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ExpOn 2011 - Rand Fishkin - The Power of Inbound Marketing
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ExpOn 2011 - Rand Fishkin - The Power of Inbound Marketing


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Rand Fishkin palestrante do ExpOn 2011 fala sobre The Power of Inbound Marketing

Rand Fishkin palestrante do ExpOn 2011 fala sobre The Power of Inbound Marketing

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  • 1. The Power of Inbound Marketing How changes in human behavior and the web landscape have led to arevolution in customer acquisition (and how marketers can take advantage!) Download at Rand Fishkin, CEO & Co-founder, SEOmoz | July 2011
  • 2. makes SOFTWARE!!We don’t offer any consulting.
  • 3. How Things Used to Be Sold
  • 4. 1921
  • 5. 1955
  • 6. 1983
  • 7. 1998
  • 8. Some Marketers Still Do It This Way
  • 9. 2011
  • 10. 2011
  • 11. 2011
  • 12. The Process of Selling Hasn’t Changed…
  • 13. The Process of Buying Has…
  • 14. How People Buy Today
  • 15. Realize a Need
  • 16. Investigate Options
  • 17. Ask Our Friends
  • 18. Seek Out Experts
  • 19. Leverage Q+A Sites & Forums
  • 20. Dig Into Every Detail Available
  • 21. Convert
  • 22. Rise of the Organic Web
  • 23. Search Currently, there are more than 3 billion searches/day on GoogleData via Google’s occasional public statements and some inference (for 2006 + 2009)
  • 24. Social NetworksUsers: 10mm 750mm 200mm 120mm 10mmUsers: 14mm Millions 14mm 6.5mm
  • 25. Local Portals
  • 26. Blogs
  • 27. Forums & Niche Communities
  • 28. Social Discovery & Content Sharing
  • 29. Video + MultiMedia Portals
  • 30. The Problem withClassic Web Marketing
  • 31. An Unhealthy Focus on the Controllable, Spend-Driven Channels Newspapers Contextual Ads Banner Ads Paid Outdoor Search Television Video Ads Magazines Radio
  • 32. An Unhealthy Focus on the Controllable, Spend-Driven Channels Newspapers Contextual Ads Interruption- Banner Ads Paid Outdoor Television Based Video Ads Search Messaging Magazines Radio
  • 33. Inbound Marketing is Under-InvestedUnpaid drives85%+ of traffic (but garners only ~$5 billion ofinvestment in 2011) Paid drives <15% of web traffic (but wins a whopping $31+ Billion of investment in 2011) Percent of Web Traffic from Various Sources to the Average Website Web Traffic is driven almost entirely by organic/inbound/earned media, yet nearly all of the investment in driving traffic to websites is through paid channels… This is an unsustainable dichotomy.
  • 34. Every Marketer Sees This: But That’s Not Reality
  • 35. Referring + Other = 50% of our traffic? But this chart isbasically saying Twitter, Facebook, blogs, feed readers andevery non-search site that sends traffic is exactly the same.
  • 36. All the traffic we receive that isn’t the result of paidacquisition or advertising (in SEOmoz’s case – 95%+) comes from Inbound Marketing!
  • 37. Inbound vs. Outbound Marketing
  • 38. Inbound Marketing Outbound MarketingOrganic Search Rankings Paid Search AdsSocial Networks (Facebook, Twitter) Display AdvertisingInclusion in Universal Search Results Contextual Ad Networks (AdSense)Blogs + News Sites Buying Email ListsLinks from Partners + Friends Site SponsorshipsOpt-In Email Newsletters Video AdsForums + Discussion Sites Demographic TargetingViral Content Facebook AdsQ+A Answers w/ a Link Affiliate MarketingUser Profiles + CommentsViral Content For more on Inbound Marketing, check out Brian + Dharmesh’s awesome book:
  • 39. You Must Become a Hub for Great Answers on Q+A Content in Your Niche Referenced sites reference by industry its resources Site that offers: blogs • Unique ResearchForum discussions Mentioned in • Informed Opinions link to its pages news • News/Trend Analysis publications • Multimedia ContentLinks are Tweeted People email • Authentic Expert Contributors links to each • Quality Discussion/Interaction otherLiked/Sharedon Facebook Cited at conferences + events Sometimes, a single piece of content or just a few, can yield these results but, more http:/ often, it takes dozens to hundreds of attempts to become a resource hub.
  • 40. “Good, Unique Content” is NOT ENOUGH
  • 41. Tips, Strategies & Channels for Powerful Inbound Marketing
  • 42. Search Engine Optimization (SEO)
  • 43. Discover What People WantThis post - into detail about how to leverage this tactic to build great resources people will love.
  • 44. Grow Your Social Network to Reach Searchers Geraldine’s blog is awesome, but it would never rank on page #1 for this query without the power of the social connection. Check out for more on how search engines and social media are mixing together.
  • 45. Social Media
  • 46. Facebook More fans = more people potentially exposed to your content. But… You also need to create posts that will show up in “top news” on your fans’ walls. That’s more challenging.For some great Facebook-focused marketing tactics, check out
  • 47. Twitter It’s not just about the follower count. Your tweets have to count for something and drive actions/awareness.I highly recommend which helpsshow the correlation between activities on Twitter and your ability to have the message spread.
