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Website Optimization Tips - Dreamforce 2010 - Salesforce.com

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Website Optimization Tips by Mike Volpe of HubSpot as presented at Dreamforce 2010 the Salesforce.com user group event.

Website Optimization Tips by Mike Volpe of HubSpot as presented at Dreamforce 2010 the Salesforce.com user group event.

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  • Google AdWords and other paid advertising is a drug for marketers. It is expensive, makes you feel good, but then the feeling goes away and you need to pay again to feel good (get more leads).
  • This leads to LMS – Lazy Marketing Syndrome, where you don’t focus on building long term assets for your company and instead just keep raising the limit on your credit card.
  • Renting leads from other people (buying advertising) is not a long term strategy for lead generation. Renting is OK for experiments, and for transitions, and for testing. But it should not be the centerpiece of your long term strategy.
  • Instead, think about building a long term asset, just like the machinery in a factory. Build tools that will attract leads at a low cost while you sleep, and without additional cost per lead.
  • Examples of outbound marketing, or rented marketing are all different forms of advertising that do not help you build an asset that your company owns and controls. Inbound marketing helps you build assets that attract leads to your company at a low cost over time.
  • Transcript

    • 1. Dreamforce 2010:
      Website Optimization
      Tips
      Mike Volpe
      VP Marketing at HubSpot
      Twitter.com / mvolpe
      mvolpe@hubspot.com
    • 2.
    • 3. Don’t make me do marketing!
      Just up our AdWords limit...
    • 4.
    • 5.
    • 6.
    • 7. Website Tips Based on Real Data
      Lessons from 3,074,020 websites
      www.WebsiteGrader.com
    • 8. Tip #1:
      Buyer Persona Drives Content
    • 9. Title: “Director/VP of Marketing”
      Company has 50-500 employees
      Expert at “outbound marketing”, 15+ years experience
      Worries about “brand presence” (colors, logo, fonts)
      Website built for $25K with firm, uses Salesforce.com
      Uses the web for:
      Photo sharing of kids with friends (Shutterfly, NOT Flickr)
      Email (Outlook for work, web based for home)
      Research / news (web, email subscriptions, NOT RSS)
      LinkedIn (~100 connections, a couple groups), Facebook (personal only)
      Personal:
      42 years old, married, 2 kids (10 and 6)
      A little scared of “technology”
      Enjoys travel, drives an SUV, likes her iPod Nano (300 songs)
      Worried kids are meeting bad people on MySpace and in chat rooms
      Wears “appropriate business casual” from Banana Republic and Ann Taylor
      HubSpot:
      Wants to learn “inbound marketing”, needs easy to use tools, need integrated tools, needs reports to show CEO, wants life to be easier, doesn’t like to tinker
      Meet “Marketing Mary”
    • 10. Have You Met Your Personas?
      Kadientphoto by: David Meerman Scott
    • 11. Tips for Buyer Personas
      Use data, but don’t be a slave to it
      Get personal and specific
      The perfect is the enemy of the good
      Socialize it company wide
    • 12. Tip #2:
      Publish,
      Don’t
      Advertise
    • 13. Publish vs. Advertise
      People ignore ads.
      0.2% Click Through Rate
      Be the content, not the
      ads around the content.
    • 14. Publish Everything
      Blog
      Podcast
      Videos
      Photos
      Presentations
      eBooks
      News Releases
    • 15. Blogging Attracts More Visitors
    • 16. 79% more
      followers for companies
      that also have a blog
      Source: Data from over 2,000 businesses - http://bit.ly/a6SrWh
    • 17. Tips for Publishing (Blogging)
      Title should be keyword rich
      Image in every article
      Use both email and RSS subscription
      CTA in every article
    • 18. Tips for Publishing (Blogging)
      Want more comments?
      Ask a question
      Be controversial
      Leave part of the issue untouched
      Need article ideas?
      Check email sent items
      Customer service inquiries
      FAQs salespeople receive
      Ask your readers
    • 19. Tips for Publishing (Blogging)
      Engage the whole company
      Contests and public praise
      Support from executives
      Build into employee goals
      Get everyone addicted
    • 20. Tip #3:
      Make Google Happy
    • 21. SEO from 2000 to 2011
      Ranking Algorithm:f(n): Context + Authority
    • 22. Keyword Selection
      “Cosmetic Dentist”
      vs
      “Prosthodontist”
      https://adwords.google.com/select/KeywordToolExternal
    • 23. On-Page SEO Essentials
    • Attractive to Humans and Crawlers
      www.seo-browser.com
    • 27. Authority is Determined by Links
    • 28. 97% more links
      (for better rankings)
      for companies
      that have a blog
      Source: Data from over 1,500 small businesses - http://hub.tm/BlogROI
    • 29. A Few Links Go a Long Way
      85% of web pages have less than 7 inbound links
      Source: SEOMoz.org
    • 30. Where is Search Going?
    • 31. Coming to SEO: Likes = Links
      = =
    • 32. Tips for SEO
      Use keywords and language your buyer persona uses
      Focus on great content more than technical tweaks
      Train all content creators on SEO
    • 33. Advice for the road ahead…
    • 34. Stop thinking like a
      marketer or advertiser.
    • 35. Start thinking like a
      publisher and socializer.
    • 36. More: Details, Tips, Case Studies
      Inbound Marketing:
      Get Found using Google, Social Media and Blogs
      Top 20
      Web Marketing
      Book on Amazon
      InboundBook.com
    • 37. Thank You
      Mike Volpe
      VP Marketing at HubSpot
      Twitter.com / mvolpe
      mvolpe@hubspot.com

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