Your Google Reputation Stinks and other Revelations

Here are my notes from Andy Beal’s excellent PubCon Masters Group Training in Austin, Texas.

You can see Andy as well as an incredible lineup of talent at the PubCon Las Vegas Masters Group Training, November 8.

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We’re going to make people love your business through your Web site at Conversion Sciences.

PR: wait… I: wait… L: wait… LD: wait… I: wait… wait… Rank: wait… Traffic: wait… Price: wait… C: wait…

New technology renders emails invisible. Customer Chaos Labs suspected.

Everyone who seeks to do good in the world will inevitably be challenged by an arch-nemesis; someone who’s view of the world is diametrically opposed to yours.

At Conversion Sciences we have Customer Chaos Labs, whose motto is:

If we’re not working for you, we’re working against you.

They are an organization who seeks to lift their clients’ online Web success by simply bringing everyone else down. We see them as basically evil.

This week, one of our clients became the victim of a new Customer Chaos technology: an email invisibility ray.

The results are devastating.

Proof of the Invisibility Ray’s Existence

The folks at J’Tote Bags crafted a beautiful email, with professional photography, strong reasons to buy, and clear calls to action. Exhibit A shows the intended email.

Then, J’Tote sent the email to eager prospects and customers. Somewhere in transit, many of these emails entered the range of the invisibility ray. Exhibit B shows the result.

Click to enlarge Exhibit A: Email sent by J’Tote Bags

Click to enlarge Exhibit B: Yes, this is the same email after being hit with an invisibility ray!

The invisibility technology rendered the email almost completely invisible to the human eye. Clearly, an invisible email is going to be read less, depressing open rates and clicks.

Conversion Sciences Defense Technology

Conversion Sciences has worked with the major email clients to develop a “de-cloaking” technology. For example, recipients can restore the email by clicking “Display Images below” in Gmail, or “Click here to download pictures” in Outlook.

Most email clients have implemented something similar.

The problem is that many recipients of your emails may not find a good reason to click on the de-cloaking links if they can’t see the email.

Clearly, this is not an ideal solution.

Defending Yourself Against the Invisibility Ray

A detailed analysis by Conversion Sciences has exposed some weaknesses in the invisibility ray.

It only works on images

Apparently, the invisibility ray doesn’t affect text, but only images. Thus a proper defense against this kind of attack is to use images more sparingly in your email and place text strategically around the email.

This will allow readers to understand the point of the email if the images have been inviso-rayed.

Image “Alt” Text is Sometimes Impervious

If you look closely at Exhibit B, you will see some text appearing in places where the images would have appeared. This is the images’ “alt” text and is created using the “alt” parameters in the HTML <img> tag.

Here’s an example:

<img src=”picture.jpg” alt=”Text that describes the image” />

Use the “alt” text to tell the reader what they will see if they click “Display images below” and invoke the de-cloaking technology.

This does not work in all email clients. Microsoft Outlook won’t show these cues, for example.

However, some email clients will actually allow you to format your “alt” text, making it different sizes and colors.

Don’t Fall Victim to Invisible Emails

Email remains one of the most effective online marketing tools available. No wonder the foes of good marketing have targeted it for disruption.

Let a Conversion Scientist review your email strategy. This will ensure that

1. You are using best practices to maximize deliverability, open rates, clicks and conversions.
2. You are sending content that is relevant and interesting. This gives you permission to continue sending email to desirable prospects.
3. You are sending with the right frequency. Sending too often or too rarely can render an email strategy impotent.
4. You are defended against the invisibility ray and other weapons of chaos. Enough said on this one.

If you’d like to learn more, schedule a free consultation or contact Conversion Sciences directly. Ask about our Email Review service.

Brian Massey

P. S. There are still seats left at the PubCon Masters Group Training July 21 in Austin. You will not leave without a new, deep understanding of Search Marketing or Social Media.

If you are not completely satisfied with this post…

There are lots of reasons that someone wouldn’t fill out your lead form, even if your white paper or Webinar are free.

“I’m going to get a sales call”

“I’m going to get a bunch of spam”

“I may not be able to join the Webinar”

“They’re asking for too much information”

“I don’t really know this company”

Well, even in business-to-business lead generation, you can “reverse” the perceived risk of completing a form, and I cover several ways to do this in my Search Engine Land column "Six Risk Reversal Tactics For B2B Lead Generation.”

In general, you can reverse risk by

• Telling prospect how you will treat their data
• Telling prospects what to expect if they complete the form

Read the full article for some ways to communicate these messages.

Jen Wojcik and Brian Massey at the Austin AMA

I turn things up a few notches in this open discussion at the American Marketing Association.

I apologize in advance for my language.

Tom Myer herds the cats: Yours Truly, the Conversion Scientist, Tom Hayden of Blue Clover and Jen Wojcik of Pinqued in a panel discussion entitled “Show Me the Money: Make Marketing Work for You.”

Tim was our mobile marketing expert, Jen handled social media. I just played Devil’s Advocate.