  • 48. LinkedIn LinkedIn’s “Groups” are a powerful way to grow your network and spread a message. Like Facebook, LinkedIn now has a wall that drives “likes” and comments (as well as traffic).Good advice on LinkedIn profiles here - (also, don’t miss the comments which discuss how the links work).
  • 49. Reddit Reddit’s grown to be in the top 100 most visited sites on the web, and even smaller subreddits can send remarkable traffic (and result in tweets/FB shares/etc.)The travel subreddit has nearly 19K registered subscribers - - andthousands more browsing. Full list of subreddits, sorted by # of subs here:
  • 50. StumbleUpon StumbleUpon reaches more than 15 million active monthly users, and drives massive amounts of outbound traffic.Two great activities on for beginners: #1) Discover content thatpeople share in your niche. #2) Find great stuff to share/tweet that will earn you more followers.
  • 51. Participating in the Blogosphere Using, you can see how many GG Reader users subscribe + average # of posts/week. Those with fewer than 50 subscribers and 1 post/week often are too tiny to be worthwhile.
  • 52. Content that Works
  • 53. Blog Readership is Up, But to Fewer Blogs Data via and See also Hubspot’s awesome slide deck:
  • 54. Great Blogs Rock. Mediocre Blogs are Useless.Research for this statement via PEW Internet & Captain Obvious
  • 55. Evergreen ContentEvery two years, we put out but leave theURL the same, so it continues to accrue great link/social/sharing signals.
  • 56. InfographicsAfter producing what is, admittedly, an awesome graphic - rose to page one in Google (and got bjillions of drive-by visits, too).
  • 57. Fostering Community
  • 58. User Profiles Progress BarHighly customizable profile details Custom PhotoLinks to other web profiles These ( emulate the success of places like LinkedIn, Quora, Stackoverflow and others. They’ve increased participation and traffic to the profiles dramatically.
  • 59. User-Generated ContentWhen users contribute content (as with they’reinvested in the promotion and success of their work, and thus, your site!
  • 60. An Incentive to Share These “spoonback” were keyto Urbanspoon’s growth (nowahead of Citysearch in traffic!) Because Yelp + Citysearch had taken the “badges” angle for local businesses, incented foodie bloggers to link to the site by featuring those bloggers’ posts + content on the site.
  • 61. GamificationThe genius game-like badges, points and progress at has helped make itone of the most successful sites in the Q+A world.
  • 62. RSS + XML Feeds
  • 63. Blog Content FeedsOn average, this manypeople actually read a post via feed Feeds aren’t just useful for subscribers. They “ping” search engines, enable easy syndication and can be used by lots of content aggregators that send traffic, too.
  • 64. Anything with Regular Updates Etsy makes it possible to subscribe to a feed of anyone’s shop on the site!I was actually tempted to subscribe. has some awesomestuff!
  • 65. Don’t Forget Email Subscriptions!I use email to subscribe to and am 1 of 100K+ who read Fred’s posts on adaily basis. That’s a powerful inbound channel!
  • 66. Presentations
  • 67. Live EventsI did a brief, 4-minute presentation at the Seattle 2.0 Awards - that promoted our hiring + growth (focused on that audience’svalues rather than trying to sell to them)
  • 68. WebinarsOur webinars attract 500-1,000 attendees and earn lots of tweets, blog postsand links. Hubspot’s get 10K+ attendees
  • 69. Online PresentationsI put many of my presentation on where they earn thousands of additionalviews.
  • 70. Video
  • 71. YouTube Don’t be a honey badger. Care about YouTube’s potential!YouTube actually ranks as the second largest “search property” in the US, behind only Google:
  • 72. The “Long Tail” of Video Sites Long tail of video sites get 50% of all online video traffic/views!
  • 73. Self-Hosted Video ContentAt SEOmoz, we use who submits our video XML sitemaps to Google for us-
  • 74. Local + Mobile
  • 75. Google Local / Maps / Places Fox Sports Grill? I’m sorry Google, but that is not barbecue.To register, go to Also check out for great local ranking tips.
  • 76. Easiest Way to Win Google MapsThis blog post explains how:
  • 77. Public Relations, Guest Authoring and Comment Marketing
  • 78. Guest Blogging + WritingGuest blogging (or contributing content to any type of publisher) is a great way to build your brandand earn links. Tools like can help make the process easier.
  • 79. Direct Connections to JournalistsHARO ( is a popular service that lets you get contacted whenrelevant reporters/journalists need sources.
  • 80. Comment MarketingThis post has a list of recommendations for blog commenting as a marketing tactic:
  • 81. Inbound Marketing is
  • 82. Inbound Marketing is All Connected
  • 83. Original Audience: 250
  • 84. Original Audience: 250 Total Reach: 10,000Buh.. Zam.
  • 85. The Inbound Marketing Process
  • 86. Step #1: Discover Find inbound marketing paths that look promising and make a list. Step #2:TestInvest a few days/hours building authentic value in that niche/sector. Step #3: Measure Use your web analytics to track primary + second-order impact Step #4: Repeat Throw out low ROI projects; repeat high ROI ones.
  • 87. Q+ADownload at You can now try SEOmoz PRO Free! Rand on the Web • Twitter: @randfish • Blog: • Email: