Yeah, But… I Already Rank For My Company Name

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by Stoney deGeyter

Every now and then we get a call from a prospect who seems to want to try to talk themselves out of buying SEO. We call them “Yeah, Butters.” And if you’ve been following this series, you understand why.

One of the common objections we hear is, “But we already rank for our company name, so why do I need SEO?”

There are a couple dynamics at play here. One, you’re probably seeing personalized results, not necessarily what the rest of the world sees. And two, because… and this is important here… UNLESS YOU’RE A WELL-KNOWN BRAND, NOBODY IS SEARCHING FOR YOUR COMPANY NAME!!! 




OK, I hope you’ve recovered from the shock. Now let’s tackle each of these one at a time.

Your Results Are Personalized Just for You

Most people don’t realize this, but the search results you see are not the same results someone else sees when performing the same search. This is because if you’re logged into any of your Google accounts (Gmail, Google Docs, Google+, AdWords, Webmaster Tools, etc.), and if you don’t deliberately turn personalization off, your results are being personalized.

This personalization is based on a few things. Google looks at your search history and the type of sites you’ve clicked on, who’s in your Google+ network and items you may have shared in the past. If you regularly search and read tech blogs, when you search for “apple,” you’re most likely to get results for the company. However, if you regularly search and read gardening and cooking sites, a search for “apple” might produce an entirely different set of results.

Usually the contrast won’t be that stark. In most cases you’ll see just a few different results from the next person. But the more data Google has on your history, the more likely your results will differ.

Another differentiation factor can be locality. Some searches automatically produce a local set of results. If your company is called “The Carpet Outlet” and a search for that puts you at number one, it’s likely as a result of geo-targeting the search results. Perform the same search in another part of the country, and there’s a strong chance you’re not going to appear at the top. And maybe not even on the first page!

The only way to get completely unbiased results is to log out of all Google profiles before performing your search. Even still, you’re likely to have some personalization going on. You can also click the icon at the top of your Google search results page to “hide private results.” However, it’s possible you’re still going to get geo-targeted results either way.

People Search for Solutions, Not Brands


Most companies are not recognizable brand names such as Nissan, Pepsi, Nabisco or even Marathon Gas. But even if you are such a name, ranking for your brand name isn’t enough. Each month there are approximately 300,000 searches for “pepsi” and 100,000 for “coke.” However searches for “soda” and “pop” collectively reach 1.3 million monthly searches.

Here’s another example using a less well-known brand, School Outfitters. Monthly searches for “school outfitters” is 6,600. Monthly searches for “school furniture” is 8100. Not too great of a difference, but here’s the kicker: School furniture is just one keyword that would drive business to School Outfitters.

Let’s look at just five relevant keywords, “school furniture” (8,100), “conference table” (5,400), “computer desk” (49,500), “fitness equipment” (27,100), and “office furniture” (135,000). Those five keywords alone are searched approximately 225,000 times each month. I’ll take a top ranking for any of those over the brand name any day.

My point here is that while brand searches can be valuable, they are just the tip of the iceberg. If you rank only for brand searches, you will get traffic that is already familiar with you. Your competitors are getting everyone else. However, when you choose to optimize for all the other relevant keywords for your industry, you begin to bring in new traffic that doesn’t know who you are. You have a chance to convert a new customer and, hopefully, earn a customer for life. If you don’t, they just might turn to your competitor instead.

In all honesty, ranking for your brand name is pretty easy. It’s ranking for other keywords–those that attract far more visitors–that starts taking time, effort and money. But if brand searches are enough for you, by all means, don’t invest in SEO. However, if you want to grow your business and capture traffic that otherwise would go to someone else, you need to invest in quality SEO.

Be sure and visit our small business news site.

This Agency Was Tackling Search Before Google Even Existed

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Who Michael Bruh (l.), president, COO; Selina Eizik, U.S. CEO; Anton Konikoff, founder, global CEO
What Paid search and SEO agency
Where New York, London and Singapore

Talk about old school. Launched in 1995—three years before Google even existed—Acronym tackled search engine marketing. Today, the New York-based shop focuses primarily on search engine optimization and paid search. That said, Acronym, which competes with iCrossing and iProspect, is just as happy helping marketers optimize their in-house search function; more than half its business stems from such consulting services, according to U.S. CEO Selina Eizik. “Our angle is if we can make you a superstar at your company, we’re successful,” she said. Top accounts include SAP, Accenture, Humana and Four Seasons Hotels and Resorts. The agency, with about 105 staffers, also has offices in London and Singapore, and generates an estimated $40 million-$50 million in revenue annually.

How to Trounce Your Competitors and Climb to the Top of Google

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how-to-increase-google-rankingI’d like to start by sharing a backlinking strategy that works even after Google Panda and Penguin updates, but before that there are some vital things that you must pay attention to.

As we all know, building links in a natural manner is more important than ever, right? So below are a couple of things that you must consider before building links;

Vary your Anchor text: Personally I would recommend that you vary your keywords by using secondary and tertiary keywords in the same market i.e. (forex trading tips, automated forex tips, forex signal trading) your primary keywords should be between 30-50% of the time utmost.

Do other several things on top of it for maximum results: Examples, you should guest post on popular blogs, social media marketing and video marketing. When you do the above, the backlinking strategy that am about to reveal will produce maximum results.

Ever since the niche site I created for the EBusinessReviews started to rapidly climb the ranks of Google and Yahoo search engines and eventually landing on the first page of Google. Since then people have been asking me, which methods I’ve been using to climb the ranks of Google. I’m going to explain the strategy I’ve been using.

The backlinking strategy that I’m using involves two layers of backlinks. I would call the layers as Anchor layer and indirect layers.

Anchor Layers

The Anchor layer involves of a few parts which links directly to your money sites. These include;

  • Top web 2.o properties (Highly Recommended)
  • Guest Blogs that are related to your niche (The Best and Super)
  • Top Article Directory Submissions (Average recommended but don’t ignore it)
  • Links from (But be very careful with blog networks) Not recommended

Indirect Layers

Indirect layers, you create massive amounts of backlinks which link directly to your anchor layer. These links should not point to your moneysite, OKAY? The indirect layers consist of;

  • Mass Bookmarking submission
  • Mass article submission specifically (
  • The use of (Warning don’t link directly to your site, link directly to your anchor layers)

Let me walk you through the process:

Rule 1: Write 4 epic content

I love to have control of what’s written and what’s published online. At this point make sure you write 4 highly content which should be around 400-700 words in length. These 4 articles will be posted to your anchor layers as discussed above.

Warning: If you want maximum results, make sure you write epic content for the first layers, if you don’t do this, you’ll not get results.

Rule 2: Again write 2 original content for spinning

I know not everybody likes the idea of content spinning this is because some people view it as spammy and others view it as dangerous especially with the recent Google updates.

Personally I respect that, but to some extent am okay with this method, this is because when am spinning I’m making sure that the content I submit is perfect good and totally unique.

Rule 3: Submit the 4 original content to Anchor Layer

In this step you’ll be submitting the 4 original content to your anchor layer i.e. to

  • Web 2.0
  • Guest Blogs
  • Article sites preferably
  • or

Make sure your target keywords link directly to your money site.

Rule 4: Indirect linking to your sites

In this step, you’ll be creating massive backlinks to your Anchor sites as discussed above. The tool that you should use is this is because it’s proving to work quite well.

You’ll submit spun content to the said article submission tool for maximum results. To help boost the authority of your niche site, I would recommend you use SocialBookmarkingdemon tool.

Rule 5: As usual rinse and repeat

Any questions or comments?

We Don’t Rank Websites. That’s Google’s Job.

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by Stoney deGeyter

The recent news of an SEO getting sued for lack of results got me thinking about the dynamic that SEOs and their clients need to have in order for any web marketing campaign to be successful. Unlike many other industries, the success of SEO relies heavily on the client themselves.

The SEO can’t just “optimize” a site and have it appear in the search results. On-page optimization is just one of the many factors that the SEO can have influence on, but rarely absolute control over. As for the rest of the factors, the SEO has even less control, but can still provide some degree of influenceshould the client choose to participate.

One interesting point about the lawsuit is that the “victim” says the SEO company misrepresented their abilities by claiming that the work they did would be effective.

Seikaly & Stewart claim that “the Victim Firms were duped into believing that the services to be provided by The Rainmaker Institute… would be effective in making the websites and related web pages of the Victim Firms appear high in the results of the most important internet search enginesmost significantly Googlewhen key terms chosen by the Victim Firms to describe their practices and the services offered were entered in a search by potential clients.”

Now I don’t know about you, but I have never run across an SEO provider that claims the work they do would not be effective! There are many consistent aspects of good on-page optimization, but over the years, many of the ranking algorithm factors
have shifted. Specific strategies that worked last year just don”t work today, and what wasn’t a thought last year is a now a new Google ranking factor!

What Makes GoogleAnd PeopleHappy?


It’s the SEO’s job to keep up with algorithm changes and adapt their strategies accordingly. I would also argue that any SEO you’d want to work with is one that understands and mostly avoids strategies that they think could or should be penalized in the future. The big question is: If Google knew you were doing this, would they be happy?

A negative answer to that question may not automatically eliminate any particular tactic from the SEO’s arsenal, but it’s important for an SEO to know the true impact of what they are doing for their clients.

One of the accusations made by the victim firm was that the SEO company was engaging in strategies they knew to be a violation of Google’s guidelines and would therefore damage the site.

The action is based on the fact that, at the time that the defendants were promoting this marketing scheme to the Victim Firms, they knew that the techniques they proposed to use were in violation of the guidelines already well-established and published by Google; knew that Google was moving rapidly to crack down on violators; knew that use of these techniques would not only fail to enhance the likelihood that the Victim Firms would rise in Google’s rankings, but would actually be
downgraded to the point where the websites being used by the Victim Firms would become “contaminated” for search engine purposes.

Unfortunately, this is true of many SEO firms. They engage in strategies that they know can bring penalties to the site. Many SEO firms that employ these tactics do so with the client’s full knowledge and attempt to avoid detection. I can’t image any legitimate SEO firms that knowingly engage in strategies they know will fail. They are either ignorant of good SEO tactics, or they are simply crooks. Either way, I
would argue they are not legitimate.

More likely, such SEOs engage in strategies that, even though against Google’s guidelines, are believed to continue to provide benefit to the client. Unfortunately, this company was either no longer flying under the radar, or Google got smart enough to detect what was going on, and they didn’t see it coming. They should have!

The hazard of violating any of Google’s SEO guidelines, no matter how small, is that at some point it may catch up to you. May. That could equal a penalty on the site(s) or just a devaluing of all such strategies implemented in the past. Either way, the client spent a lot of money on something that is only temporary.

Expectations are Key

So what went wrong?

Did the hiring company have misplaced expectations? Did the SEO company not reveal potentially harmful strategies they were employing?

Probably a combination of both.

Misplaced expectations are one of the biggest hurdles SEOs have to overcome. SEOs have to be confident that their services are effective, but marketing, by its very nature, is a crapshoot. There are no guarantees any marketing you do will be effective. Why? Because it relies on outside forces.

Successful TV ads rely on many factors such as when the ad is aired, how often, how compelling it is and whether it puts the viewer on the path to conversion. Some commercials work and some don’t.

In SEO, Google is the outside factor. You can’t just buy your way to a #1 organic ranking; you have to build trust, authority, credibility, etc. Those can be achieved the “proper” way, which includes good on-page optimization, site architecture, keyword research, content development, etc. This takes time and resources.

Or, rankings can be achieved via manipulating factors that give the illusion of popularity. This can be done by buying links or by belonging to secret groups that promote the content of its members in their social networks. This route is usually cheaper than the pure “proper” way. My best guess is that many SEOs do a combination of legitimate and manipulative strategies.

Communicate Strategy and Work Together

All said and done, however, it is the SEO’s job to ensure the client is aware of the strategies being used, and the potential pitfalls of doing so. The SEO should also have full client buy-in on all the strategies that are being implemented. We like to think that good SEO is a partnership. The SEO can provide the strategies, but the client must
be willing to go along with them.

If your SEO is handling every aspect of your web marketing campaign with little to no involvement on your end, they are doing you a disservice. Not to mention they are probably engaged in mostly manipulative SEO tactics. Successful SEO requires client buy-in, involvement and engagement throughout the campaign. The SEO can lay down strategy, but they cannot make every strategy work by themselves.

So before you sign any SEO contract, get informed. Know what kind of strategies they are using. If one SEO is cheaper than another, there might be a reason. Manipulation is cheaper than doing it naturally. Know what they offer, how the implementation will be handled and be sure to stay involved throughout the process so that the SEO work does more than get you top rankings, it gets you new business as well.

It’s Google’s job to rank websites. It’s the SEO’s job to know what Google likes. It’s the client’s job to make sure your SEO is helping you grow your business, not just search engine rankings. We like to tell our prospective clients, “We don’t rank websites. That’s Google’s Job.” Our job is to help you create a website that deserves top rankings.

Be sure and visit our small business news site.

May 24th 2014 Search Engine Marketing

Excellent Analytics Tip #26: Every Critical Metric Should Have A BFF!

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yellowThere is unlimited amount of data thrown off our digital existences. (Or to use sexy term du jour , we have big data!)

Our leaders (companies, agencies, teams) have to deal with an incredibly complex landscape, and they don't have enough time.

The very natural outcomes is this ask of us: "Can you make it simple? What's the one thing I should care about?"

And we oblige: "Conversion Rate, that's it." Or "don't worry about anything except Facebook Likes." Or, "I read this blog, Bounce Rate is the only one!" Or, "Profitability, it is so sexy, just focus on Customer Lifetime Value, no, sorry, I mean Profitability."

To be fair, it is not just our leaders. Because the combination of complexity, limited time and available time, everywhere in the organization people want the one thing to watch for.

Honestly, who can blame them.

But the problem is that single golden metrics hide valuable insights and, more often than not, drive bad behavior. Especially in medium and large size organization because responsibility gets fragmented pretty quickly. (In small organizations there is a lot more end-to-end ownership amongst the few employees, and if something is going awry things hit the fan pretty fast. This is a great behavior correcting mechanism.)

So, how do we fix this problem in a responsible manner?

Here's my proposal: If you are pushed to have a single golden metric, give it a partner. For each metric deemed to be critically important, identify an immediately adjacent contextual / OMG we are on the right track metric that will give more context while incentivizing the right behavior.

The key is the immediately adjacent part. The BFF metric you find should not be one that is very far away. It should be immediately adjacent.

The reason is that it is easy for every discussion to come down to: "Well, all we care about is Profit. Why not just measure Profit?" That is right, we will measure it. But as we strive to improve the many things that result in a massive digital success, we need to look at multiple facets of our existence and we need to look at a cluster of critical few metrics. For many of them, Profit is not the metric that will give valuable context.

You'll see this in action in this post.

Let's look through ten specific strategic and tactical examples that will help internalize the value of the approach I'm recommending. The examples cover elements we optimize for in our acquisition (what are we doing to attract traffic), behavior (what happens once they land on our website) and outcomes (did we end up making money, were the customers satisfied) strategies.

1. Click-through Rate <-> Bounce Rate.

There are many good acquisition metrics including impressions, clicks, delivery rate, share of voice, and on and on. One of my favorites is Click-through Rate (CTR).

I like it because CTR it immediately discourages spray and pray strategies so prevalent in our industry (particularly in display advertising). It says, you must also get clicks at a certain rate. That incentivizes a focus on the targeting strategy, the content in the ad, recency and frequency capping, and other such things. Better, more relevant ads will get more clicks.

So, great metric. Dare I say, a key performance indicator.

The problem is that it does not provide any incentive to the marketing team to ensure the rest of the experience for the user is great. How do we get them to care and not just dump people on your site (mobile or desktop)?

Simple. Give CTR a BFF. Find it the immediately adjacent contextual metric. I suggest Bounce Rate.

click thru rate bounce rate 2

So the marketer is now incentivized to get lots of the right people to the site (better more relevant ads!) and get them to the right landing page that deliver on the promise made in the ad.

If users are sent to the right page, and they don't bounce, the Marketer should get her bonus.

See the magic? The BFF fixes a gap in the incentive/org structure.

Let's try another one.

2. Visits <-> Visitors.

(Or Sessions – Users)

You definitely want a lot of Visits. It delivers happiness!

But an obsession purely with Visits drives very short term thinking. You can get lots of terrible Visits on your site. Get a bit number. Up and to the right. But is the business really doing well? Are we adding value with our efforts?

That is unclear with Visits.

So. What's the immediately adjacent contextual metric? Visitors.

How many people did we manage to get to our site? Now things get interesting.

Consider this scenario: 50,000 Visits, 50,000 Visitors. And 50,000 Visits, 10,000 Visitors.

The people who see the data will ask very different questions.

For the first set perhaps they will ask… How come each person only visited once? Is that what we are solving for? How will our business survive?

For the second set perhaps they will ask… Wow, that is cool, each person visited five times on average. I wonder what the distribution looks like? Are there some outliers? What did the people who come back most consume?

