create delightful experiences that make prospects want to convert and stay loyal to your brand.

One example of a process in which this type of collaboration only improves your ability to convert prospects into loyal customers is lead qualification.

Think about it this way: If your marketing team can align with sales on what makes for a high-quality lead at your company, then marketing can identify and handoff these leads to reps after a lead's initial interaction(s) with your brand. Then, once sales has these contacts from marketing, reps can also qualify them and nurture them accordingly. This leads to time being well-spent across the org and ensures sales reps aren't wasting their time trying to identify leads that marketing has already engaged and vetted.

These leads that marketing engages, vets, and passes along to sales are called marketing qualified leads (MQLs).

MQL

In this post, we'll talk about what an MQL is, why identifying MQLs is worthwhile, and MQL criteria you can establish on your team.

How does the qualification process for an MQL work?

At a high level, a lead becomes an MQL, then a SQL, working their way down the funnel until they (hopefully) become a customer.

As mentioned, if a lead becomes an MQL, they've been vetted by the marketing team. In other words, the marketing team determines whether or not they believe sales would have a good chance at successfully nurturing and converting a specific lead into a customer.

If the sales team does agree with the marketing team — and believes they have a good chance of converting an MQL into a customer — then that MQL becomes a sales qualified lead (SQL).

Why You'd Want to Mark a Lead as an MQL

Whether through a content offer, social post, virtual or in-person event, web page, blog post, subscription, podcast, or ad, marketing has many potential touchpoints with leads, prospects, and target audience members before anyone else at your business does.

The resulting engagement data (and contact information, if any) is vital to the success of your business. It's how your marketing team can efficiently sift through those prospects to identify the highest-quality leads based on criteria (which we'll talk more about below) set by your business.

Once marketing has identified MQLs for your business, then can send them along to your sales team — this propels sales through the initial steps of their roles (e.g. discovery and prospecting), and provides them with leads their marketing counterparts believe are worthwhile.

Sales then performs their own qualification process and pulls out the top-tier prospects from that list of MQLs.

Not only does this save sales reps time, but it also ensures marketing and sales are aligned on who your buyer personas are, what type of marketing content brings the right prospects for your business in, and more.

Marketing Qualified Lead Criteria

Setting accurate MQL criteria is how you ensure your sales team is sent leads of the highest quality. Establishing these criteria is also worthwhile because it helps marketing determine which type of marketing materials, content, and offers will do best among your audience members who fit that criteria. In other words, establishing solid MQL criteria is a win-win for both marketing and sales.

How to Establish With MQL Criteria (Plus Examples of MQL Criteria)

1. Establish a working marketing and sales team relationship.

As mentioned several times throughout this article, a major aspect of MQL success is the process of maintaining open communication and alignment between the marketing and sales teams. Marketing cannot target or identify high-quality leads without aligning with sales. And sales will not have access to MQLs without the help of marketing.

You might start by reiterating the importance of this relationship to the marketing and sales orgs so they understand the value that will come from cross-team communication.

Then, you might set recurring meetings to discuss alignment as well as roles and areas for potential growth (e.g. which marketing content is working best among prospects, which enablement materials sales feels like they're missing, or prospect feedback that reps get directly from the source and can share with marketers to help their campaign targeting, etc.).

There may be a dedicated amount of time during these meetings for discussion about how to improve the marketing and sales relationship and alignment, and another portion of time set aside for feedback, ideation, and fact sharing.

2. Create lead definitions.

Marketers and salespeople should also work together to develop lead definitions for your business. Meaning, marketing should meet with sales to identify, explain, and record the main characteristics and traits that make up an MQL on your team.

For example, your marketing managers may meet with your sales managers to create a definition of an MQL. This process will look likely look a lot like the process you used to develop your buyer personas.

Here are some examples of questions to ask while defining MQLs:

• What type of marketing content should be engaged with in order to define someone as an MQL?
• Which specific defining traits (demographic and firmographic) are necessary to call someone an MQL?
• Which pain points or challenges should a person have to make them an MQL?

Based on the lead definitions you create, you can go a bit deeper and assign point values for various MQL qualifications in order to form the basis of a lead scoring system. This will ensure your sales team is delivered high-quality leads in an organized fashion so they stay as productive as possible.

3. Revisit your lead definitions and regularly.

Not only do your business, internal teams, and customer base grow in size over time, but your prospects, buyer personas, and leads also evolve. That's why it's so important to circle back to your lead definitions regularly and update them as needed.

For instance, maybe your marketing team revisits your lead definitions quarterly — they may review them as a team and then present any changes they believe are necessary to sales in order to get their feedback. Or maybe marketing and sales review the definitions together and update them accordingly in a collaborative meeting.

Either way, remember that just because something works for you now doesn't mean it'll be something that works for you in the future. Be cognizant of the fact that your lead definitions will need updating in order to ensure marketing is targeting, identifying, and presenting high-quality leads for and to sales reps.

Start Creating and Using MQLs

Now that you see the power of MQLs, it's time to start creating your own. Think about the tips we covered above to get started identifying and converting more qualified leads.

Editor's note: This post was originally published in June 2018 and has been updated for comprehensiveness.

Marketing Qualified Lead: Everything You Need to Know About MQLs was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

A Brief History of Disability Pride [+Why Businesses Should Embrace It]

As a legally blind woman, it took me years to disclose the full extent of my disability to employers. When I did, I downplayed my blindness as "just a bit of nearsightedness," or I had to give a disclaimer of, "It's never held me back and I have references to prove it."

And, if I had to go back in time, I'd do the same thing.

Why? Even if I had a great manager, I couldn't deny the stats that were engrained in my mind. Although one in five U.S. adults has a disability, more than one-third of corporate employees report negative bias or discrimination at work.

If that stat seems tough to swallow, imagine reading it as a young professional with a disability.

Because of hard data, combined with the fact that I knew no one like me in my field, I was terrified to mention my disability.         

Now, at HubSpot, I've safely opened up about my blindness. Through doing so, I've met others with disabilities. I've even helped other colleagues to form HubSpot's first Disability Alliance group, which provides education, virtual meetups, and resources to our allies and others in the disabled community.

One thing I've discovered is that disability impacts almost all of us, regardless of race, gender, or geographic region. If you don't have a visible or unseen disability right now, you might learn how to navigate one as you age. If not, you might have a friend or family member that navigates a disability every day.

