The document discusses how inbound marketing has become a revolution in customer acquisition due to changes in human behavior and the online landscape. It outlines how people research options extensively online today before making purchases. This represents a shift away from interruptive, outbound marketing tactics towards content-driven inbound strategies. The document provides numerous examples of effective inbound tactics like search engine optimization, social media, blogs, videos and more. It emphasizes that inbound channels now drive the vast majority of web traffic but receive a small fraction of marketing investments compared to outbound paid channels.

1. The Power of Inbound MarketingHow changes in human behavior and the web landscape have led to a revolution in customer acquisition (and how marketers can take advantage!) Download at http://bit.ly/mozsaopaulo 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 Google Data via Google’s occasional public statements and some inference (for 2006 + 2009)

24. Social Networks Users: 10mm 750mm 200mm 120mm 10mm Users: 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 Contextual Ads Newspapers Paid Search Banner Ads Outdoor Video Ads Television Radio Magazines

32. An Unhealthy Focus on the Controllable, Spend-Driven Channels Contextual Ads Newspapers Interruption-Based Messaging Paid Search Banner Ads Outdoor Video Ads Television Radio Magazines

33. Inbound Marketing is Under-Invested Unpaid drives 85%+ of traffic (but garners only ~$5 billion of investment 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 is basically saying Twitter, Facebook, blogs, feed readers and every non-search site that sends traffic is exactly the same.

36. All the traffic we receive that isn’t the result of paid acquisition or advertising (in SEOmoz’s case – 95%+) comes from Inbound Marketing!

37. Inbound vs. Outbound Marketing

38. Inbound Marketing Outbound Marketing Organic Search Rankings Paid Search Ads Social Networks (Facebook, Twitter) Display Advertising Inclusion in Universal Search Results Contextual Ad Networks (AdSense) Blogs + News Sites Buying Email Lists Links from Partners + Friends Site Sponsorships Opt-In Email Newsletters Video Ads Forums + Discussion Sites Demographic Targeting Viral Content Facebook Ads Q+A Answers w/ a Link Affiliate Marketing User Profiles + Comments Viral Content For more on Inbound Marketing, check out Brian + Dharmesh’s awesome book: http://www.amazon.com/Inbound-Marketing-Found-Google-Social/dp/0470499311

40. Informed Opinions

41. News/Trend Analysis

42. Multimedia Content

43. Authentic Expert Contributors

44. Quality Discussion/InteractionMentioned in news publications Forum discussions link to its pages People email links to each other Links are Tweeted Liked/Shared on Facebook Cited at conferences + events Sometimes, a single piece of content or just a few, can yield these results but, more often, it takes dozens to hundreds of attempts to become a resource hub. http:/googleblog.blogspot.com/2010/06/our-new-search-index-caffeine.html

45. “Good, Unique Content” is NOT ENOUGH

46. Tips, Strategies & Channels for Powerful Inbound Marketing

47. Search Engine Optimization (SEO)

48. Discover What People Want This post - http://www.seomoz.org/blog/great-content-for-seo-simpler-than-you-ever-imagined goes into detail about how to leverage this tactic to build great resources people will love.

49. 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 http://www.slideshare.net/randfish/merging-of-search-social-wappow for more on how search engines and social media are mixing together.

50. Social Media

51. 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 http://www.seomoz.org/blog/4-facebook-marketing-tactics-you-might-not-know-about

52. Twitter It’s not just about the follower count. Your tweets have to count for something and drive actions/awareness. I highly recommend http://www.slideshare.net/danzarrella/the-science-of-re-tweets which helps show the correlation between activities on Twitter and your ability to have the message spread.

53. 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 - http://www.seomoz.org/ugc/optimize-your-linkedin-profile-for-best-results-howto (also, don’t miss the comments which discuss how the links work).

54. 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 - http://www.reddit.com/r/travel - and thousands more browsing. Full list of subreddits, sorted by # of subs here: http://metareddit.com/

55. StumbleUpon StumbleUpon reaches more than 15 million active monthly users, and drives massive amounts of outbound traffic. Two great activities on http://www.stumbleupon.com for beginners: #1) Discover content that people share in your niche. #2) Find great stuff to share/tweet that will earn you more followers.

56. Participating in the Blogosphere Using http://www.google.com/reader, 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.

57. Content that Works

58. Blog Readership is Up, But to Fewer Blogs Data via http://www.pewinternet.org/Reports/2010/Social-Media-and-Young-Adults.aspx and http://www.slideshare.net/DianeRayfield/social-medias-shocking-statistics. See also Hubspot’s awesome slide deck: http://www.slideshare.net/HubSpot/how-to-be-the-awesomest-marketer-ever

59. Great Blogs Rock. Mediocre Blogs are Useless. Research for this statement via PEW Internet & Captain Obvious

60. Evergreen Content Every two years, we put out http://www.seomoz.org/article/search-ranking-factors but leave the URL the same, so it continues to accrue great link/social/sharing signals.

61. Infographics After producing what is, admittedly, an awesome graphic - http://www.paralegal.net/judge-judy/ - Paralegal.net rose to page one in Google (and got bjillions of drive-by visits, too).

62. Fostering Community

63. User Profiles Progress Bar Highly customizable profile details Custom Photo Links to other web profiles These (http://www.seomoz.org/users/profile/) emulate the success of places like LinkedIn, Quora, Stackoverflow and others. They’ve increased participation and traffic to the profiles dramatically.

64. User-Generated Content When users contribute content (as with http://artistmarketplace.moleskine.com/en) they’re invested in the promotion and success of their work, and thus, your site!

65. An Incentive to Share These “spoonback” were key to Urbanspoon’s growth (now ahead of Citysearch in traffic!) Because Yelp + Citysearch had taken the “badges” angle for local businesses, http://urbanspoon.com incented foodie bloggers to link to the site by featuring those bloggers’ posts + content on the site.

66. Gamification The genius game-like badges, points and progress at http://stackoverflow.com has helped make it one of the most successful sites in the Q+A world.

67. RSS + XML Feeds

68. Blog Content Feeds On average, this many people 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.

69. 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. http://www.etsy.com/shop/ThisYearsGirl has some awesome stuff!

70. Don’t Forget Email Subscriptions! I use email to subscribe to http://www.avc.com/ and am 1 of 100K+ who read Fred’s posts on a daily basis. That’s a powerful inbound channel!

71. Presentations

72. Live Events I did a brief, 4-minute presentation at the Seattle 2.0 Awards - http://www.geekwire.com/2011/seomoz-ceo-rand-fishkin-googles-panda-update that promoted our hiring + growth (focused on that audience’s values rather than trying to sell to them)

73. Webinars Our webinars http://www.seomoz.org/webinars attract 500-1,000 attendees and earn lots of tweets, blog posts and links. Hubspot’s get 10K+ attendees http://www.hubspot.com/marketing-webinars/

74. Online Presentations I put many of my presentation on http://slideshare.net where they earn thousands of additional views.

75. Video

76. 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: http://thenextweb.com/google/2011/05/25/youtube-hits-3-billion-views-per-day-2-days-worth-of-video-uploaded-every-minute/

77. The “Long Tail” of Video Sites Long tail of video sites get 50% of all online video traffic/views! http://techcrunch.com/2010/02/08/long-tail-video-half-viewing-minutes/

78. Self-Hosted Video Content At SEOmoz, we use http://www.wistia.com who submits our video XML sitemaps to Google for us - http://www.google.com/support/webmasters/bin/answer.py?answer=80472

79. Local + Mobile

80. Google Local / Maps / Places Fox Sports Grill? I’m sorry Google, but that is not barbecue. To register, go to http://www.google.com/placesforbusiness. Also check out http://www.davidmihm.com/local-search-ranking-factors.shtml for great local ranking tips.

81. Easiest Way to Win Google Maps This blog post explains how: http://www.seomoz.org/blog/one-dead-simple-tactic-for-better-rankings-in-google-local

82. Public Relations, Guest Authoring and Comment Marketing

83. Guest Blogging + Writing Guest blogging (or contributing content to any type of publisher) is a great way to build your brand and earn links. Tools like http://myblogguest.com/ can help make the process easier.

84. Direct Connections to Journalists HARO (http://www.helpareporter.com/) is a popular service that lets you get contacted when relevant reporters/journalists need sources.

85. Comment Marketing This post has a list of recommendations for blog commenting as a marketing tactic: http://www.seomoz.org/blog/recommendations-blog-commenting-marketing-strategy

86. Inbound Marketing is

87. Inbound Marketing isAll Connected

92. Original Audience: 250

93. Original Audience: 250 Total Reach: 10,000 Buh.. Zam.

94. The Inbound Marketing Process

95. Step #1: Discover Find inbound marketing paths that look promising and make a list. Step #2:Test Invest 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.

97. Blog: www.seomoz.org/blog

98. Email: rand@seomoz.org