Think of this scenario: 50,000, 60,000, 70,000 Visits.

How intriguing would be with the immediately adjacent contextual metric… 50,000 Visits and 50,000 Visitors, 60,000 Visits and 50,000 Visitors, 70,000 Visits and 50,000 Visitors.

Cool right?

visits visitors

The numbers could go either way, but having them together allows the recipient to just see the right amount of complexity. That is great.

Let's consider a more controversial, and behavioral, metric.

3. Time on Site <-> Page Views per Visit.

Time on Site is not a great metric in almost all circumstances. Time on the last page of a visit is not recorded (that also means time for bounced visits is not recorded).

But I still see it used, so let's get off that topic. (But think carefully before you use Time on Page or Time on Site .)

Say you communicate that the Average Time on Site is 60 seconds, 150 seconds, 98 seconds in the last three weeks (/months/days/years).

How much context is there to be able to separate the good from the bad? Not a whole lot.

What's the immediate adjacent contextual metric we can use? Why not use Page Views per Visit? Another indicator of activity during the Visit!

Now you might see 60 secs and 5 PVV, 150 secs and 20 PVV, 98 secs and 5 PVV.

OMG! What happened?

Try different combinations above and you'll see how these two BFFs works very nicely together.

From an incentive perspective, this is also pretty cool. Is a lot of time spent on the site good? Is very little time good? It is a difficult question to answer, but having the number of pages seen during the visit gives us immediate enough context to understand what is going on and where your initial focus should be.

That's it. That's all we are solving for.

[Bonus: While these are not as apparently adjacent, if you use Time on Page as you metric, try Page Value as its BFF. They are particularly good together!]

Let's switch to some outcomes metrics.

4. Conversion Rate <-> Average Order Value.

Our returning champion, Conversion Rate! Everyone loves Conversion Rate!!!

And they should. Conversion Rate is money, sometimes directly as revenue and other times indirectly via Leads collected.

But a pure obsession with Conversion Rate can incentivize sub-optimal behavior (not on purpose, but people react to incentives).

For example, a Marketer can focus on getting lots of simple, lower value, conversions because that will boost the rate up. Or they might prioritize fixes in the site design or experience that get people to a particular cluster decisions that will make Conversion Rate looks better but not solve for the longer term for the business.

conversion rate average order value

One simple way to solve this is to use of my favorite immediately adjacent contextual metric, Average Order Value.

2% Conversion Rate, AOV = $26. 2.5% Conversion Rate, AOV = $14. Ouch.

2% Conversion Rate, AOV = $26. 2.5% Conversion Rate, AOV = $40. Goodness, bonuses all around!

Simple fix, right?

The purists amongst you might notice that I'm really using Revenue as the BFF. You are right.

5. Conversion Rate <-> Task Completion Rate.

Two lessons.

The immediately adjacent contextual metric you choose will really depend not just on the type of business you have, but also the people you have, the size of your company, the incentives currently in place, and a number of such factors. So this blog post should simply serve as inspiration. Take the spirit, apply it to your unique circumstances.

Your immediately adjacent contextual metric can be a qualitative metric. At least some of the times, it likely should be!

Where I've implemented a simple where you able to complete your task qualitative data collection mechanism, I always pair Conversion Rate with Task Completion Rate.

Two simple reasons.

Conversion Rate solves for the company and Task Completion Rate solves for the customer. Such a delightfully nice approach to take.

Conversion Rate only tells you how a very small fraction of your users, who came to buy, did. Task Completion Rate shows you how 100% of your audience did, were they all successful regardless of why they came to the site.

When you see 2% Conversion Rate and 14% Task Completion Rate you will cry. Everyone in the company will cry. And they they will ask how come only 14% of the users completed their task! That will lead to a broader obsession by the digital team, almost always leading to big wins.

6. Revenue <-> Profitability

I have to admit this is a hard one.

None of the digital analytics tools make it easy to measure true profitability. And if you can pass that barrier (with, say, dimension widening using universal analytics), it is very hard to find this data inside the company (Finance department?), at a level of aggregation or granularity you need, and send it into your digital analytics tools.

The whole thing is so painful. But it is incredibly rewarding and if you want your digital analytics practice to reach the state you need to do it. (Ask an authorized consultant to help you, you will get there faster:

Revenue is the ultimate goal. Lots and lots of Revenue!

But of course it is entirely possible for you to make lots of Revenue and go bankrupt. Simply sell products that are loss leaders or don't cross high enough above the hurdle of the Cost of Goods Sold.

The immediately adjacent contextual metric for us is Profitability.

Now when you report at a business/site level you can show that $54 mil in Revenue resulted in $40k in Profit. Or, at a campaign level you can show that while Twitter brings $5 mil in Revenue, that only results in $5k in Profit and while the Email Revenue is $1 mil the Profit from those campaigns is $700k because how how remarkably your campaigns are targeted.

As long as there is even $1 in Profit you should spend all the money on Twitter, but when it comes to making strategic decisions for the company, you might make different ones now that you know the profitability of email, and other acquisition efforts.

Think of how much fun it will be have this pair for the products you sell, the geographic locations of your customers, and so much more.

Revenue, meet your new BFF Profit!

[Bonus: Another sign you are an is that you not only measure Profitability – session-level short-term metric – but pair it up with the immediately adjacent contextual metric of Customer Lifetime Value – person-level long-term metric. Shoot for the above first, then, if you are successful, get to this one because it is, obviously, much harder even if it is disproportionately more impactful.]

Let's step outside our owned platforms and on to rented platforms .

7. Video Views <-> Subscribers

Raise your hand if you've heard this: "How can we make our video viral?" Too often, right? And you know the moment those words are uttered you are dealing with a video/effort that is most definitely never going to become "viral."