Unfortunately, there are still employers that will ignore someone's achievements due to physical or mental disabilities. Sadly, because disabled people might be limited by location or financial restraints, they might still have to endure judgment in the workplace to earn a living wage.

Luckily, in 2021, we can and should work towards changing this. And, there's no better time to start than in July (a.k.a. Disability Pride Month).

These endeavors encourage those with disabilities to show pride in what makes them unique while encouraging allies to promote the visibility and representation of those in this group.

Disability Pride Month is also an important time to look back and reflect on all the great strides that the disabled community has made in the past. When we look back on positive historical outcomes, it can motivate us to act for a change and a better future for those with disabilities.

Why Marketers and Businesses Should Embrace Disability Pride

Although Disability Pride Month is only observed in July and primarily within the United States, Disability Pride can be celebrated every day by marketers, managers, and companies around the globe.

While marketers can take time to brainstorm new ways to make their campaigns, offerings, and content more inclusive and accessible, managers and employers can consider how they can help all employees receive the accommodations and support they need to succeed.

To inspire future action and change, here's a brief history of how disability rights have changed and improved around the world -- leading up to Disability Pride Month, declared in 2015. This is not an exhaustive list of wins for the disabled community, but it highlights a few people, landmark court cases, and international events that spread disability awareness or encouraged disability equality.

A Timeline of Disability Pride

Disability in the Late 1800s and Early 1900s

1880-1986: The Era of Helen Keller

Helen Keller, a deaf and blind woman who was nearly institutionalized for her impairments as a child, proved many skeptics wrong when receiving degrees from Radcliffe College, within Harvard University; Cambridge School in Weston; and Wright-Humason School of the Deaf.

Keller went on to work in public service and wrote a number of best-selling books.

Keller's early life and work with teacher Anne Sullivan were chronicled in a groundbreaking book titled "The Miracle Worker."

1930: The Mental Treatment Act 1930

This was an Act of the Parliament of the United Kingdom that permitted voluntary admission to, and outpatient treatment within, psychiatric hospitals. At this point, "asylums" transitioned to "mental hospitals."

1946: Psychiatric Hospital Employees Tried for Murder

German courts tried members of the Hadamar Psychiatric Hospital staff for the murders of nearly 15,000 citizens at the facility. Adolf Wahlmann and Irmgard Huber, the chief physician, and the head nurse, were convicted. This trial was a landmark case that put the livelihood importance on those with mental illnesses as those without them.

1947: Japan Enacts Accessibility Laws

During this year, Japan enacted three laws including

• The School Education Law: Provided education for disabled children such as general classes, special classes, non-residential classes, special schools, and itinerant teaching.
• The Workmen's Accident Compensation Insurance Law: Provided disability pension and disability lump-sum payments, as well as welfare services such as special allowance, medical services, health care, or supply of prosthetic appliances.
• 1947: The Mail Law: Made postage for Braille paper and recorded mail for visually impaired persons are free of charge, and parcels for disabled people can be mailed at half the cost. The postage for periodicals published by disabled person groups can be mailed at a small charge.

1973: Rehabilitation Act. Section 504 is Passed by US Congress

The passage of section 504 of the 1973 Rehabilitation Act guaranteed that people could not be denied services or federal funding on just the basis of disability. It also recognized those with disabilities as a minority for the first time. This law was also incredibly historic because it labeled the exclusion or segregation of children or adults with disabilities as illegal discrimination. Because of this, disabled people were now able to be educated or work in similar roles as those without disabilities.

The landmark law passage was highly publicized and led to more conversations about disability rights and equality in the U.S. Ultimately, it was seen as the foundation for the Americans with Disabilities Act.

Disability Pride Celebrations Begin with the ADA

1988-1990: The Americans With Disabilities Act is Proposed and Passed

The ADA was drafted in 1988, brought through Congress within the next two years, and was ultimately passed and celebrated by President George H.W. Bush in 1990.

In its earliest form, the act aimed to protect those with disabilities from discrimination both in and out of the workplace. A few of the act's major regulations include:

• State and local governments must give people with disabilities an equal opportunity to benefit from all of their programs, services, and activities (e.g. public education, employment, transportation, recreation, health care, social services, courts, voting, and town meetings).
• Employers with 15 or more employees must provide qualified individuals with disabilities an equal opportunity to benefit from the full range of employment-related opportunities available to others.
• The act prohibits discrimination in recruitment, hiring, promotions, training, pay, social activities, and other privileges of employment and restricts questions that can be asked about an applicant's disability before a job offer is made.
• All employers must make reasonable accommodation to the known physical or mental limitations of otherwise qualified individuals with disabilities unless it results in an undue hardship.
• Public transportation authorities can't discriminate against people with disabilities in the provision of their services.
• Public transit must also comply with requirements for accessibility in newly purchased vehicles, make good faith efforts to purchase or lease accessible used buses, remanufacture buses in an accessible manner.
• Paratransit must also be provided on fixed-route bus or rail systems.
• Businesses must comply with basic nondiscrimination requirements that prohibit exclusion, segregation, and unequal treatment. They also must comply with specific architectural standards for new and altered buildings, such as reasonable modifications to policies, practices, and procedures. Additionally, public businesses must remove physical disability barriers in buildings.

Disability Pride Celebrations Begin

The first Disability Pride Day was held in Boston in 1990 to coincide with the passing of the ADA. Later, in 2004, the first Disability Pride Parade in the U.S. was held in Chicago, which made the celebration an annual tradition in the city after the first drew thousands of people into the city.

Image Source

Disability Pride did not become a full month until 2015 -- when Mayor Bill De Blasio designated July as Disability Pride Month in New York state to celebrate ADA's 25th anniversary. Aside from 2020, when public gatherings were canceled, NYC's Disability Pride Month Parade has become a major annual celebration that pulls in people from all around the world.

Disability Pride Today

In the past decade, we've seen more representation of disabled people in the media and workplaces than ever before. While there are still a number of changes we're fighting for, equality rights have come a long way. Here are a few great examples of where we're seeing groundbreaking disability pride:

Books

One area where disability stories have particularly been embraced is in the world of literature. Even in the 1900s, we had groundbreaking books like, "The Miracle Worker" which followed the early life of Helen Keller (noted above). Today, there are thousands of great works written by disabled figures, their advocates, or their followers. Here's just one long list to start with.

Television

Here are two awesome examples of current or upcoming shows that feature disabled actors playing a character with a disability:

Crip Camp: A Disability Revolution (Netflix, YouTube)

This Netflix documentary follows a groundbreaking Woodstock-era summer camp that inspired a group of teens with disabilities to build a movement and forge a new path toward equality and independence.

