Offline businesses rely on foot traffic and passerby to enter their store, while online people search alone using search engines. Millions search each month on search engines for information. Key factors for online and offline businesses are location, traffic, and information. Search engines index billions of webpages and people conduct hundreds of millions of searches each month looking for products, services and company information. Successful online marketing utilizes search engine optimization and search engine marketing to drive traffic from search engines.

1. Offline / Online
Offline, bustling crowds pass by your Online, people search for information.
place of business. Some of the passerby Millions of people. Each searches
traffic notices you and walks in. alone.
"Location, Location, Location"
"Information, information, information"

2. SOME FACTS TO CONSIDER
• According to qSearch,
approximately 85% of the
Canadian Internet population
conducts at least one search at
the top engines each month
(compared to 73% of the U.S.
on-line population).
Canadians conducted
approximately 575 mln
searches last April, while 1.2
bln US searches made in May
2004.

3. • Google - Searching 4,285,199,774 web pages
• 28% of Google searches are for a "product/service name", 9% are
for a "brand name" and 5% are searches for a "company name".
• 85%* of all Web site traffic and 70%* of all online purchases
originate from a search engine. (*Jupiter Research)
• Micro Commerce opportunities for new products and services
will generate an estimated $60 bln in revenue per year by 2015
according to Gartner. A micro purchase is a purchase valued at
less than $5 and conducted electronically, where the settlement
can be either prepaid, by subscription, on-the-spot, or invoiced.
• For More Facts Visit http://www.itfacts.biz

4. Site Building Process

5. Issues to Cover
Definitions
SEO and SEM Strategies
Brand Recognition and Identity
Q&A

6. Definitions
• SE = Search Engine is a tool that enables users to locate information on the
World Wide Web. Search engines use keywords entered by users to find Web
sites which contain the information sought.
• Web Directory = a search service that arranges the web pages it knows about
into categories and subcategories. Often picked by human beings for inclusion
in the categories.
• SEO / SEM = A form of online marketing, Search Engine
Optimization / Search Engine Marketing is the process of making
a site and its content highly relevant for both search engines and
searchers. Successful search marketing helps a site gain top
positioning for relevant words and phrases.

7. Definitions
• PR = Page Rank a system for ranking web pages
developed by Google - http://toolbar.google.com
• PPC = Pay Per Click online advertising payment model
in which payment is based solely on qualifying click-
through.
• CTR = Click Through Rate advertising term indicating
the percentage of viewers who click on a banner
advertisement and follow the link
• BLOGS = a frequent, chronological publication of
personal thoughts and Web links
• RSS = Real Simple Syndication

8. Key internet marketing strategies
• Search engine optimization (SEO)
- no cost per click
• Search engine marketing (SEM)
- cost per click

9. Search engine optimization
What is SEO?
SEO is the act of modifying a website to increase its ranking
in organic (vs paid), crawler-based listings of search engines
How do organic search listings work?
• A spider or crawler which is a component of a SE gathers
listings by automatically "crawling" the web
• The spider follows links to web pages, makes copies of the
pages and stores them in the SE’s index
• Based on this data, the SE then indexes the pages and ranks
the websites
• Major SEs that index pages using spiders: Google, Yahoo,
AltaVista, MSN, AOL, Lycos

10. TOP Search Engines and Directories
• The TOP 8:
1. Google
2. Yahoo
3. MSN
4. AOL
5. Altavista
6. Infoseek
7. Lycos
8. Excite
represent 88.86% of all search engines.
• Web Directory – Yahoo, DMOZ, LookSmart
• What SE and Directories do you use?

11. Search engine optimization/cont’d
SEO strategies/techniques
1. Domain name strategies
- domain names are traffic magnets
> 63 million domain names registered
> 4.7 million domain names registered 1st quarter 2004
- choose a domain name that will increase your search engine
ranking. How?
- use keywords, location, advertising terms, product names
- choose a keyword that is important for your business

12. Search engine optimization/cont’d
2. Linking strategies
- the text in the links should include keywords
- the more inbound links the higher the SE ranking
- if the site linking to you is already indexed, spiders will also receive your
site
- quality of inbound links is critical
- how to increase links: a) creative content / copywriting b) good outbound
links c) target a list of sites from which you can request inbound links
- links for the sake of links can damage your search rankings
“Link relevancy is critical in getting your site indexed by search engines”
“A small number of inbound links from high-quality, relevant sites is
more valuable than many links from low-traffic, irrelevant sites.”

