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Hawthorne Videoactive Report Vol 2 No 85 0723 Hawthorne Videoactive Report Vol 2 No 85 0723
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How aggressive should you be in gathering consumer information online?

I found a website for a variety of wine that clearly is targeting women. What I find interesting about it is that while it seems to employ a fair number of social features, you can't look at the good stuff until you sign up.

I understand that contact information is critical for lead generation. However, a website is also about info and branding. If you hide your best features behind a sign-in wall, don't you risk losing the audience you seek?

Presumably, all the nice features are intended to make the site sticky. So why hide them behind walls that will keep people out?

Here's the site: http://www.whenitfeelsright.com

This strategy strikes me as unnecessarily limiting, but I'm open, as always, to being educated.

Only if there's obvious and immediate value...

In general I'm somewhat paranoid about giving out any sort of personal information out on the web.  I hate having my email spammed and that includes getting "valuable offer" emails from a company's partners.

Contests, minimal discounts, newsletter overload, and irrelevant products all get marked as junk mail rather than wasting more of my time visiting the site and filling out more forms to be taken off their mailing list.

In general I fill in fake information to access the information/features/promotions that I want from an unfamiliar site. If they send information only to a valid email address I'll create a tempory one to leave in the dust once I get what I wanted.

The exception to this would be services I see as legit or necessary.  Online banking for instance- very useful.  Another would be ordering something online; there's no point in entering a fake shipping address or a fake name because you'd want to recieve what you just paid for.

In the example they only asked for an age verification before they open the door and for alcohol this makes sense.  It's much less clunky than trying to access something like BudTV.  If I have to fill out a form before I know they have something good, I won't take the time to find out. 

It's the web- give me what I want, when I want, how I want it.  If you don't- bye.  Ruthless.

I will only give minimal information

Name and email is about all I have the patience for. You can have other stuff on the form, but if it's not optional, I'm gone. I may give more for information, whitepapers, or training I'm interested in. Most other gifts or free stuff I'll skip because it's almost always junk. In regards to the wine site above, I'm gone. I don't have time to be led by the hand through a series of pretty screens. Give me one form with everything optional except my email and take me to the information. But that's just me and I'm wierd.