Category Archives: Search engine optimisation

How multichannel retailers can benefit from Google’s new search results layout

Posted on by Rosie Freshwater

If you’ve been searching on Google in the last couple of weeks you may have noticed some changes to the layout of the search results page. Google has launched its new advanced search layout and there are plenty of snazzy things you can do with your search results, some of which were available before but perhaps tucked away and therefore you may not have known about them.

There are plenty of great blog posts (like this one from @dannysullivan) that run you through the different options available and how to use them. However, we thought we would focus on some of the main functions that benefit retailers and how they can use them to improve on their multichannel marketing efforts.

First let’s have a look at the new column on the left where all these lovely new tools sit.

If we conduct a search for “designer handbags” this is the page of results we get.

For a while now Google has incorporated a number of different media types, such as images and video, into their natural search results (this is called Universal Search in Google’s case or blended search elsewhere). Google’s new look search results page now includes a very useful list of search options on the left hand side making it easy to refine your search according to images, blog posts, news, video and so on.

Once you have refined your search,  to view video results only for example, you are presented with a further set of options in the lower part of the left hand column to refine your results still further. In the case of video, you can refine by length, quality and source (amongst others).

We believe this added functionality presents a number of opportunities for multichannel retailers, namely to:

  • Increase brand & product visibility to shoppers
  • Find influential people to review and talk about products
  • Find and engage with customers
  • Research hot topics to help shape a social search strategy
  • Help measure the impact of your marketing efforts and tweak accordingly

Let’s look at each of these in turn:

Increase brand & product visibility to shoppers

Consumers are becoming far more sophisticated in how they search for products online. The new layout from Google will facilitate this and retailers need to be aware of the areas where they must be prominent by presenting relevant content:

Images
Although image search has been a large part of the Google experience for a while now the more prominent advanced search option opens up opportunities to increase the visibility of your products to engaged searchers.

As you can see, a search for “designer handbags” now brings up the normal page of results but with a whole new bunch of refined searches in the left hand column. You can now refine by size, type of image, and even colour.

By creating great imagery in the first instance and then optimising it accordingly, this is a great opportunity  for retailers to have their products featuring for a wider range of targeted searches. Make sure your product images are named according to the type of image (i.e. photo, drawing, etc) and include other details, such as colour.

e.g. /red-d&g-tote-designer-handbag.jpg

The more well optimised imagery you have on your site, the more exposure your products will get within image search. And as retailers will only be too well aware, when prospects are shopping online, especially for higher ticket items, great imagery can have a significant impact on conversion rates.

Video
Video is a further extension of good imagery and allows a higher level of engagement with customers. Product demonstrations or showing the product in a real life situation, such as catwalk style clips for clothing, can have a dramatic impact on conversion rates. And with a more prominent position on the search results page, and numerous options to refine video results, we should see more searchers viewing more videos on the search engines.

With the rise of YouTube and social media it’s been increasingly important to get involved in creating video content for the past few years. Now that Google has opened up its video results it is even more so.

Again, make sure you are optimising your video properly whether you are putting it on your site or on channels such as YouTube.

Maps The maps results option in the new layout shows Google Local Search results overlaid on a map. Therefore those looking to buy a product in a particular location can find the nearest store stocking that item. This has huge potential for retailers, especially as so few currently appear to have local business listings for their stores, optimised with their key products. Look at the results when we conduct our search for “designer handbags”:

Regardless of product range or number of stores there is huge potential in setting up and optimising Google Local Listings to ensure you are visible to regional shoppers, and importantly those searching on smart phones using mapping applications.

Find influential people to review and talk products

As search marketing and PR have converged, an essential component of a successful digital marketing strategy for retailers is engaging with ‘influencers’. In other words, bloggers, journalists, twitterers and owners of Facebook groups whose opinions, comments and product reviews can have a significant bearing on a retailers sales, brand visibility and reputation, as well as search engine rankings (every review can generate a link to a brands site).

There are two sections of the new advanced search layout that we think can help retailers in their search for those all important influencers.

Blogs
Using this advanced search feature, when searching for product related keywords, will yield a list of bloggers most relevant to those products i.e. those people that appear to be most active in talking about, designer handbags, for example:

This gives the retailer a great starting point to select the bloggers they should be building relationships with. It may be that a retailer sends their latest product as an exclusive for the blogger to review, perhaps offer some useful content or ask if they could have a guest blog slot. By building these relationships it gains the retailer extra visibility, traffic and perhaps even a link or two!

The refined search options include ‘by timeframe’ so bloggers can be approached who have been talking about the retailers type of products in the last few days, making this search option fantastic for identifying those talking about the latest trends and topics (particularly relevant to fashion).

Updates
The ‘updates’ section in the advanced search results shows what’s happening on social networking sites like Twitter and Facebook. These networks are highly relevant to retailers as many of their prospects and customers will be active in talking about, sharing and reviewing their latest purchases. Like bloggers and journalists, individual customers can also have an influencing affect over their friends, colleagues and peers.

Using the updates results section retailers can look through the list of people mentioning their specific products, or similar products, and what they are saying about them. They can then click through to visit relevant Twitter or Facebook profiles to see how many followers/fans/friends they have to determine their level of influence.

Engaging with prospects and customers across social media channels, in an open and public way, can lead to a positive mention of a particular product which will be seen by all the influencers followers. In addition to this, updates from networks such as Twitter, are increasingly being featured in search results, and in real-time, so regular mentions of a retailers brand or products in these spaces will start to have more and more impact on their search engine visibility.

Engage with customers

There are 2 areas of the new layout that retailers can utilise to engage on a one on one basis with customers:

Updates
This section as we have mentioned previously not only allows a retailer to research influential people who are talking about their products but also allows them to engage directly with them.

This great blog post by Danny Sullivan shows that by searching using terms such as “anyone know + key product” it will show all of the updates from people likely to be asking questions about those products. In turn, the retailer can answer those questions publicly therefore engaging with a customer or prospect, whilst also demonstrating to anyone else who might see that conversation that they are personable and care about the individual customer.

Discussions
In exactly the same way as an update search, the discussions search will show discussions happening in forums across the web related to particular products. This, again, is a great opportunity for retailers to get involved where their target audience is hanging out and provide the answers to their questions in a completely transparent manner. Be informative but friendly and the added brand visibility, loyalty and back links could have a dramatic affect on sales.

In the example below we have used the “anyone know” search again.

Again, there are a number of refined searches that can be used to filter by time and length of discussion, for example. Retailers should utilise these to make sure the discussions they get involved with are timely and on topic.

Research hot topics for a social search strategy

Central to the success of a digital marketing strategy for retailers is creating great content, in a wide variety of formats.

Creating useful content aimed at prospects and customers increases time spent on site, conversion rates, brand visibility, loyalty and search engine visibility. But how do retailers decide the type and format of content that will be most useful to their audience?

They use Google advanced search features, such as News and Updates of course!

News
Retailers will know the key products they want to create content around (the ones that yield the most sales and/or best margins). Using relevant search terms within the News section of Google search gives great insight into what is being written around those products at the moment and by who, as well as further insight into changes in the retailers industry that might affect core customers.

Retailers should look at what is being said within the online publications that their target market would read. If there is talk about “designer handbags being stolen” then write a guide to keeping expensive accessories safe or insuring against theft. If there is a key celebrity endorsing a certain handbag then write a blog post about how a particular range would suit the outfits they wear.

Again the search can be refined by date so retailers know they are writing about hot topics.

Updates
Researching using updates can give great insight and ideas to help shape a content strategy.

A key piece of information is the time line at the top of the page which shows peaks and troughs in mentions of a certain product. Retailers can therefore plan to release fresh content around a certain product at the time where activity online is at it’s highest. Strike while the iron is hot!

See the impact of marketing efforts and tweak accordingly
The Update tool is also extremely useful to measure the impact that a marketing campaign is having on brand mentions and conversation online.

The example below shows the conversation around the Burberry “Art of the Trench” campaign. It combines Facebook and Twitter updates and shows what people think of the campaign and the way they are engaging. Burberry can use this data to tweak the campaign to address any issues people have with it and focus the content around the campaign to fit with the language their target audience are using to talk about it.

As the updates are in real time, using these search filters can give an instant picture of online sentiment surrounding a campaign as it is launched to allow tweaking for better engagement and results.

Retailers can find the people who are evangelising about the campaign, engage with them and get the message spread further, deal with any confusion others may have about how to get involved and tweak the optimisation of content according to the language people are using online.

This type of response tracking works equally well with other types of marketing material likely to form part of a multichannel marketing strategy. Just sent out a catalogue? Then check what people are saying online. Are they happy to have received it, what do they think of the layout and so on?

Or perhaps track people’s immediate response to a new advertising campaign, such as this search for ‘M and S’.

Summary

We have only really touched the surface here on the opportunities offered to retailers with the new layout from Google. We have not even mentioned Google Shopping Search!

As mentioned before many of these options for search have been around for a while but many people using Google will not have been utilising them. Now they are right there in front of the customers eye retailers should be working hard to ensure their digital marketing efforts tie in with them.

The additional research tools offered are absolutely free! Any retailer who can’t afford sophisticated buzz monitoring and social media research tools should view Google’s added functionality as a viable alternative.

So where should you place the new asynchronous Google analytics code?

Posted on by admin

Google recently released the new asynchronous analytics code but there is some confusion about where this should be placed due to an apparent error in most analytics accounts.

The old code used to go just before the closing </body> tag as it could slow the page down, however the new code takes advantage of browser support meaning the code loads much faster and can ultimately be placed much further up the page.

However, if you log into you analytics account you will see the following instructions:

But if you click the learn more link you will see conflicting information that states the code must be placed in the header of the page.

 

So which is it? After the opening <body> tag or before the closing </head> tag?

Luckily we are not the first people to spot this and a discussion on Analytics help boards has provided the answer. Simply put you should opt for placing the tag in the head section of the page ideally before the closing </head> tag.

This could however mean quite a few CMS updates will be required to ensure code is now placed in the correct place. For those people who can only add analytics code via their CMS the real question is will this new asynchronous code still track correctly if it isn’t in the header?

If this code is placed in the body of the page it will still work, however Google is keen to ensure it catches as many visits as possible. By placing the code higher up the page in the header it is more likely it will capture every visit (and bounce) as it will load before anything else.

