What stops many people cold when it comes to Content Marketing? It’s a LOT of work… usually. SO, I’m always looking for easy ways to do that… read on. 

It turns out most businesses have a ready-made Content Goldmine they aren’t leveraging at all – their prospective customers’ comments & questions. You can mine this gold from customer service channels, event Q & As, forums, blog comments, etc. This type of content loosely falls under the category of User Generated Content (UGC).

By far my favorite is the rich UCG content that’s typically generated in webinar Q & As. Why is it my fav? – because it’s coming directly from targeted prospects. Now, you have a marketers’ dream – a highly interested group of prospects who are willing to tell you what interests them the most.

AND, you’ve already answered their questions and it’s recorded – instant spot-on content! Now, all you have to do is get a transcript of that webinar and the content is already written for you. Many webinar vendors will provide the transcript for free. If not, check out Fiverr for super inexpensive and fast transcription service providers (I’ll warn you in advance – Fiverr’s an entertaining and addictive resource).

Now comes the fun: content repurposing of the shiniest UCG gold. Here are a few ideas:

• Build a blog post around one meaty webinar question.
• Publish an article about a Q for online distribution.
• Combine related Qs into a SlideShare presentation.
• Combine related Qs and build a video around them.
• Distribute the new content to your House Marketing List. 

Content repurposing (UCG or otherwise) can be very powerful in terms of garnering more visibility, leads and influence for your company. Looking for ideas? Check out the story of how one HR SaaS company hit it out of the park: The Pragmatic Power of Content Repurposing.

You now have a great opportunity to re-engage with your webinar audience by sending them notification of the “new” piece of content that you created from the webinar they attended. Send it to the ones who signed up but couldn’t make it, too! 

Last idea — leverage your webinar presenters and sponsors as publishers of the new content. Chances are very good that they’ll want to publish the article (where, of course, you have credited them) and get it in front of their fans as well.

Do you see why I think of the combination of User Generated Content and Content Repurposing as a Content Goldmine? I LOVE, love, love this idea and would love it also if you had further ideas on this that you’d share.

The post Lazy Girl’s Spot-on Content Marketing Cheat Sheet appeared first on OnCompeting.

Often businesses treat the separate of offline marketing (and non-marketing) activities and online marketing activities like the separation of church and state. Yet there’s plenty of opportunity to use all forms of offline initiatives to drive prospects and customers to your online website.

The basic question might be — why should we?

The basic answer is this — you usually want to drive as many potential prospects (suspects) as possible into your website at the lowest price points possible. Ideally your website serves as the hub of your marketing efforts, driving potential prospects into the sales funnel.

Most people do not immediately jump up and buy when they first encounter your brand or product/service if it’s anything of financial consequence to them. A relationship of sorts generally is necessary to make that happen.

And, most businesses would be well-served if at least the early stages of that relationship development were nurtured online by exposing prospects to content – usually non-promotional content in the early relationship nurturing stages. The content should be enlightening, educational or entertaining. The idea is that a portion of them will evolve (with some help from you) from non-promotional content to your branded promotional content, identify themselves as warm sales prospects and slide right into your sales funnel.   

Now, it stands to reason that you should constantly be looking for ways to attract and drive more people into your website for this to happen. Most business people accept that as a constant when marketing online, yet often we fall short when it comes to offline marketing initiatives or even just plain old offline non-marketing opportunities. Why? It’s lost opportunity to piggyback on offsite activities! Here are a couple of ideas to prime your pump:

Offline Marketing Tips:

• Voice Mail — well, the curse of our lives should contribute more to us, don’t you think? As long as you’ve got someone listening to your “I’m not there right now” litany, why not let them know about something on your website that might actually interest them? I do this and it’s amazing how many times people comment on it and some actually follow-through and visit the site to see what I was talking about.
• Billing Invoices — talk about open rates! Each bill you send out is an expense item yet the open rate dwarfs anything marketers could do on direct mail (or online initiatives as well, for that matter). Wouldn’t it be great if it actually were a revenue generator, too? Why not tack on a message about a special offer available on the website with a special code? I’ve noticed more and more businesses doing this lately. What did it cost me? Nada!
• Sponsorships — most businesses use sponsorships to get their brand in front of highly targeted audiences. And, most events also now have websites or at least webpages dedicated to the event and the event’s agenda and sponsors. A live link back to your site seems like a bare minimum that you should expect. Even better would be the opportunity to make a special offer to people attending the event that they can take advantage of on your website.
• Think Outside the Box — a while ago I wrote about a couple of really creative ways companies and individuals were using offline marketing tactics to drive people to a website. Check this one out and enjoy the creative approach that Lynne, a friend of mine, used to support her political agenda (it’s a must-see picture for grassroot marketing enthusiasts) and Saks 5th Avenue’s inventive offline-to-online tactic as well: Steal These Ideas: Creative Offline to Online Marketing Tactics.

It’s kind of fun to think of the many things our businesses and organizations do routinely that could become part of a more cohesive marketing effort. Maybe it’s even a good team activity to get your employees involved — challenge them to a contest to see who can come up with the most creative offline to online marketing idea. Fun!

The post Clever Offline Marketing Tips to Drive Online Marketing Success appeared first on OnCompeting.

The Kingpin of underutilized marketing assets is content. Whatever the form of content you have — articles, webinars, videos, blogs, presentations, podcasts — it was certainly a great deal of effort to create, right? And you have to keep producing more all the time, right? Content Repurposing could vastly improve the ROI of each piece of content you produce and get you off of the Hamster Wheel of constant new content production.

After all, there’s a tremendous amount of work and effort involved in the creation of just about any type of content. You have to come up with an idea, get approvals, either write it or hire/manage a writer, go through endless drafts, pull together supporting materials and resources. I’m exhausted just ticking off that list and anyone who has done this KNOWS there’s more to it.

Why just get one use out of it when content repurposing can get you off the hamster wheel… at least occasionally?

The other part about content development that’s frequently overlooked is that it’s costly. No matter whether your time is the only cost (and I use that word “only” very tenderly) or you paid to have this done, if you’re producing something of quality there’s a price to pay.