Sad, but true.

And yet, the number of Video Views is a metric often elevated as the thing to solve for, the single golden metric for video powered digital initiatives. You won't be able to get away from reporting views, so why not find a partner for it?

The immediately adjacent contextual metric that works marvelously well is the number of new Subscribers.

youtube rsa subscribers

You can solve for the short-term with Views, but if you are not converting them into Subscribers you are not really building an owned audience that you can engage with over time. If your last one million Views video got you only 25 new Subscribers, was it really a success? Even if you got a temporary bump in publicity?

[Bonus: While Subscribers is my ultimate success metric for YouTube – I crave large owned audiences so that I can stop renting them from TV and/or Radio and/or Google and/or AOL – the other two that can also share key context are % Completes and Amplification Rate. Depending on your local circumstances, you could possibly consider those as well. Though if you want to make me happy, you’ll choose Subscribers!]


People who don't know anything about Social Media use Facebook Likes to measure success.

There are so many of them, including your boss! Let me give you a virtual hug. There, there, it gets better.

First, be sure to mention that Likes simply represent people walking by us on the street who smiled at us. They meant nothing more. We need to make sure that we are creating content that is incredible and of value. That is what causes people who gave us a passing Like to come back again, engage with us, give us their precious attention.

Then we have to think about how do we give our dear boss, still obsessed with Likes, the immediately adjacent contextual that will help her/him make smarter decisions.

I recommend two different ones.

Likes are most commonly used at a page-level. For example, my Facebook brand page where I post daily analysis on an interesting topic has 19,789 Likes. The best immediately adjacent contextual metric for the page-level Likes is Talking About This. At the moment that number is 1,203. It is a decent tentative way to understand the engagement on Facebook.

The 1,203 is great context to have for the 19,789 for your boss.

[Bonus: For later reading, when you are attempting to be an, see this post: Excellent Analytics Tip #25: Decrapify Search, Social Compound Metrics]

Likes are also present at a post-level. For example, my Facebook post on how to stand out from the crowd during an interview has 62 Likes. That is insufficient to indicate success because I not only want you to Like it, I also want you to amplify it to others so that I wonderful content (!) can reach others I can't reach myself. The best metric for that is Amplification Rate.

The above post only has one Share (the key ingredient in Amplification Rate). That is super-lame (and for such a good post!).

While another post, Global Views on Morality: Homosexuality, has 72 Likes and 40 Shares. Much, much stronger Amplification.

When your boss looks at the two posts he/she will now be able to recognize that one was more successful in terms of what's important (reaching new audiences) than the other. That's exactly why you want your metrics to have BFFs!

9. Mobile: Installs – 30-day Active.

We looked at YouTube, we looked at social, and so mobile can't be too far behind! Let's look at a quick one for mobile apps.

The most important metric our leadership cares about when it comes to apps? Number of Installs.

And it is important.

But if 80 to 90 percent of all downloaded apps are used only once, should we have an immediate adjacent contextual metric that will be more insightful?

I recommend also reporting 30-day active, the number of unique users who have been active during a 30-day period. You have some flexibility in how exactly you define it, but as long as you stay consistent it does not matter.

Now your boss is focused both on getting more new customers, and on keeping the ones you already have. Balance. It is what makes the world go round!

10. [By channel] Conversions– Assisted Conversions.

Let's close with a pairing for all of you analysis.ninjas.

It is common to segment Conversions, our beloved key metric, by the source of traffic. Earned, owned, or paid. Or, Google, Email, AOL etc. It helps your boss understand how best to optimize your acquisition strategy.

The challenge is every single analytics tool reports single-session conversions only (also known as last-click attribution). This is absolutely silly and leads to awful decisions.

The immediate adjacent contextual metric you need is Assisted Conversions – the number of times that same acquisition channel (earned, owned, or paid) was present in the customer journey that lead to a conversion but that channel was not the last-click.

Essentially, how often did that channel help with a future conversion?

assisted conversions

Now you have excellent context for making smarter decisions about the full-value of each acquisition channel in your portfolio.

For example, Organic Search delivered 119k last-click Conversions and also assisted with another 73k Conversions that were delivered via other channels when looking at a last-click view.

[Bonus: For more awesome goodness on this yummy topic check out this post: Multi-Channel Attribution Modeling: The Good, Bad and Ugly Models.]

Ten short stories to help you internalize the incredible value of having an immediately adjacent contextual BFF for every critical metric you report to your management team.

Oh, and you can easily put all this together in a very simple dashboard…

digital analytics dashboard 1

Throw in your pretty pie charts (no!) and your stacked bar graphs and some lovely trend lines and you have yourself all the ingredients for creating an organization where data delivers the kind of insights that deliver big action!

Please consider the examples in this post, and the dashboard above, as a way of thinking I would love for you to embrace. The specific metrics you end up choosing will depend on many important factors. If you create your Digital Marketing and Measurement Model, you will know exactly what will go in the above dashboard for you and then all you have to do for each metric is find the BFF metric.

Friends don't let their KPIs not have BFFs. : )

As always, it's your turn now.

Do your current critical few metrics have an immediate adjacent contextual metric? Do you agree with the metric recommend in this post as the BFF metric? Would you have chosen something different for Time on Site or Visits or Likes? Are there metrics you are struggling with when it comes to identifying the BFF metric? Does your company dashboard provide all the necessary context to aid smart decision making?

Please share your insightful feedback, tips, omg don't do thats, and stories.

Thank you.

Excellent Analytics Tip #26: Every Critical Metric Should Have A BFF! is a post from: Occam's Razor by Avinash Kaushik

Yeah, But… [My Cousin / Mom / Webmaster / Company X] Does SEO a Lot Cheaper

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by Stoney deGeyter

Everyone likes to bargain shop. We don’t like paying “full price” for anything. When we do, and find out later we could have gotten it cheaper somewhere else, it really burns us.