Google should have already updated the Analytics advice and this thread suggests we are simply waiting for the update to filter through to all analytics accounts.

However I always think its better to be safe than sorry so make sure you place the new asynchronous code before he final </head> tag rather than in the <body> of your html. Also make sure you test the site after the new code has been installed. Make sure it works well in all browsers as there are some reports of issues in IE6 and make sure you check the data in analytics after 24 hours to see what was reported in case there is any data missing.

A beginners guide to: real time search (part 2)

Posted on by admin

Last time I introduced you to the concept of real-time search. In this second installment I look at how you need to adapt your search marketing efforts to take full advantage of this potentially game-changing development. Although it’s early days for real-time search all the signs are that it will become an increasingly important part of how search engines deliver highly relevant and newsworthy information to users. Therefore, the winners will be those online marketers that adapt early.

I’m going to begin by looking at the sources search engines use to populate their real-time search results because naturally that leads to the activities you need to incorporate into your online strategy.

While Bing currently concentrates on Twitter as its primary source of real-time information, Google includes sources such as Google News links, Google Blog Search links, Google Buzz posts, as well as Jaiku, FriendFeed, Identi.ca, MySpace and Facebook fan page updates.

With most, if not all of these sites having a social element to them, the introduction of real time search reinforces the importance of a well-thought out content and social media strategy to complement ‘traditional’ SEO efforts. On this basis, I recommend you consider the following action points, not only to take advantage of real-time search, but also to widen your reach and engage directly with your target audience:

  • Set up accounts or profiles across the above websites even if you do not plan on using them quite yet. By doing so, you are at least taking ownership of those accounts under your brand name (before somebody else does!)
  • If you are going to use one social network to take advantage of real time search in the short term, choose Twitter and establish a strategy for its use (assuming it is relevant to your target audience)
  • Develop a robust content strategy. Success in social media, and therefore real-time search, is dictated by the quality and relevancy of the information you publish whether this is 140 character tweet or a video masterpiece. To help…
  • …invest in buzz monitoring software. Not only can you monitor where your brand name is being mentioned online but you can also monitor hot topics to see if they are relevant to your brand or line of business. This in turn will help you shape the content you create and in what format. Getting involved in the most newsworthy conversations makes it more likely you will gain visibility in the search results
  • Once you have created relevant content consider the most appropriate channels by which it can be pushed out. For example, press releases are likely to feature in Google News so ensure you create and distribute them using the right tools when appropriate
  • Get blogging; consider how you can publish regular blog posts relevant to your business / industry. The steady stream of fresh, newsworthy content, particularly in response to the major changes / events/ developments in your market place will, in time, ensure your target audience favours you as a source of up to date and valuable information. Search engines may well begin to so the same
  • Ensure that all of the above is keyword driven. Integrate targeted keywords into your content, utilising hashtags where relevant

The efforts described above will inevitably require additional internal resource. However, the relationship between search, social media and content demands that brands take a more holistic approach to their search engine optimisation efforts. With social media activity having an increasing influence on search engine performance brands cannot afford to sit on the sidelines of social media.

Conclusion

In recent months I’ve introduced you to the latest developments shaping how search engines display their results. What I hope this highlights is that search engines are in a constant state of flux as they seek to provide the most relevant results to their users.

What we must do in instances such as these is to remain clear-headed and focused on making sure that the innovations in question do not catch us out. We must therefore be innovative ourselves. Change can be good as long as you know how to tackle it. With that in mind, keep your eyes peeled for regular updates and advice.

Digital marketing benchmarking report for premium home and garden retailers

Posted on by Ben Potter

Over the course of 2010, Leapfrogg is conducting a series of surveys investigating premium retailers’ use of, and attitudes, towards digital marketing. We are looking at a number of very specific niche markets beginning with home and garden. Further surveys will look at premium fashion, health and beauty, and food and wine.

This first survey was sent to 80 premium home and garden retailers with just over a quarter taking part. Respondents included well recognised high street brands and smaller retailers.

The full report is available to download here. Below we have included some of the key findings:

Use of marketing channels

The top five online marketing channels being ‘heavily’ or ‘partially’ used by premium home and garden retailers are articles and press releases (75%), email marketing (67%), search engine optimisation (67%), paid search (66%) and voucher codes (48%).

Respondents are ‘just getting started’ with social networking (38%), micro-blogging i.e. Twitter (33%), blogging (30%) and involvement in forums and communities (25%).

Interestingly, respondents have ‘no intention of becoming involved’ in the creation of audio (55%) or video content (35%), mobile marketing (33%) and shopping/comparison engines (33%). And although a number of retailers are adopting the use of voucher codes, a further 33% have no intention of using them.

It is suggested that premium home and garden retailers take the time to investigate the opportunities presented by video and mobile in particular. Video and the use of mobile technology to access the Internet, read product reviews and download coupons/vouchers are experiencing significant growth with consumers.

Importance of marketing channels

The top five online channels that are considered most important to the success of the business are search engine optimisation (76%), email marketing (50%), articles and press releases (33%), paid search (30%) and reputation management (25%).

The areas that are felt to be unimportant are voucher codes (33%), social networking (30%), audio (27%), mobile marketing (24%) and shopping and comparison sites (24%).

Understandably, premium brands may feel the use of voucher codes ‘cheapens’ their offering. However, Leapfrogg would consider it a concern that so few companies rate the importance of social networking and mobile marketing, in particular.

Channel rating according to return on investment (ROI)

The key channels that are claimed to deliver return on investment are search engine optimisation (SEO), email marketing, and articles and press releases.

In respect of the other 13 online channels the majority view is that the return on investment is indifferent.  Social networking is perceived to have a very poor return on investment by one quarter of the respondents, suggesting that premium home and garden retailers have not yet implemented appropriate systems to measure their social media marketing efforts with accuracy and in line with business goals.

Channel resource plans

The online activities where resource is being increased in 2010, compared to 2009, are social networking (65%), email marketing (60%), micro-blogging (58%), SEO (57%), activity in forums and communities (43%) and blogging (44%).

Plans to increase resource in social networking is interesting when it is considered that a quarter of respondents perceived social networking to have a very poor return on investment, whilst a lack of internal resource (see later section) was also deemed a significant barrier to the success of social media efforts. It is therefore suggested that premium home and garden retailers need to carefully consider objectives from social media activity, set up appropriate systems to measure performance and ensure adequate levels of in-house resource are dedicated to managing social media effectively.

Multi-channel marketing

Results indicate that respondents combine more traditional online activities, such as SEO, PPC and email when running multi-channel campaigns. Social media and blogging also represent popular channels, yet integrating mobile is very low, despite consumers growing use of smart phone technology to access the Internet.

It is recommended that premium home and garden retailers consider all the ‘touch points’ between brand and consumer and implement multi-channel marketing campaigns that ensure a consistent offering and message is present across all of them.

Management of marketing channels

Marketing is the department responsible for managing all online activities except PR, of which there is either a dedicated department or it is outsourced.  IT is responsible for search engine optimisation (SEO) in just over one third of the retailers who responded, which might suggest it is viewed as a technical discipline as opposed to a marketing activity.

Knowledge of customers

Generally, premium home and garden retailers feel that they need to know more about the behaviour of their customers online. 82% do not know how their customers behave on social networks and 66% do not know what their customers are saying about their brand online.

The latter is a particular point of interest as consumers are increasingly willing, and easily able, to share their thoughts with hundreds, possibly thousands of others through blogs, forums, reviews sites and social networks. In turn, purchasing decisions are heavily influenced by the positive and negative reviews a retailer may receive online. It is therefore suggested respondents investigate the use of buzz monitoring tools to quickly identify the conversations happening around their brand and products.

55% feel informed about their customer’s behaviour on their website suggesting respondents have implemented, and are using analytical tools to good effect. However, 45% appear not to be using tools, such as Google Analytics, to great effect therefore limiting the opportunity to make informed decisions on optimising site performance.

Knowledge of search engine ranking factors

Premium home and garden retailers rate keyword placement (67%), website architecture (57%), Meta tags (55%), the user experience (48%) and external links (43%) as crucial to achieving high search engine rankings. Rich media content and blogging were considered by the majority as important but not crucial to improving search engine rankings.

A quarter of respondents were unsure of the impact on search engine rankings of choice of technology and social media activity. Concerning the latter, it is recommended respondents investigate the relationship between search and social media as these channels cannot, and should not, operate in isolation of one another.

Goal setting

Half of premium home and garden retailers used past performance as a benchmark for setting goals for digital marketing activity along with basing predictions on financial goals.

One third of respondents do not currently set goals for digital marketing activity. It is highly recommended that premium home and garden retailers work to establish objectives using SMART methodology to ensure there is direction and focus for digital marketing activity. In addition, appropriate tools and processes should be put in place to measure goals accurately.

Ability to track goals accurately

Respondents rated their ability to track search engine rankings (57%), online conversions (48%), email marketing performance (47%), behaviour of site visitors (35%) and affiliate marketing (33%) as good.

Areas not being tracked accurately include conversions from social media activity (74%), mobile marketing (73%) and customer lifetime value (71%).

59% do not currently track overall return on investment from digital marketing activity.

This would indicate there is still a great deal of progress to be made in the area of measurement. Retailers should be implementing the appropriate tools and processes to measure the impact of each online channel. Better tracking will not only enable return on investment to be calculated from each channel but also provide invaluable data for forecasting and developing future strategies.

Agency relationships

The split between managing work in-house and the use of external agencies is 50:50 with a slight preference for conducting more of the work in-house but using specialist agencies where needed. Those that use external resources use specialist SEO agencies, full service digital agencies, web designers, affiliate marketing and PR companies.

Premium home and garden retailers rated the ability to deliver results (95%) as the most important factor when working with an agency. Specific knowledge of the customers’ market (76%), and having open lines of communication (67%) also rated particularly highly.

Premium home and garden retailers believe it is ‘crucial’ that an online agency has knowledge of the clients’ target audience (80%), their key performance indicators (73%) and knowledge of the business plan (53%). Yet only 40% believe an agency should have knowledge of the clients’ offline marketing strategy (40%).  This indicates that premium home and garden retailers need to better communicate offline activity with their agencies therefore ensuring a consistent, and properly integrated online/offline marketing strategy.

