Users "Stick" Around with Interactive Tools
If you spend a lot of time moving around online, you've probably noticed an increase in the use of interactive tools on all kinds of websites. As people embrace the concept of interacting with online content, organizations are building more tools that engage users by encouraging their participation. In terms of usability, interactive tools pull users into an organization's offers and offer a kind of "stickiness" that is difficult to find otherwise. And from a marketing and lead generation standpoint, interactive tools have the potential to qualify users as high-level leads.
Users want control over their research and buying process, and it's crucial that their needs and behaviors are considered when designing marketing materials. Part of putting users in charge of this process is to provide interactive tools that spur user participation and help people feel engaged with your brand, your website and your offers.
In Redesigning Web Sites to Put Customers in Charge of Their Experience, from MarketingProfs, Jeannette Kocsis stresses the importance of designing websites with user behaviors as a guide. She lists the inclusion of intuitive and relevant tools as a key component to achieving a site that is based on user behaviors and needs. Interactive tools can also be used to convert users, and when implementing interactive tools, you have the ability to track deep, user-driven behaviors and use that data to qualify high-level leads.
Consumer marketers use interactive tools on all kinds of websites, and seem to have discovered the stickiness that comes when these kinds of tools are offered on their sites. MyShape is an online shopping site with a tool that lets users enter their physical dimensions in order to find out what "shape" they are and what clothes look best on that body type. They link their users to clothes that match their body types and allow them to shop right from there. FitDay, an online food journal site, is set up so users can enter the foods they consume and the exercise they do over the course of a day. Users can set weight loss goals, create reports based on the data they've entered, and write journal entries about their weight loss process.
What's key about these kinds of tools is that they keep the user coming back time and again. When women are shopping for clothes, they know they can find styles that match their body types on MyShape. For people trying to loose weight, FitDay gives them a place to enter their calories after each and every meal. From a marketing and lead generation perspective, this kind of stickiness is invaluable, and makes it easy to qualify and convert high-value leads. Tools that allow users to track their processes, calculate their needs, discover, compare and customize potential solutions are tools that will keep a user coming back to your site until they are ready to make a decision.
By taking a page from B2C marketing, B2B marketers can build tools that provide a deep level self-submitted user behaviors. These behaviors can be used to nurture users through their buying process and present them with relevant materials at appropriate times. Instead of responding to your marketing messages, users are now able to submit their own lead data (in their own timeframe) when they make the decision to work with your interactive tools.