13. Search engine optimization/cont’d
• 3. Keywords
- the most important in optimizing rankings
- research what keywords are people searching for using tools
e.g. Wordtracker (www.wordtracker.com)
- keywords are words that appear the most in a page
- the spider chooses the appropriate keywords for each page,
then sends them back to its SE
- your web site will then be indexed based on your keywords
- can be key phrases or a single keyword
- do not use common words eg ‘the’ ‘and’ ‘of’: spiders ignore
them
- write keyword-rich text
- balance keyword-rich and readability
- always have text in your page: at least 100 words

14. Keywords / Phrases Suggestion
Choose your Keywords:
- Theme Related
- Popular
- Low Competition / Find Your
Niche Market

15. Search engine optimization/cont’d
4. Title tags
- important in optimizing rankings
- the first thing that a search engine displays on a search
return
- must keywords in title to be ranked no. 1
- should have the exact keyword you use for the page
- every single web page must have its own title tag
- you can use up to 65 characters - example
http://www.ebay.com/ (title is littered with keywords)
5. Meta description tags
- displayed below the title in search results
- use dynamic, promotional language
- use keywords

16. Search engine optimisation/cont’d
Meta keywords tags
- no longer carry weight with major SEs
- a myth that meta keywords alone affect rankings
6. Alt tags
- include keywords in your alt tags
7. Submit your website to SEs for indexing
- submit your site to search engine directories,
directory sites and portal sites
- indexing takes time (~ 3 months)

17. Search engine optimization/cont’d
SEO - what is NOT recommended
Flash and shockwave - spiders do not pick up these files
Image only sites - spiders do not pick up images
Image maps - spiders cannot read image maps.
Do not use them on your home page or critical pages.
Frames - only one page can be titled (titling is critical in search
rankings)
- If the spider cannot read the complete page (because of the
frames), it will not be indexed properly.
- Some spiders may not even read a frames web site
Misspellings, JavaScript or HTML errors (validate your code)

18. Search engine optimization/cont’d
PDF files - Although some search engines can
index them, the pages must be interpreted
into HTML and can lose much of their
content.
- place PDFs lower down in your site
Drop down menus – spiders cannot read them
therefore make sure you have a SiteMap

19. Search engine optimization/cont’d
In summary… Make Search Engines work for you!!!
Critical elements
- domain name, links, keywords, title, meta
description, alt tags, submitting your website to SEs
- keywords galore: include in page copy, title,
description, domain name, ALT tags
No-nos
- flash, image-only sites, image maps, frames,
password protected pages, code errors

20. Search engine optimization/cont’d
How SEO elements affect organic listings
Title tag
Meta description tag (or first para of
text if no meta des has been added)
Keywords

21. Search engine marketing
What is search engine marketing (SEM)?
SEM is the act of marketing a website via
search engines by purchasing paid listings
What are paid listings?
These are listings that search engines sell to
advertisers, usually through paid placement or
paid inclusion programs. In contrast, organic
listings are not sold.

22. Search engine marketing/cont’d
Paid listings:
1. Paid inclusions
- Advertising programs where pages are guaranteed
to be included in a search engine's index in exchange
for payment
- no guaranteed ranking
- payment made on a Cost Per Click (CPC) basis
Advertisers pay to be included in the directory on a
CPC basis or per-url fee basis with no guarantee of
specific placement

23. Search engine marketing/cont’d
2. Paid placements
- Advertising programs where listings are
guaranteed to appear in organic listings
- the higher the fee, the higher the ranking
- eg sponsored links and Google’s Ad words
- can be purchased from a portal or a search
network
- search networks are often set up in an auction
environment where keywords and phrases are
associated with a cost-per-click (CPC) fee.
- Google and Overture are the largest networks

24. Search engine marketing/cont’d
Paid placements - Google
Paid placements

25. Other internet marketing strategies
• Usability driven information architecture
• Effective copywriting, dynamic content
through SE friendly web portals, BLOGS,
RSS
• Affiliate programs
• Email marketing and online newsletters
• Interactive customer relationships
• Web traffic analysis and web analytics

26. Conclusion on SEO and SEM
• If budget allows, undertake both SEO and
SEM as SEM enables ROI tracking (leads and
conversions)
• If budget is lower go for SEO
• Recommendation for
- SEO for organic promotion
- SEM for campaigns and international
markets

27. Conclusion on SEO and SEM
This is just the tip of the iceberg.
Search marketing is a new and cost effective
promotion tool.
Stay informed… and stay ahead of your
competitor.

28. Special Offer from PerfectWebWare
• Two hours of no cost or obligation consultation
for your business
• Free proof of concept and risk-free evaluation
• Free training
• Get proven results, quality and service
The future of online business is here! Are you
ready? Contact us to find out how we can
help: contact@perfectwebware.com

29. • MORE STUFF if there is time left ….
Else
• Q &A

30. What is a Brand? – Brand implementation principles
• What is a brand? “A product is made in a factory; a brand is made in the
mind.”
Walter Landor - Founder, Landor Associates
Brand implementation principles
In order to translate the brand idea into a coherent experience and to vindicate
its promise:
• The media applications that “make it real” have to form a consistent, unified
impression and should always be closely linked to the company’s brand identity.
• The expectations generated by the brand should never be allowed to be
invalidated by broken promises, inconsistent language or “out-of-character”
visual presentation.

