Shiny Pretty Relevant Things. Technology Changes, But Apparently We Don't.

MIAMI -- When you go to a Web site, your eyes are darting all over the place. They jump from shiny objects to shiny objects, to attractive objects, to things that might help you, to things that are just interesting, to things on your mind, maybe even to things relevant to what you’re doing! Like that’s going to happen.

You might think you’re concentrating on one thing or another but in just a second your eyes have pinballed around a Web page about a million times and even found your favorite two or three places to land.

Bill Barnes, co-founder of Enquiro Search Solutions Inc., makes a living out of turning that spastic ocular activity into money. With customers like Google (GOOG), Microsoft (MSFT), Yahoo! (YHOO), IBM (IBM) and LexisNexis (my employer), he has a lot of experience to draw on.

Mr. Barnes spoke during the SIPA Marketing Conference here today. I won’t attempt to capture his talk completely. Let’s be honest. I am not getting paid for this, and my fingers are now frozen. While I am in Miami, my air conditioner thinks we’re at the Equator.

Mr. Barnes summarized your Web mission for you. Make sure there is a connection between intent and content. Understand what someone intends to do when they sit down at their computer, and make sure you help. He showed “heat maps” of various Web sites, showing red zones, where most eyeballs landed, and light blue zones where fewer landed, and zones with no color where . . . . I think you follow. This kind of data is invaluable. He can show how the top left of the page is truly hot hot hot! But that the top right still can draw 30% of your visitors. He emphasized that hot spots are blogs, video (and audio), press releases and images. He encouraged you to get relevant content of this type on your site and make sure it is tagged to draw search engines.

Personalization rocks. Even if appearing low on a page, he showed how personalized content – content based on understanding your user – draws eyeballs. He showed how eyeballs tend to move down first, which is good news for content even below the fold, and then back up again, but not necessarily all the way to the top. So the middle can be tops. Mr. Barnes found that personalized results can increase clicks fourfold! To extrapolate, a photo that is relevant to the search and personalized would be a great eyeball magnet just about wherever it is on the page.

He strongly advised having a site map image for any site. He suggested doing an image search on your company right now and see where you pop up. Again, make sure the images are relevant and tagged, and preferably original, not from clip art.

Adding images to press releases is a good technique, as is including company stock symbols and linking to Google’s stock page. See the third paragraph of this post for how it's done.

Optimizing video is important since it is not picked up automatically by search engines. Put your video on YouTube, Google Video, MetaCafe, Yahoo Video, etc. Then, get people to comment on your video, he said, and while you’re at it, comment on other companies’ videos.

Get your bloggers to comment on your companies’ activity and press releases, even if you have to separate yourself from employees by letting them blog on their own.

Get as much interlinking in your site and with other sites as possible. He strongly recommended creating a FaceBook for your company now.

Study the key words people are plugging into your site as great customer feedback.

OK, that might be the worst summary I have done today. Or in my life, although the bar is pretty low. I invite Mr. Barnes to please respond to this, either to elaborate, correct or just complain about me.

He offered a free white paper white paper on the subject at http://www.enquiroresearch.com/. I am sure that’s better than what you’re reading right now. He also had great things to say about research performed by Nielsen Norman Group. Check it out.

Web Analytics Must Focus On Outcomes

MIAMI -- Avinash Kaushik kicked off the 24th SIPA marketing conference with a session that promised to prove that Web analytics were more life changing and less boring than you might think. Let me just say that Mr. Kaushik is anything but boring, as a speaker anyway. Please. I have to limit my comments to what I know. With a healthy mixture of wisdom and, get this, facts, plus humor and, my favorite, irreverence, he was a great start to the program.

Here are my quick takeaways on location if, that is, I can survive the hyperactive air conditioning unit in my room, which apparently was made fun of by other air conditioners as a child and is now overcompensating. It's about 30 degrees in here.

Web analytics are a must, and must be accompanied by intelligent humans who can study them and find actionable lessons. “Tools are just tools. You must have people to analyze the data.” That is where insights come from, he said. Mr. Kaushik was surprised at the number of companies and executives who “deliberately don’t want to be smart” and ignore this concept. This is especially true, he said, since Web analytical tools, good ones, are cheap or even free.

