How to Develop a Successful Online Marketing Strategy

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I :: The Basics: What You Need to Do to Market Your Business

Establishing a solid online presence by leveraging core online initiatives (website, eNewsletter, online advertising, SEO)

II :: Social Media: How to Harness the Power of Two-Way Communication

Using online social networking tools to interact with your target audience (Facebook, Twitter, LinkedIn, blogs)

III :: Thought Leadership: How to Stand Out From Your Competitors

Communicating innovative value added information to the your target audiences (eBooks, webinars, blogs)

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  • Site Analysis :: You vs. Top 5 Competitors Homepage (dynamic with movement?, clear directives to audiences on what to do to drill down, does it focus the user on top level call to actions?) Navigation (in order of importance, defined by audiences if significantly different) Content (clear – no-corporate speak, concise – bullets not paragraphs, current, tiered – core content with sidebars and callouts, SEO friendly – content contains core search phrases yet still understandable, prominent call to action --- tell them in ‘bold’ what you want them to do on every page) Design (in keeping with branding guidelines – go for bigger/mom & pop look is a huge no-no, present value added visuals for content (complicated processes or boring content need visuals to keep your audience interested, reinforce core messages – most people don’t read paragraphs of content… use video or animations to create an alternate learning path for key messages but don’t over do it) (all information could be in notes… if we want to clean up slide)
  • Soft launch is meant to ensure consistency of implementation, quality of content, and orderly internal ramp up as resources. Goal is to distill avalanche of online marketing articles (blogs, tweets, seminars, etc.) into digestible, valuable information to assist our clients to stay on top of the ever-changing online marketing environment.
  • Innovative industry leading campaign leveraging social media as the leading tool Commercials direct consumer straight to the face book page Corporate site homepage flash piece does the same Interactive video is used to create movement and use real life testimonials; as well as create some fun ‘game-like’ iphone app play with the hearts--- very effective Notice the ‘huge’ response already for fans for such a new campiagn… using advocates of the product ‘proven’ to sell their high quality product Could easily translate to the home building community
  • Innovative industry leading campaign leveraging social media as the leading tool Commercials direct consumer straight to the face book page Corporate site homepage flash piece does the same Interactive video is used to create movement and use real life testimonials; as well as create some fun ‘game-like’ iphone app play with the hearts--- very effective Notice the ‘huge’ response already for fans for such a new campiagn… using advocates of the product ‘proven’ to sell their high quality product Could easily translate to the home building community
  • Innovative industry leading campaign leveraging social media as the leading tool Commercials direct consumer straight to the face book page Corporate site homepage flash piece does the same Interactive video is used to create movement and use real life testimonials; as well as create some fun ‘game-like’ iphone app play with the hearts--- very effective Notice the ‘huge’ response already for fans for such a new campiagn… using advocates of the product ‘proven’ to sell their high quality product Could easily translate to the home building community
  • How to Develop a Successful Online Marketing Strategy

