Before we get started, yes, this piece is about math. But trust us, don’t run away, because marketing success and understanding some simple statistical concepts go hand-in-hand. Right now we’re all gearing up for our holiday marketing efforts, and whether you’re planning a Black Friday blowout or a cause-focused Christmas, you can better focus your efforts and understand your results by applying some important mathematical concepts as you execute and track your marketing plans. Here are our top 3 concepts that we think everyone should understand.


Deck the Halls with Data Points: The Importance of Sample Size

One of the most basic statistics used to describe a set of data is its sample size – and it’s exactly what it sounds like – it’s just the size of the sample. It may sound like a no-brainer, but sample size is extremely important when trying to discern good statistics from bad statistics. For instance, if you put up a holiday special on Facebook that gets a clickthrough rate of 90%, that sounds excellent – but if your Facebook page only has 10 followers, that result is much less significant. Always check the sample size and make sure you interpret your results accordingly!

On the other hand, when a sample size is too big, data can be difficult to work with. If you have a record of thousands of customers from over the years, and you want to do a survey for your Black Friday sale, polling all of them is going to prove difficult – so you use sampling to choose random samples of a few hundred. Generally speaking, a sample of 10% of a population is a pretty good start.


Merry Mean and Median

Mean and median are two important statistics which help to measure the “center” of a sample. The mean is what most non-stats folks call the average, and the median is just the middle point (as many data points above as below). These two measurements can have similar values, or they can vary based on how the data is distributed, and if you think about the concept in reverse, if you know the mean and median of a data set, it can help you to understand if your data set is skewed, and how it may be distributed.

Let’s talk examples. Let’s say you run a series display ads across your brand’s web presence for a holiday special. If those display ads have a mean engagement count of 300, and a median engagement count of 350, then one or two of your display ads may not be as visible. Here’s how that works: if two of your ads are hidden or hard to see, their engagement rates will be significantly lower than the rest – they will be outliers. Those outliers will pull your mean down a little, but the median is less affected by outliers, and shows a true “middle” point. If you’re paying attention to the mean and median, you’ll notice the discrepancy and move those less-visible ad spots to correct it.


Correlation, Causation, and Other Reindeer Games

Correlation, not causation” is a phrase you may have heard used before. Knowing the difference is a vital concept in statistics, and marketing, and life. Correlation happens when two or more variables in a statistical measure have a relationship with each other – for example, in vehicles, size and fuel economy are negatively correlated because usually, as size increases, fuel economy decreases. However, the size is not necessarily the cause of the fuel economy decrease. There are many factors which affect fuel economy, so this is an example of a correlation but not causation.

It’s very important to understand these concepts so that you can interpret your marketing results accurately. For instance – let’s say you’re running your holiday banner ad campaign in the week leading up to your Black Friday sale. On Black Friday, you see lots of traffic at your site and your business has plenty of customers. However – those customers could have come from your Facebook page if it was also mentioning your Black Friday sale, and many could simply be regular Black Friday shoppers. A good understanding of these simple statistical concepts will go a long way to helping you not only understand your marketing efforts, but also improve them.

Here at Lincoln Digital Group, we speak “big data.” Our expert marketing team not only understands how to create beautiful and effective marketing campaigns, but we also comprehend the mathematical foundations of marketing, and can show you meaningful results by the numbers month after month. This holiday season and every season after, Lincoln Digital Group delivers.

To learn more about how Lincoln Digital Group can help your marketing efforts, contact us online or call us at 561-371-4272.

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Words, words, words… are you choosing the right ones?

Linguistics Can Improve Your Marketing – Lincoln Digital Group Agency Marketing Services

It’s been said that marketing is equal parts art and science – but it’s also part poetry; part storytelling. When a good marketer creates a message for your potential customers, they’re like an author writing a compelling story, carefully crafting the perfect tone tailored not only to capture interest, but to keep it. In this way, beyond analytics keyword saturation, and clickthroughs, good marketing requires a keen understanding of linguistics. Linguistics is the study of language, and linguistic rules very much apply to marketing messaging. In order to inspire and entice your audience, your marketing agency needs to understand rules like transitivity and conversationalization – terms which we’ll discuss later, but first, let us begin by discussing the importance of establishing a chain of reference.