One of the great things you can get is a list of multiple outcomes, like your visitors’ likelihood to purchase or whether they would recommend the site to someone else. Reports can be generated that display trends in a digestible way, too, so even a CEO can understand them.

He emphasized the importance of making sure reports focus on outcomes. “Reports can be 15 words. You don’t need a Ph.D. thesis,” he said, “I don’t give a crap!” He noted that one company was generating 200 Web reports. He stopped sending them. No one noticed. Why? Because they didn’t say anything that was actionable or could help people in the company move forward. Companies should give people a bonus for drawing meaningful conclusions from data! Make sure reports are focused on outcomes. Deploy techniques like advanced visitor labeling. “Reporting is not analysis,” he said.

Web analytics allow for experimentation and testing. Many companies let the HIPPO decide, which means the Highest Paid Person’s Opinion. “And this is why most Web sites suck,” he said.

Capturing the voice of the customer is another benefit. “I like surveys a lot,” Mr. Kaushik said. Ask two or three questions, as long as one is “Why are you here?” and another one is “Were you able to complete your task?” You want to find out why people are doing on all these crazy things on your site, then tweak your site to make it easier to do those things. Understand these things first, he said. “Is your site sexy or cool? Who gives a crap?! Fix this first!”

Mr. Kaushik said competitive intelligence can be generated easily through Web analytics. For example, noting that 80% of people on the Web start with a search engine, you need to understand what words are driving traffic to what sites. Understanding that fact will enable you to drive traffic.

Microsoft and Google both have free Web analytics tools. There are sites that allow you to test different page layouts. See Skype for a free Web site optimizer to help you do this.

Web analytics can provide “true customer centricity” to help understand why the bulk of your repeat visitors are coming back, and what they are doing. You might find the main reason they are coming is not the main solution you provide.

“Make customers happy and the money follows.”

For more go to his blog, Occam’s Razor at www.kaushik.net/avinash.

Google's Revised Page Rankings Algorithm: Why It Matters

If you noticed a drop in your Web ranking recently, it could be because you haven't updated it since Vanilla Ice's last hit, or because it's unattractive and difficult (come on, I'm not the only one thinking it), or it could be because Google revised its organic PageRank algorithms. I know, the Vanilla Ice Theory is easier to digest.

If I may distill it, ripping off something I read in an Outsell Inc. report, Google's PageRank uses the Web's linking structure to assess a Web page's value. But Google changes these rules periodically and, according to Chuck Richard (not in photo), an Outsell analyst, Google will happily help webmasters make their pages more Google-friendly. Not staying on top of these changes can spawn dips in your visits.

"Most sites rely far more on natural search results for generating all important traffic to their sites than rely on paying for key words," he said, "so these periodic moves by Google cause major disruptions in traffic." It also triggers excitement among Web site operators who lose ranking. Some, reportedly, even used bad words.

Richard offers the following calls to action for publishers:

"1. Your online success is much less under your own control than print success used to be, when you chose and strictly managed the channels to reach your audience. Google sets the rules, you play by their rules, and you'd better be paying close attention. Be 100% confident that you are monitoring your traffic daily and avoid finding out in a month-end report that you suddenly lost 25% of your traffic because your sites slipped off the first page of the Google search results.

"2. If you have outsourced or contracted with an SEO firm to guide you, get specific data-supported proof from them that they're watching for sudden shifts in traffic volume, demographics, referring sites, etc. and will immediately guide you to compensate for them.

"3. When these shifts occur, use quantifiable testing processes (A/B, multivariate or equivalent) to test and recalibrate your best methods for recovering all lost traffic, and preferrably, capturing incremental traffic by taking advantage of Google's new ranking criteria."
Finally, Richard advises, it's time to "bend Google's new rules in your favor."

I know. Many of you are pining for the days of truly hard decisions, like whether to mail first class or bulk mail. Others of you don't even know what I am talking about. Ah, the slow old days. I am off to churn butter now.

