Local Marketing Online: Part 1: Intro

Posted on April 26, 2011

Local marketing has become one of the most powerful ways to reach and convert customers online. With more than 2.5 billion local searches a month on Google alone, Google has taken notice of this fact and recently initiated a direct marketing campaign in targeted regions throughout the US to promote its local marketing opportunities. The company sent, by FEDEX, to select businesses a white box containing brochures and offers about the benefits of Google Places and the company’s online advertising programs.

Google is smart. They’re taking advantage of the trend and so should you. Why? Because local searches are easier and less costly to convert as prospects are typically further along in the buying cycle. The key is making sure:

You can be easily found by your targeted audience groups
They can trust you because others have said so
You deliver the right message at the right time
They can easily contact you or visit your location
You’re easily identified online as an ‘authority’ for what you offer
You follow up in an appropriate manner with the appropriate communications
You deliver on what you promise, and maybe a little extra!

In this eight part series I will explain the multiple facets of local marketing online and how its various components are now cross-referenced by the search engines to determine an ‘authority score’ which affects web page rankings. This multi-part series will cover:

Web & Map Listings
Google Places
Search & Social Media
City Sites, Reviews & Recommendations
Share Your Content
Email Marketing
Pay Per Click Integration
Mobile Marketing
Optimized Web Design
Tracking & Reporting

Look for Part 2: Web & Map Listings, where you will learn about Google Places, web directories, maps, and the importance of claiming your online listings.

Read the Series:

Online Advertising and User Intent: Part 4: 3rd Party Website Advertising

Posted on April 22, 2011

Many third party websites offer online advertising opportunities. These include professional organizations, online directories, blogs, newsletters, online magazines and journals, news sites, and a variety of informational sites. Online advertising programs for these types of websites are varied and may include banner only (i.e. graphics), text only, or a combination of media which may also allow for video.

In Part 4 of this series, Online Advertising and User Intent (see Part 1: Intro, Part 2: Social Media Advertising, and Part 3: Search Engine Advertising), I hope to show how to apply the concept of user intent to online advertising on third-party websites.

3^rd-Party Website Advertising

Your understanding of the intent of your targeted audience groups, or the reason they visit these third-party sites in the first place, provides you with the information you need during your campaign selection, planning, and development process. With some programs, such as Google AdSense, the content network is so vast and diverse that your selection process for where your ads will appear is somewhat restricted. Nonetheless, it is imperative you evaluate each advertising option carefully to avoid wasting your budget and to ensure you meet your goals.

Just as you have profiled your targeted audience groups to identify the characteristics and interests that allow you to develop an impactful advertising message, you must also profile the third-party websites you are considering to ensure your message reaches your intended audiences.

During your evaluation process, here are a few questions to help you along:

What does the website offer?
Who would be interested in what it offers? (Look at the substance of the content presented.)
What type, or types, of audiences are attracted to the content: consumers, business professionals, engineers, purchasing agents, etc?
In what age range might visitors be?
What may be the education level of visitors?
Are they sophisticated readers, highly educated on the subjects offered, or new to the material?
Does what you offer logically fit with the content on the site?
Could the content detract from what you offer?
What do visitors generally do at the site? (i.e. post comments, ask questions, research, relax, play games, etc.)
Is there a particular page or type of content most likely to attract your targeted audiences?

By carefully evaluating these considerations you can make assumptions about the intent of site visitors who frequent the sites you want to place your ads on. With a profile of both the advertising venue and the intent of the visitors it attracts, you have the information you need to select the right sites and to develop your highly focused advertising message. Make sure you are clear about:

Whom you are addressing
What they will be doing while you are trying to attract their attention

To summarize, advertising on third-party websites follows the same logic as advertising on social media sites. In order to attract the attention of your targeted audience groups, you have to understand and respect why they came there in the first place. By making accurate assumptions, you can develop an effective ad that:

Addresses your target audience groups’ known interests
Addresses their assumed interests as they relate to their known interests (e.g. “You’re reading about kitchen and bathroom remodeling so you may be interested in the decorative glass I sell for cabinets.”)
Taps into their emotion as it relates to their known interests
Gets them to take the action you desire without having to abandon why they came to that site in the first place

Read posts in this Series:

Online Advertising and User Intent: Part 1: Intro

Online Advertising and User Intent: Part 2: Social Media Advertising

Online Advertising and User Intent: Part 3: Search Engine Advertising

Online Advertising and User Intent: Part 4: 3^rd-Party Website Advertising

Online Advertising and User Intent: Part 3: Search Engine Advertising

Posted on April 20, 2011

Many of you are familiar with search engine ads, and may even have engaged in an online advertising campaign through one of Google’s ad programs or through Microsoft’s AdCenter. If so, many of you may have spent an awful lot of money without garnering the kind of results you were expecting.

