Make sure your site is mobile-friendly and consider modifying both your expectations of success and your specific success metrics for your mobile campaign.
Perhaps it's time for you to take advantage of the growing percentage of search queries that originate from mobile devices. Google has made it easier with a recent enhancement of the Google Keyword Tool, which lets you do keyword research specifically for mobile devices. You'll even have the option of specifying "all mobile devices" or looking at the subsets of either "mobile WAP devices" or "mobile devices with full Internet browsers," which, depending on your site's landing page and your target audience, may be just the ticket. Even desktop/laptop search queries have a local intent a significant percentage of time. According to Microsoft's internal data, mobile device search queries have local intent 53 percent of the time. Sure, people argue about trivia and use their mobile devices to look up things, but it's clear that the majority of commercial queries on smartphones will have local search intent.
Smartphones and tablets are flying out the factory doors and into the consumers' hands in the U.S. and internationally; and they all require data plans, meaning they are the beginnings of an always-on Internet experience. However, before you jump into marketing to mobile users, there are some things you should consider beyond the fact that mobile users are likely to engage with search using a different keyword set.
Mobile searchers don't transact online as frequently as desktop searchers do. So, whether you're an online retailer or looking to generate leads, you'll likely notice a drop in conversion rates with mobile marketing, with the possible exception of tablet devices such as Apple's iPad. Tablet devices have larger screens and therefore the "friction" of getting out your credit card and entering it in to transact or even to fill out a lead form relating to an area of interest is lower than for smartphones. The usage case is also different. An iPhone, Windows, or Android-powered smartphone device is on hand in the street, in restaurants, and pretty much everywhere. While tablets are highly mobile and permanently connected to "the net," most people don't carry tablets with them everywhere. The result is a mix of search queries and behaviors which differ between small-screen mobile devices and large-screen mobile devices.
If you want to dive into mobile search marketing, make sure you do the following:
Get your site mobile-friendly. If it's WAP-capable, then consider running a campaign that targets WAP devices and doing the appropriate keyword research. If you aren't WAP-capable, then you still may want to view your site in a mobile browser just to make sure it's usable or custom serve mobile pages based on the browser being used.
Consider modifying both your expectations of success and your specific success metrics for your mobile campaign. Cookie synchronization between the mobile devices and desktop devices for the purposes of tracking user behavior is a challenge. Ubiquitous log-ins (like a Google account or a Windows Live ID) may eventually form a bridge allowing for tracking across multiple screens (assuming the privacy issues are addressed), but for now, the lower transaction and conversion numbers mean we may want to modify our success metrics to include:
Perhaps you should consider giving your mobile campaign different ad creative. People have different needs when they are on a mobile device and may respond to different messaging.
You should take a look now at your AdWords settings to determine if you are already opted in to mobile search traffic. I've seen a lot of accounts where the advertiser is already opted in and didn't take into account the fact that the 4 to 10 percent of mobile search traffic with lower conversion rate would reduce ROI or, even more importantly, hamper the ability to bid higher on the campaign as a whole. If you are opted in but still want mobile traffic, I'd highly recommend that you clone one of your important campaigns and relaunch it mobile-only with different creative, different landing pages, and different bids.
Every year since 1995 has supposedly been the "Year of Mobile." Perhaps 2011 will actually be the year that mobile helps you achieve your marketing objectives.
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Kevin Lee, Didit cofounder and executive chairman, has been an acknowledged search engine marketing expert since 1995. His years of SEM expertise provide the foundation for Didit's proprietary Maestro search campaign technology. The company's unparalleled results, custom strategies, and client growth have earned it recognition not only among marketers but also as part of the 2007 Inc 500 (No. 137) as well as three-time Deloitte's Fast 500 placement. Kevin's latest book, "Search Engine Advertising" has been widely praised.
Industry leadership includes being a founding board member of SEMPO and its first elected chairman. "The Wall St. Journal," "BusinessWeek," "The New York Times," Bloomberg, CNET, "USA Today," "San Jose Mercury News," and other press quote Kevin regularly. Kevin lectures at leading industry conferences, plus New York, Columbia, Fordham, and Pace universities. Kevin earned his MBA from the Yale School of Management in 1992 and lives in Manhattan with his wife, a New York psychologist and children.
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