I’m no different. But one of the things I’ve realized over the years is that although I can get the “same thing” for less, rarely is it the “same thing.” I’m usually getting a whole lot less in value/product/return in exchange for a little less in cost/price.

apple to orange comparison.jpg

Your cousin might tell you he can manage your business, but is he capable? Your best friend might be able to unclog a sink, but can he remodel your bathroom? Your webmaster might offer “SEO services” but do they really have the education and skills
to bring you success?

Every once in a while we come across a Yeah, Butter who tells us that we are too expensive. Usually they are looking at a number of proposals all which supposedly to do the same thing we do, albeit for less money.

But do we all really do the same thing? That’s the million dollar question.

Comparing on Price Alone Only Work for DVDs

If you want to shop on price alone, go buy a DVD. I mean, you’re getting the same thing regardless of where you buy it. Unless you’re buying the special edition, director’s cut, extended version or the Blu-ray with DVD and digital combo. Oh crap, I think I just blew my own point!

Get what I’m saying? Here’s another analogy: A Ford Mustang, Toyota Yaris and Jeep Cherokee are all vehicles that we use for the same standard reasons (to get us to the grocery store, the movies, church, school, etc.) but no one would really try to compare them to each other. Yes, price is always a factor when shopping for a car, but more important than the price itself is what you get for the price.

This is where many who are shopping for web marketing services go wrong. They shop based on price alone, not on benefits, value, service, deliverables, or
the quality and history of the company providing the service.

You can get “SEO” for as little as a couple hundred dollars per month, but
I’ll bet my mother-in-law that it’s not the same SEO strategy that runs a couple thousand a month. And yes, I do love my mother-in-law; I’m that confident I won’t lose.

What’s the difference?

Obviously, the cost is a big difference. But you also have to consider the
performance level, which is probably similar to the performance differences between a Yaris and a Mustang. Or the difference between either of those and a Jeep’s ability to climb the side of a mountain!

For a couple hundred per month you might get your meta tags edited and some
search engine submissions. Not the makings of a truly successful web marketing campaign.

But what about the difference of a $2K and $5K per month campaign? Hard to say, but you have to look at more than just the services being offered. What is the value of those services? There is a big difference between someone getting you 50 links and 500 links. And it might not be what you think! The good companies are charging more for 50 links than the others charge for 500. That’s because it’s easy to get 500 links. It’s not so easy to get 50 quality links.

Same goes for other services. Anyone can edit title and meta tags, but can they write tags that get rankings and clicks from the search engine results

Anyone can add keywords into your page content, but do they know which keywords are the best to use, how to group keywords for effective on-page targeting and integrate them in a way that adds, not detracts, from the sales message?

Anyone can look at analytics, but can they decipher the data to produce actionable recommendations for improving your site’s performance?

I know, I’m wearing out the italics button as I write this post, but I want to make sure you’re getting it. Quality SEO is important.

Good SEO Doesn’t Grow on Trees

Sometimes you can’t tell the difference between what two SEO companies are
offering by looking at a proposal alone. But you usually will want to know more about the company you’re hiring. The price might be a good indicator of value–those doing SEO on the cheap are usually doing cheap SEO–but it certainly doesn’t tell the whole picture.  You have to look deeper at the specific offerings and understand what value each brings to the success of the campaign. Only then can you begin to
determine which service is going to bring you greater ROI.

We all know that if you want a cheaper car, buy a Yaris. If you want a rugged off-road vehicle, a Jeep would probably be a better choice. If you want performance on the highway choose the Mustang. If you want gas savings, buy a hybrid, or better yet, an all-electric vehicle. However most don’t know which SEO company is the Yaris, Mustang, Jeep, or hybrid just by looking at the price tag on the proposal.

That means you might have to check under the hood a bit. If you don’t, you can always “yeah, but” your way into a Yaris, but you’ll be severely disappointed when you
get it out on the road (or off the road) and find that it doesn’t deliver the performance you expected.

SEO isn’t cheap, and it doesn’t grow on trees. You can’t just pick out a winning online marketing campaign at the discount store. The success of your business is at stake. Don’t yeah, but yourself into cheap SEO–look at the ROI and think smart, not cheap.

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April 25th 2014 Search Engine Marketing

How do you break into SEO?

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by Mike Moran

If you are in this business long enough, someone will come up and ask the question. To some of them, it is the most important question in their lives: “How do I break into SEO?” I honestly get this question several times a month. And each person that asks me is ready for my answer. Some seem ready to take notes. They expect that I am going to rattle off some kind of canned answer that will unlock the secret to their future career. But I don’t, because it isn’t that easy.

Some people readily accept that it isn’t that easy. If it were easy, they wouldn’t need to ask.

In fact many folks ask a longer question. “How do I break into SEO, because I don’t have…”

  • …a technical background. This is one of the most common worries. People believe that they need to know how to program or at least code HTML or else they are doomed.
  • …a marketing background. Yeah, people who actually have a technical background worry that they need something else.

The truth is that almost no one breaks into SEO with both a marketing and a technical background. So, no matter who you are, you probably don’t have all the skills required to optimize for organic search.

But as SEO grows, you don’t really need all those skills anymore. There are plenty of jobs out there for folks who are specialists. They don’t know everything about SEO–they just know enough SEO, that when coupled with other skills make them employable.

That’s why when people ask me the magic question, I always ask them a question back. What do you already know?

People are always struck by this question because they don’t expect the magic formula to have anything to do with them. But it does:

  • If you have a background in direct marketing, you can learn search analytics.
  • If you came from PR, you can come up with social media ideas or write blog posts.
  • If you understand copy writing, you can do content optimization or paid search copy writing.
  • If you are a programmer, you can fix infrastructure problems.