Ramy (Hulu)

A few members of HubSpot's Disability Alliance have recommended Ramy, a Hulu dramedy that follows a first-generation American Muslim, played by comedian Ramy Youssef, on a "spiritual journey in his politically divided New Jersey neighborhood."

While the show's been buzzed about for its plotline, it's also made news because Youssef cast his best friend, a standup comedian with muscular dystrophy named Steve Way, to play his onscreen pal.

Here's an interview Way gave about the show and how the casting was a groundbreaking move in streaming content:

This Is Us (NBC, Peacock, Hulu)

The most recent seasons of This Is Us have partially followed the parents of a blind character named Jack. As Jack grows up, he gains independence, struggles as a musician, and eventually becomes a famous singer and parent. Not only is the story hopeful, but the character is incredibly realistic because he's actually played by a blind man.

Here's an interview with Blake Stadnik, who plays Jack, talking about his experience on This Is Us:

Social Media

Social media has become a major platform for those with disabilities, and their allies, to tell their stories. Below is a list of just a few great accounts to follow, courtesy of HubSpot's Disability Alliance:

• Diversability: Instagram, Website
• Tiffany Yu (Founder of Diversability)
• Sinéad Burke: Website, Twitter, Podcast
• Tess Daly:  Instagram
• Jillian Mercado: Instagram
• Tae McKenzie: Instagram, Website
• Madeline Stuart: Instagram, Website
• Haben Girma: Instagram, Website, Twitter
• Keah Brown: Instagram, Website
• Andrea Dalzell: Instagram,
• Annie Segarra: Instagram, Youtube 
• Chella Man: Instagram, Website 
• Imogen Fox: Instagram, Website
• Rebekah Taussig: Instagram, Website
• Angel Giuffria: Instagram
• Holly Scott-Gardner: Website, YouTube
• James Rath: Instagram, YouTube
• The Blind Life Sam: Instagram, YouTube 
• Squirmy & Grubs (Shane & Hannah): YouTube
• Molly Burke: YouTube
• Megan Absten: YouTube
• Cole & Charisma: YouTube

Where We're Continuing to Increase Awareness

Disability Pride Month is a great time to recognize how far we've come, and how far we can still go. As we continue to boost awareness, July is also a time to ask ourselves questions like:

• "Am I being a good ally for those in the disabled community?"
• "How can we push businesses and people to become more inclusive?
• "How can we make workplaces safer for those with unseen or mental health disabilities?"
• "How can we prevent people with disabilities from feeling like they have to hide their identity to have job security?"

By continuing to learn, tell our stories, and listen to others, we can better reflect on where we can better improve the lives of those with disabilities.

Ultimately, landmark laws, regulations, and change -- like what we've seen above -- come from a combination of advocacy and allyship. By telling and listening to Disability Pride stories, those with disabilities can be empowered to advocate for themselves. Meanwhile, those without disabilities can learn how to serve as stronger allies.

To learn more about building inclusive campaigns or offices, check out these recent posts:

• 7 Brands That Got Inclusive Marketing Right
• Why Accessible Marketing is the Future, According to an Inclusive Design Expert
• 25 Stats That Prove Why Workplaces Need to Embrace Diversity
• 39 Stats About Diversity In Entrepreneurship

Want to learn more about how HubSpot celebrates Disability Pride Month? Follow HubSpot Life on Instagram to catch takeovers from myself and other members of HubSpot's Disability Alliance.

A Brief History of Disability Pride [+Why Businesses Should Embrace It] was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

What Exactly Is Semantic Search (& How Does it Affect SEO)

Ten years ago, SEO strategists across the world followed a relatively similar process.

Step one, conduct keyword research. Step two, randomly write those keywords into the text on a page approximately five billion times. And step three — rank number one for that keyword.

I hate to break to you, but that isn't the case anymore.

Several algorithm updates like Hummingbird and RankBrain brought about a new concept: semantic search.

While this may remove jobs for black-hat keyword stuffers, SEOs who prioritize the importance of providing a good customer experience can sigh in relief that Google is now on their side.

Google and other search engines are continuously striving to satisfy the searcher with the most accurate results — which is precisely where semantic search comes in. In other words, it connects search intent with the context of your content to provide the most relevant and helpful results.

With these updates in place, how does this affect search traffic? And what do SEOs need to consider moving forward?

That's what I'll cover in this article.

What is semantic search?

To start, let's dive deeper into how semantic search works.

Semantic search is the process search engines use to try to understand the intent and contextual meaning of your search query in order to give you results that match what you had in mind.

In other words, semantic search aims to know why you are searching for these particular keywords, and what you intend to do with the information you get.

It's important to note — you don't want to mistake semantic search with Latent Semantic Indexing (LSI), or what some may call semantically-related keywords. LSIs can help provide context on what your content is about (which consequently helps with matching search intent), but semantic search is so much more than that.

If we're looking at semantic search holistically, here are the factors that guide how it works:

1. A user's search intent.

The term "search intent" refers to the reason why you are performing a query (or, in layman's terms: why you Google something). Most often you want to buy, find, or learn something.

For instance, if I search for "content marketing", Google provides results around the definition of content marketing, since the intent is fairly broad:

However, if I instead search "How do I get started with content marketing", Google does not provide definitions of content marketing, because my intent is different:

The takeaway: For all content marketers and SEOs, the big lesson here is that you need to heavily consider search intent when choosing keywords and creating content. Even if you have content that ranks well, if it doesn't match search intent, the user will leave the page — and that certainly doesn't help conversions.

2. The semantic meaning of search terms.

"Semantic search" was coined based on semantics, or the study of the meaning of words and phrases in certain contexts and the relationship between those words. When it comes to search, semantics refers to the connection between a search query, words related to it, and the content on website pages.

All of those factors combined help search engines understand what the search queries mean beyond a literal translation, so it can display results that are related to the context.

For example, if you search for "wedding dresses", the words related to that might include "wedding", "cake", "bride", and "dream". When the search is for "dresses", the related words might be "beautiful", "knee-length", and so on.

The takeaway: When choosing the keywords that go into your content, I recommend creating what's known as "keyword clusters", or groups of related keywords. These clusters directly relate to semantic search, because they ensure that your content covers a broader range of the topic. And with a broader range, comes multiple keyword rankings per page.