I hope you will enjoy the audio of this slide-free discussion.

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Tell me your social conversion rate

Image Courtesy duchessa

"Social media is revolutionizing customer care." Yawn.

"Social media is helping brands build awareness." That’s sounds interesting (not).

"Social media increases the quality of the traffic coming to your site in measurable ways." Now you have my attention.

Don’t Hate Me for My Myopia

It is my choice of career that has given me this singular focus when it comes to online marketing. There are other people to create brand image. There are smart, dedicated people trying to improve their company’s customer service.

I say “you go!”

But, I want measurable, tangible data on how social media gets qualified prospects to a Web property, and how it helps me carry on a conversation with them making them more likely to buy.

I can already hear Qwitter messages landing in my inbox. I hate Qwitter personally, but it is a FABULOUS metric, the equivalent of email’s unsubscribe rate. So, I have to listen. It’s an measure of my social media Return On Investment, my social media ROI.

This attitude is good for social media

How many times do you have a great conversation in the social space only to find the company’s Web site opaque, posing, and irrelevant?

Social media won’t work if we’re transparent in our social graph and obsequious everywhere else.

Let’s encourage businesses to put content out that draws people to their Web site. They will quickly begin to realize that certain content works (educational, entertaining content) and certain content does not (home pages with self-aggrandizing copy).

ROI is the great informer for these companies.

If our stuff is worth talking about, why hold it back?

There is a camp of social media digerati that believe social channels are not for promotion, that it is evil to advertise where conversations are the norm.

But, if conversations are going on around a brand or a company, why deny the social citizenry of a chance to own or use their offerings?

It’s just plain selfish to hold back.

When buying is an outcome of conversation, ROI tells a company how it’s doing in starting and continuing those conversations.

Communities that raise their hand get more attention

Let’s face it. We want the support of companies as we complain and cheer about their products. We want them to hear us, to reply to us, and to see things our way.

And we are not above the occasional bribe.

How many times have you started a complaint with, “I spend $_____ with your company every _____, and I expect… .”

We regularly use ROI as a way to get attention.

Online communities are arbiters and aggregators of ROI. They drive it, highlight it and can take it away. They should be rewarded for their financial contribution to companies with increased support, more say in product design… and the occasional bribe.

What do eBook Groupies and Designer Laptop Bags have in Common?

I’ve recently begun working with J’Tote Designer Laptop Bags, and heard a story that illustrates this concept perfectly.

It seems that the women of an eBook community have developed a love for J’Tot’e’s chic laptop bags. How do we know?

1. Mysterious spikes in J’Tote’s Web traffic led to the discovery that people were posting about them on the forum.
2. Boxes of bags were soon waiting to be shipped to the group’s members.

Visitors from this community stay on the J’Tote site longer than average, view more pages, and have a very low bounce rate (a measure of the number of visitors who leave immediately after visiting a site).

The folks at J’Tote now make it a priority to tune into the conversations on the forum, and are certain to give them warning when inventory clearing sales are imminent.

Companies speak ROI

It is the lingo of the bottom line; the babble of budgets; the conversation of the coin. If we want more companies to engage in social media for all the “right” reasons, we need to communicate with them in this language: more visits from interested conversationalists who buy their products.

We need to speak to them with ROI.

It’s one thing for a company to monitor our conversations attempting to gauge positive or negative sentiment. It’s quite another for them to know that their Facebook page is generating additional visits and sales.

There is a catch

Companies that don’t measure the ROI of social media won’t get the message. They’ll continue to ignore important communities, cut social budgets and generate plenty of negative social sentiment in the digital conversationsphere.

If you’re not measuring, you’re not listening.

J’Tote is listening. Are you?

Masters Training
Social Media and SEO
Save before July 1
Register

On July 21, I’ll be showing you ways to measure your social ROI, and in particular, your social conversion rates.

Did you know there was such a thing as a social landing page? It’s nothing like your landing pages.

Did you know that there are six major conversions that happen when you add social media to your sales funnel?

My presentation is just one part of a spectacular Master’s Group Training being held in Austin by Webmaster World, the PubCon people.

Only, you don’t have to attend a full PubCon to go.

Not only will you learn from me how to measure your social media efforts, you’ll learn how to do the things that make social media work.

• Andy Beal will tell you about social media reputation management.
• Dan Zarella will give you the low down on Twitter and Facebook optimization.
• Brett Tabke will show you how he reached influentials in his social graph and put PubCon registrations slashed his marketing budget.

Oh, and there is also an search marketing track going on at the same time. Yawn.

We’re going to make people love your business through your Web site at The Conversion Scientist. Subscribe to learn the strategies and tactics that turn more of your visitors into leads and sales.

Read this before changing your Web site

It’s time-consuming to offer 45 minutes of my time to anyone who wants to improve their online sales conversion rates. I just can’t think of any better way to introduce businesses to conversion concepts.

And the people I meet on the phone are priceless.

One such person is Tom Jackson of Heliski.com. His is a rare and instructive look at the power of the written word and the ineffectiveness of standard design strategies when it comes to conversion.

Tom had two sites targeting the same audience, and getting about the same traffic. Both had analytics installed.

According to him, one was “dated, awkward, wordy, but it’s working.” The other, he said, was “newer, looks better, better organized but WAY underperforming in lead gen.”

This was a rare opportunity to see how two very different approaches to Web site design performed out in the real world.

Which would you pick as the conversion winner?

Take a look at Tom’s two sites. Which would you pick as the hands-down winner? Which would you image would have cratered his income had he relied exclusively on it?

Which would you pick as the best converting site?

I did a complete evaluation of these two pages in my Search Engine Land column, and you might be surprised at my conclusions: strong copy beat slick new design.

What we can Learn from Tom

The moral of the tale is that Tom measured his sites’ performance. He had the analytics in place, and was smart enough not to make changes to his site without being able to measure their effect. By leaving both sites up, he was able to rollback the changes.

Do you know how changes to your site affect your business? You should.

I’m offering a two hour short course on June 11 in Austin entitled Web Analytics: Tools and Best Practices.

This is an Austin Entrepreneur Network short course, which means that it’s only $25. We love our entrepreneurs.

Join me and find out how you can avoid huge mistakes – mistakes that rob you of leads and steal your sales.

This is the second time I’ve done this presentation. Find out what attendees thought about my January short course.

Read my full report on Search Engine Land, and I hope to see you on June 11.

What are you afraid of?

The goal of my Ion Interactive presentation “What Can We Learn from the Bad Boys of Marketing?” was to shake things up a bit.

Conversion marketing is about bringing visitors to choice. B2B marketers carry this same burden.

Can marketers in more conservative industries use techniques proven to increase online leads and sales in B2C markets?

View | Download Audio | Subscribe to Podcast

Not only should B2B marketers try everything that B2C businesses are using, they risk irrelevance if they don’t.

In my Ion Interactive webinar, I use two B2B landing pages to illustrate how these B2C techniques can be used: AdwordAdvantage.com and CoverActionPro.com.

• Long copy
• Bold headlines
• Highlighting and bullets
• “Johnson” boxes
• Risk reversal
• Testimonials
• “Act” buttons
• Signatures and postscripts

I go as far in the Webinar to state:

“Business to business copy sucks. It’s horrible to read. There is a need, that when someone recommends a site to their boss that you look professional, but it doesn’t mean you have to write like an idiot.”

Certainly you can deliver a high-converting experience without harming your online brand, like CoverActionPro.

You have to work harder. You can’t ask a committee of executives to review your pages. You have to know how your page is performing and how changes are affecting your results.

You can learn more about analytics and their proper application at my AEN Short Course “Web Analytics: Tools and Best Practices” on June 11, 2010.

Enjoy the Webinar and don’t miss Anna Talerico’s Conversations on Conversion podcast.

I had the pleasure of being on a panel with Tim Hayden of Blue Clover Studios recently, and overheard him talking real-life targeted banner advertising: billboards that connected with your mobile phone as you passed by.

I could only imagine what a billboard would say to me.

But the more I listened to Tim, the more I became intrigued with his vision for the future and the present.

Tim was nice enough to answer some questions on his birthday, of all days, and my summary of what I learned can be found in my ClickZ column “Mobile Marketing and Your Digital Geo-relevance.”

My favorite quote didn’t make the editing process:

“We aren’t wired to sit on our asses all day and stare at Twitter,” says Hayden.

Tim asks businesses the question, "How can we have compelling touchpoints, beyond the device that will bring people back to the device to engage us?"

Read the whole story on ClickZ and please Retweet it.

"Let your mind go" image: http://www.movieforums.com

Photo courtesy Karl-Erik Bennion

You can do almost anything on the Internet now. You can monitor your finances, socialize, organize ideas, manage your job search, broadcast your travels, and recruit college students.

The core conversion marketing pattern that these sites should adopt is the “Site as a Service Pattern.” This is the fifth and last of the core conversion strategies in this series.

Explore this site pattern in my Conversion Science column on Search Engine Land.

Read the entire column at Search Engine Land.

We’re going to make people love your business through your Web site at The Conversion Scientist. There is plenty you can do to increase online sales conversions, and we share it all. Learn what that you can do to convert more of your visitors into leads and sales.

I love to watch Social Media Ninja Giovanni Gallucci present. He imparted a great deal of info on the intersection of social media and search to the audience at the Innotech PDX 2010 eMarketing Summit last week.

If you weren’t there, you can enjoy it through the lense of my pen.

Here is the visual live blog from that presentation.

For more of Gio, visit LearnSocialMedia.tv for hours of good stuff from the Social Media Ninja.

Click to Enlarge Part 1

Click to Enlarge Part 2

We’re going to make people love your business through your Web site at The Conversion Scientist. There is plenty you can do to increase online sales conversions, and we share it all. Learn what that you can do to convert more of your visitors into leads and sales.