Barriers to success

The barriers that prevent premium home and garden retailers from maximising their online marketing efforts are lack of internal resource, lack of budget and a lack of understanding.  Board approval and not having an appropriate measurement tool are also cited as significant barriers.

The ‘lack of internal resource’ is of particular interest as a high number of companies choose to manage digital marketing in-house yet do not appear to possess the necessary capacity to do so to maximum effect.

Download the full report here. If you would like to discuss any aspect of the report findings, please get in touch. And remember to keep a look out for future reports covering premium fashion, health and beauty, and food and wine.

Infographic – the online retail wheel of fortune

Posted on by Rosie Freshwater

With ever-increasing competition online and the demand to deliver a multi-channel shopping experience, online retailers have a never ending list of actions they need to take in implementing a successful digital marketing strategy.

Add to that the growing sophistication in how search engines display their results; the introduction of blended search, personalised search, social search and real-time search demand a much more holistic approach to search engine optimisation (SEO); an approach that combines traditional activities, such as keyword selection and link building, with more contemporary tactics in social media and content marketing.

A successful online retail strategy is therefore made up of many parts that are continually growing and repeating throughout the customer buying cycle. This can at times be overwhelming as retailers struggle to find the resource, time and skills to succeed in every necessary area.

Understanding this, we thought we would lend a helping hand to online retailers by creating the infographic to end all infographics; the online retail wheel of fortune. This is a graphical representation of the main elements to be incorporated into your online strategy to maximise success.

And here it is! Now being rather large, and very detailed, you will need to download the pdf version to digest it fully, which you can access by clicking here.

As you will see we have split our graphic into four main sections, representing key stages of the customer buying cycle as follows:

Reach
Covering the top line projects and tactics aimed at maximising your online exposure, therefore enabling you to connect with as many prospects as possible, which in turn drives more of the right traffic to your website.

Engage
The tools and techniques you can use to ‘talk’ to your audience once you have found them.

Convert
How to turn those engaged prospects into customers by optimising the user experience on your site, for example.

Retain
The actions you need to take to encourage repeat sales and develop advocates of your brand.

For each key stage of the buying cycle, we have detailed areas of attack, top level projects, specific actions within those  projects and some of the key benefits you will experience. Start with ‘reach’ before working your way out and then around to the next stage.

We realise it is a lot to take in…but this should also highlight just how much is involved in researching, planning and implementing an integrated digital marketing strategy for retailers.

We’d love to hear from you with your comments.

A beginners guide to: real time search (part 1)

Posted on by admin

In my recent quest to introduce you to the latest developments shaping how search engines display their results I have already talked about personalised search and social search. This time, I’m turning my attention to perhaps the most exciting (and potentially game-changing) development; real-time search.

What is real time search?

First off, ‘real time’ refers to something that occurs immediately. In the online world, the most obvious example of where content is published in real-time is Twitter. Compare how long it takes to write and publish a tweet compared to say, a blog post. With the latter, it takes minutes, hours or possibly days to research, write and publish an article to a blog. With Twitter on the other hand, content is written, published and visible within seconds.

The benefits of real-time information from sources, such as Twitter, have not been lost on the major search engines. In recent months, both Google and Bing announced agreements with Twitter to include tweets (real-time data) in their search results.

This means that for certain searches carried out on Google or Bing, users will be presented with search results that contain information published just minutes, or even seconds ago. This is very different to how search engines traditionally display their results where there is a reliance on spidering content, storing it in a database and then presenting it back to searchers. This process takes time meaning information can be out of date quickly.

How are results featured?

There is a difference between the two search engines and their integration of real time results into their respective search engine results pages (SERP’s). If a user wants to view Bing’s real time results they go to www.bing.com/twitter. However, Google is different in that real time information is incorporated right into its normal search results, and often at the top of the page.

It is important to note that you won’t see real time results on Google for every search you carry out. Real time search is only triggered if Google believes information in real-time will be seen as valuable to searchers. A great example is the recent volcanic eruptions in Iceland. Searchers want the latest information on what is happening. They cannot wait for Google to spider content in the traditional fashion (although Google is pretty quick at doing so these days). Instead, searchers want the very latest news as it happens.

Check out the screenshot below for an example:


As you can see, Google considers the volcanic eruptions to be a “hot topic” (I imagine all those people stuck in foreign climes unable to get home would agree!) due to the mass spike in information being published online. Therefore, in the “Latest results for volcano news” section you can see a scroll of real-time information, from sources such as the Guardian and most notably Twitter.

Why has real time search been introduced?

In theory, real time search means that both Bing and Google can provide their users with the most up-to-date information around a search query, therefore increasing the relevance and usefulness of their search results.

It means that when searching for information on key events, such as the Icelandic volcano, users can see what happened minutes or even seconds ago. And this information is present right where searchers want it to be; incorporated into the search experience.

This is obviously fantastic for accessing news as it happens but what about the impact on brands. If, as expected, real-time search continues to move beyond news related items to be more widespread, a disgruntled customer venting their anger on Twitter, may not only be seen by their followers on this specific social network but their tweet may also feature in Google’s actual search results…and all in real-time!