In my series Online Advertising and User Intent (see Part 1: Intro and Part 2: Social Media Advertising) I have been discussing how to develop effective online advertising campaigns and messages through the understanding of user intent. To recap, user intent refers to the reason the user went to that particular platform, such as a search engine, in the first place. So let’s take a look now at search engine advertising.

Search Engine Advertising

Unlike Facebook where users display their intent in their profile or in their posts, search engine users type their intent in the search query box by posing a search term that is in some way addresses a current need or “pain”. Because it is not possible to witness a search as it is taking place, it is only through historical data that an advertiser learns of user intent. Through an analysis of this historical data you can learn the ways in which to tactically target your audience groups as they search for what you offer.

The first place to look is at keywords. User intent can be identified to some extent by the terms they use to search for what you offer. Unfortunately it is difficult to know for sure what their intent is because users typically don’t specify ‘why’ they are looking for what you offer so you will have to make some assumptions. For example, if users typically type “mold removal long island” you can assume that a mold problem exists in homes in Long Island and users are looking for remediation. The point is to make an appropriate assumption that allows you to develop an ad that taps into:

Users need or perceived interest
What users are trying to accomplish ultimately
What users may feel concerning their need or interest
Their sense of urgency

Using the above example, it is easy to identify users’ ‘need or interest’ as ‘mold removal.’ Based on what you already know about your own business, you can also safely assume they are trying to accomplish getting rid of the mold, as well as the problem that is causing the mold. So the assumed scenario you are addressing is home owners in Long Island have a water problem that is causing their homes to develop mold. They are probably feeling pretty stressed about the situation so their sense of urgency is to find a way to get rid of it as quickly as possible without spending more than they can afford and to prevent it from ever happening again.

Now you have the information you need to develop a powerful text ad that speaks to the intent of the users who typed in ‘mold removal long island.’ It may look something like this:

Mold Removal Long Island
Stop wet basement problems now.
Free estimate. Call 1-800-000-0000.
www.YourMoldCompany.com

If we analyze this ad you can see how it satisfies the assumed user intent, namely, to find a solution to their mold problem in Long Island. The opening line addresses the problem by indicating the solution, mold removal, as well as the service location, Long Island. The second line addresses the assumed feeling and sense of urgency of users, which is to just get rid of the problem now and make sure it never comes back. The third line addresses the assumed need to manage costs. It also provides users with a quick way to get started on the solution: call the number. The fourth line is the link to your mold removal web page.

Effective search engine advertising requires you do some preliminary research to identify the search terms and phrases used to search for what you offer. Using these terms, you would then:

Identify the intent of users, which may be to solve a problem, learn about something, find a course to take, buy a product online, or some other reason
Make assumptions based on what you know about your own business that allow you to develop a scenario that enhances your understanding of the users’ intent
Develop highly focused ads that address the assumptions you made
Tell users what they need to do to fulfill their intent

The users intent must be effectively addressed on the corresponding landing page that the ad is tied to. A common mistake is to tie your ads to your company’s Home Page. In my example above, the mold company may also offer other services such as basement renovations. It is a waste of ad dollars, and time, to frustrate a user that clicks on an ad specifically speaking to their mold remediation need that dumps them on a home page forcing them to find the info they are looking for.

By creating a user path and tracking the conversions in your site analytics tools you can refine, A/B test and optimize your assumptions over time until you have a working formula you can count on.

In Part 4 of this series I will discuss how to apply the concept of user intent to online advertising on third party websites.

Read posts in this Series:

Online Advertising and User Intent: Part 1: Intro

Online Advertising and User Intent: Part 2: Social Media Advertising

Online Advertising and User Intent: Part 3: Search Engine Advertising

Online Advertising and User Intent: Part 4: 3^rd-Party Website Advertising

Online Advertising and User Intent: Part 2: Social Media Advertising

Posted on April 13, 2011

When most of you think of social media you think of Facebook or Twitter. There are actually many forms of social media that attract a wide variety of users intent on doing a number of diverse things. These sites include personal blogs, consumer review sites, professional networking sites like LinkedIn, local city sites, travel sites, online book clubs, and so much more. This part of the series will discuss user intent on social media sites and what things to consider when developing your online advertising strategy and content for campaigns to be used on social media platforms. For those of you who are new to this series, you may wish to begin by reading Online Advertising and Reader Intent: Part 1: Intro, which explains the idea of intent and how it is important to online advertising.

To illustrate the key points, I will discuss a social media site most people are already familiar with: Facebook.

Advertising on Facebook

Facebook is a social networking site. The intent of users who frequent the site is to share aspects of their life and interests with the people in their network, who may be family, friends, colleagues, or virtual strangers they allowed to connect with them; or conversely, to learn new information from those within their network who are sharing with them. The point is they are there to share personal stuff – not to shop, not to do research, and typically not to find something specific for their home or work.

This distinction is critical to make when developing your online advertising campaign for a social networking platform. Bottom line is – Facebook users are not specifically looking for what you are offering them at this time.

Your carefully crafted message has to draw their attention away from what they are engaged in without interfering with their intent for being on the social networking site in the first place.

To demonstrate what I mean, I’ll share with you a typical offline experience I am sure most of you have had: have you ever walked into Home Depot and had a financial services rep try to get you to sign up for the store’s credit card?

Your intent was not to go to Home Depot for a credit card. Your intent was to run in, get the exact elbow pipe you need, and run home to finish the job so you can get it done before the football game starts. Right?

Well, your online ad is faced with the same scenario only you don’t have the advantage of getting someone’s attention by shouting out, “Excuse me, sir, are you planning on buying something today?” So how do you get their attention then?

First of all, you have to know whom you are targeting. Luckily for you, Facebook allows you to choose your audience by location, age, and interests. One successful advertiser targeted female users aged 24-30 who indicated they were ‘engaged.’ The very straightforward ad message spoke to the stated interests AND intent of the users: “Recently engaged? CM Photographics would love to be a part of your event. Mention this ad for $500 off.”

If we analyze this ad we see how the advertiser made use of what was ‘known’ and ‘understood’ about the target group:

Made use of known intent important to targeted users: “Recently engaged?”
Generally still establishing themselves at 24-30 years of age and faced with the upcoming costs of their wedding, the advertiser made use of the understanding that this group is typically looking to save money: “Mention this ad for $500 off!”
Most probably dreaming of the big day, the photographer included a photograph of a bride and groom kissing out in a field on their wedding day.

All of the elements of the ad indicate the advertiser understood the users’ intent and was able to incorporate accurate assumptions that served to strengthen the ad’s effectiveness. Another important point to make here is where your call to action takes users who respond to your ad by clicking on it. Ideally, you do not want to take users away from the web site they are ‘socializing’ on. Ensure the target is set to ‘open in a new window’, or better yet a tab, so that they can easily get what you offer without having to completely disengage from what they were already doing.

To summarize, in order for your online advertising on social media platforms like Facebook to be effective you have to:

1. Know whom you are targeting

2. Use your understanding of their intent to address their known interests

3. Use your understanding of their intent to address their assumed interests as they relate to their known interests

4. Include an image that indicates what you offer and taps into an emotion related to the known intent of the users

5. Include a call to action that when clicked is set to ‘open in a new window’ so that users do not have to abandon their intent for being on the social media site in order to engage with your message.

Stay tuned for Online Advertising and User Intent: Part 3: Search Engine Advertising coming soon!

Read posts in this Series:

Online Advertising and User Intent: Part 1: Intro

Online Advertising and User Intent: Part 2: Social Media Advertising

Online Advertising and User Intent: Part 3: Search Engine Advertising

Online Advertising and User Intent: Part 4: 3^rd-Party Website Advertising

Online Advertising and User Intent: Part 1: Intro

Posted on April 11, 2011

Planning your online advertising campaigns can be a daunting task. Once you have decided how much your budget is you are faced with the myriad of online advertising program choices including those offered by:

Search Engines like Google and Bing
Social networking sites like Facebook, Twitter, Buzz, MySpace
Professional networking sites like LinkedIn
Professional organizations
Online magazines
Online industry blogs, newsletters, journals
News sites
Shopping sites
3^rd Party websites (related businesses, information sites, etc)
Web Directories

The best way to decide where you want to focus your efforts is after you have done your homework. You need to understand not only the advertising platform, pricing, and the structure of the ad program, but even more importantly the advertising venue and the intent of those who frequent it.

“Intent” refers to the reason a person went to that site in the first place. For example, it is pretty easy to understand the intent of people who visit Google. They are obviously searching for something. And we can know what that is by the terms they type into the search box. But the intent of a person who spends time on Facebook is very different. He usually wants to share aspects of his life and work with his Facebook friends, or conversely, to learn what they are sharing.

By making intelligent assumptions based on your informed understanding of the intent of the audience groups you are targeting with a particular ad program, you can develop a highly focused message that not only speaks to their interests but successfully draws their attention away from their task and onto the message you want them to interact with and respond to.

In the following series of posts, I will introduce you to the concept of intent and how it applies specifically to:

Social Media Advertising
Search Engine Advertising
3^rd Party Websites Advertising

You will learn how to profile intent for each venue in order to craft the right message that gets the results you are looking for. In the meantime, if you have a specific questions / concerns regarding your current / upcoming advertising venue selection and user intent impact on campaign performance, post a comment or contact me directly.

Read posts in this Series:

Online Advertising and User Intent: Part 1: Intro

Online Advertising and User Intent: Part 2: Social Media Advertising

Online Advertising and User Intent: Part 3: Search Engine Advertising

Online Advertising and User Intent: Part 4: 3^rd-Party Website Advertising