You probably get the idea.

SEO is no longer some kind of monolithic profession. where you must know every part of it to get a job. If you have any skills that border on organic search marketing, adding SEO skills to that mix makes you far more employable.  And that is always the right way to break into SEO, by building on what you already know. 

Originally posted on Biznology.

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6 Steps To Boost The Profitability Of Your SEM Acquisition Program

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Imagine that your job is to stand outside a barber shop and bring in new customers. If a businessman with shaggy hair comes walking by, you give him a big wave and a hello. If a bald man walks by, not so much. This analogy is used by Google AdWords to describe its Enhanced cost-per-click […]

Please visit Search Engine Land for the full article.

Dear Developer: Building a Website Isn’t Good Enough, It Has To Be Marketable, Too

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by Stoney deGeyter

Dear Web Developer,

Let me start off by saying that I am simply amazed at your skills and abilities. The fact that you can take what appears to be random strings of letters, numbers and other strange keyboard characters and turn them into a great looking website is, quite simply, an amazing feat. I can’t do what you do, and I’m glad there are people like you who can.

And that’s why I’m writing this letter to you. I need you. As a web marketer, I can’t do my job without you. Without you there would be no website to market, and I wouldn’t be able to market my client’s site effectively without incorporating your skills and expertise. So, thank you for being there for me.

I do need to tell you something, and I hope you understand where I’m coming from. I just want us work together to deliver the best results for our clients. The truth is, I’m frustrated.

Sometimes it seems you know how to do your job, but you don’t understand why you’re doing it. Sure, someone paid you some money, told you what they want, and you figured out all the cool things the site is going to do. And you might have even talked to the client to get a better understanding of their needs so you can design, develop and program the site to do everything they want. But again, do you know why they want that?

I do. As a web marketer, it’s my job to understand and help the client fulfill the “why” part of the website. We don’t just want the client to have a solution, we want the solution to help them achieve their goals. And believe me, the goals are not always what the client says they are.

In truth, the client wants to succeed. They want their website to bring in business. Some of the websites you create are designed to do a job, but nobody thought about how that job is best achieved. The site functions “properly” but not necessarily in the best way possible.

See, a great-looking car can be great for transportation, but it does no good if you don’t get a driver behind the wheel to use the car for its intended purpose. A car can look sharp on the outside, but what’s under the hood and inside the cabin matters just as much. Driver experience is about much more than getting from point A to point B. (Heck, you could do that on a segway.) Design and functionality must come together to make the car marketable.

This is what I would like from the websites you create. Don’t just make websites that are pretty and functional; the marketability of the website must be a priority as well.

That means thinking about things that, perhaps, you hadn’t given much thought to in the past.

If you would permit me an indulgence, may I make a few suggestions?

  • Start with keyword research. Keyword research isn’t your job–you’re a designer and programmer. No problem. I’m a keyword researcher, so get me (or the SEO of the client’s choice) involved in this. I cannot stress how important this is to the process of developing a site correctly. Keywords provide the foundation for understanding what searchers are looking for on Google and Bing. It also then tells us how the site should be built to meet the searcher’s needs and expectations.
  • Organize the navigational architecture. You’re not just developing a home page and an internal page. You’re developing an entire marketing vehicle. This means you have to understand how the entire site will come together. The keyword research you did is helpful to ensuring you have a navigation that meets searchers needs and helps them find the information they need quickly. Again, this isn’t something you have to do. I’m happy to help, just ask.
  • Know what is needed on each page. There is more to the site than content. You really need to understand what goes on every page, or particular pages, before you begin your incredible design work. Sit down with both the client and the SEO to figure out what is required. Navigation? Check. Social symbols? Check. Calls to action? Check. I could go on, but there are hundreds of things that may or may not be necessary in different areas of the site. Jot them all down so you can make sure these make it into your design.
  • Develop wire frames. Before you jump into the design, take a step back and wire frame out all the elements. This is critical because I’m sure you’ll find that different pages or sections of the site will have different needs. No need to start doing design work before we know everyone is comfortable with the placement of all the elements. Just draw these out in a very simple format. Labeled boxes that show where each element will be placed is simple enough. But include as many boxes as is needed to be sure each page section is included. Also be sure to develop as many wire frames as needed for different pages or sections of the site, such as home page, standard internal pages, about us page, contact us page, blog home, blog posts, etc. Now, with the client’s approval of the wire frames you’re ready to start designing!
  • Produce a gray scale comp. Strange, right? I’m sure you think of this as something that’s only needed for brand or logo design, but they can be helpful here, too. I’ve seen clients throw out an entire design because they thought they didn’t like it. It turned out, they just didn’t like how the colors worked; the design was fine with a little tweaking. Gray scale comps, based on the previously approved wire frame, allow the client to see if the wire frame layout really works, without the interference that color can sometimes cause. Again, do this for every different type of page to ensure there will be no re-design surprises later.
  • Produce a color comp. With an approved gray scale design, you can now colorize the comp. By this time, if there are any objections, you’ll know that it’s just a color issue, not a layout or design issues. Simply changing the colors around can make a big difference and you can sail through approval, moving on to the coding and development stage. Again, do this for each of the different types of pages that you created wire frames for. Side note: Be sure your comps show how headings (h1-3 at a minimum) will look on the page, as well as visited and non-visited textual hyperlinks, navigational mouse-overs and active pages.

Those last two items don’t really have anything to do with SEO, but they are important. I can help you with the wire frame to ensure that everything we’re going to need to market the site is in a good place. I don’t claim to be a designer by any means, but remember, our goals are the same: to produce a website that lets the client achieve their business goals.

I have a few thoughts for you as well as you move the site from the design stage to the development phase. Unless the site is designed to be marketable, when the client comes to us later, we are very likely going to have to tell them they will need to spend even more money fixing the site they just just paid you to build. In my experience, that doesn’t go over very well, but it’s impossible for us to do our job otherwise.

But don’t worry, I’ll give you a few pointers so that doesn’t happen. You’ll come out looking like a hero, not just when you deliver the site, but a year later when the SEO campaign cost half as much and was twice as effective!

  • Pay attention to URLs. You may not know this, and by looking at some of the sites you created you don’t, but URLs are very important to SEO and social marketing. URLs with lots of parameters can create a whole host of problems, giving the SEO a whole lot more work to ensure only the right URLs get indexed and the wrong one’s don’t. That’s OK, it’s just part of the job, but a lot of this frustration for both the SEO and the client can be eliminated simply by making sure the site is developed using search friendly URLs. Just ask, I’ll let you know what they should look like. But please, don’t leave it to me. Once a site goes live, changing URLs is a mess. And since I’m not a programmer, I might not be able to do it easily, which means it will cost the client more money to have the old URLs redirected properly. It’s better to just do it right from the beginning.
  • Use proper Hx hierarchy. Forget everything they taught you in design school about how to code Hx tags into the site. Hx tags are not for segmenting sections of the site, they are for segmenting sections of the content! The logo should not be an h1, navigational elements should not be an h2 and product links should not be an h3. Please get that out of your head. If you absolutely need to use heading tags for the design architecture, then stick to h4-6. Leave h1-3 for content. Oh, and be sure to program the uppermost page heading as the h1!
  • Give us editing capabilities. SEO is about making the site more search and user friendly. This means we need to be able to edit things to incorporate keywords and calls to actions. Be sure you program this capability into the site. Don’t force product links to be the product name without the ability to customize. And page headings titles, breadcrumbs, ALT tags and navigation links should not pull from the same source. Each of these needs to be independently customizable. If it’s content, it needs to be editable from the rest. Make sure that’s built in.
  • Know what links should and should not be spidered by the search engines. Most links should be spidered by the search engines, but some absolutely should not. It’s a bit complicated to know the difference, but let’s say that navigation links that go to content and product pages should all be spiderable. Links to your shopping cart and social sites should be unspiderable. The search engines have no interest in adding products to or viewing the shopping cart, nor do they want to socialize my pages. Making these links unspiderable is a big help.

There are probably a few things I left out, but that’ll do for now. I’m not trying to tell you how to do your job. In fact, I want what is best for the client.

I’m no more a designer than you are an SEO. We know a bit about each others’ jobs, but ultimately we each have our areas of expertise. Let’s take advantage of that. After all, we have the same client, and our job is to help them achieve their business goals. It’s time we worked on the same team to make sure the client gets everything that they need, not just visually and programmatically, but also with the site’s ability to be marketed properly as well.

Thanks for hearing me out. All of this might require some additional work on your part, but we both know it’s worth every penny to blow a client away with an exceptional website! Let’s work together to make that happen.



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Does Internet Marketing need a business case?

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by Mike Moran

Don’t give me that look. Depending on where you work, that might sound like a silly question. Everything needs a business case in some places. And I understand that. I used to work for IBM, which is one of those places in love with justifications for how you spend money before you drop a dime. And you can put together business cases for Internet marketing projects, but there is another way, too. In fact, I actually started the IBM search marketing program without any business case at all. You might be able to follow my lead where you work, not just with search marketing, but with any kind of digital marketing.

How did I do it? It wasn’t easy, but there are a few things you can do to make it happen for you:

  • Don’t spend any money. At least at first. I know that rules out a lot of marketing ideas, such as paid search, but it still leaves you with plenty of marketing tactics to try, including organic search, social media, and more. Start with one of those.
  • Neutralize your boss. You might be lucky, as I was, and have a boss that you could just tell what you are planning and he would go along. (My boss, John Rosato at IBM, actually thought it was a great idea.) But not everyone is so lucky. Even if you spend no money, you’ll have to spend some time, so you might need to hide this work from your boss, or do it on off-hours. Somehow, some way, you need to be able to do enough of the work required so that you can show some results. In my case, I needed to make a few changes to some critical web pages to improve the search results.
  • Get help. You are unlikely to be able to do everything on your own, so you need co-conspirators. Find some allies who are willing to be equally stealthy as you are and enlist them in the cause. Some people are not the right ones to approach, but you probably know who they are. Find the others that are as excited about this idea as you are and get hem on board. In my case, I needed to find some people who controlled some important web pages at IBM and get them to make some changes so we could see the resulting search ranking improvements.
  • Keep score. Trying out your idea is great, but how will you know if it worked? Choose some tangible measure of success (higher search rankings, more traffic to the site from your social media content, higher conversions from your tactic–pick something) so that you can show the before and after picture. It is OK if it is not earth-shattering. After all, you did this with no money and no assigned resources, so let the powers-that-be think about how big this would be if they actually worked on it for real.

This might seem sneaky to you. It is. But it has a few redeeming qualities. First, it allows you to try a lot of ideas, because some of them won’t work. Second, it helps you make a good idea work that needs a few tries. If no one knows that you are doing it, then if it fails twice before you figure it out, you have the time to make it work. Third, it can change your relationship with your boss.

Why do you think my boss at IBM, John Rosato, allowed me to try these things? One reason is that he is a sharp guy that gives his people freedom to try things. But I think he gave me a bit more freedom than some other people because he had seen this approach work for us before. When your boss sees that you know how to make big improvements by experimenting with no money and little risk, you’ll get treated differently, too.

So, you might not have the kind of boss that I did, but if you succeed at this a couple of times, you might change the way your boss thinks about you. And then you might be able to try a lot of different kinds of Internet marketing with no business case at all. At least it’s worth a try, no?

Originally posted on Biznology Blog.

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