MUD\WTR MRKTNG
Sometimes you can have a great product but poor marketing. Looking at you Betamax.
Sometimes you can have a bad product and amazing marketing. Looking at you Fyre Festival.
Sometimes you can have a great product and marketing. Looking at you MUD\WTR.
MUD\WTR is a coffee alternative “who generated more than $16 million in revenue in 2020, and is projecting $60 million for 2021.” This is in one of the most crowded verticals - morning energy - and they are extracting $60 MM plus per year out of a market that has deep moats built in. Starbucks alone spent $305 MM in marketing last year, let alone their earned media value derived from all the individual stores.
As fans of highlighting exceptional brands, we wanted to do a deep dive on MUD\WTR’s amazing marketing flow from ad to email to home.
Our ask as you read through this master class is to think how each step of the journey instills more confidence in the customer's mind for their purchase decision.
MUD\WTR on FB
Word choice matters and copy can often be an afterthought. There is a concept of God Terms in rhetoric - freedom, independence, power, choice, etc. - that trigger the audience to think in a new direction.
MUD\WTR is not replacing a habit. It is a new morning ritual with the key concept of elevating a morning coffee habit to replace that with a ritual. A word typically used for sacred practices versus bleary eyed, hot beverage making.
Outside of the elevation to “ritual” they choose a first person narrative in many instances. An interesting choice to make their ads feel more personable.
After The Click
They have captured a person’s attention and caused them to take the first small step, a click. What’s the reward for taking this action? An amazing landing page showing a product demo with simple copy to understand about the product.
The CTA is TRY IT over BUY IT as MUD\WTR knows that customers have a cost to switching. Now the key is to reduce a customer’s risk aversion through the flow by reducing complexity and increasing confidence in their choice.
What other elements do you notice?
After the Purchase Email
Derek Sivers sold CDBABY for $22 Million in 1998. He credits part of the business success to “this goofy little thing:
Your CD has been gently taken from our CD Baby shelves with sterilized contamination-free gloves and placed onto a satin pillow. A team of 50 employees inspected your CD and polished it to make sure it was in the best possible condition before mailing.Our packing specialist from Japan lit a candle and a hush fell over the crowd as he put your CD into the finest gold-lined box that money can buy. We all had a wonderful celebration afterwards and the whole party marched down the street to the post office where the entire town of Portland waved “Bon Voyage!” to your package, on its way to you, in our private CD Baby jet on this day, Friday, June 6th. I hope you had a wonderful time shopping at CD Baby. We sure did. Your picture is on our wall as “Customer of the Year”. We’re all exhausted but can’t wait for you to come back to CDBABY.COM!!
That one silly e-mail, sent out with every order, has been so loved that if you search Google for “private CD Baby jet” you’ll get over 20,000 results.”
We think that MUD\WTR might be fans of Sivers as their email marketing takes inspiration from this story and doubles down on their playable traits.
If they care this much about their emails, how much do they care about ingredients? That is an amazing message to land with customers who just purchased but not yet tasted your product.
The follow up email extends the brand personality from order confirmation. It even adds in a bit of altercasting to the purchaser where you are already aligned to adopting the new morning ritual.
The Product Arrives
At this point, I was more than happy to see my product arrive. I had watched several videos about MUD\WTR and was ready to elevate my morning ritual.
Even better, they thought through this impression as well. The box is of course simple cardboard to be on brand guidelines but they extend the copy from its emails to the box.
At this point, I don’t know who could resist opening the package and making their first MUD\WTR on the spot.
Notice that they continue this turning of language throughout the copy - hut, vessel, shepherd, etc.
Again, if they care this much about the box - how much do they care about the ingredients? Continually landing with a customer that every touchpoint is driving the brand is something that can be missed entirely with many DTCs.
This is also where small companies can battle with the big box or online retailers is adding in these key personal touches.
If you're curious, the product is as good as their marketing!
Read next
Creating a landing page that drives high conversions is essential for effective advertising campaigns. The key to a successful landing page is a clear and compelling call-to-action (CTA) that guides visitors toward a single goal. By focusing on this primary objective, businesses can increase their leads and improve overall campaign performance.
Effective landing pages often utilize well-designed templates, clean layouts, and concise messaging. These elements help maintain visitor attention and reduce the likelihood of them leaving the page. Additionally, personalizing the content to resonate with the target audience can significantly enhance engagement.
Conversion rates can be improved by incorporating elements such as testimonials, relevant images, and strategic use of whitespace. These elements build trust and highlight the value proposition of the offer, making the visitor more likely to take action. Utilizing best practices and continuously optimizing the landing page will ensure it remains effective over time.
Essentials of Effective Landing Pages
Creating an effective landing page involves focusing on design and layout, as well as crafting compelling content. These elements work together to capture visitor attention and drive conversions.
Design and Layout Considerations
A clean and organized design is crucial. An effective landing page for ads should have a simple structure that guides the visitor's eye to the CTA. Avoid clutter. Remove extra navigation to keep the visitor focused on the main action you want them to take.
Visual elements like high-quality images or videos can capture attention. Use colors that align with your brand but also create contrast to make the CTA stand out. Consistent font styles and sizes help maintain readability, while white space enhances content focus.
Content Is King: Crafting Compelling Copy
The headline should quickly communicate the main benefit or message of the page. It needs to be clear and persuasive. Compelling copy is crucial. Use a value proposition to explain what the visitor gains by completing the desired action.
- Bullet points* can break down benefits or features in an easy-to-read format. Avoid long paragraphs – be direct and concise. Testimonials or case studies can add credibility and encourage trust. Ensure that all text supports the main goal without overwhelming the reader. Keep it straightforward and focused.
Optimization Strategies for Google Ads
Effective optimization of Google Ads involves enhancing keyword relevance, leveraging analytics, and conducting A/B tests to improve ad performance and user experience. Focusing on these strategies can lead to higher ad efficiency and better return on investment.
Keyword Relevance and Ad Copy
Keywords are the backbone of any Google Ads campaign. Ensuring keyword relevance means that the keywords used in ads must match what potential customers are searching for. This involves extensive keyword research to find terms that align with user intent.
Ad copy plays a crucial role in optimization. The text should be clear and compelling, directly addressing the needs highlighted by the keywords. Including keyword-rich anchor text, such as phrases that link directly to landing page best practices, can improve ad quality scores and relevance.
Here are some tips:
- Use exact match keywords for highly relevant searches.
- Write ad copy that reflects the keyword intent.
- Highlight unique selling propositions (USPs) to stand out.
Utilizing Analytics for Improvement
Analytics is essential for measuring and improving the performance of Google Ads. Google offers tools like Google Analytics and Google Ads reports that provide insights into user behavior. Key metrics like click-through rate (CTR), conversion rate, and bounce rate help in understanding how well ads are performing.
By analyzing this data, advertisers can make informed decisions about where to allocate budget and which landing pages need improvement. For instance, a high bounce rate might indicate that a landing page does not match user expectations. Optimization efforts should focus on making the landing page closely match the promises made in the ad, which can be guided by Google’s guidelines.
A/B Testing for Performance Tweaks
A/B testing is a method where two versions of an ad or landing page are compared to see which performs better. This involves changing variables like headlines, images, and calls-to-action to see what resonates the most with users.
Running A/B tests can lead to significant insights. For example, one version of an ad might have a higher CTR because of a more compelling headline. Tools like Google Optimize can be used for this purpose. When tweaking landing pages, it's important to implement changes like strategic CTA placements and messaging.
By systematically testing different aspects of an ad campaign, advertisers can fine-tune their strategies to maximize performance and conversion rates.
Conversion Rate Optimization
Conversion Rate Optimization (CRO) focuses on improving the number of visitors who take the desired action on your landing page. This can be achieved through effective CTA elements and trust signals like testimonials.
Call-to-Action Elements
The call-to-action elements are crucial for encouraging visitors to act. These elements should be clear, concise, and placed prominently.
Use action-oriented language like "Sign Up Now" or "Get Started Today." The button or link for the CTA should stand out with contrasting colors to grab attention. It's essential to perform A/B testing to see which CTA versions drive higher conversions. Split testing different offers or placements can significantly improve landing page performance.
Trust Signals and Testimonials
Trust signals and testimonials help build credibility and reassure visitors about your service or product.
Displaying testimonials from satisfied customers can increase the conversion rate by proving that others have benefited from your offering. Trust badges, like security seals or endorsements, add a layer of trust. Positive reviews and ratings should be easy to find on the page, boosting visitor confidence and leading to more conversions. Aim to include images of real people with their testimonials for added authenticity.
Building a Perfect Landing Page for Advertising
Meta’s Advantage+ Shopping Campaigns (ASC) are transforming how advertisers run their marketing efforts on Facebook. These campaigns automate up to 150 creative combinations at once, helping advertisers save time while optimizing ad performance. By leveraging machine learning, ASC identifies the best audiences, driving more efficient and effective results.
ASC campaigns focus on smarter and faster ad conversions. Unlike manual setups, Advantage+ campaigns have preset settings that streamline the creation process. This results in higher performance and less time spent on configuration, making it ideal for businesses looking to maximize their advertising efforts with minimum hassle.
For those interested in taking advantage of this automated solution, Meta’s Advantage+ simplifies the setup and management of ad campaigns. By using advanced algorithms, it ensures that campaigns reach the right audience, improving the cost per acquisition and overall return on investment.
Understanding Advantage+ Shopping Campaigns
Advantage+ Shopping Campaigns streamline the ad creation process by using automated systems to target the best audiences. This method improves efficiency and reduces the need for manual adjustments.
The Role of Meta’s ASC in Digital Marketing
Meta’s Advantage+ Shopping Campaigns play a crucial role in digital marketing. These campaigns use machine learning to identify and reach the most relevant audiences. This automated process helps businesses save time and resources while improving ad performance.
Instead of manually selecting audiences, the system dynamically adjusts settings to optimize results. Advertisers only need to choose a country, and the platform handles audience targeting. This leads to higher efficiency and potentially better return on ad spend (ROAS).
Components of ASC Campaigns
Components of ASC campaigns include automated targeting, dynamic creative testing, and centralized budget management. Automated targeting eliminates the need for manual audience adjustments, allowing the system to find the best placements.
Dynamic creative testing is another key feature, enabling advertisers to upload various creative assets such as static images and videos. The system then rapidly tests these assets to determine the best-performing ones. This approach saves time and optimizes ad delivery.
Budget management in ASC campaigns is more flexible. Unlike traditional campaigns, where budgets are set manually, the ASC system adjusts spending based on performance. This ensures that the best-performing ads receive the most budget, maximizing efficiency and effectiveness. These features make ASC campaigns a valuable tool for digital marketers seeking to optimize their advertising strategies.
Launching an ASC Campaign
Creating and launching Meta Advantage+ Shopping Campaigns involves setting up ads and targeting the right audience to optimize performance.
Creating Your ASC Ads
To start, navigate to Ads Manager and select Create. Choose Sales as your campaign objective. Then, opt for the Advantage+ shopping campaign.
Click Continue. Many settings are preset for ASC campaigns. You can review these by selecting See all preset settings.
Meta's ASC uses machine learning to create up to 150 ad combinations. This helps in finding the best-performing ads. Customize your ads by uploading product images, writing ad copies, and setting a budget.
Ensure your ads are visually appealing. High-quality images and clear, engaging text result in better performance.
Targeting and Optimization
ASC targets both new and existing customers. To set up targeting, first define your audience's demographics, interests, and behaviors. ASC leverages machine learning for optimizing ad delivery, finding the most likely buyers.
Utilize custom audiences to target people who have interacted with your business before. Lookalike audiences can help reach users similar to your best customers.
Monitor campaign performance regularly. Use the data to refine targeting and improve ad effectiveness. Adjust budgets based on what works best, ensuring optimal performance and better return on investment.
By following these steps, you can effectively launch and optimize your ASC campaigns, reaching the most relevant audience efficiently.
Measuring Campaign Success
Measuring the success of Advantage+ Shopping campaigns involves tracking specific performance metrics and analyzing data to ensure your advertising goals are met. This includes monitoring key performance indicators (KPIs) and interpreting data within the Meta Ads Manager.
Key Performance Indicators
To evaluate the effectiveness of ASC campaigns, it is essential to focus on several KPIs. Click-through rate (CTR) measures the proportion of people who clicked on the ad after seeing it. A higher CTR often indicates a more engaging ad.
Conversion rate indicates the number of visitors who completed a desired action, such as making a purchase. This helps assess how well the ad translates interest into actions.
Return on ad spend (ROAS) calculates the revenue generated for every dollar spent on the campaign. A higher ROAS means better efficiency in ad spending.
Cost per acquisition (CPA) measures the cost to acquire one customer. Keeping a low CPA while maintaining or improving conversion rates indicates a cost-effective campaign.
Analyzing ASC Data
Analyzing data from ASC campaigns requires understanding patterns and making informed decisions based on them. Segmentation of data by audience demographics or behaviors helps identify which groups are responding best to ads.
A/B testing different ad elements, such as headlines or images, helps find the most effective combination for attracting customers.
Visualizing trends with tools like graphs or charts in Meta Ads Manager allows easy comparison over time. This aids in identifying periods of better performance and understanding possible reasons behind them.
Using these methods, advertisers can continually optimize their campaigns by adjusting their strategies based on the insights gained from data analysis. For more details on ASC performance, refer to the insights available on Meta’s Advantage+ performance.