Next time, I’ll be looking at this issue in more detail, as well as the other means by which real-time search impacts your digital marketing efforts. Until then…

25 questions to ask yourself before taking digital marketing in-house

Posted on by Ben Potter

From time to time, our clients will decide to take their entire digital marketing strategy, or perhaps certain activities, in-house. As an agency we have no problem with this. We accept that relationships built on transparency and trust will inevitably see some clients learn enough from our team, and develop the confidence, to eventually feel they can take things forward without the use of an agency.

Where this is the case, we like to help clients on their way by ensuring they fully understand the range of required skills, technology and resource to manage their online strategy to maximum effect. We do this by working with them to assess their capability and capacity through a series of questions, often with a workshop tagged on for good measure.

The agency vs in-house conundrum is one that you may well face at some stage. To help you decide whether in-house, outsourced or a combination of the two solutions is best for you, I thought I’d share a number of the questions we pose to our clients when they’re considering their options.

You’ll notice the questions tend to be more general than highly specific as responses will inevitably lead to further discussion. What we try and highlight to clients during this process is that search engine marketing has become increasingly complex over the years. This means a greater amount of expertise, experience and resource is needed than ever before if they are to maximise the effectiveness of their in-house efforts.

So with that in mind, here are 25 questions to help you assess whether you have the skills and resource to manage an integrated search, social media and content strategy in-house:

Search engine optimisation

1) What is your knowledge and understanding of search engine algorithms?

2) Are you aware of ‘blended search’, ‘personalised search’, ‘social search’ and ‘real-time search’, and what they mean for your search engine marketing efforts?

3) Do you know how to research and categorise search terms? What is your experience of incorporating these terms naturally into highly engaging web copy?

4) How will you be continuously building links to your website? What is your experience / knowledge of good practice in this area?

5) What knowledge do you have of user-experience and the impact this has on both search engine rankings and conversion rates?

6) Do you understand what needs to be considered when the time comes to redevelop your website, such as the choice of technology / content management system (CMS) and how to migrate from the old site to the new without negative impact?

7) What is your experience of using freely available tools, such as those in the Google Webmaster console and their role in analysing search engine performance?

Paid Search

8 What experience do you have in setting up and managing Paid Search campaigns?

9) Do you know how to analyse campaign data on an ongoing basis and optimise campaigns with a view to maximising ROI?

10) Do you have experience in landing page testing with the aim of improving conversion rates?

11) How much time can you dedicate each day to managing your Paid Search campaign?

Content

12) What provisions/plans/schedules do you have in place for creating content, on a regular basis, in formats, such as articles, press releases, blogs and video?

13) Do you know how to properly optimise all of the above formats?

14) Do you know how to most effectively distribute the above formats to maximise reach?

15) Do you know how to measure the impact of your content strategy?

Social Media

16) What research tools do you have to identify the websites, blogs, forums and communities where your target audience is most active?

17) Have you got a social media strategy in place based on this research?

18) Do you understand the ‘rules of engagement’ when it comes to using social media tools, such as Twitter?

19) How will you be monitoring where your brand is being talked about online?

20) Have you had experience in dealing with negative comments about your brand or service online?

21) Do you monitor buzz on your industry so you can proactively respond?

22) How will you monitor / measure the success of your social media efforts?

23) What efforts do you make to retain customers and develop advocates of your brand?

Measurement

24) How will you set and measure goals and objectives? Do you have the appropriate experience, tools and processes in place to measure the variables that really matter, such as conversions, cost per conversion, lifetime value of customer and ROI?

25) Do you have experience in studying web analytics to make informed decisions about your website aimed at improving conversion rates?

As well as the above questions we also recommend people consider how they are going to keep pace with latest trends and developments  i.e. how much time can they dedicate to reading, attending conferences and so on? This is an important, but often overlooked, aspect of managing things in-house.

One point I would like to highlight is that even though I operate agency side I do not automatically assume outsourced is the best solution. It is entirely dependent on the organisation in question. It is rare amongst SME’s in particular, that one solution is more effective than the other. Usually, companies will have certain in-house skills and a certain amount of capacity to look after aspects of their strategy. But an agency will usually have invested in technology and a team of people possessing a wide range of skills that can be brought to the table to complement those possessed in-house.

Another equally important point to consider is that even when outsourcing to an agency, your involvement in the project is integral to its success. Digital marketing is never 100% outsourced because to a certain degree the success of a project is dictated by you, the client. I’ll be exploring this in more detail next time around.

Until then…

Why preparation is integral to success in digital marketing

Posted on by Ben Potter

Just before Christmas I had the honour of being best man to one of my life long friends. Of course with that honour came an equal measure of paralysing fear as I considered how I would deliver a best mans speech to remember; fear that was compounded further by an earlier showing as best man a few years ago where I still to this day cringe at just how much I fluffed it.

You’ll be happy to hear, however, that this time around I absolutely stormed it (if I can be so bold to say!). And you know what made the difference? Well, it really came down to one factor; preparation. A few years back, as a younger man (with a slight air of arrogance about me), I felt I could deliver a knock out speech with little planning and even less practice. As an older, and hopefully wiser man, I realised that research, planning and practice were essential components to a successful speech.

Where am I going with this? Well, preparation is equally important to the success of your digital marketing efforts. However, time and time again companies throw money and resource online with very little research or planning. It seems many of the basic principles that people apply to offline marketing campaigns are too easily forgotten when it comes to the implementation of online strategies. Instead, there is often a misguided notion that by throwing enough money at Google Adwords, sticking a keyword or two into a title tag or setting up a Twitter profile, a pot of gold will be waiting at the end of the rainbow.

It’s just not that easy I’m afraid. With increasing competition online and growing sophistication in how search engines display their results, research and planning is absolutely paramount to a successful online strategy. The introduction of blended search, personalised search, social search and real-time search demand a much more holistic approach to search engine optimisation (SEO); an approach that combines traditional activities, such as keyword selection and link building, with more contemporary tactics in social media and content marketing.

But a more holistic and sophisticated approach to SEO in turn demands a greater focus on research and planning. Research is essential in providing insight, focus and direction for your digital marketing strategy. Planning ensures your digital strategy is aligned with your objectives, internal time and resource, offline marketing and budget.

So with this in mind, what do we suggest you look at as part of a detailed research and planning phase? Well, here’s an insight into a few of the things we focus on during the first few weeks of a new project, and review at regular intervals thereafter:

Competitor analysis

For any new project, we ask a client who they consider to be the their key competitors. We then analyse the online marketing activity of these competitors, including SEO efforts, Paid Search campaigns, content and social media. By carrying out analysis of your competitors it provides insight, focus and direction for your own online efforts. Have you ever heard the saying, ‘keep your friends close and your enemies closer?’ That’s why you need to analyse the competitive space and know exactly what you’re up against before you get started.

Prospects and customers

A number of sophisticated tools allow you to discover where your prospects and customers spend their time online, what they talk about and how they interact with one another, as well as who influences their purchasing decisions. This research allows you to create a community map; a visual representation of the websites, blogs, forums and social networks where your target audience is most active. In turn, this map dictates where you need to be pushing content along with the social media tools, such as Twitter, that you need to use to engage with your prospects, customers and those people who influence them.

It’s also well worth scouring the web for published research, reports and studies on the audience you are targeting. For example, if you’re market is 17-25 year olds there is bound to be some freely available research that provides insight their use of the Internet, such as the social networks they frequent most regularly. If not, you may even consider commissioning your own research!

Content brainstorming

The research that goes into creating a community map will highlight the problems, issues and concerns faced by your target audience. Analysing a number of your key competitors will also highlight where you can gain an advantage by creating content they may not have considered or by bettering what they are already doing. It is therefore important to audit the content you already have (digital assets) and then brainstorm new content ideas that may include additional resources on your website, articles, press releases, blog posts, images, video and audio. Creating and marketing content on an ongoing basis is essential in making your website a stronger resource, building authority and in entering social spaces with something of real value to the target audience.

Site architecture planning

One of the most important elements of creating a great website is information architecture. A site that is well organised and intuitive will set the foundations for search engine rankings, as well as benefiting visitors to your website with a clear and intuitive path to the point of conversion.

In researching new content ideas it is important to plan how this content will be integrated into your website. During the research and planning stage it is therefore a good idea to map out your existing website and then, on the basis of continually adding new content, also map out where you expect the site to be in say, 3, 6 and 12 months time. This helps to provide direction and a clear goal of what you are working towards, therefore forming the basis of a content schedule.

Link research

In-bound links to your website from other sites of relevance and quality is a crucial factor in determining how well your website ranks on the major search engines, as well as driving traffic and increasing online awareness of your business.

Activity in content marketing and social media will yield links to your website but it’s a good idea to spend time researching specific websites, such as directories, organisations and industry bodies that you would ideally like a link from. Once you have your list you can then figure out the best way of gaining a link, be it a direct request, the offer of content, product trials or dare we say it, hard cash!

Benchmarking and setting up of reporting/tracking solutions

Traffic driven to your website from search engines, social media activity and content marketing should be measured by its impact on revenue. Search engine rankings and traffic alone are not appropriate measures of success for your digital marketing efforts; instead focus on conversions to calculate ROI and therefore the impact on your bottom line. At the research and planning stage consider the tools you need to use to measure ROI before setting realistic benchmarks and targets based on the research you have carried out above.

In summary, what I am trying to demonstrate is that when it comes to implementing a successful digital marketing strategy you can’t just jump straight in. Research and careful planning will allow you to maximise your reach, targeted traffic, online conversion rates, levels of customer retention, as well as the number of brand advocates. In an increasingly complex and competitive online space, meeting these objectives doesn’t just happen. Don’t abandon the thinking and methods you would usually adopt when investing your budget offline because although many so called SEO agencies and ‘consultants’ will fall over themselves to tell you so, there are no magic formulas when it comes to achieving long term, sustained success online.

A beginners guide to: Social Search (part 2)

Posted on by admin

In part 1 I provided an introduction to social search and explained why it has been introduced. In part 2, I explain what it means for your digital marketing efforts.