Other Factors Related to Semantic Search

Although the above two are the main factors, these factors also affect semantic search:

• Featured snippets: Featured snippets are based on providing the most direct and helpful answer to the searcher.
• Rich results: These affect semantic search as well through content such as images, and you'll see how in the example in the next section.
• Voice search: Voice search queries are usually very direct, include natural language, longer phrases, and question words that lends to how search engines process results.
• RankBrain: based on machine learning technology, the RankBrain algorithm helps Google understand the first-instance set that satisfies the query and related concepts, phrases, and synonyms.
• Hummingbird: the focus of the Hummingbird algorithm update was to provide better results for voice search, conversational language, and searches for specific people.

Semantic Search Examples

In order to give you a clear idea of how semantic search works, here are a few concrete examples.

Here, I searched "order a pizza", so the results are inclined towards local search:

Here, I Googled "Make a pizza", and I see rich results with recipes:

If I Google just "pizza", I will likely still get local search results, because more users are looking to order rather than make their own. However, if my search history is filled with pizza recipes, my results for "pizza" will likely also be recipes because of the personalization component.

Semantic search basically affects all results a user receives. So a website will only be served as a result for a certain keyword if the content on the page matches the context of that search query. Results for "make a pizza" will have ingredients, time to prepare, and so on, while "order a pizza" will have locations, delivery, and prices.

On an interesting note, current news affects search results, as well. Before the pandemic, a search for "corona" would have mostly returned the beer brand, but after the spread of COVID-19, you mainly get results regarding the virus.

Another example is Jeff Bezos. When you search for his name, you get a knowledge graph, general information, and below that, recent news. However, if something big has happened recently with Jeff Bezos, you'll see the Top Stories first.

How Google Uses Semantic Search

Google's bottom line is to give users the best search experience possible. To do that, they use semantic search to:

• Identify and disqualify low-quality content.
• Gain a better understanding of user search intent. For example: is the user searching to navigate to a particular page? Or are they searching to do more research about a topic?
• Formulate answers to questions.
• Determine what relevant data to pull from the Semantic Web
• Understand websites and pages in terms of topics instead of keywords.
• Integrate Google technologies where semantic search plays a role such as Knowledge Graph, Hummingbird, RankBrain, BERT.
• Appropriately format the data for inclusion in the search results.
• Connect with queries with all possible meaning when the search intent is not clear.

How to Use the Power of Semantic Search to Your Advantage

To put it simply, if your content doesn't have a semantic relationship with the search query, it won't show up in search results. The simple solution to this is matching your content to the search term in combination with the right strategy.

To be on the right side of SEO when it comes to semantic search, I recommend that you strive to do the following:

• Focus on topics, not keywords.
• Make sure you understand user search intent: is it to buy? to reach a particular page of a brand? To learn?
• Build relevancy through links (both internal and external).
• Use schema markup.
• Use semantic HTML like <header>, <footer> and <article>.
• Answer all relevant questions around your topic.
• Be answer-based and structure your sentences to be easily understandable.

Check these off your list, and you've got a one-stop shop to a powerful SEO strategy with the support of semantic search.

What Exactly Is Semantic Search (&amp; How Does it Affect SEO) was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

The Plain English Guide To Google's RankBrain

Have you ever done some obscure search on Google, and been amazed when the search engine still returned such accurate results? 

You can thank RankBrain for that.

RankBrain went live in 2015 and is now an essential part of the Google algorithm.

This article will help break down what you should know about it, and how you can optimize for it.

What Is Google RankBrain?

RankBrain is a part of Google's algorithm that uses machine-learning and artificial intelligence to better understand the intent of a search query. This understanding can help return the most relevant search results to users.

It was implemented into the core algorithm back in 2015 and was initially only applied to the 15% of never before seen queries it received. Once Google became more confident in it, they made it a part of every search query.

Let's explore how machine learning and AI contribute to RankBrain.

Artificial Intelligence

Artificial Intelligence helps computers understand and act like a human when they are given tasks like decision-making, language translation, and visual perception.

Google has also stated they use what is called neural matching, which is an AI-based system that helps understand how words relate to concepts.

Although RankBrain and neural matching may differ, they do work together to bring the best results for a search query.

Machine Learning

Machine learning is essentially the ability for a machine to learn on its own from data it receives.

If you currently use a junk mail filter in your mailbox or have movie recommendations appear in your Netflix account, these are examples of machine learning.

The combination of AI and machine learning are what drives RankBrain to be an effective part of the algorithm.

As an example, if I were to look for "the scary hotel movie with the maze", I would get results for The Shining.

Even without the results using that exact term on the page, RankBrain can assess the topical relevance and deliver the results I want.

Pretty cool, right?

How important is RankBrain?

Given that RankBrain is used in every search that takes place on Google, it's pretty important.

RankBrain is the first attempt at machine learning and will be paving the path for the future of search. By implementing some best practices now, you can ensure that your website is ready for the continued improvements machine learning will bring to search results over time.

At one time Google claimed it was the third-most important ranking factor. While we are not sure that still applies, what we do know is that RankBrain is still a big part of how Google delivers search results.

So what does that mean for you?

It means you need to up your content and SEO game. Let's dive into how to do that, next. 

Optimizing With RankBrain In Mind

You cannot directly optimize for RankBrain.

But what you can do is better optimize your content, which will then improve how RankBrain views your website.

RankBrain is focused on ranking sites that most accurately match a users' query. So your job is to make sure you create content that can match those specific needs.

Below are some ways you can better optimize your content for RankBrain.

1. Use Natural Language

When creating content, you'll want to write in a natural tone that you might also use when speaking.

Read your content aloud when creating it — does it sound like a human would say it? Is it conversational?

This writing style can make a big difference in helping RankBrain understand your content.

2. Search Intent

This is a big one!

Type the keyword you would like to rank for in the search results and review the top-ranking pages.

These pages are ranking because Google understands that this is the type of content a searcher is looking for based on interactions with the results.

3. Strengthen Relevance

Once you are clear on the intent of the keyword, you will need to create content and optimize it to match that intent.

Think of each page more as a "topic" than just a keyword and make it as comprehensive as possible.

In the past, we may have written several posts about a topic so we can optimize each for a specific keyword. But now the goal is to combine those posts into one post, and rank for multiple keywords and phrases.

When you create a post that covers all possible variations of a topic, you will ultimately rank for more keywords — which will help make the page more authoritative.

Below is an example of a website that has thousands of keywords ranking for their two top pages.