Copyright Clearance Center Adds Blogs to Its Licensing Programs

Man, I have fallen a long way since the days I was a snap crackling reporter and would at least change a few words in news release headlines, even add a typo for authenticity, when stealing from PR writers, then later dismiss them, haughtily, as corporate hacks and sellouts. But not now, buddy. That headline is fresh from Business Wire. Corporate PR guys: you are invited to show me your nostrils.

Apparently bloggers are living the lives of newsletter publishers of years past. Covering their niches with a unique voice, fighting for dignity, respect and press passes, and joining the ranks of the aggregated, the long-tailed, the owners of cleared copyright. The aggregation already happened, of course. CCC entered an agreement with Newstex which, according to the release, has rights to "more than a thousand popular and respected blogs." A quick scan of the list did not reveal mine. Clearly an oversight.

(Disclosure note: LexisNexis, my employer, also has a deal with Newstex.)

“Blogs have become critical sources of information for CCC’s customers—those decision makers who need to share up-to-date news and insights with colleagues, customers and business partners,” said Bill Burger, CCC’s Vice President of Marketing.

Bill, have you even read my blog?

Ad $ for Bloggers, Podcasters

CNET Blogger Stephanie Olsen, citing a study from the Society for New Communications Research, reported that advertising and markting professionals expect to spend more money on "conversational media" like blogs and podcasts than on the usual outlets, like print media.

A lot of us wait until we have the whole business model figured out, but if you plan to take advantage of social media you will want to start building the traffic well ahead of when you plan to start charging for ads. So what are you waiting for?

You can read Ms. Olsen's blog at http://www.news.com/8301-10784_3-9812928-7.html?tag=nefd.blgs.

SEO Morte?

Randy Zlobek, author of SEM Gorilla, in a recent blog post, asks the musicial questiton: "Is SEO Dead? Or Does it Need Help?"

OK, then he goes on to answer himself (my kind of blogger), saying that as a "standalone methodology" SEM is "dead as a doornail." You have to do a lot more to score high with search engines. All of this Web 2.0 stuff is a lot more work than anyone would to think. All this nasty networking, socializing, writing, issuing press releases, using pay-per-click ads, adding links, being relevant, etc.

Anyway, read his post at
http://chiefmarketer.com/seo_dead_11132007/.

Subscription & Ad Revenue Models on the Web: I Will Take Mine To Go

So there I was, having dinner at Shun Lee Palace on East 55th Street in New York with actor Robert Wagner, actress Heather Graham and publisher Ira Mayer. Bob was on his fourth Scotch rocks and Heather was up in arms over Beijing’s recent limitations on reincarnation. “How can they tell you how, when and where to reincarnate?! They are requiring monks to have prior permission! It’s madness!”

I had to change the subject since, apparently, in China they love Wagner’s old TV show, Hart to Hart, and Bob gets some good royalties from all that. I thought a rousing discussion of internet business models would shake things up, and Ira enthusiastically joined in.

“So, how do you know when to give away your content so you can generate enough traffic to support an ad revenue business?” I asked. “Everyone seems to be doing it.”

Surprisingly, Heather, who was scanning the menu for vegetarian fare, had a lot to say on the subject. “I think some content should be fee based, while other content has the legs for advertising,” she said, sneering at the Peking Duck.

Bob pointed to his empty Scotch glass with enough exaggeration so the waiter could see from 30 feet away, and said, “What the Hell are you talking about, Heather? These guys produce high-end, must-have content that their readers would die without. They need to squeeze every nickel out of them!”

“And someone needs to squeeze out a Tic Tac for you,” she said. “Look, all I am saying is it’s up to business people to work the numbers,” she sketched in the air, looking at Ira. “Did anyone ever tell you you look like Jimmy Caan?”

“No, Ira said, but I do occasionally steal silverware.”

“Huh?”

“Nevermind,” Ira said, “tell me more about this formula of yours.”

“Well, if you have a small but intense readership, say 500 or so, and they must have your content, then you’re probably looking at fee-based stuff. But if you have 20,000-50,000 readers and they really like your content but can live without it, then you have an ad model on your hands.”

I had to chime in. “But what if you gave away your content. How might you know that your free access wouldn’t draw three or four times the numbers on the Web, giving you the traffic you need? Then you would have an ad model, right.”

“Oh for crying out loud where is my Scotch!” Bob shouted.

“It’s in your hand,” Heather said.

Ira, normally calm as a house cat, became agitated and unsheathed his chopsticks (he brought his own). “I completely disagree, and can cite examples.”

“Well smell you.”

“Bob, please shut up,” Heather commanded. “Go ahead, Ira.”

“Thank you. Well, there are people with highly valuable must-have content and VERY small audiences . . . numbering in the hundreds . . . that have pure ad supported newsletters. Take Owen Taylor’s free California Garlic & Onion Report. It has had an advertiser for years and it doesn’t have a massive readership, as you might guess.”

“Ira,” Heather chimed in. “I was just talking to Owen and he said he dropped that report. Apparently the U.S. garlic industry was hit pretty hard by, coincidentally, Chinese garlic imports. I believe you’re talking about his cotton report, which has had the same advertising sponsor for 17 years! In fact, he has never sold a subscription. He just makes sure he finds the exact people sponsors want to reach, and then gives them info they can’t get anywhere else, and faster than anyone else.”

“Oh,” Ira said, “so it’s cotton, not garlic.”

“Speaking of which, you might try the Whole Sea Bass Braised in Hot Bean Sauce,” I suggested.

“What does that have to do with anything?” Bob spat.

“It’s roasted in garlic and scallions,” I said, looking at Heather for approval, which I didn’t get.

Ira kept going. “For a small publisher with a narrow but highly interested audience, getting ad revenue from someone who also wants to reach that niche can be meaningful. And getting a ton of traffic for free content as a result can drive sales of other services you might offer. So my point is . . .”

“You had a point?” Bob chimed in, earning a chilly stare from Heather, who picked up the point.

“Yes, Ira,” she said, “I agree, and like I was about to say an hour ago, it’s up to smart businessmen like you to test test test to see what will drive the best profits.”

“And sitting around talking about it won’t get the job done,” I said, contributing nothing at all of substance.

“Where the Hell have you been?” Bob said.

“I was sitting here the whole time,” I replied.

“You wouldn’t know it.”

“You need to test test test,” Heather repeated. “You need to bake in a different mix of personnel. I mean, you will need ad sales people, and I mean internet ad sales people. And you need to optimize the Hell out of your site. But since it’s free, you can always take it back! Also, if you have 20 products that have 500 readers each, you need to look at a way you can drive all those users through one place so you can create a funnel of traffic that would appeal to advertisers.”

“So you might have a hybrid model,” Ira said.

“Exactly,” Heather replied.

“Good gravy Marie are you people are boring!” Bob exclaimed. “I have talked to Cheese Doodles more interesting than you! Is this what you do all day? What do you say we get some Moo Shu and a couple dozen egg rolls to go and eat it on my boat?”

“NO!” we all said at once, and placed our orders.

Bob started with another Scotch, and bristled when they refused to bring him prime rib, so he sulked and ordered the Mandarin Steak, which he later admitted he loved, begrudgingly.

Heather had the Baby Eggplant, Szechuan style, of course.

Ira and I wanted the Beggar’s Chicken but they required 24 hours notice, so I ordered the Prawns on Banana Leaves, thinking the Chicken with Three Different Nuts was a little too on the nose.

Things went well until our entrees came and they accidentally gave Ira my prawns. Ira is deathly allergic to prawns. The EMTs were prompt and very nice. Heather gave them her autograph. Bob headed for the bar when Ira’s head achieved the circumference of a pumpkin. He is fine now but let me warn you, he is very touchy about Jack-O-Lantern jokes.

Editor’s note: I was hoping I wouldn’t have to say this, but our attorneys wanted me to make it clear that this is a work of fiction. "Any resemblance between these characters" and all that. Counsel thought it was misleading to make you think I knew famous people so I need to add the following statement: I have never met Ira Mayer. And Robert Wagoner is really a nice guy.