31. 5 Metrics of a Strong Brand
The brand— as idea, promise and
• experience—must fulfill five standards:
• 1. It must be relevant to a real or projected
• need in the marketplace.
• 2. It must be deliverable—the company
• must have the infrastructure, assets and
• intellectual capital to fulfill the promise
• and deliver value.
• 3. It must be credible—the company behind
• the promise must be perceived as capable
• of delivering it.
• 4. It must be differentiating—it must possess
• some quality that distinguishes it from all
• other competitively relevant brands.
• 5. It must be both inspired and
• inspiring—it must motivate interest,
• action and enthusiasm among
• employees, shareholders and customers.

32. What is a Brand? – The three touch points of a brand
• There are three fundamental touch points between a brand and the market:
1. Behavior
• Brand behavior is the associate code
• of conduct toward clients, the public,
• the financial community, the corporation
• and each other. It must be manifest in
• everything we do, from the way the
• phones are answered in a call center to
• choices about the kinds of philanthropic
• programs with which we choose to align.
• Brand behavior is the brand brought to
• life in the most vital, social and personal
• way. Our actions as a company and
• the actions of our associates will have
• to vindicate our promises at every turn,
• creating and sustaining a complete brand
• experience for our clients.

33. What is a Brand? – The three touch points of a brand
2. Appearance (“look and feel”)
• ”Look and feel” applies to a wide range
• of graphic design applications including
• corporate symbol and signature, color
• palette, packaging, business systems,
• architectural signs, product design and
• standard attire. These must be consistent
• with each other while clearly and recognizably
• expressing the brand positioning.

34. What is a Brand? – The three touch points of a brand
3. Language (“voice” or “tone and manner”)
• ”Tone and manner” or “voice” spans
• a company’s entire system of verbal
• communications—from ad copy, taglines,
• brand lines and slogans to internet
• content, press releases, white papers and
• product names. Tone and manner shapes
• every message our company sends.
• As with look and feel, these different
• verbal expressions must be consistent
• across all media, serve as a recognizable and
• faithful voice of the brand and speak in
• different “dialects,” in deference to its
• distinct audiences.

35. Brand – Message and mood
- Be confident. Quietly. Our message - Be global. Do not use - Obtain approval. All ads, literature and
should be understated, subtle, not boastful. metaphors or sports analogies. Consider other external marketing communication
Our voice is one of partner, not seller. This translations and image selection with a materials must be reviewed and approved
is not about making claims; it’s about who world view in mind. before they are submitted for final
we are. - Be sensitive. Not all cultures in the production or publication.
- Be understated. The dramatic global village share the same values. For
understatement of underpromising and example, subtle humor is a wonderful tool
overdelivering is the tone to strive for. to use but humor “here” isn’t necessarily
Find it. humor “there.” Also consider facial
- Be clean and crisp. Use elegant, simple expressions and body language in the
but effective communication. Visually and images you select.
verbally, less is more. - Be sure. Test the visual and verbal content
- Be conversational. The message should with the target audience to be sure that
speak with people, not talk at them. you’re communicating what you want to
You are their partner, share our message communicate.
with them. Every copy direction, every visual cue
- Be respectful and non-promotional. should do double duty— both fulfilling
Engage the reader by speaking in a the goal of each assignment as well as
common language. No chest-beating communicating the brand promise.
or competitor-bashing. Avoid jargon. If it isn’t building brand value, then it is
- Be benefit-driven. How does this product stealing from it. There is no neutral position
or service enhance people’s lives? Talk on the brand value scale!
about the benefit.

36. What is a Brand? – Conclusion
• Mold your online and offline presence into a
creative brand that will impress your clients and
stand out in a crowded marketplace.

37. Why is internet marketing important?
It gives companies the ability to:
• Drive high quality customers to their website
• Increase sales leads from customers looking for their
products and services
• Build their brand online by communicating
marketing messages to their target audience
• Increase their profile against their competitors
• Target a global and local audience via search engines
• Be accountable with ROI tracking (SEM)

38. SEM and the Buying Cycle
Campaign Goals and Objectives should line up with
the profile of the searcher.
While longer phrases tend to be further down the cycle,
short ones may be as well, brands, products, etc.

39. Know The Engine’s Creative Nuances:
Google.
• Rewards CTR, but high CTR can sometimes dilute quality
• Test your ROI for different creative
Overture.
• Lower CTR may be acceptable but low Click Index can result in ad
cancellation
• Determine your volume, vs. prequal levels
FindWhat, Kanoodle, Enhance, etc….
• Read the editorial guidelines

40. Share Data across PPC and Organic:
Organic keywords
• Tell you how your site is found
• Give you new PPC keywords to try
PPC keywords.
• Knowing what converts when you pay gives you a goal for organic
pages. 70% of people click on the organic listings
• Tune your site for both kinds of traffic

41. Conclusion:
Want to win in Search Engine Marketing?
Control risk through education, best practices, smart
people, and appropriate use of effective technology, not
just for tracking but for campaign optimization.
Do you want to be a survivor and a winner in the game of
search engine marketing? Learn how the game is
played. Campaign efficiency is not optional for search
marketers, it is imperative.

42. The End
THANK YOU !