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  1. 1. More Visitors = More Sales Ways to increase your website traffic IJL Seminar – Tuesday 5th September 2011 Presented by Eddie Prentice, Adaptive Consultancy
  2. 2. Agenda • Introduction • How search engines work • Paid search • Search engine optimisation • Email marketing • Affiliate marketing • The semantic web • Measuring success
  3. 3. How to increase online sales It’s easy. You either • Increase web traffic • Improve your conversion rate Focus of this seminar is increasing traffic.
  4. 4. How search engines work
  5. 5. How does Google find you? Google uses software known as "spiders" to crawl the web on a regular basis to find relevant results for specific search phrases. Google issues specific guidelines: • Design and content guidelines • Technical guidelines • Quality guidelines Make sure your designer / developer is aware of, and follows, these guidelines.
  6. 6. It’s not a secret!
  7. 7. Why search engine marketing is so important People who type a phrase into a search engine are four times more likely to purchase than those who click on a banner ad.
  8. 8. Why do people use search engines? • Learn more about a product/service 46% • To compare products/services 25% • To read reviews about product/service 10% • To purchase a product/service 9% • To find to a particular site 7%
  9. 9. Where do searchers click? PPC PPC 12.2% 13.5% Organic 74.3%
  10. 10. Paid Search Marketing
  11. 11. The Paid Search Process It’s quick and easy to set up. Unless you have a process it’s also a quick and easy way to fail.
  12. 12. How soon before purchase does research begin? 40 35 30 25 20 15 10 5 0 Same day 1 week 1 month %… 3 months 6 months 9 months
  13. 13. Keyword search and competitiveness Long tail keywords have low search volumes but bring high quality traffic
  14. 14. Competitor Analysis • Look at who’s on page 1 of Google for search phrases you want to be found for. • Look at their ad copy • Look at their landing pages • Determine factors which drive success • Assess your strengths and weaknesses • Know what actions you need to take
  15. 15. Display and Search Networks - Websites incorporating Google ads - Google matches your keywords to the content found on the website Visitors tend to be impulse clickers and may be less likely to convert. - Displays your ads along with the organic search results in the search engine - Your keywords are matched to what the visitor typed into the search field. Visitors have a specific purpose - more likely to be looking for what you are selling.
  16. 16. Quality Score and Relevancy
  17. 17. A Word About Google Quality Score The AdWords system works best for everybody – advertisers, users, publishers – when the ads displayed match users' needs as closely as possible. • Quality Score helps ensure that only the most relevant ads appear • A Quality Score is assigned to each of your keywords • Measures how relevant your keyword is to your Ad Group and to a user's search query
  18. 18. PPC Campaign Optimization Optimisation is not just about making bid changes. • Edit ad copy to replicate the keywords that drive traffic • Ensure landing pages meet the expectations set by the ad message • Pause or delete poorly performing keywords Relevant ads appear in higher positions, earn more clicks, and bring you the most success.
  19. 19. Ad Copy Relevancy All these ads came up under the search phrase “diamond engagement rings”. Which ones would you click on? No Better Best
  20. 20. Ad Copy Relevancy Make sure your landing page matches your offer or they’ll hit the back button Where’s the 75% Off?
  21. 21. Landing Page should be Charm Bracelets not home page
  22. 22. Title line in ad matches search phrase and landing page content.
  23. 23. “Google Adwords doesn’t work for me” • Do you send ads to a specific Landing Page? • Do you use “exact phrase match”? • Do you use “negative keywords”? • Did you know Google increases your bid price on poor performing ads? • Did you track results with Google Analytics? • Did you use conversion tracking? • Did you test your Landing Pages? • Did you use Google Adwords Content Network?
  24. 24. Search Engine Optimisation (SEO)
  25. 25. The Basics of SEO • Onsite factors – Coding – Navigational structure – Web page copy • Off page factors – Backlinks – Articles/PR – Blogs – Social media
  26. 26. SEO: Onsite Factors Source code Web page copy
  27. 27. Optimised website copy • Set an objective for the web page • Who are you writing for? • What keywords to use? • What do they need to know? • What action do you want them to take? • Call to action – direct them to the next step
  28. 28. Off page optimisation Who likes you? Who’s linking to you? You need to build good quality, relevant links.
  29. 29. SEO: Off-site factors Building Links - being seen as “popular” by Google
  30. 30. Blogs • Target bloggers who reach out to your customers. • Create your own blog.
  31. 31. Search: “pearl earrings" Search phrase in meta title tag and meta description
  32. 32. Search phrase on landing page, in opening para, as hyperlinked text.
  33. 33. Google also picks up on meta tags in source code
  34. 34. Link from landing page gives exact match for search query.
  35. 35. Google Places
  36. 36. Affiliate Marketing
  37. 37. Affiliate Marketing Structure The affiliate marketing industry has four core players at its heart: • Merchant (Your Website) • Network • Publisher • Consumer When people talk about affiliates they tend to refer to a combination of networks and publishers.
  38. 38. Affiliates – How it works The website owner rewards "affiliates" for each visitor or customer brought about by the affiliate's marketing efforts. Generally a fee + commission.
  39. 39. Affiliate Facts • £4.62 billion sales in 2010 • Represents about 10% of all retail online sales • £31% of affiliates are generating less than £50/mth average for their merchants • 25% of affiliates are generating at least £10,000/mth for their merchants. It’s a mixed bag, with many “part-time” or hobbyists.
  40. 40. The benefits of affiliates • Incentivises other websites to promote your company’s products and drive website traffic and sales. • Pay on performance – that means sales not just click throughs • Limited up-front costs – although some charge ongoing admin fee • Limited technical requirements – just some tracking code placed on the checkout of a merchant’s site, managed by the affiliate network. • Build incoming links – SEO benefit
  41. 41. Affiliates and PPC • Be clear in your contract with affiliates about whether they can bid on your brand name • If affiliates bid on your brand there will be more competition and the price will go up • Common practice to have lists of words which affiliates can’t use: – In ad copy – Keywords – Position (e.g. can’t bid for top positions)
  42. 42. Affiliates are in business for themselves Nothing wrong with that but … • If they don’t think you can make money for them they won’t make money for you. • Even major brands need a story. • If you don’t have something unique or special to offer it is unlikely that you will have prominence on affiliate sites. Source: Econsultancy
  43. 43. Coupon Sites
  44. 44. Voucher Codes & landing pages Make sure landing page content marches the offer
  45. 45. Voucher codes & landing pages Make sure landing page content matches the offer
  46. 46. Google Merchant Centre
  47. 47. Google Merchant Centre Unless your system supports this you may need the help of your developer.
  48. 48. Social networks
  49. 49. Evolution of Marketing Strategies • Push Marketing (radio, tv, magazines) – no customer interaction • Pull Marketing (search engines) – customer seeks out what they want in search phrase • Peer-To-Peer Marketing (social media) – product/service reviews, social networks
  50. 50. Collective Intelligence • Shift towards information seeking on social networking sites • Knowledge of people you know acts as a supplement to web’s huge amount of non verifiable information • This knowledge provides extremely qualified answers to specific queries. Seeking information through a “chain of trust”
  51. 51. Email Marketing
  52. 52. Email – still a consistent performer • Grow your own lists • Keys to success – Relevance to recipient – Landing pages – relevance to email content – Timing – Frequency – Integrate with social media e.g. customer reviews • ROI on email of 500% is not uncommon
  53. 53. Typical Email Goals • Drive repeat traffic to your website. • Brand building. Educate prospects on the benefits/values of your products/services. • Alert past visitors to new offers and special promotions. • Nurture a relationship that can lead to initial sales, cross-sells, up-sells and greater customer life time value (LTV).
  54. 54. Measuring Success
  55. 55. What you should measure? 1. Who visited my website? - Unique visitors 2. Where did they come from? - Referring url’s - Search phrases 3. What pages did they view - Entry pages - Average time on page - Page views per visitor 4. Did they have any trouble with my site? - Browser variations 5. What level of engagement was there? - Sign ups - Downloads - Sales
  56. 56. Success Attribution • Success is not just about good marketing practice and having a relevant landing page. • If you don’t achieve your goals, consider: – product depth and range – pricing and merchandising – stock levels – your internal systems – your competition • Consider the online shopper buying cycle. Visitor may be an early stage buyer who purchases on a subsequent visit.
  57. 57. The online shopper buying cycle Broad/generic keyword phrases e.g. “gift ideas for girls” 2/3 word phrases e.g. “bracelet charms” Specific keyword phrase e.g. “animal charms from links”
  58. 58. Summary • Understand how search engines work • Know who your target market is • Analyse your online competitors • Conduct keyword research • Have a web content plan • Google Adwords is deceptively simple – follow the process. • SEO takes time - be persistent, be patient • Start to factor in social media • Track, measure and plan to improve
  59. 59. Thank you View our eCommerce platform at IJL Stand number: C119 Email Us: