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It May Feel Like 1999, But It's More Like 1889

  |  January 27, 2011   |  Comments

It's time to follow in the footsteps of the American settlers of the West and take and harvest a good piece of property before someone else grabs it.

If you can't see it from your current "look out," let me be the first to tell you: we are in the midst of a major Internet boom cycle. Headlines are not that far from: "Google to Add 6,000 Jobs," "Facebook Worth a Gazillion Dollars," and "VC Money Is Flowing Like a River That Just Found a New Valley to Flood." The recession helped the online marketing industry in having traditional ad budgets slashed and replaced with more measurable, accountable, and, most importantly, profitable marketing channels of search, e-mail, and even online ad display. The inevitable shift is happening, but instead of taking five more years, it took 18 months.

Now, as a marketing or digital marketing professional, the question is, what does this mean for you? It means time to roll up the sleeves and get to work. Work like the late 1800s when settlers rushed West to claim their lot. Not the gold rush, but the rush to open land, where those that settled first, and for the long hauls, saw immeasurable benefits and wealth for generations to come. To that, I have recommendations to ensure you and your brand make the most of this unique period of time:

  1. Claim your land. This means, go out and establish your website as a place to be. For many, the first step is simply building a user-friendly site, applying all that we know to be true about what your visitor wants and ensuring you give it to them. Think not of conversion but customer experience. Then think of SEO. Now that you've built a nice habited place for folks to spend time, let them find you in the wild West of the Web (searching on Google) so they can see you are a good place to settle when they have that product/service need. If you're a good site and found by search engines, you'll be ahead of the massive rush of all those coming across the rockies to do the same, but with half the money it will take to set up a new spot and all the spoils of being the first. Here are two simple action items to get the ball rolling:
    • Do a usability test and ask five customers to go to your site and record what they say and think when asking them to perform 10 tasks (e.g., find a flat screen TV for your living room or download a white paper on XYZ); you'll be amazed at the little things you'll learn and it will give you a much greater impetus to get budget and resources for either more testing or Web development to rework the site.
    • SEO audit. Have your search firm (if you don't have one, shame on you ) do two things: a) audit your site for SEO best practices and identify the biggest issues that are easy to fix; b) audit your keyword phrase rankings and compare them to your top three competitors and see how you stack up. Here you'll get some quick wins and good ideas on where to focus more time for the long haul.
  2. Mine for gold vigorously. This means analytics and testing. You have to get some good analytics reports and determine what's working and what's not and improve. This is where you transition from user experience to how to convert the user and make money (you must serve the user first, then yourself). Ask whoever is in charge of your analytics for reports on:
    • What are the top three conversion paths on our site?
    • How are we segmenting users into various customer types to identify optimal paths? For example, what's the optimal path for existing customers looking for support vs. new customers looking for a quote?
    • When did we last test any of our landing pages for our PPC and e-mail campaigns and what were the results?
    The last question is meant to remind you that Google testing tools are free and should be used again and again. The first two are to get you beyond the basics of analytics and really looking hard at how to determine real success vs. theoretical. Theoretical would be something to the effect of "Hey Boss, our site has an average visit length of 2.3 minutes, so folks must love us." You have no idea if that is true. And in the majority of cases, that actually is false, as most users want to find information in as short a time as possible and move on. Moreover, are these customers looking for an owner's manual or someone wanting to buy something? One may need to have five minutes to read the manual, and five seconds to find the product and purchase.
  3. Fertilize and plant the seeds. Here's where social media comes to play. If you want to build a township vs. just a small plot of land with a house, you need to really cultivate the land. Blogs, Facebook pages, Twitter…these endeavors are long-term projects and ROI will not, nor should it be, seen in the first year. Rather, it should be seen in years two, three, and beyond, where you become more of a go-to resource for good content rather than just another static website with a sales pitch about how great your offering has become. Think long-term and additive when thinking social media and not the quick-hit silver bullet, and life will become so much more enjoyable.

In summary, build a site for the user that gets found on Google (usability and SEO). Think hard about measuring and testing (analytics and conversion). Then plant the long-term seeds of social media to reap rewards for years to come. And, most importantly, in that order.

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ABOUT THE AUTHOR

Aaron Kahlow

After selling the Online Marking Summit (OMS) event company in 2011, Aaron is now leading the charge of the newest venture, the Online Marketing Institute - the leading eLearning platform and training destination for digital marketing education.

Kahlow is one of the most recognized thought-leaders in the digital marketing and social media space. Having founded, funded, and built three prolific and highly profitable digital marketing companies, Kahlow has also delivered hundreds of marquee keynote speeches around the globe. As a speaker, Kahlow is known for his inspirational style and plain-spoken nature where audiences always walk away feeling both motivated and educated. Aaron is a leading educator translating online marketing technology jargon into simple marketing and business terms. He is a recognized author, columnist (ClickZ, NYT) and authority on social media marketing, sales and marketing integration, demand generation, business-to-business marketing, search marketing, usability, analytics, and digital marketing strategy.

Named Metropolitan Magazine's "Top 40 Entrepreneurs under the Age of 40" Kahlow is also well known for his endless energy as an entrepreneur. Having built Business Online from three guys and a brother in a dentist office to BtoB Digital Agency of the Year; founding and selling the industry's premier digital marketing event, the Online Marketing Summit, and now on his third successful start-up, Online Marketing Institute, Kahlow is synonymous with building successful digital companies. Kahlow also has served on the Board of Directors and Advisory Board to many digital associations and media companies like the International Business Marketers Association, Search Engine Strategies/ClickZ, Microsoft/ BING Prof. Accreditation, Social Media Examiner, as well as many digital technology start-ups.

Today, Aaron can be found in his new home city of San Francisco, working on the global expansion of "Teaching the World Digital" in his eLearning technology venture, the Online Marketing Institute. Facebook and LinkedIn are his preferred places to connect.

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