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05 Jun 2018

How To Use Online Catalogs In Your Digital Marketing (Step By Step Guide)

Companies have been printing catalogs since 1845, and there's no sign of it slowing down.

In fact, the Data and Marketing Association report that 44.4% of retailers have increased catalog circulation in just the last year. 

But most marketing and sales managers are still figuring out how catalogs play into the buyer's journey and how to make online retail catalogs relevant in 2018.

So, today I'd like to go over 5 actionable steps you can take to improve the relevance of your retail catalogs in your digital marketing and help you reach the audience you want. 

#1 Inspire Your ReaderS tO bUILD tRUST 
#2 Make your ONLINE RETAIL catalogs shoppable
#3 Use your catalog on every online touch point
# 4 Make your catalogs part of your SEO strategy 
#5 Target your ONLINE CATALOG distribution

  

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#1 INSPIRE YOUR READERS TO BUILD TRUST

Whatever style your retail catalog takes, it needs a clear brand identity. That not only makes the catalog more recognizable, but also increases likelihood of purchase because strong brand identities build trust.

Danish electronics retailer, Power, identified this early on and uses this insight throughout their messaging. 

From the name, Power, which immediately makes you think of electricity.

To their sleek black, grey and orange color palette that matches their website. Power is making sure their customers get the same visual experience across touch points. 

 

2018-06-01 09_59_11-POWER tilbudsavis - Find de bedste tilbud her på siden—Side 4

 

More than that though, because online retail catalogs have more visual flexibility than PDF's - Power regularly add product videos, animations and photo galleries to their catalogs to boost engagement.

Which is important when you consider that four times as many consumers would prefer to watch a video about a product than to read about it. 

For Tips on how to design for digital eCommerce catalogs, check out my last blog. 

 

#2 mAKE YOUR CATALOGS SHOPPABLE

According to a new study, 33% of online retailers stated that the improvement of customer’s digital shopping experience was a top three priority this year.

Something Norwegian furniture retailer Kid Interior have done by making their Instagram-worthy catalog pictures shoppable with just a click.

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Since 82% of Millennials and Generation Z prefer consuming content with visuals throughout, shoppable catalogs are one of the best ways to stay relevant and introduce younger audiences to new brands. 

By allowing readers to buy a product seconds after discovering it, online retailers increase the likelihood that they’ll make a purchase. 

Plus, by making the purchasing process easier, shoppable catalogs strengthen your relationship with the consumer (build more trust!). 

As the shoppable content trend grows, turning your catalogs into a revenue channel is - in my opinion - a pretty crucial way to stay relevant in 2018.

 

#3 USE YOUR CATALOG ON EVERY ONLINE TOUCH POINT

According to Google's Zero Moment of Truth research, consumers will on average look at 11 online touch points when considering a given purchase. The more expensive the product, the more points of reference there are.

Meaning to stay relevant in 2018, you need to make sure your retail catalogs aren't simply uploaded to your website as a PDF, but actively working for you as part of your multi-channel marketing strategy. 

 

2018-06-04 09_19_23-onlinetouchpoints.ai_ @ 66,67 (RGB_GPU Preview)

 

The table above is a great place to start identifying which online touch points are most relevant to you.

You'll also notice that catalogs provide an online touch point both before and during purchase, provided the shop is integrated

By uploading your online catalogs to several touch points (for example, your social media, or your blogs, and ads) you get your brand and proposition front of mind wherever awareness arrives.

 

#4 make your online catalogs part of your seo strategy

To stay relevant you need to rank.

But explaining how to get your pages ranked to the top of the search results is complicated enough.

Here's a good checklist from Moz, which dives deep into this specific issue. 

But for the sake of this article I'll stick to how converting your PDF to an online retail catalog can impact your SEO strategy.

First of all, Google favors any content that is informative and helpful. 

And online catalogs are by no means the only way to inform customers what you have to offer. It could be a blog, article, app, a tool, a video, a product or service page. 

Having said that, the advantage of the online catalog is that it becomes part of your branded URL.

Unlike other touch points like Facebook posts or YouTube videos you've uploaded, your catalog sits under your branded domain.

That makes it indexable for Google and adds to your web properties - further supporting your overall domain authority.

Plus, Google can crawl the text in your online catalog as well, so if you've fulfilled step one and inspired your reader with helpful and informative content, you'll be adding to your Google rank too. 

 

#5 TARGET YOUR CATALOG DISTRIBUTION 

To stay relevant you obviously need to get your catalog in front of people. That goes without saying. 

However targeting the distribution of your catalog will enable you to publish it where your audience lives and is most able to find it.

 

ezgif.com-optimize (9)

 

Outside of embedding the catalog on your website (though that's obviously cool, just check out how Flying Tiger do that, above), I recommend sharing your catalog to your social media.

From there you can segment your audience and boost the post to get the catalog in front of specific buyers.

If direct email marketing is also a part of your overall strategy, add direct links to your catalog in your newsletters.

Consumers who subscribe to you are far more likely to buy from you than new leads, so keeping previous shoppers up to date on your current offers is a no-brainer. 

 

CONCLUSION

It's really hard for online retailers to stay relevant in a digital landscape where promotional channels have become highly competitive. 

And, as a result of that, both more expensive and less effective. After all, shopping behavior evolves and now more than ever consumers shop around for the best deals. 

Fortunately, there are things we can do about this. 

So long as you are proactive with your catalogs, you can extend the reach and relevance of your retail offerings. 

The customer is king, right? So design for digital readers, to make it easier for them to read and shop from you. 

Make your brand identity clear so it's instantly recognizable and more trustworthy. 

If your retail catalog is shoppable then you not only add a digital revenue channel but you also make the buying experience easier and quicker for the consumer. 

By distributing your catalog to several online touch points you keep on top of mind and stay relevant by being in the spaces your customers spend their time. 

Basically, if you follow the steps above, you should be in pretty good shape. 

For more information on how to increase sales through online catalogs, develop an inspiring shopping experience and harness your user data, click below to read our downloadable eBook.

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Resources

Data Marketing Association: 12 Marketing Trends You Should Know About 

iPaper: Improve Your Retail Catalog With These eCommerce Tweaks

AdWeek:  The State of Shoppable Media in 2017 and Its Future in the Coming Year

AdWeek: 82% of Millennials Read Sites That Regularly Use Visuals 

LOOKCAST: The Shoppable Content Report 

Moz: How To Rank in 2018, An SEO Checklist 

About the author

Nanna Árnadóttir

Nanna Árnadóttir

Nanna is a storytelling wizard with over ten years experience working as a journalist and copywriter. Wielding magic with her words, her goal is to educate and delight you with fresh blogs and sage wisdom.

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