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© Copyright 2012, praxisnow.ie - 1
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
INTERNATIONALSEARCH MARKETING
JOHN COBURNTel.: 01-
2360076Limerick 22nd March
2012
COMPETITIVE STRATEGIES IN
© Copyright 2012, praxisnow.ie - 2
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
INTERNATIONALSEARCH MARKETING
10 COMPETITIVE STRATEGIES IN
(Otherwise known as )
DIGITAL
© Copyright 2012, praxisnow.ie - 3
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
SEO STRATEGYIf you are far from the enemy, make him believe you are nearSun Tzu
1
© Copyright 2012, praxisnow.ie - 4
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
SEO LONG-TAILW
EBSI
TE T
RAFF
IC
UNIQUE KEY-PHRASES
Prim
ary
Targ
eted
Seco
ndar
yTa
rget
edSource: Covario / NetConcepts
Bran
d-re
late
d
Non-Brand-related1 : 40
Exte
nded
© Copyright 2012, praxisnow.ie - 5
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ieSource: Covario / NetConcepts
DISCRETE TARGETING METHODS
SHORT TAIL LONG TAIL
(& therefore simultaneous!)
© Copyright 2012, praxisnow.ie - 6
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
GEO-TARGETEDLink Topology
2
© Copyright 2012, praxisnow.ie - 7
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
Neighbourhood
Inbound Link Topology
.co.uk or generic: registered and hosted in UK
LIKE THIS!
© Copyright 2012, praxisnow.ie - 8
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
Neighbourhood
Inbound Link Topology
NOTE: Not workable with a .ie domain
.co.uk or generic: registered Ireland and geo-located to UK
. . . OR THIS!
© Copyright 2012, praxisnow.ie - 9
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
Neighbourhood
Inbound Link Topology
(STILL AT HOME)
With replication, carry-over of links is often overlooked
NOT THIS!
© Copyright 2012, praxisnow.ie - 10
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
Neighbourhood
Inbound Link Topology
What many Irish Companies are doing:
NOTE: Can still compete for unique brands, geo-locator based terms and unique search phrases
. . . AND DEFINATELY NOT THIS!
© Copyright 2012, praxisnow.ie - 11
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
SEPARATE WEBSITE PER TARGET GOEGRAPHY(or geo-located sub-domain)
3. . .AND LOGICALLY THEREFORE . . .
© Copyright 2012, praxisnow.ie - 12
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
ADWORDS “QUALITY SCORE”THE NEW PPC LONG-TAIL4
© Copyright 2012, praxisnow.ie - 13
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
THE “OLD” PPC LONGTAILBEHIND THE TIMES?
© Copyright 2012, praxisnow.ie - 14
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
“NEW” PPC LONGTAIL“RELEVANCE”: A MORE USEFUL MODEL
RELEVANCE HIGHLOW
€ Low Quality ScorePoor Alignment / High Competition
Medium Quality ScoreLow CTR / (often) Low Competition
High Quality ScoreHigh CTR / Good Alignment
© Copyright 2012, praxisnow.ie - 15
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
GOOGLE’S KEYWORD QUALITY SCOREDETERMINES HOW MUCH YOU PAY PER CLICK + WHERE YOU ARE RANKED
QUALITY SCORE SCALE
1 - 10
CTRRELEVENCE /
ALIGNMENT
LANDING PAGE
OTHERGOOGLE’S KEYWORD
QUALITY SCORE
Source: Google
© Copyright 2012, praxisnow.ie - 16
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
HIGH VOLUME OF ORIGINAL CONTENT(written as you wish it to be read, then revisited for optimisation)
5
© Copyright 2012, praxisnow.ie - 17
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
CAPTURE SALES LEADSWITH COMPELLINGVALUE PROPOSITIONS(on every “CATEGORY” page of your website)
6
© Copyright 2012, praxisnow.ie - 18
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
MOST PREVALENT, BASIC
BINARY SALES PROPOSITION
HELLO CONVERT
INFORMATION-DRIVEN/ FACILITATION
RELATIONSHIP MANAGE
NEWSLETTERVISITOR
(One “all or nothing” value proposition)
Typical “campaign level” conversion rate = ?2%
© Copyright 2012, praxisnow.ie - 19
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
CONVERT GROWLEAD CAPTUREHELLO
Not “Subscribe” | “Add to Newsletter” | “Enquiry Form”(What to do with % of other 98%)
SLIGHTLY MODIFIED (BUT STILL SIMPLE)
NON-BINARY SALES PROCESS
© Copyright 2011, praxisnow
.ie - 20
13 ways solid fuel heating can save money on your energy costs
GUIDE TO CUTTING YOUR ENERGY BILLS BY 25%
Scope for 20+ different, compelling value propositions on separate Landing Pages, targeting
separate buyer priorities at different stages in the purchase
process or by user type
CASE STUDYOriginal
CASE STUDYConcept
• READ ON SCAN• RELEVANT RIGHT NOW
• EASY TO REQUEST• INSTANT GRATIFICATION
• TO THE POINT• HIGHLY VISIBLE
© Copyright 2012, praxisnow.ie - 21
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
SPECIAL AIRLINE INDUSTRY REPORT:
Carbon Footprint Reduction Planning in the Airline Industry
CASE STUDYPosition Above Fold
© Copyright 2012, praxisnow.ie - 22
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
Special Report: Carbon Footprint Reduction Planning in the Airline Industry
CASE STUDYPosition Above Fold
Alternate
© Copyright 2011, praxisnow
.ie - 23
What’s the Capture Value
Proposition?
CASE STUDYOriginal
© Copyright 2011, praxisnow
.ie - 24
CASE STUDYConcept 1
Keeping it Simple
Keep it simple – get more detailed information later in the process
© Copyright 2011, praxisnow
.ie - 25
CASE STUDYConcept 2
Keep Free Trial as is
Ireland’s leading supplier of easy to use bookkeeping software for small and medium businesses
21 things you need to know about the new tax changes for 2012
Add a compelling, campaign-support
page-level value proposition for lead
capture without need for a trial (prospect
may not be ready or have time to trial – yet.
© Copyright 2012, praxisnow.ie - 26
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
CASE STUDY1. Engage2. Capture
?
© Copyright 2012, praxisnow.ie - 27
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
AFFORDABLE ERP:21 ways to reduce the cost of running your enterprise using SaaS processes.name:email: DOWNLOAD
CAPTURE WITHOUT COMMITTING TO TRIAL
Video DemoPLAY
ENGAGE
CASE STUDY1. Engage2. Capture
© Copyright 2011, praxisnow
.ie - 28
Get our exclusive free guide to leveraging the power of your brand
CASE STUDYConcept
Online Shop
© Copyright 2012, praxisnow.ie - 29
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
MAP YOUR ONLINE SALES PROCESS(point of 1st contact to point of conversion. Lifecycle management)
7
© Copyright 2012, praxisnow.ie - 30
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
MAPPING THE
ONLINE SALES PROCESS
© Copyright 2012, praxisnow.ie - 31
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
FOCUS ON “CONVERSION”With Value Proposition Alignment8
© Copyright 2012, praxisnow.ie - 32
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
CONVERSION TIPPING POINT
NO SALE SALEVISITOR QUALITY
POOR QUALITY/ IRRELEVANT
HIGH QUALITY/ DIRECTLY RELEVANT
98% 2%
A “Quality Visitor” is not just the person who is ready to buy now.
NOT READY TO BUY YET(BUT WILL BUY IN TIME)
© Copyright 2012, praxisnow.ie - 33
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
OPENING THE DOOR
LEAVE CONVERT98% 2%Determined by traffic quality
EXCHANGEANONYMOUS IDENTIFIED
On the basis of aCOMPELLINGValue Proposition
38%
60%
Let’s say
30%May never convert
30%Convert over time
=x15conversion improvement
© Copyright 2012, praxisnow.ie - 34
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
WHO ARE THEY? (I)
PRODUCTION
ENGINEERING
IT
EXECUTIVE
FINANCE
END USERB2B
ANY INFLUENCER TYPE% SALES PROSPECTS IN RESEARCH MODE (NOT YET READY / WILLING / ABLE TO BUY)
RELATED BUT DIFFERENT NEEDS
DAUGHTERFATHER
SISTER
BROTHER
SON
MOTHER
HUSBANDWIFE
PLAYERSUPPORTERetc...
B2C[ ]
© Copyright 2012, praxisnow.ie - 35
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
WHO ARE THEY? (II)ANY INFLUENCER TYPE + ...
ANY STAGE IN PURCHASE PROCESS
DECISION
ASSESSMENT
BUSINESS CASE
AWARENESS
TCO
DISCOVERY
[ ]
© Copyright 2012, praxisnow.ie - 36
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
HOW BIG IS THIS SEGMENT?
A FUNCTION OF:
HOW TRAFFIC WAS GENERATED: Targeted eMail V Bulk, untargeted Key-phrase targeted SEO V unqualified traffic Managed Social engagement V Viral ‘novelty’ Targeted Advertising V General Advertising
[ ]
© Copyright 2012, praxisnow.ie - 37
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
LEVERAGE THE NEW GOOGLE ANALYTICSEvent tracking
9
© Copyright 2012, praxisnow.ie - 38
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
ONLINE SALES PROCESS
ANALYTICS
VISITOR TRAFFIC(Quality & Source)
SPLIT TESTING METRICS
ACCESS TO CONTENT
CAPTURE RATIOEG. (VIEWS:REGISTRATIONS)
LANDING PAGE VIEWS
DOWNLOADS
“EVENTS”
FRONT-END CONVERSION RATIO
CAPTURES:CONVERSIONS
ACCESS TO LEVEL 2 (development) CONTENT
(email-triggered)
ENGAGEMENT
LINKING BACK-END TO FRONT-END
SALES FUNNEL
BACK-END CONVERSION RATIO
FRONT-END:BACK-END
© Copyright 2012, praxisnow.ie - 39
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
IS WEBSITE PURPOSE IS CLEARLY DEFINED?MEASURE PURPOSE ACCOMPLISHMENT
10
© Copyright 2012, praxisnow.ie - 40
Enterprise Ireland eMarketing Workshop, March 2012 www.praxisnow.ie
INTERNATIONALSEARCH MARKETING
JOHN COBURNTel.: 01-2360076
Email: jcoburn@praxisnow.ie
Limerick 22nd March 2012
COMPETITIVE STRATEGIES IN
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