Content Repurposing Example: Webinars

As an example, consider your average webinar.  Anyone who ever had responsibility for developing a webinar knows that it’s a ton of work which frequently has a good payoff in terms of generating leads, business, improving brand reputation, etc. And, since most webinars are ~ 1 hour in duration, there’s a LOT of material to repurpose.

Yet, once the webinar is over, that pretty much tapers off the benefits that your business receives. Now you can repurpose the content from the webinar and create numerous other content assets WITHOUT NEEDING TO CREATE NEW CONTENT. Here’s just a small example of what you can do with the material from just one webinar using the already approved transcript and visuals:

• Create a video and publish it on YouTube
• Create a presentation and publish it on SlideShare
• Create an article and add it to Squidoo or HubPages
• Add another article to article distribution channels, such as Ezine Articles
• Create still another article for your website
• Create numerous blog posts from webinar FAQs
• Create a guest blog post
• Add webinar images to Pinterest

Each of the channels referenced are just examples of publication channels you could use for that format type. For instance, you could also add a video to Vimeo and other video distribution channels as well as YouTube.

Of course, the key here is to optimize each newly created piece of content, add links and teasers back into the key “sell page” on your site and make sure it’s shared in relevant social networks which will further amplify the reach of your content and add social value to your targeted web page.

By my count that comes to 9X the leverage on one piece of content (including the original webinar)! That’s a least a rest from the content hamster wheel. Content repurposing creates powerful value for your business at a fraction of the cost and effort required to create new content. Doesn’t it make sense to add content repurposing as a major part of your content marketing strategy?

The post Get Off the Content Hamster Wheel with Content Repurposing appeared first on OnCompeting.

Local Businesses — HEADS UP! It’s now possible to achieve greatly expanded online visibility thanks to huge technology progress that favors local business marketing. That covers a LOT of business territory: doctors, golf clubs, retail stores, hospitals/emergency centers, caterers, restaurants… you name it. If your business serves a local area market then local online marketing opportunities are just getting interesting for you!

When online marketing first took off, it seemed as though local businesses – which after all make up the backbone of our economy – were kind of out of luck. There was very limited ability for search engines to differentiate which searches were local in nature or provide much in the way of local results.

That evolved over time to the current situation where search engines are now aggressively expanding their ability to provide their customers – searchers – with local results when they believe a search was made with the intention of seeing local results.

 This increase in local business marketing opportunity has come about for a couple of reasons:

1. Greed on the part of the search engines and social media sites. There’s billions of untapped $$$ associated with bringing local businesses into the “fold.” The rationale for why local is so lucrative could take up entire additional article.
2. The lure of $$$ caused search engines, notably Google, to accelerate their ability to automatically discern searchers’ geographic whereabouts and provide results accordingly.
3. Advances in quasi-artificial intelligence further enabled search engines to better discern when a searcher had “local intent” in what they are looking for, even when it was not specified.

Greed + Geo Technology + Artificial Intelligence = Local Business Opportunity

So What? Well here’s so what… there’s $$$ in that for local businesses. Business can now get incredible online visibly — Google gives local results impressive prominence, often at the top or near the top of their prized 1st page. But you have to take action.

You have the ability to get your message out there to prospects beyond your word-of-mouth and referral reach and influence how people perceive your business with your choice of words and images. The additional bells and whistles search engines are offering local businesses is growing — you can easily offer special incentives to drive people into your business.

And remember, unlike traditional advertising which usually is seen by only a few who are interested in what you offer — these people are searching for what you offer!

But watch out! There’s also a dark side to this incredible visibility. Your online reputation is also involved here, whether you like it or not. It’s easier than ever for the casual, and sometimes mean-spirited, consumer to write things about your business that can really cause harm. There are new skills to learn here as it relates to managing your online reputation.

Understanding Your Online Local Business Marketing Baseline:

Another thing to consider is that doing nothing is rapidly becoming a very bad option. Here’s something you can do to graphically illustrate why Do Nothing may not be a good option for you and start to build your competitive baseline:

• On Google, search using terms that you believe your prospective customers might use to discover you.
• You’ll know if Google presented local results if a map appears.
• Check the businesses you see in the results they provide  — are you among them? If so, are you well positioned?
• Getting to the top of those results and muscling out your competitors is now your new challenge.

Well, overall the good local business marketing opportunities FAR outweigh the bad. The opportunity to be discovered by people with so little effort on your part (there is effort, just not as much as with traditional marketing tactics at far less expense) is phenomenal. Add to that your ability to control the message and incentives and get ahead of sleepy competitors… wow!

The post Huge Technology Progress Increases Local Business Marketing Opportunity appeared first on OnCompeting.

For some time now I’ve been burdened with the notion that SEARCH ENGINE Optimization – SEO – had outgrown its britches. Confining SEO techniques to the domain of search engines seemed to be leaving a lot on the table.

I’m now of a mind that there’s enormous opportunity in taking SEO techniques and extending them beyond the website into the entire relevant online ecosystem. To me, this seems more like Online Optimization.

And, my experience supports this as a powerful and speedy approach to accelerate brand influence and cost-effectively improve marketing/sales results. 

This shift to a more unified optimization approach is already underway in some areas – you’ll have to excuse those marketers for not screaming it from the rooftops – they’re just too busy cleaning up.

The Smart Marketing Shift that’s underway is multi-dimensional. First, it takes a more expansive interpretation of “optimization” to include not just pandering to search engines but also employing optimization techniques throughout the entire customer experience and conversion process. This approach also acknowledges that operating in independent marketing silos is highly inefficient; the unified approach is far more effective.