How can you create posts that have thousands of keywords?

Be comprehensive about your topic.

If your main topic is "how to potty train a puppy", for instance, you'll want to add content that relates to all aspects of training a puppy. This might include:

• How long does it take to train a puppy
• How fast can you train a puppy
• At what age can I start training a puppy
• How to potty train a "5" month old puppy (break it down by age)
• Easiest way to train a puppy

All of these variations of terms and phrases will build a strong piece of content that addresses all issues related to puppy potty training. This in turn will help with RankBrain because you are adding items of topical relevance!

4. Improve Click-through Rate (CTR)

Because RankBrain does look at how many clicks from the search results you get, writing exceptional title tags and meta descriptions is critical.

Using emotions in your title is one of the best ways to increase those clicks. You can also use numbers, brackets, or parentheses to help make your title stand out from the rest.

Look at what paid ads in your niche are using as inspiration, as well as the top ranking pages.

5. Quality Over Quantity

If you have been in SEO as long as I have, you will have to change how you view content and keyword strategy.

The days of writing a post around a singular keyword are gone. In the past you may have written a separate post for the terms "get more sales", "increase your sales", or "grow monthly revenue" so that you could optimize for each of those phrases.

Unfortunately, that no longer works with RankBrain.

Creating one post and maximizing the content around the term "get more sales" should help RankBrain understand that it is related to those other terms.

For instance, below you can see the search results for "get more sales" and "increase your sales". You will notice how close the results are for these terms.

This may not have been the case before RankBrain.

RankBrain has made it more beneficial to create long-form content that can be optimized around many phrases or terms.

6. Time On Page (Dwell Time)

Once it delivers the search results, how does RankBrain understand which results are good ones?

There is some indication that it will take UX signals and pages that have more engagement, and rank those higher. Measuring a user's time on page and whether any pogo-sticking is happening are two of the factors that are likely used.

Some things to consider to improve these UX signals include:

• Break-up the text into small paragraphs so it is easy to read
• Use titles to break content into sections
• Create an engaging introductory paragraph to get users interested in reading more
• Use images and videos
• Answer questions early in the content
• Create content that answers all the questions a user may have about the topic

This is why it is more important than ever to take time to craft great content that makes users' stay on the page. The longer they stay on your website, the better signals it will send to RankBrain.

7. Improve Old Content

If your website has been around for a while, you may have old content that was optimized before RankBrain.

Additionally, you might have several posts that are topically relevant that might now be better served as one long-form post.

If this is the case, determine which post has the highest traffic, backlinks, and ranking, and make that your primary post. Then merge the content from the other posts into it and do a 301 redirect for those posts to your new "RankBrain-optimized" post.

This is a great opportunity for some quick ranking wins!

RankBrain is definitely a game changer for search. As a content creator or SEO professional, it's important to use the strategies above to help improve your chances of ranking well with RankBrain.

One thing we know for sure is that RankBrain will be here for a while. While it may evolve over time, the combination of AI and machine learning is here to stay. Learn how you can adapt your own content to reap the full benefits of the SERPs. 

The Plain English Guide To Google's RankBrain was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

3 Reasons Why Marketers Should Care About Data Security (And How to Get Started)

Over the last two years, you’ve probably heard a lot about cybersecurity.

Like many big, serious-sounding concepts, it feels like it sometimes plays out above our heads — the territory of huge conglomerates and governments, or maybe your IT department. And, let’s face it, not too interesting for professionals in marketing, sales, or services.

You may have even found yourself thinking, "Yeah, there are people worrying about this, but we probably don’t have to."

As a product manager for security at HubSpot, I spend a lot of time thinking about this topic. Today I’d like to explore how essential good data protection and account security are to marketers and the businesses they represent.

It all starts with one thing: trust.

Why Marketers Should Care About Data Security

1. Trust is a cornerstone of the inbound marketing methodology.

You build trust in your business in a multitude of ways.

This could be exemplifying expertise in your field or providing great service centered around the customer experience. You also build trust by creating genuine relationships with customers that transcend simply converting a lead — and includes ongoing support that brings your customers enough success that they feel comfortable recommending your service to anybody they know.

At the end of the day, building and maintaining trust is a key ingredient to keeping your flywheel spinning.

Without it, this whole machine grinds to a halt.

Loss of trust is a catastrophic hit for a business and a brand, too. For example, few things can cause a customer to sever a relationship with a company more quickly than a data breach. In fact, one in four Americans won’t do business with data breached companies.

2. Prospects and customers trust marketers to keep personal data secure.

Every day, your potential customers put trust in you — quite a lot of trust, in fact — when they do things like fill out contact forms on your website, register for your webinars, or sign up for free trials of your service.

By giving you their personal information, they’re putting a massive amount of trust not only in your business but in you as the marketer who maintains those tools. They’re trusting you to keep their personal information safe, not to abuse it (say, by sending them a bunch of spammy emails), and to use it in their best interest to help them meet their goals.

3. Proper use of data isn’t enough anymore — you need to keep customer data safe.

You’ve probably heard conversations about the proper use of customer data, such as emails, centered around the concept "don’t misuse the information."

For example: don’t over-email someone, don’t send them offers you don’t have any reason to believe they’d be interested in or don’t contact them without their consent.

Just as important is a conversation you may be a little less familiar with — how to actually keep prospect and customer information safe, and out of the hands of people who would use that information to harm them.

If you’re not as familiar with that side of the conversation, that’s understandable. The risk of bad actors gaining unauthorized access to customer data at scale is relatively new.

At HubSpot, we believe it’s just as valuable as any other way to inspire and maintain trust.

As a marketer, you are the steward of your customers’ data.

The job of a marketer doesn’t stop at generating leads or building a brand. 

There’s another important piece to the puzzle — being a trustworthy steward of customer data. 

If customers place their trust in you because of all the hard work you’ve done to build those quality relationships, to build a brand that’s seen as trusted in your field, to create a community of evangelists who have encouraged others to trust you too — then it’s imperative that you hold up your end of the bargain.

It’s your job to do what is in your personal control to validate that trust and keep customer data safe. 

Start with the Fundamentals

Luckily, implementing security best practices to keep your online accounts safe isn’t difficult. In fact, you can get started on many of these things right away.