What is a Chain of Reference?

In linguistics, a chain of reference refers to knowledge that is shared by both the reader and the author. In a novel, it’s what gives it meaning. It’s where subtext, conflict, and drama come from, and it’s also why jokes are funny. For a marketer, developing a chain of reference gives your ad something more than the sum of its parts: it gives your ad, and your brand, meaning.

Consider for example the American Express ads featuring Tina Fey. In this series of ads, Tina Fey is shown, ostensibly as herself, shopping for everything from pet supplies to workout gear. In each, she makes large amounts of impulse purchases, including a pair of “creepy gloves for your feet” fitness footwear which she doesn’t even seem to like. The tone here, however absurd, is one of lighthearted humor, having a little fun with the American consumer’s notorious penchant for impulse buying. Nearly every viewer has swiped a card for an item (or a cart full of items) they know they don’t need, and by having a laugh with us about it, American Express is telling us “It’s okay, go ahead and buy it. American Express is there for you.”

Lists are easy to digest, and a great way to establish points of common ground with your reader.
Lists are easy to digest, and a great way to establish points of common ground with your reader.

Finding Common Ground with Your Audience

Language, at its core, is a common set of sounds and words that are used to describe something that exists. If something doesn’t exist, or if it can’t be conceptualized, then it can’t have a word. Anytime we communicate, we make some assumptions about our reader or listener, not the least of which is that the speaker and listener share the same language. Beyond this basic assumption, we create the strongest messaging by first identifying (and assuming) common ground – that is, establishing a strong and specific chain of reference.

In marketing terms, this means correctly identifying your audience, and then speaking to them on their own terms. These demographic assumptions are important, because cultural, regional, and educational biases can alter the reaction to your message. In an obvious example, an ad highlighting the challenges of winter weather driving won’t play well in sun-drenched Miami, but the disconnect is sometimes far more subtle, like using technical language in an ad meant to appeal to casual viewers. Understanding the specifics of who your audience is and crafting messaging to speak to them directly is one way Lincoln Digital Group excels.

Making an Emotional Connection

While a chain of reference gives your reader or viewer meaning, transitivity and participant rules create empathy and make an emotional connection. Transitivity in linguistics refers to how to verb relates to the subjects and objects.

For example, in the sentence, “The viper strikes,” something is clearly happening, but it’s difficult to know how to feel about it. However, in the sentence “The viper strikes the little girl,” several new things appear. First, the objective noun “girl” gives the viper’s strike a target, but more specifically, it gives the viper itself a goal – and along with the descriptor “little,” it evokes a much stronger emotional response from the reader. Transitivity, in this way, is powerful, and a transitivity analysis of your marketing will help you to identify these points of emotional connection, enabling you to better connect with your target market.

We speak differently about Lexus vehicles than Toyota vehicles, as our work on two top Lexus and Toyota dealerships will show.
We speak differently about Lexus vehicles than Toyota vehicles, as our work on two top Lexus and Toyota dealerships will show.

A Little More Conversation, a Little Less Grammar

Converstationalization is a linguistic idea that refers to adopting informal, common language to establish the tone of an interpersonal relationship. Your marketing “character” can set a formal or informal tone, and that tone carries an implied relationship. Consider Flo and her customers, from the Progressive ads. The characters here are just “regular folks” like the viewer, including Flo, with her rockabilly style and snarky sense of humor. In keeping with their everyman appeal, these characters use very informal language typical of friendly youth culture. In this way, the Progressive brand establishes a less formal, “friendly” relationship with the viewer. Under the context of conversationalization, rules of impeccable grammar are less important than authenticity.

On the other hand, a company like Cartier will likely prefer to employ formalization; that is, stick to formal, grammatically correct, almost ethereal language to best characterize their brand. This tone isn’t conversational, casual, or friendly; it is authoritative and almost mythical.

Whether your brand’s voice needs to be friendly or formal, as experts in marketing, we’re also experts in linguistics. Whether your target audience is a slacker teen or a CEO, Lincoln Digital Group is here to help your brand find its perfect voice.

To learn more about how Lincoln Digital Group can help your marketing efforts, contact us online or call us at 561-371-4272.

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4th Quarter Marketing Success

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