Consider some of the shifts that are making this so:

• 80% of how well a webpage is ranked in search engines stems from off-page factors, such as: social proof, authority site recognition, deep link ratio from other sites, etc.  
• 20% of how well a web page is ranked stems from on-page factors which now take into consideration a broader class of factors such as the overall website Quality Score which includes components such as: bounce rate, speed and evidence of customer engagement. 
• Consumer preferences march on toward video and other visual/audio formats that can perform better in offsite channels such as – YouTube, iTunes and SlideShare – when they are optimized. 
• Convergence is a fact of life. Search Engines are directly adding social networks as well as factoring in social signals from across the Internet. Now we also have a new class of Social Search Engines that require optimization for the best shot at exposure, such as: Facebook Open Graph, Google+, YouTube Search, Pinterest Search, Twitter Search and more.

Optimizing and integrating content, profiles and settings in the various platforms consistent with the coherent theme that your website and organization are all about is now Smart Marketing. Adopting the Smart Marketing Shift from SEO to Online Optimization will enable you to smoothly extend your visibility and reach throughout all types of online channels and improve results — while almost riding below your competitors’ radar screen. All Boats Float.

The post The Smart Marketing Shift from SEO to Online Optimization appeared first on OnCompeting.

Are you invisible online? 

If you’re have a local business that serves a reasonably distinct geographic area then get with the program… opportunity knocks! 

Many local businesses hit a point in their growth where referrals, word of mouth marketing and in-person promotion that enabled their current success just won’t cut it when it comes to taking their business to the next level. 

Something different needs to happen. Now local businesses have tremendous opportunity to put their brand, product or services in front of people who are searching for them online. And boy, are they ever searching! Consider these statistics:

• 85% of consumers use the Internet to find local businesses
• 37% of consumers use the Internet to find local businesses at least 1X/month
• Internet is the #1 source people use to get information about local business, even more influential than newspapers and word-of-mouth
• Consumers turn to search engines most often when they’re looking for information about local businesses
• 88% of consumers who search for a type of local business on a mobile device call or go to that business within 24 hours

Technology changes over the past couple of years have enabled a golden opportunity for you to get the kind of online visibility to people in the process of searching for online for local products, services and professionals that previously was pretty much the sole domain of national and global companies. Without the technology changes that have happened, it was just too costly to gain viability online.

All of that has changed. Technology shifts are now favoring online local business visibility. Moreover, as you can see from those statistics, people’s behavior has changed as well. If you want to place yourself in front of people seeking what you sell… online is the place to be. And, if they aren’t seeking information about products or services, they’re checking out their reputation.

Whether you need to get more people aware of your local business or manage your reputation, you absolutely need to be there. Here are a couple of tips to get your arms around this opportunity:

1. Draw up a list of keyword phrases that you believe people might use to search for your services.
2. Test each keyword in Google to see if it triggers local results being displayed. 
3. Is your business in the results displayed? If not, you’re behind the eight ball already.
4. Are your competitors in the results displayed? If they’re there and you aren’t you’re already a hurting puppy who better start hustling!
5. Note how many of the local listings have reviews cited. 

This is your baseline. Unless you own the top ranked position in these local results for every keyword phrase you consider valuable, you’re probably losing ground and just didn’t know it. You need a local online marketing game plan to get to the top and stay there. And getting into local search engine results is just one of several tactics to gain visibility online. Here’s yet another way that Google displays local search results:

Chances are reasonable that your competitive field hasn’t yet caught onto these opportunities or been made aware of those staggering facts. If you act now and secure top ranking positions you’ll get immediate traction and being the entrenched leader always a great competitive position to own.

Local online marketing isn’t free, yet it is far less expensive than the traditional media used to grow local businesses: Yellow Page ads, spot TV and radio, direct mail via list buying, etc. It’s less costly, coverts better and is fast and adaptable. Try it… you’ve got nothing to lose but yet another 7:30 am networking meeting! 

The post The Rise of Local Online Marketing for Local Business Growth appeared first on OnCompeting.

For some reason there seems to be two very opinionated camps of thought – those who believe that SEO (Search Engine Optimization) is THE way to generate website traffic, leads and sales and yet another contingent that says, “that’s so old school – social networking is where it’s at.”

I’d like to offer an alternative point of view: It’s Both. The combined efforts of social and search, working from a unified strategy and plan produce more success than either could independent of the other. Throw in content and you have a Trifecta!

Search engines now feature social networks; social networks offer search. The fact is SEO needs social to be spectacularly successful due to search engines adding social proof to their ranking algorithms. Likewise, the content stimulating conversations in social often is first discovered in search engines. Just look at the Big Dogs – Google & Facebook: 

• Google’s social network, Google+, has roughly 400 M active users and their awesome video Hangouts.  The social proof that now factors into Google’s search engine ranking decisions – sharing, voting, commenting and links back to your site from social networks – can come from a variety of social networks, however, almost everyone believes that social proof from Google+ gives you an edge (Google denies this). Of course, Google owns YouTube, which is also the 2nd largest search engine and integrates with Google+. 

• Facebook added search engine-like capability with their Social Graph. Now your searches can produce photos, places, interests, local businesses, the ability to discern what your friends enjoy, content from your posts, status updates, comments, check-ins, captions and notes. Whoa Privacy! They’re betting that their natural people-oriented search results in Social Graph will keep you “on campus.” Content that is shared in social networks often comes directly or indirectly from search engines, such as Google and YouTube and gets amplified through social networking.

It’s non inconceivable that a prospect can initiate a buying consideration process in search engines that then morphs to social networks to learn the opinions of family, friends, colleagues or experts. Likewise, people often learn about content related to their interests in social networks and drill down further on it in search engines. 

Different behavior is at work in search and social; it turns out that both are highly relevant to your success. Because searchers are in a seeking modality they’re more likely to convert to a lead or sale. Yet, searchers use the recommendations and opinions in social networks to decide whether it’s you they want to do business with or your competitor.

So — why does it have to be either one or the other? What’s the end game? 

Businesses and organizations will find it increasingly more difficult to achieve success by marketing with an “either/or” approach. Competitors that go to market using both will simply and increasingly outperform them.

The post SEO or Social? Why Both is Your Best Bet appeared first on OnCompeting.

It’s kind of funny how people react to my suggestion that they find out what their competitors are up to – it’s very polarized. I either get rabid interest in knowing every detail about the top competitors or I get the lofty opinion that “we don’t care – we know our customers’ needs and what our competitors do is immaterial to us” or some variation on that.

Well, as you might have guessed I will ALWAYS opt for finding out about what the competitors are up to – before it smacks me in the face. And, it’s so easy to dissect what they’re up to by doing online competitive intelligence sleuthing.

Here are just a few competitive intelligence tips to get you started: 

10 Online Competitive Intelligence Tips

1. For starters – how do you stack up against your competitors in attracting online traffic to your website? This is a basic metric but it can tell you a lot about your competitive ecosystem. If someone is killing it – the next step is to learn what they’re doing to get that much exposure and inform how you can close the gap.
2. Learn how much no/low cost traffic competitors get from search engines (OK – let’s just say Google). Here we’re concerned with non-paid traffic because of the obvious cost advantage it provides over paid traffic. Recently we learned that a fierce top dog competitor of a client got 24% of their search engine traffic solely from one highly searched keyword! Guess what Job One became?
3. Next, look at what online advertising they do. You can get a sense of how much competitors spend, what keywords and messaging in the ads are working for them, landing page copy, etc. This is a real treasure-trove of information and shortcut to learning about what works to attract prospects.
4. Do your competitors make it easy for visitors on their website to comment, “like” or share content on your site that they like with friends and colleagues? How does that stack up to your efforts? How do those metrics look in their owned social network channels? These metrics can indicate how much marketing “help” they get from visitors in expanding their reach. Also, since people prefer to make decisions based on recommendations from people they know or trust, if you have too big a gap here it’s really a significant disadvantage.
5. How aggressive are your competitors in extending their brand and product reach though social network engagement? Do they own groups or communities in LinkedIn or Google+? Do they leverage Facebook if it’s relevant? How sophisticated are they – do they simply push promotional material into these channels or do they truly engage in non-promotional ways that create robust communities? Have they created a new formidable level of advocates through these channels that has gone unmatched at your end? 
6. Speaking of social channels – what competitive intelligence can you glean from reviews, ratings and comments about your competitors in social channels and on customer review sites such as Yelp, City Search or industry-specific portals? 
7. Do you monitor your competitors’ claims – particularly if they directly make comparisons to your products/services on their site or elsewhere online? If the claims are inaccurate, leaving them unchallenged can create a significant competitive disadvantage for you.
8. Do your competitors use new social media in their marketing? Are they leveraging the huge popularity of YouTube or iTunes or SlideShare? Do you see an opportunity for market leadership using these new channels?
9. Do you track changes to their website so you can keep informed on new products/services, offers, promotions, partnerships, new customers, etc. and basically monitor the velocity of your competitor ecosystem?
10. Recently I spoke with a company with strong product success built primarily with offline channels such as TV, radio and print media. Yet when people researched them online prior to purchase, they encountered results from competitors and affiliates rather than their business. Their brand words where “owned” by entities with either a vested interest in hurting them or were not as sharp as they’d want in presenting their product. Controlling your brand keywords is important.

While we’re on the subject of competitors – bear in mind that online competitors for search engine ranking might not be your true competitors. It’s not unusual to find entities ahead of you on Google’s results pages that aren’t competitors at all (Hello Wikipedia!) yet they prevent you from gaining more prominent visibility. 

Here’s my challenge to you: reverse engineer your top competitors’ performance using these tips. Build a baseline comparing their performance to yours and make decisions about ways to seize open opportunities and checkmate areas where your competitors are gaining advantage over you. Monitor performance periodically – how often depends on the volatility in your competitive ecosystem.

Knowledge is power. You can always choose to do nothing with the competitive intelligence you gather if you still feel that it has nothing to offer you. My guess is you’ll find a great deal to help you build a competitive advantage.

The post Master These Tips to Outsmart Your Competition appeared first on OnCompeting.

Recent chatter online about Google’s latest ranking algorithm update — charitably named “Hummingbird”– is just the latest kerfuffle about a series of ranking algorithm updates they name after animals that Google frequently lets loose to ensure the quality of information they provide to their customers (aka searchers) remains high.

Here’s the Deal: Google will generally tell you if they have a problem with what you’re doing with your website! And the communication vehicle they use is Google Webmaster Tools (GWT). Ignore at your own peril.

Google’s GWT Definition: “Google Webmaster Tools provides you with detailed reports about your pages’ visibility on Google” sounds benign yet it is a powerful communication tool from an entity that wields a lot of power. It’s a simple code snippet that you paste into the coding on one page of your website, verify you’re the owner of the site (or admin) and Voila! — instant communication from Google.

For instance, they will send you warnings if they have an issue with your site. We received this warning notice from them several months back:

The warning included the specific URLs on our site that were causing them some concern. Aside from warnings GWT also provides highly useful information that can help you with your business, even helping you build a competitive advantage.

All warnings are not as low-key as ours was. They will also give you warnings about things that are far more serious to them, such as the case with a New York City online retail client of ours. Their brief story — Ignore Google Webmaster Tools At Your Your Own Peril! — is a cautionary tale. 

Ignore Google Webmaster Tools At Your Own Peril!

Around a year ago I received a phone call from a former client who was now an executive with an extremely lucrative online retail clothing company located in Manhattan that earned a fortune every year from their online clothing sales.

Their Google ranking visibility had plummeted and as a result sales and revenue had plummeted as well.

The client knew about algorithm adjustments Google had made, such as Panda and Penguin, and hypothesized that the drop was due to something they had unknowingly done to run afoul of those updates. Could we help them identify that so they could fix the problem and get their business back to normal? Could we do it right away?

One of the first places we looked once we had full account access information was Google Webmaster Tools. And here’s what we saw: Google had been communicating with them for MONTHS, becoming progressively more strident about problems they had with the site. Finally, after several months of communicating and getting no satisfaction, Google took the next step and pulled our client’s site from the high-visibility positions they enjoyed and the rest is history: No Visibility, No Sales.

Well, they didn’t exactly have ANY sales since Google wasn’t their only online sales channel, yet the loss of prominent visibility on Google took a huge bite out of their expected sales. About the only good news was it didn’t happen during the holiday shopping season.

• BUSINESS PERSPECTIVE: From the perspective of our client, this was the first they knew of any dissatisfaction at Google’s end.
• GOOGLE PERSPECTIVE: From Google’s perspective, they had been knocking on the door using the communication channel they provided website owners (Google Webmaster Tools) which they knew to be installed and verified. Yet no one was taking action.

Once we informed the client of the messages that Google had been sending them they took the corrective actions and regained their ranking visibility and saw sales go back to normal.

In fairness to our client, the reason this occurred was at least partially due to a major internal reorganization that left ambiguity around who had the responsibility for this business unit’s website (they had many business units) GWT account. No one believed it was his or her responsibility.

And, by the way, the messages that Google had been sending them were only tangentially related to the most recent algorithm updates. So, without the specific guidance from GWT they would have expended a lot of energy looking in the wrong places for a solution and lost even more time and money.

That’s their story — think how much larger bonuses would have been if someone had only paid attention to Google Webmaster Tools.

For some reason, the Hummingbird update has been particularly vexing to a lot of website owners who have seen their rankings drop and don’t understand why. Like our client, I’m betting a lot of them could have prevented their problems from even happening by tuning into and managing via Google Webmaster Tools.

In the immoral words of a mentor, Doug Quinn:

“Manage the Beforemath, Not the Aftermath.”

(And sorry if Doug stole that from someone else – it’s worth stealing, though.)

One of the best ways to stay on the right side of these incessant Google algorithm updates is to install, monitor and use the guidance available in Google Webmaster Tools. Here are 5 Google Webmaster Tool Tips to help you; useful even if you already have GWT installed:

1. If you don’t have Google Webmaster Tools installed, do it today. It’s a simple snippet of code they provide that gets embedded on just one page of your website and verified. It’s free and it’s a 5-minute job.
2. Make sure there’s someone in your organization accountable for reviewing GWT communications on a routine, scheduled basis. Many times I find that everyone thinks it’s someone else’s job… and guess what?
3. Make sure the accountable GWT person also understands how to use Google Webmaster Tools — get training for them if necessary and make sure they keep their knowledge fresh.
4. Consider taking advantage of some of the tools they are increasingly making available in this section, such as the Structured Data Tool and Author Stats to get a leg up on your online competition.
5. Change the culture of your organization by including a reporting component for GWT in your Monthly Performance Dashboard. Do this even if there are no problems; simply show it as OK. Set Expectations.

Algorithm updates like Hummingbird aren’t going away… this is a way of life with Google now and Tiger, Canary and Bobcat will probably follow Panda, Penguin and Hummingbird. Do yourself and your company a favor and manage the beforemath of the Google Zoo’s next update! 

That’s my opinion — what do you think? 

The post How to Avoid Google Zoo Update Penalties — Google Webmaster Tools appeared first on OnCompeting.

Video marketing, of course, is now accepted as a mainstay in marketing. Yet just creating a video and loading it onto YouTube or adding it to your site doesn’t guarantee success. You have to market your video — a critical success factor for outstanding video visibility is the inclusion of video SEO (VSEO) in your online marketing strategy.

There’s nothing underhanded about VSEO — it’s just a matter of knowing how to put your best foot forward.

VSEO actually is short for Video Search Engine Optimization. VSEO refers to employing optimization tactics that will significantly increase the probability of your video achieving high visibility in the search engines. 

And, really, how much better does it get than being right in front of someone actively searching for information about what you provide? Particularly with video — a format that is rapidly becoming THE way people prefer to consume information.

The following tips represent the “tip” of the iceberg for how to take advantage of video search engine optimization techniques:

5 Video SEO Tips

1. Begin with the end in mind. If you want people who don’t know about you to see your videos then you need to identify which keywords they search the most and use them in creating and promoting your videos.
2. Once you’ve identified your targeted keyword phrases, make sure your most important keyword phrase is used in the title of the video.
3. Search engines have a tough time understanding what’s in your video; they don’t speak video! You need to supply descriptive text the search engines can assimilate so they’ll know what’s in your video. Also, create the behind-the-scenes Meta information (title, description and tags) using your targeted keyword phrases.
4. Since YouTube is the 2nd largest search engine in the world (and we all know that their parent is the 900# Gorilla Google) it makes sense to put your video on YouTube. If it’s possible, create a YouTube channel name that uses your most important keyword phrase in the name.
5. Now that you have the video hosted on YouTube, add a dedicated page on your website and embed the video. Make sure the web page also includes optimized text and Meta tags that describe the video using your targeted keyword phrase.

Bonus Video SEO Tip: Don’t stop after you’ve optimized your video. Video marketing and promotion is almost always needed. Tell your social networks that a new video is available. Invite people on your email list to watch the video, etc. Be sure to encourage people throughout your organization to share. Double Bonus: search engines now strongly factor in social “buzz” to determine ranking. 

These VSEO tips are just the tip of the iceberg. They represent a portion of the tactics available for building a more robust video SEO strategy if needed.

Yet for many businesses (those with low to moderate video competition) using these 5 video SEO basics may be all that’s needed to gain high visibility in the top tier search engines and build a competitive advantage with video. Your competitors probably won’t even know why you’re so successful!

The post 5 Easy Tips for Top Video Visibility in Search Engines appeared first on OnCompeting.

Mobile marketing is the rage right now – and with good reason. Mobile Internet usage is projected to eclipse fixed Internet usage sometime in 2014 according to a number of forecasts.

Yet many businesses don’t fully grasp the implications of this because they only think of mobile marketing as relevant when potential prospects are “on the move” and believe that’s not pertinent to their business.

It’s time to re-frame the notion of mobile and start thinking of Mobile as Untethered. If you own mobile devices you already know that your usage is just as likely to be in your home or residence as away from home/office and on the move.

The real benefit to mobile devices is that they free us all up from the need to be in front of a tethered device – usually your desktop computer but even laptops.

It’s about convenience.