Here’s a list of content to help any marketer set up the foundational elements of security:

Blogs:

• The Ultimate Guide to Cybersecurity
• Ten Minutes to Secure Your Online Account

HubSpot Academy Content and Webinars:

• Implementing Website Security
• Data Protection at HubSpot
• Cybersecurity Tips for HubSpot Users

You’ve done a great job building relationships, communities, and image around your business. You can do a great job of security, too — and be a steward your customers can trust.

3 Reasons Why Marketers Should Care About Data Security (And How to Get Started) was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

How Apple's iOS 15 Could Impact Email Marketers

As one of the HubSpot Blog's email marketers, one of the key metrics I use to measure email success is open rate.

When an open rate is high, it hints that your subject line did its job to pull readers, you're sending emails at the most engaging time of day, or your subscribers are eagerly waiting to get your content in their inbox. When it's low, it signals that your email subscribers might not even be reading your content.

But, now, the way email marketers leverage open rates could change with Apple's recently announced iOS 15 privacy features.

At Apple's Worldwide Developers Conference in June, the company announced a rollout of a handful of new iOS 15 privacy features that will include:

• Mail Privacy Protection (Free): According to reports from Litmus, those with early access to iOS 15, and other tech journalists, Apple Mail will allow users to opt in to mail privacy features that mask IP addresses and block third parties from tracking email opens or other IP data.
• iCloud+ (Subscription): An iCloud subscription with additional privacy features including a VPN-like Private Relay feature, which prevents sites from tracking Safari users who opt-in and allows users to see which websites they're sending information to.
• Hide My Email (within iCloud+): An email address-cloaking feature that enables users to give sites a "fake" email address. While promotional emails sent from the brand to the fake address will still go to someone's inbox and shouldn't impact important communication, brands will not be able to see the person's real address unless the contact shares it.

While the paid features might not create a huge impact for marketers because they require users to buy a service, the free Apple Mail privacy feature has already caused a stir in the marketing community.

So far, all Apple has said about this feature is, "In the Mail app, Mail Privacy Protection stops senders from using invisible pixels to collect information about the user. The new feature helps users prevent senders from knowing when they open an email and masks their IP address so it can’t be linked to other online activity or used to determine their location."

Although Apple hasn’t explicitly said whether Mail Privacy Protection will be an opt-in or automatic feature, some iOS testers have shared images showing the Mail app prompts them to turn Mail Privacy Protection on when they enter the app:

Image Source

While Apple hasn't expanded too much on its Mail Privacy feature, marketing experts say it could impact the tracking of open rates and email-based A/B testing.

Although this move might seem scary, it isn't too surprising as it follows a trend of internet privacy rollouts from tech giants. Most recently, Apple's iOS 14.5 update limited mobile app tracking by requiring users to opt into sharing information when they opened an app after downloading it. Meanwhile, Google has been building out its Privacy Sandbox while preparing advertisers and marketers for Chrome's phase-out of third-party cookies in 2022.

When it comes to Apple's iOS 15 pivots specifically, marketers aren't only unsurprised, but many -- including members of the HubSpot team -- believe this will be a positive change for user experience.

“From its inception, HubSpot has been relentlessly focused on helping businesses match the way they market and sell to the way people want to shop and buy. Our founders developed the philosophy of inbound marketing in the early 2000s,  and Apple's moves only serve to reinforce these trends," says Will DeKrey, HubSpot's Group Product Manager of Campaigns.

"Buyers get to be in charge of the data they share; not sellers. And big corporations shouldn't get to create markets for tracking and selling personal data, giving them an information advantage over smaller businesses," DeKrey says.

“This means that each individual company, large or small, will need to get better and better at building trusted relationships with their audience, earning the right to learn who they are and what they're interested in.”

“What's true about people today is that they want BOTH privacy AND personalization. They still want content that is targeted and messaging that speaks to their interests. Given Apple's changes, email marketers will likely need to focus even more on creating remarkably relevant content that drives their audiences to take action, versus experimenting with headlines just to see if they can get a click,” DeKrey explains.

“Personalization isn't going away. Conversion optimization isn't going away. A/B testing isn't going away. But each of these will need to be more focused on building deeper relationships and more meaningful actions,” concludes DeKrey

Although Apple's recent open tracking pivot could be great for iOS users who'd like to feel more secure, we know that email marketers still have a lot of questions.

To help email marketers navigate the potential changes that could happen, here are a few tips and strategies teams can consider as the iOS 15 rollout gets closer.

How Email Marketers Can Navigate Apple's Open Privacy Changes

1. Continue following updates from Apple.

Although Apple's iOS 15 features have been announced, there's still a lot that we don't know yet about how it will impact email and IP address tracking. For example, while it seems like this feature will require an opt-in, Apple hasn’t explicitly confirmed that.

Throughout the next few months, HubSpot's own email product team will be looking into the change and considering solutions if there will be a major open rate impact.

“On the HubSpot email product team, we're going to take time to consider what the next best steps are for our customers. In this ever-evolving email landscape, our priority will be to support our marketers in continuing to create highly impactful emails and get the most value from our email tool,” says Shane Janssens, Email Product Manager at HubSpot.

As we know more about these new features and how they could impact HubSpot email analytics, we'll continue to update this post with more information and links to helpful resources to keep you in the know.

2. Remember, this change won't impact all email readers.

Although Apple Mail and Apple mobile devices make up over 35% of the email provider market share globally, Google, Outlook, and other email providers haven't announced similar privacy moves, which means their open and IP data could still provide solid tracking information for email marketers.

While you should be wary that other companies, like Google or Microsoft, could follow suit on email privacy, it's important to remember that you'll still get open data from them for the time being and can still make some judgments on the success of opens from these email providers.

3. Consider adjusting open-rate goals.

Although open rates aren't going away any time soon, a large chunk of email audiences might become untrackable. Because of this, you might need to lower or pivot your open rate goals to determine what your new low, average, and high open rates are.

If your goals are set by a manager above you, it will be important to audit and communicate how many opens you usually get from iOS users to help your manager and your team estimate how they could change after the rollout. You might also want to consider tracking your email open rates for a month or so after the rollout to see what new averages look like based on hard data.