To put it in simple terms, social search cements the need for companies to reach out to their target audience by increasing their use of, and therefore visibility across, social networking platforms. By being better ‘connected’ to your prospects and customers through a social network you stand a better chance of appearing in a user’s social search results. Creating and maintaining a Twitter account, a Facebook page and a decent blog for your company is of paramount importance. If these platforms are being utilised correctly then there is already a good chance that you are part of your audience’s social circle and therefore, in time, could feature in their social search results.

Another way of making your brand more discoverable in social search results is to create a Google profile. We recommend you create a Google profile not only for yourself, but also for your company and encourage your employees to each create one which works in part to improve brand awareness for the business. By actively encouraging your employees to create profiles and adopt social media tools, such as Twitter, you are extending the reach of your brand. (As a side note, the use of such tools should be backed up with a robust set of guidelines and policies to ensure consistency in messaging, etc.)

Going back to your Google profile, once it is created you will need to do the following:

  • Add links to content you want to share, such as your blog or YouTube channel
  • Publish additional web content and make sure it’s all linked to your Google profile
  • Add your connections

You can see our profile here. It’s a work in progress but you get the idea!

(It is worth noting that when you add new links to your profile it may take a couple of weeks for your social search results to take new contacts and content into account.)

There is speculation that social search results from our social circle will start to be given a boost in the ‘normal’ search results for certain queries. This assumption is based on the logic that brands we follow on Twitter or are fans of on Facebook will be more relevant to us than brands not deemed to be part of our social circle.

In the last couple of weeks, Google have introduced Buzz, a new way of sharing information, such as photos, with your network of contacts (as determined by your Gmail account). For an introduction to Buzz, take a look at this video. It’s early days for Buzz so the implications on search engine results are still not entirely clear. However, what is obvious is that because your Gmail contacts are the first people listed in your “social circle” Google is very likely to draw content from them to populate social search results. And another move by Google into the world of social media reinforces how search and social media are increasingly converging making a holistic search strategy integral to the success of your business.

So, in summary it is important that you are making attempts to increase your followers on Twitter, subscribers to your blog and fans on Facebook to be in with a chance of appearing in the social search results being displayed to your target audience. Even though this extra effort will involve more internal resource, those that manage it are likely to reap the rewards not just in terms of search engine rankings but also extended reach, website traffic and ultimately, sales.

Hopefully this introductory guide to social search has cleared up any confusion you may have had and also helps turn your thoughts towards actions you need to take in order to ensure your brand makes the most of it.

Next time I’ll be looking at real time search. Until then…

A beginners guide to: Social Search (part 1)

Posted on by admin

In my last post, I introduced you to personalised search. In the second of this series of articles, aimed at helping you understand the latest developments in search, and what they mean for your digital marketing efforts, I’m turning my attention to social search.

What is social search?

Google’s social search feature allows you to see search results from friends and others in your social circle, as determined by your network of contacts. Social search helps you find content created and shared by people you know and trust.

For example, if you searched for a particular hotel, reviews written by your social contacts may appear more prominently in your search results, assuming they have stayed at the hotel in question and written a review about it. This information is then included in your search results allowing you to read reviews from people you trust. In turn you can make a more informed decision on whether to book at the hotel based on this information.

In order for social search results to show up you must be logged into your Google account. Once logged in you will see these results appear at the bottom of the search results page, in a section labeled’ “Results from people in your social circle for name” as shown in the example below:

As you have to be logged into your Google account to use social search the results are custom tailored to individuals, therefore no one but you will see your social search results because those results are presented according to your network of friends, colleagues and contacts.

However, people connected to your contacts (that you may not actually know or be connected to directly) may show in your search social results, since Google assumes a connection of sorts.

So now you’re probably wondering how Google determines your social circle is in order to produce relevant results from only people you know. Well, people who make up your social circle are gathered from:

  • People you’re connected to through social services that you’ve listed in your Google Profile, such as Twitter and FriendFeed
  • People in your Gmail contact groups and Google Talk chat lists
  • Websites you have subscribed to in your Google Reader account

Therefore, social search makes it easier to find relevant, public content from your social circle, such as the following:

  • Websites, blogs, public profiles, and other content linked from your friends’ Google profiles
  • Web content, such as status updates, tweets, and reviews, from social services that your friends have listed in their Google profiles
  • Relevant articles from your Google Reader subscriptions

Why has social search been introduced?

The aim of Google social search is to help you find more relevant content from your broader social circle. So with the new social search feature Google has taken further steps to improve the relevance of search results for individual users. Our results are already increasingly being tailored thanks to the recent universal roll-out of personalised search but social search means we can also opt-in for them to be tailored still further.

The introduction of social search also has to be considered in terms of the broader changes in online behaviour we have witnessed in recent years. In buying products, services, booking holidays, restaurants, choosing a local dentist and just about anything else that involves parting with cold, hard cash, web users look for recommendations, referrals and reviews to aid them in their decision to purchase. And in doing so, who’s word do we trust more than anybody else? The people we know of course. So Google is extending the familiar features of websites such as Trip Advisor, where customer reviews, often from people we do not know, dictate our decision to book a hotel…or not as the case may be.  But instead of relying on reviews from people we may not know from Adam, social search allows us to see information from people we are likely to share more in common with and therefore who’s word we trust. Clever eh?

In Part 2, I’ll be looking at the impact this has on your digital marketing efforts. Until then…