    1. 1. How to Develop a Successful Online Marketing Strategy presented by parallel interactive communications and the building industry association of san diego 28 october 2009
    2. 2. goals for today • Self-evaluation :: What am I doing now? How well? • Evolution of online marketing • The marketing pyramid  Level 1 :: Core (the basics)  Level 2 :: Interactive (social media)  Level 3 :: Dynamic (thought leadership) • The basics + social media + thought leadership = 360 degrees of success • Questions and answers
    3. 3. expectations for today • Ask questions … everyone learns that way • No one has all the answers … success is knowing where to find them • Social media is a marathon not a sprint … pace yourself • Commit to learning something new today … and every day going forward • Technology is only scary if you make it scary ... so don’t • Don’t reinvent the wheel if you don’t have to … learn from others’ mistakes and success
    4. 4. evolution of online marketing
    5. 5. the marketing pyramid Core Dynamic • Corporate website • Innovative content • eNewsletter DYNAMI highlighting unique • SEO research, industry surveys, new • Online advertising technology Interactive • Advanced social media • INTERACTIV Basic social media • Fully integrated, multi- • Custom websites channel 360 degree • Smart phone applications marketing initiatives • eCommerce CORE • Advanced online advertising • Advanced SEO
    6. 6. the marketing pyramid :: core • Purpose(s)  Establish core online presence  Satisfy due diligence requirements of target audiences  Create periodic touch points with target audiences • Information: static • Resources: minimal to moderate • Components  Corporate website*  eNewsletter*  SEO (search engine optimization)*  Online advertising
    7. 7. website :: the basics Site Analysis :: Your Site vs. Top 5 Competitors • Homepage  Dynamic with movement, clear directives, focused • Navigation  Hierarchical, defined by audience, easy to use • Content  Clear, concise, tiered, SEO friendly, definitive call to action • Design  Consistent with brand, value added visuals, interactive elements, alternate learning paths • Analytics  Tied to audience and call to action, measurable conversions
    8. 8. inspiration :: three very cool websites CNN Getty Images Chipotle
    9. 9. website :: the basics • Other Questions  Do you have measures of success defined? • What are the conversion paths?  Do you have an online calendar?  Who is the editor of your website? • Who manages content creep, voice/tone, consistency of content depth and adherence to core messaging?  Who manages the update cycle? • Is it timely? Is it systematic or random?  How often do you review your website statistics?
    10. 10. eNewsletter :: the basics • Questions to Ask  Quality of your email list  Consistency of eNewsletters (design, content, technical issues)  Frequency of eNewsletters  Tracking between online initiatives for bumps in online traffic  ROI measures • Levels of eMail Services  ConstantContact  GoDaddy  VerticalResponse, BlueHornet
    11. 11. eNewsletter Samples
    12. 12. SEO do & don’ts :: the basics Excerpts from “Search Engine Optimization (SEO) Do’s and Don’ts, by Colin Greig Full article available on blog.parallelic.com DO evaluate your competition thoroughly. What keyword statements are they targeting; how well are they ranking? DO create a thorough keyword strategy that is well researched for your market position, domain expertise and target audience. Include in your keyword strategy long-tail keyword phrases to be used in the various website tags as well as website copy. DON’T stuff your content with too many keywords to trick the spider into increasing your ranking. It can get you penalized and removed entirely from the search engines! DON’T focus on the keywords you associate with your business. Consult with an expert or speak with your customers. What keywords would *they* search for if they were looking for a solution to their businesses problems? DON’T rip off and duplicate someone else’s content. Search engines keep a history of website content and if they detect another site’s copy on your website, they will dismiss your webpage with their “duplicate content filter”, preventing it from ranking.
    13. 13. SEO do & don’ts :: the basics DON’T try to squeeze your entire website onto a handful of pages. The more pages on your website, the more opportunity for your to keyword optimize and rank. DON’T over-optimize your content, turning your site into mucky keyword spam. This will increase your bounce rate and reduce your lead generation capability. DO write professional copy with the goal of converting website visitors into prospects. DO write a professional, keyword rich META-DESCRIPTION for each of your pages. DO use your keyword statements in the header tags on each webpage. (H1,H2,H3,H4,H5 and H6) DO add image “ALT” attributes to all of your images. Write what the image is about and include a keyword or two.
    14. 14. SEO do & don’ts :: the basics DO use keywords in the ANCHOR TEXT of links within your website. DO submit your website to industry specific, quality directories. DO submit your blog & RSS feed to blog directories. DO write articles for authoritative websites within your industry in exchange for a link back to your website. DO submit your press releases to PRWEB. DO make use of the viral effects from social news and networking sites by submitting and voting for your content. DON’T point all of your links to your homepage. Request they point to particular pages & sections within your website to boost the ranking ability of those particular pages as well as increase your “deep link ratio”.
    15. 15. the marketing pyramid :: interactive • Purpose(s)  Leverage core online presence  Generate high quality leads and/or strong revenue stream  Build brand recognition with two-way communication with target audiences • Information: interactive • Resources: moderate to high • Components  Basic social media (twitter, Facebook, myspace, Linkedin)*  Custom websites (mobile, micro-site)  Smart phone applications (iPhone, Blackberry, Android Google)  eCommerce  Advanced online advertising  Advanced SEO
    16. 16. blogs :: the stats • 55% more website visitors for companies that blog • 97% more inbound links for companies that blog • 434% more indexed pages for companies that blog
    17. 17. blog :: bia san diego • Builds a two-way communication channel between BIA staff and members • (+ website) Blog is most cost effective way to communicate to members; ‘green’; solved problem of discontinued print publications • Exponential growth since April • Currently main communication • BIA is building on eNewsletter and blog success; launching integrated 360 initiative early 2010 to complete migration to online-only communications
    18. 18. blog :: parallel insight • Builds two-way communication channel with current and potential clients • Goal is to distill avalanche of online marketing articles (blogs, tweets, seminars, etc.) into digestible, valuable information for clients • Soft launch 9.1.09; official launch 01.01.10 • Blog will be centerpiece of thought leadership campaign (Linkedin, twitter, Facebook); tightly integrated into cohesive 360 marketing initiative
    19. 19. top 10 social networking sites
    20. 20. facebook :: the numbers • 5,000,000,000 :: The number of minutes spent on Facebook each day • 1,000,000,000 :: The amount of content (web links, news stories, blog posts, notes, photos, etc.) - shared each week on Facebook • If Facebook were a country, it would be the 8th most populated in the world, just ahead of Japan
    21. 21. facebook :: honda usa • Innovative campaign leveraging social media as leading tool • Commercials direct consumer straight to Facebook page • Corporate site flash also does • Interactive video used to create movement + real life testimonials; creates fun ‘game-like’ iphone app; very effective • Huge response; using advocates of the product ‘proven’ to sell their high quality product • Could easily translate to home building community
    22. 22. facebook :: audi usa • Audi keeps marketing and social websites entirely separate from one another • Corporate site :: sells cars • Facebook ::  Shows video for ‘feel’  Asks fans market data questions via poll and survey  Contains forums for two way communication
    23. 23. facebook :: resources • “How to use Facebook for Business” by Hubspot  Step-by-step setup instructions  How to promote your Facebook page  Facebook groups vs. Facebook pages  Advertising on Facebook • All resources posted on blog.parallelic.com
    24. 24. twitter :: the stats • 1382% :: The monthly growth rate of twitter users from January - February 2009 • 3,000,000 :: The average number of tweets per day on twitter.com • Visiting social sites is now the 4th most popular online activity – ahead of personal email
    25. 25. twitter :: how do you compare Name Rating Ranking Followers Following Updates Target 98.1/100 103,282/ 1,440 19 0 5,460,974 Oprah 99.2/100 41.019/ 2,488,189 17 74 5,460,974
    26. 26. twitter :: how do you compare Name Rating Ranking Followers Following Updates Todd Gloria 95.3/100 194/ 429 272 246 5,460,974 Tipton Honda 90/100 530/ 577 1,172 17 5,460,974
    27. 27. twitter :: resources • “How to use twitter for Business : A Beginner’s Guide” by Hubspot  How to set up an account  How to follow/be followed  twitter for marketing  twitter for public relations • http://bit.ly (browser tool to shorten your tweet urls) • http://twitter.grader.com (how you are doing? re: everyone else) • All resources posted on blog.parallelic.com
    28. 28. linkedin :: the stats • 50,000,000 :: The number of LinkedIn members • 200 :: The number of countries and territories in which LinkedIn members are found • 66% :: The percentage of Linkedin members who are decision makers or have influence in the purchase decisions at their companies • Executives from all Fortune 500 companies are Linkedin members
    29. 29. linkedin :: wealth management marketing • Great example of layered use of Linkedin  Blog  Corporate website  Facebook page  twitter  Webinar • True thought leadership: social media for financial industry • Shows knowledge by implementation of best practices
    30. 30. linkedin :: resources • “Create an Effective Marketing Plan: The 3 Minute Marketing Association” by Kristen Luke http://www.viddler.com/explore/kristenluke/videos/7/24.991/ • “Linkedin: 22 Ways to Dominate” http://www.slideshare.net/jaybaer/linkedin-22-ways-to-dominate • “Communication in the Digital Age: It’s All About Socializing, Sharing and Creating” by Marco Derksen http://www.slideshare.net/marketingfacts/linked-1146960 • All resources posted on blog.parallelic.com
    31. 31. namechk :: social media tip • www.namechk.com • Check most social media sites for your preferred name • Get a brief description about the participating social media sites • Go directly to the site and register to protect your name • All resources posted on blog.parallelic.com
    32. 32. the marketing pyramid :: dynamic • Purpose(s)  Leverage core online presence and interactive initiatives  Establish brand and/or company executives as thought leaders  Leverage thought leadership achievements to enrich and solidify two- way communication with customers • Information: dynamic and interactive • Resources: high • Components  Innovative content highlighting unique research, industry surveys, new technology (eBooks, webinars, podcasts)*  Advanced social media (twitter, Facebook, Linkedin, YouTube)  Fully integrated, multi-channel 360 marketing initiatives*
    33. 33. thought leadership :: definition Thought leader is a buzzword or article of jargon used to describe a futurist or person recognized among peers and mentors for innovative ideas who demonstrates the confidence to promote or share those ideas as actionable distilled insights (thinklets). Thought leadership is an increasingly vital driver of business success. The term was first coined in 1994, by Joel Kurtzman, editor-in-chief of the magazine, Strategy & Business. The term was used to designate interview subjects for that magazine who had contributed new thoughts to business.
    34. 34. why thought leadership? Excerpt from “Why Thought Leadership Is Your Most Valuable Asset”, by Jon MIller Full article available on blog.parallelic.com • Thought leadership is one of the most valuable assets your brand can attain • Thought leadership can help develop deeper relationships with your customers by engaging them in non-sales, industry-relevant conversations • Thought leadership can establish you and your firm as the ‘go-to’ source for research, insight and interpretation of the latest news and trends • Thought leadership can build trust among prospective customers so when they do buy, they will want to purchase from the ‘leader’ in the industry
    35. 35. thought leadership :: how to make it work • Have a plan that integrates all three levels of the marketing pyramid – core, interactive and dynamic • Be committed and consistent in your efforts • Develop unique content  Create original research on emerging industry topics  Provide valuable insight and analysis on topical industry topics  Be a solution to specific problems • Maximize the impact of your work by utilizing the power of online tools (blogs, eBooks, webinars, eNewsletters, twitter, Linkedin, etc.)
    36. 36. thought leadership :: bell rock growers
    37. 37. eBook must read :: viral marketing
    38. 38. additional resources • “22 Tools for Social Media” (with examples) by Pet Kim • “10 WordPress Blog Plug-ins to Promote Your Social Media Profiles” by Selena M Bowlby • “5 Advanced Social Media Strategies for Small Businesses” by Samir Balwani • All articles are available on blog.parallelic.com  New articles posted each week  Sign up for twitter to be notified – parallelic  Blog Editorial Calendar • November 2009 – Social Media :: Tips & Tricks • December 2009 – eNewsletters :: What Works • January 2010 – Thought Leadership :: eBooks
    39. 39. contact parallel interactive Parallel Interactive Communications Corporate site :: www.parallelic.com Blog :: Parallel Insight :: http://blog.parallelic.com Steve Saars Partner, Chief Marketing Strategist 619.507.8278 ssaars@parallelic.com http://www.linkedin.com/in/stevesaars Lisa Marie Shaul Partner, Client Services 619.894.2333 lshaul@parallelic.com http://www.linkedin.com/in/lmshaul

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