4. Leverage other email marketing data.

While open rate is a key email marketing KPI at many companies, it's certainly not the only data you can use to determine if your email content is successful. In fact, when sending HubSpot Blog emails, the open rate is just one of many metrics I look at. Here are a few others that I plan to continue to zone in on, even if open rates are impacted:

• Clicks and click-through rates: If you share links to content, such as blogs, product pages, and offers in email, the number of clicks and your click-through rates give you insights on how many or how often email readers engaged with and clicked on your content. High clicks or click-throughs can hint that your content was very engaging while lower clicks or click-throughs could hint that readers were less interested or skimming through your email.
• Traffic to your site: With software like HubSpot, or the use of tracking URLs, you can determine how much traffic came to your website from one single email -- or which pieces of content sent the most visitors to your site. Ultimately, if you're trying to build your audiences, get people to make purchases, or aiming to increase offer downloads, you'll need to send people to your website. Good email traffic hints that you're successfully getting visitors where they need to go with your content.
• Clickmaps: Many email providers, like HubSpot, allow you to see which content people clicked most or least in the email. This can help you see which content within your email was most and least clickable,
• Unsubscribe rates: While these usually don't vary much, a spiked unsubscribe rate could indicate that an aspect of your email strategy (such as the content you sent or the frequency of emails) caused you to lose more audience members than usual. Meanwhile, a consistently low unsubscribe rate hints that you're continuing to retain or even gain subscribers.
• Survey or email persona research: Aside from metrics you can gain from your email marketing platform, you can also leverage other strategies, like surveys or polls to learn more about your subscribers' interests, what they'd like to see more of, and where you can improve your content.

On top of leveraging KPIs that are less impacted by Apple's change, you can also use email tools or benchmark reports to see how your email rates compare to that of other brands in your industry.

For example, HubSpot users can leverage HubSpot's Email Health Tool to compare your open, click-through, unsubscribe, and bounce rates against our benchmarks.

Evolving Your Content for a More Private World

Apple's announcement is not the only privacy pivot that's impacted digital marketers -- and in 2021 -- it certainly won't be the last.

Although the world might be changing in a way that poses some challenges for digital and email marketers, that doesn't mean you can't continue to innovate your strategy to meet prospects or audiences where they are.

While open rates are certainly important, there are many other ways to get to know your email subscribers, learn from KPIs, and continue to create great content for them.

How Apple's iOS 15 Could Impact Email Marketers was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns

12 Impressive Ways to Start a Cover Letter [+ Examples]

According to Career Builder, 40% of recruiters look for a cover letter when they're considering job applicants.

But if you had to flip through a hundred cover letters a day, and each one began, "To whom it may concern, I am applying for the digital marketing position at your company," how important would you rank them?

A cover letter might not always be the most important thing to a hiring manager, but if your resume or connections aren't enough to get you through the door, a powerful cover letter could be what gets you an interview.

For instance, a hiring manager might only read your cover letter if your resume raised questions about why you're applying for the position, or why you're leaving your current role. In these cases, your cover letter can be a crucial factor in whether or not you move forward in the hiring process.

Your cover letter is an opportunity to showcase your personality, display your interest in the job, and include relevant information that otherwise wouldn't be surfaced in your application. But there's a fine line between standing out and coming across as brash or gimmicky. An ideal cover letter leaves the hiring manager with a positive and memorable impression of you, something a resume alone won't always do.

So, where do you begin when writing a cover letter? More specifically, where should your beginning begin? Recruiters read a ton of cover letters -- especially if the company is growing quickly and hiring non-stop. What does this mean for you? You need to get their attention right away. To help you overcome writer's block, and hook your reader right away, take a look at some sharp opening sentences you can use for inspiration.

Read on to find out eight ways to grab an employer's attention with an exceptional cover letter introduction.

Featured Resource: 5 Free Cover Letter Templates

Download the Templates

Start off your cover letter (and finish it) with a bang with 5 Free Cover Letter Templates. The templates are professional and completely customizable to help you get your dream job. 

How to Start a Cover Letter

1. Start with humor.

Employers are humans too, and they'll often appreciate a good joke, pun, or funny opening line as much as the next person. If done tastefully and respectfully, starting your cover letter off with a joke can be an excellent way to stand out.

Plus, a joke can still include a powerful explanation for why you're the right person for the job, without coming off as boastful. For instance, think about something you love to do or something you're really good at, and then imagine how friends or family might make a joke about it -- if you're really good at analyzing data, for example, a joke or pun related to that might be a good way to exemplify both your skills and personality.

Here's a good example of using humor to bring attention to your skills, from The Muse (you'll notice this is one of our picks for most creative opening lines, earlier in this article):

"I considered submitting my latest credit card statement as proof of just how much I love online shopping, but I thought a safer approach might be writing this cover letter, describing all the reasons why I'm the girl who can take Stylight's business to the next level."

Right away, the personality displayed here grabs the reader's attention. Even better, this applicant uses humor to convey an important message to the employer -- she loves shopping, and she's well-versed in ecommerce as a consumer -- which might've otherwise not come up on her resume or phone screening.

2. Start with passion.

For an employer to know you'll stay dedicated to the role and company, they'll want to ensure you're passionate about what the job entails. Passion is more incentivizing than a paycheck.

For an employer, demonstrating how your passion matches the required skillset is a promising sign that you'd enjoy your job -- if you enjoy your job, you're more likely to stick around longer, help drive company growth, and become a dedicated member of the team.

Consider starting your cover letter with a few lines that showcase your passion: "I've been passionate about writing since I was ten years old. My love for writing has led me to write two personal travel blogs, get published in a local newspaper, and pursue two summer internships at publishing firms. Now, I'd love the opportunity to combine my writing skills with my interest in storytelling as a content marketer at Company A."

If you don't have extensive work experience in the industry you're trying to break into, but you've been unofficially preparing for years, let the employer know. In the above example, the candidate's resume would probably look weak, with only internships indicating professional experience. Her cover letter introduction, however, shows the employer she's been writing for audiences and advancing her natural ability for years.

3. Start with an accomplishment.

Employers like seeing numbers. It isn't enough to mention you're a "digital marketer with proven success in SEO strategies." Proven success? Okay, can we see?

It's more powerful to provide statistics. You want to show the employer you're capable of solving for long-term results. How have you contributed to your company's bottom line? For instance, did your Facebook marketing campaign grow your social media following, or has your blog content increased organic traffic?

Consider starting your cover letter with something like this: "Over the past year as digital marketing manager at Company A, I've generated $30k+ in revenue, increased organic traffic to our blog by 14%, and almost tripled our social media ROI."

Even if you don't have the work experience to report impressive numbers, you can still offer proof when opening with an accomplishment. Think about the qualitative feedback you've received from employers. For instance, how would your boss compliment you or tell you you're doing a good job? An accomplishment can be as simple as your boss sending you an appreciative email regarding your diligent meeting notes.

In this example from The Muse, the applicant provides an example of a skill for which he's been previously acknowledged: "My last boss once told me that my phone manner could probably diffuse an international hostage situation. I've always had a knack for communicating with people -- the easygoing and the difficult alike -- and I'd love to bring that skill to the office manager position at Shutterstock."

Even though the applicant doesn't offer numbers as proof of success, they do manage to highlight some proof of their past performance in the form of a former boss's praise. The candidate's candid and funny explanation -- that his last boss liked his phone manners -- is another good way to brag about accomplishments without, well, bragging.

4. Start with excitement for the company.

Employers want to know why you like their company, and they'll appreciate an explanation on why you're interested. But it's imperative your reasoning is thoughtful and considerate, and specific to the company. For instance, if you're applying for a financial position, don't write about your interest in finance; write about how your interest in finance relates to the company's goals.

You don't want to just say, "I'm excited to work at Company A because I'm passionate about finance, and I think my skills and experiences will be a good match." Sure, you've explained why you want to work in the financial industry, but you've done nothing to explain why Company A specifically suits your interests.

Instead, you'll want to mention something about the company and culture in correlation to your interest in finance. Take a look at this example from Glassdoor: "When I discovered Accounting Solutions was hiring, I knew I had to apply. I've been waiting to find a company where I feel like I can make a difference while working as an accountant. Not only are your clients awesome, but the overall mission of your company is something I believe in, too."

This candidate shows they've done their research and care about Accounting Solutions in particular. Remember, employers want to hire people who have a demonstrated interest in working at their company. They want someone who will enjoy the nature of the work, but just as importantly, they want a candidate who enjoys the work culture and the company mission as well.

5. Start with news about the company.

Mentioning company news in your introduction indicates you've done research on the company. Plus, including company news might give you the chance to incorporate your own values, as well. If the company just won an award for its innovative solutions in the computer industry, for instance, you might add how you value forward-thinking methods in technology, as well.

Here's an example of an introduction that uses a newsworthy event, from Indeed: "When I saw that Company ABC was featured in Fortune Magazine last month for its commitment to renewable energy and reducing waste in the workplace -- all while experiencing triple-digit revenue growth -- I was inspired. With my track record of reducing costs by 30%+ and promoting greener workplaces, I'm excited about the possibility of taking on the account executive role to expand your company's growth and work towards a more sustainable future."

The candidate does a good job demonstrating how Company ABC's news aligns well with the candidate's personal achievements. She shows she's done her research on the company, and also indicates she values similar environmental efforts in the workplace.

6. Start with what they don't know.

According to one seasoned hiring manager, a cover letter that begins, "I am writing to apply for [open position] at [name of company]" is grounds for nearly instant rejection. Of course you're applying for this job -- why waste your lede with something so boring and obvious?

Your cover letter should never directly state what they already know -- or restate what's already listed on your resume. Instead, start your cover letter by offering something new, expanding on what the employer already knows about you, and presenting new details about what you can bring to the company. Impress employers by telling them something about your skills or experiences they don't already know.

To offer new information not displayed on his resume, one of my colleagues at HubSpot wrote this cover letter introduction: "My resume will tell you I'm Content Marketing Certified. Your records will tell you I've interviewed for a few different HubSpot positions in the past. What neither one will tell you is that I've been working with your customer success team to build a new campaign strategy for my company--one of your latest (and largest) clients."

The candidate wrote an introduction that captured the reader's attention and demonstrated he wasn't interested in wasting anyone's time. This is a memorable and impressive tactic. Consider writing a similar introduction, where you provide information absent from your resume.

7. Start with what you can bring to the table.

A hiring manager here at HubSpot told me she always looks for cover letters to tell her how the company and applicant can benefit each other.

Any employer is going to want to know why you think you can grow from the position you're applying to. An employer is more inclined to hire you if she thinks you have a genuine, intrinsic motivation to work hard in the role.

A hiring manager is also going to want to know how you'll contribute to the company's larger vision and goals. It's important for the manager to know what you want to get out of the role, but it's equally important to know how you'll help the company grow. How will the company benefit from you, over someone else?

Here's an example: "I am seeking opportunities to improve my writing ability in a forward-thinking environment while growing organic traffic and optimizing content to beat out competitors in search engines. At Company A, I believe I will find that match."

See how it works? In the example above, the candidate explained how she'd benefit from the role. She also explained what Company A could get out of the transaction -- increased organic traffic, and optimized content -- so the hiring manager is informed of the equality of the potential relationship.

8. Start with a statement that surprises them.

When applying for a role at HubSpot, one of my colleagues began her cover letter like this: "I like to think of myself as a round peg thriving in a square hole kind of world."

Doesn't that make you want to keep reading? It certainly kept me interested. Of course, you'll only want to include a bold statement if you can follow it up with some concrete supporting information. My colleague, for example, continued by writing this: "What does this mean? It means that my diverse background makes me a well-rounded candidate who is able to comprehend, develop and execute various functions in business."

While the rest of her cover letter veered on the side of professional, her opening line was casual, quirky, and surprising. Plus, you feel her personality in the line, and when an employer feels like a real person is behind the cover letter, she's going to want to keep reading.

9. Start with a lesson you've learned in your career.

A great way to start a cover letter is with a lesson you've learned in your industry from your experience.

For example, you might say something like, "As a [current job position] with high-level management experience in the [industry], I learned that the best way to achieve success was to [biggest lesson you've learned]."

This opening sentence lets a recruiter know your experience level. Not only that, but it starts off with how you can benefit the company, not how the company will benefit you.

10. Start off with intrigue.

When you're applying to larger corporate companies, you know that recruiters are getting hundreds of applicants for one entry-level position.

It's important to intrigue the hiring manager and recognize that they're looking at several applicants.

For example, you could say, "I understand that you have been deluged with resumes since you've been listed as one of the best companies to work for. Mine is one more, but I do have experience that is hard to come by."

After this, it'd be great to list examples, stats, and experience that set you apart from other candidates and will benefit the company.

Recruiters see countless resumes and cover letters every day. It's important to start your cover letter in a unique way so you can stand out amongst the crowd.

Editor's note: This post was originally published in May 2018 and has been updated for comprehensiveness.

12 Impressive Ways to Start a Cover Letter [+ Examples] was originally posted by Local Sign Company Irvine, Ca. https://goo.gl/4NmUQV https://goo.gl/bQ1zHR http://www.pearltrees.com/anaheimsigns