It’s about the convenience of being plugged in wherever we choose – on the patio, in a favorite chair, multitasking in front of an SF Giant’s game… whatever. Mobile is a convenience that frees us up from needing to be at a certain spot to have access to the Internet.

And this march to embrace mobile convenience re-frames how businesses need to think about mobile marketing. Mobile search alone should cause you to wonder how your website renders on mobile devices. Mobile search currently accounts for an astounding 23% of all search activity!

Mobile users also have an affinity to use their devices to participate in webinars or view on-demand webinars, watch videos or listen to podcasts. If your company engages in any of these content marketing activities, do you know if your target audience can fully participate, view or listen when they’re untethered? Are you able to capture members of your target audience who prefer to consume your content on mobile devices?

In other words – all businesses need to ensure that their website is ready for mobile search, viewing and engagement.   

If you’re wondering how you can tell if your site’s mobile-ready or whether there’s sufficient mobile usage among your potential prospects to warrant attention to this, here are a few ways to scope that out:

• Check your website’s analytics to see the growth of mobile traffic. I guarantee you’ll be surprised to see the growth year-over-year.
• Do some sleuthing to find out if your site is truly mobile-ready.  We have a list of free or low-cost mobile readiness testing services that help you out.

For me, I find myself wondering how many hours a day do people on average spend  using mobile devices when they aren’t actually… well, on the move. And I wonder how that differs for Untethered B2B versus Untethered B2C and how that might impact thinking about mobile marketing. Has anyone seen some research on that? What do you think?

The post When You Think of Mobile Marketing… Think “Untethered” appeared first on OnCompeting.

One of the greatest bargains going for local and regionally oriented businesses with a physical location is displaying at the top of search engine’s local search results. This opportunity goes far beyond Mom & Pop stores, providing stellar visibility for franchises, national businesses with local presence, chain stores, healthcare entities, etc. Some basic Internet local marketing tactics are frequently all that’s needed to succeed.

And yes, I know, it’s confusing – after all, what are local search results? 

Well, you’ve seen them. They appear prominently whenever you’ve doing locally intended searches, such as in the example below where I searched for a yoga studio on Google. (Our examples all orient around Google but are also good for Yahoo! and Bing.) You notice a couple of things about these local search results right away:

1. Local Internet marketing search results are prominently displayed near the top of Google, sometimes you’ll find them in other locations on the page but still quite prominent.
2. A colorful map with balloons that match the result snippet balloon to the right accompanies the eye-catching search results displayed.
3. Reviews are highlighted.

One thing that’s slightly less obvious is that I didn’t specify that I wanted results for San Rafael, California. Google’s quasi-artificial intelligence presumed that I wanted local results and identified my location by reading my IP address. Not full-proof, because after all I could have been in Paris, but pretty slick nonetheless. This is aggressive action on Google’s part. The other search engines do the same in their quest to present the most robust local results and capture lucrative local advertising revenue.

Here’s the thing: this listing is FREE. And, research shows that people searching for local businesses have a high propensity to take action right away. In the case above – the probable action is to visit the studio, take a class and potentially sign up for membership. 

OK – so getting into local search results can give you great exposure. That’s only part of the story about the magnitude of this opportunity. The other part of the story is in understanding that local search behavior is rapidly growing. In addition to the changes in technology at the search engine’s end, there’s a staggering amount of change in digital devices and related behavior that supports this growth:

• Mobile usage is predicted to pass desktop usage in 2014. 
• Google states that 50% of all local searches are from a mobile device and that 40% of mobile searches have local intention. Microsoft says that 53% of mobile search has local intention.
• There’s also a trend toward multiple device ownership that impacts local search. People who only own a PC perform 5 local searches a week, on average. However, people who own a PC, smartphone and tablet performed 21+ local searches a week! (Immr Local Search Study, July 2012)

Hopefully you’re now wondering how to get to the top of local results. Here’s the thing: that’s not quite so easy, yet still do-able. Following are the basics for getting properly listed using Internet local marketing tactics:

• Job #1 is to simply get into the local listings! If there is a listing displaying for you that you did not create, claim it. Claiming means you go through a verification process that ensures you’re the owner or official representative of that entity. Claiming verification can be quite cumbersome. If there is no listing for your business, you need to submit your listing to the search engines. Here’s where you go to do that:

Google+ Local

Bing (Microsoft) Local

Yahoo! Local

• Optimize your listing so you can be found by the search engines. You do this by using basic local search optimization techniques, like ensuring that the local listing title and description contain keywords with high search volumes that also trigger local search results. 
• Make sure you’re listed in relevant categories for your business. That will increase your odds of being displayed when people search using keywords from those categories (you can be listed in several categories).

You may not need to do more that the above if your competitors are asleep at the wheel. And, there’s a difference between being listed anywhere and being listed in the top ranked positions – there’s a sharp drop of in attention between the #1 position and the #7 position. 

If you’re in a highly competitive category with numerous local competitors, you’ll need to do more. We take as many as 30 additional actions per search engine to get into top positions.  And you need to stay on top of this – if competitors react, you’ll want to use more aggressive Internet local marketing tactics to keep the top ranking positions. 

The post Mobile Accelerates Affordable Internet Local Marketing appeared first on OnCompeting.

There’s a buzz in the air about content marketing. In fact, it’s more than a buzz; it’s becoming a tsunami (sorry, I live on the West Coast and climate issues are part of our DNA). That buzz encompasses a powerful part of it: online content marketing.

A recent joint research project between The Content Marketing Institute and Marketing Profs, 2013 Content Marketing Benchmarks, Budgets and Trends, offers useful insight to help benchmark your efforts. One of the more compelling insights to come from their research: 91% of B2B companies surveyed do content marketing and their content marketing budgets are growing, consuming on average 33% of their marketing budget in 2012 and plans to exceed that in 2013.

As it turns out, a lot of thought leaders and researchers are also focusing on content marketing. Wherever you turn there are new content marketing studies showing up for B2C and B2B. They have three things in common: it’s big, it works and it’s growing. I’m a big fan of online content marketing. My affinity for online content marketing has to do with the speed, reach, affordability and social sharing potential it makes possible while also improving search engine ranking and traffic to your website.

Content marketing is rising in favor with marketers because of what it delivers.  Content can help with any number of goals your organization pursues, including:

• Brand Awareness & Interest
• Build Trust
• Establish Thought Leadership
• Drive Leads 
• Generate Sales
• Create Engagement
• Grow Website Traffic
• Improve Search Engine Ranking

And, I’m probably missing some. A content marketing campaign that serves many masters ends up pleasing none – pick one or two goals at most and avoid diluting the effectiveness of your efforts.  You’ll find that many of the other goals you might have considered will also be served along the way.

Well, as anyone who’s responsible for content marketing knows, it’s a LOT of work. It’s exhausting – someone has to conceive of the idea, get concept buy-in, either develop the content themselves or direct others, get the content approved, etc. You can kind of see why it’s tempting to turn a blind eye to important finishing steps that increase the return on that investment. So I’ve compiled an Online Content Marketing Tips to make sure marketers are aware of additional ways they can improve content ROI using online content marketing tactics.

The checklist is a living document that we’ll add to over time. There are some great tips for increasing the clout of your content on that checklist but by far the biggest missed opportunity we see is the lack of content repurposing. One of the biggest challenges companies face is the continuing production of new content. Content repurposing from existing content assets creates a stream of new content and multiplies the ROI on the original piece of content in a fraction of the time with much lower costs and demands on staff. It’s a wonderful thing.

This is a HUGE topic. Content marketing is worthy of your time and exploration. Online content marketing is like putting those efforts on steroids – without the negative side effects.

The post The Rise of Online Content Marketing: How it Helps You appeared first on OnCompeting.

For a while now I’ve been running into really fun examples of creative offline marketing tactics that drive online goal fulfillment. And the wild part is they’re really diverse – and it seems like EVERYONE’s getting into the game now! Here are a couple of recent examples that smacked me in the face.

Example #1 – The Woman with a Hat and an Issue

Lynne, a woman that I met hiking in the hills of Marin County in California, supports an initiative to require labeling of genetically engineered foods. By the time you read this, the proposition for that will likely have failed, mostly due to big money opposition. The supporters of the proposition were paupers in comparison to the opposition, so they had to use grass-roots tactics (also known as cheap).

Enter Lynne – who was wearing an eye-catching hat advertising her support of the proposition while she’s hiking the hills in Marin when I first noticed her. Lynne runs into dozens of people on the trails every time she goes out with her dog, Lew, which happens at least twice daily.

Every time I see Lynne, while hiking with my Dalmatian pal, Hansel, I also see people coming up to ask her about the hat and chatting her up. She’s just reeling them in!

You may not be able to see it from this picture, however, the hat has the URL of the website that people can go to for more information. She’s created awareness and interest and gotten in dozens of great hikes in the gorgeous hills of Marin. 

How many go to the website? I don’t know, but I’ll bet more go to the website from Lynne’s hat than from some of the more costly marketing channels the supporters of that initiative use. How much do you think the hat cost? And Lynne got a lot of great hikes and fun out of it, too!

 Example #2 – The Inside of a Saks Fifth Avenue Shopping Bag 

Yes… really. Wow – this was a real shocker, I don’t know about you but I just don’t think of Saks as an internet-savvy kind of company. Turns out I’m wrong. Not sure how much you can see in this picture, however, there’s a graphic on the bottom of the Saks bag (and it’s a very nice bag, the kind you don’t use for garbage) I picked up the last time I was shopping at their store in San Francisco. 

The Saks bag graphic is cool – very uncluttered, easy to digest and unusual enough that it gets your attention and draws you in to check it out. The center of the graphic invites you to Keep in Touch. Then, arrows to go the four corners of the bag where you are acquainted with four new ways to stay connected with the brand: SaksPOV, Saks.com, Twitter and Facebook. 

Of course, I had to check each out and I found a whole new side to my notion about the Saks brand emerging. It’s a happening company and I wanted to engage with it. Now, I’m a member of their tribe… who knew?

Perhaps part of your online business strategy might get a boost from some creative offline marketing tactics like these.

So, I’m now collecting these quirky offline to online marketing tactics.  Because it’s fun! Anyone care to contribute?

The post Steal These Ideas: Creative Offline to Online Marketing Tactics appeared first on OnCompeting.

Friction – just the thought of it is disconcerting – but what does it have to do with your results? Friction, in marketing, is anything that impedes a prospect from taking the Call to Action (CTA) you place in front of them. That action could be:

• Making a purchase
• Identifying as a lead
• Interacting further with your brand
• Sharing news about your products/services
• Etc.

The more friction you have around your CTA area, the lower the “take rate” of people who take up your call to action. (Take rate is a marketing term for the percentage of people who take the action you put in front of them. Continually improving your take rate is a GOOD THING.)

There are two concepts here that are the backbone of good results: Call to Action and Friction. Your CTA must be clear, noticeable and compelling and you must reduce the friction that distracts them from taking action.

Have you ever been to a page on a website that has so many things going on that you hardly know what to pay attention to? I see it all the time – you go to a page that seems to have everything on it but the kitchen sink. Do you remember what you did in that circumstance? There’s a good chance you just bailed…

When I discuss this with our clients I typically find that they aren’t aware of the level of distraction that loading up a page with things that compete for attention create. Most consider what they’ve done to be helpful – providing visitors with an abundance of information or options. Quite the opposite!

Research has shown that the more shiny objects you put in front of someone the more you increase the likelihood of two negative outcomes: 1) they become frustrated and leave, or 2) they move on to one of the shiny objects that was NOT what you wanted them to do.

So, how do you avoid this problem? Simplify, simplify, simplify. It’s really that simple. Here are a couple of tips:

1)    When you want someone to take a specific action on a page, don’t put competing actions on that page.
2)    Give them plenty of “white space” on a page around the CTA.
3)    Make sure that the page supports the action you want them to take.
4)    Don’t overwhelm them with a lot of dense text.
5)    Test… test… and test again!

In the interest of simplicity for THIS page, I’ve created an ancillary list of ideas on what may constitute marketing friction to give you some ideas on how you can simplify your CTA areas. This is an organic list that grows with our experience and your suggestions, so feel free to suggest additions.

So, what do I want you to do? Well, let me know what you think, please. Do you prefer a LOT of information or are you more likely to take action when there is less?

The post Want Better Results? How to Remove Friction from Online Marketing appeared first on OnCompeting.

Perhaps you’ve had this experience – you visit a website, say a furniture store or a business supplier and leave. Yet all of a sudden, everywhere you go online (or at least so it seems) those guy’s ads are just showing up like crazy. Even worse… they’re showing you ads for specific items that you viewed on their site.

Sooner or later it dawns on you that you’re being followed. You might then start getting either ticked off or just curious.  Or both. Ticked off – as in “where’s my privacy?” Curious – as in “how’d they do that?”

Courtesy: The Atlanta Journal Constitution Media Kit

Then, if you’re a business owner and/or marketer you may find yourself wondering: “What’s In It For Me (WIIFM)?”

Online Advertising Update – Personalized Retargeting Ads

In the past few years a new form of online advertising has shown up called Retargeting. Retargeting ads are becoming fairly commonplace. Wikipedia refers to this as Personalized Advertising and offers this definition:

Personalized Advertising is a display advertising technique used by online advertisers to recapture consumers who visit a site and leave without making a purchase. It functions as a complement to search, SEO and other marketing campaign tactics. The products that appear in each user’s display ad are unique to each user and reflect products that the user previously viewed.

Author Note: This is not unique to online retail; it’s an advertising technique that is increasingly being used for prospecting, offsite sales and branding campaigns among other goals.

What’s the Customer’s Experience?

• The customer visits a website and after browsing a bit, they leave and go on to other websites or web properties such as YouTube, LinkedIn, Facebook, industry portals, etc.

• The customer then starts noticing that they keep seeing ads for the site they previously visited in different places online, even in places that are totally unrelated (like Fandango). At first it seems like a coincidence.
• It becomes increasingly clear that this is no longer just a coincidence. Retargeted customers start formulating opinions about their experience ranging from being ticked off about privacy violations to thinking how clever it is. Some of those customers then re-engage. Some become actual customers and buy.

What’s Happening?

• Behind the scenes, the customer has arrived at a site that has been prepped to track & monitor where visitors go on that site.
• This behind-the-scenes technical preparation (involving pixels, cookies, filters and parameters) allow ads for that business or their products/services to follow the customer as they go to other online sites that are participants in a retargeting advertising network and repeatedly display targeted ads to the customer. 
• The ads they see may be highly personalized to display ads for the type of products/services that they abandoned in their shopping cart or viewed on the initiating website/web property. They can also be generic branding ads that everyone sees.
• Retargeting ads are generally session-independent. Once tagged for retargeting, the ads can display to an individual for weeks or longer depending on the campaign parameters.
• This is how someone “coincidentally” sees ads for sites they previously visited wherever they go online.

What’s the Business Perspective?

Since retargeting really hugs the line when it comes to privacy and is sometimes just plain creepy, it better provide significant value. Is it? In a word… It Depends. OK that wasn’t one word yet it’s also accurate. Here’s some food for thought:

• Retargeting can significantly increase brand reach and brand awareness at fairly low costs.
• Companies that participate in retargeting advertising can set up filters to be as narrow or broad as they want in terms of what customers/behaviors then get shown their display ads when they visit other sites and online web properties (like Facebook, YouTube, industry portals, etc.) in the retargeting display network.  For instance, you could target only people who have abandoned a shopping cart or people who have lingered on a product demo page or you could retarget everyone who visits your site.
• So the ads people see in retargeting can be tailored to be highly specialized to them (such as the particular type of clothing or software they viewed on the site that initialed the retargeting ads) or high-level brand messaging that everyone sees.
• Retargeting can lower your overall customer-acquisition and/or lead gen costs.
• Most people visit your site once and then are “out of there” never to return. (Statistically that number is as high at 98% of all visitors to a site, according to research from Click Value.) This technique can significantly change the dynamic of how many visitors you can re-engage with your brand or products.
  
• Frankly, the WIIFM is pretty strong — otherwise you wouldn’t see so much of this. Still… not for everyone.
  

My Observations

• We’ve seen it work with our clients. It drives leads & sales at low price points.
• While it does work, the available impression inventory in the retargeting display networks is not large; you should use it as an adjunct to other online display ad channels.
• You would never want to use it with sensitive topics. Several of our clients are in the healthcare sector where privacy is paramount; you’d never use it with those organizations. Err on the side of discretion or prepare for it to blow-up.
• This also works with other online marketing assets you control, such as Facebook. Also, consider cross-channel remarketing.

Final Thoughts

There is much more to this topic than can be covered here and I’ll cover more of it in the future. Suffice it to say there are layers of sophistication and control that are pretty impressive. Retargeting vendors are coming up with some pretty interesting approaches and there are even DIY retargeting networks that you can use to get some first-hand experience.

I had my own first-hand experience with this while researching the topic “retargeting” for this article only to find that E-V-E-R-Y-W-H-E-R-E I went I was besieged by ads from… you guessed it – retargeters!

Do I personally like this form of advertising? No. But I have to say that it works to keep me focused on places that have previously caught my attention and it probably makes me far more likely to buy from them. And I have to report that I have parted with $$ to buy items that just kept showing up. Will we (Bishop Market Resources) use it again for our businesses and clients? You bet.

The post Why Are These Ads Following Me? Retargeting Ads appeared first on OnCompeting.

What the heck were you thinking about when you named your two new social networking products Google+ and +1? Those names are sooooooo confusing and soooooo egocentric! For those of you (99% of the world) who are confused or think these are the same (they aren’t), the following will hopefully un-confuse you and show you why you just might care.

Google+ also referred to as G+ and Google Plus, is a social network. And, I might add quite a good one. For those of us who found Facebook too much of a pain to segment the various facets of our lives (like personal from professional, for instance), Google+ is a highly intuitive user-friendly social network with some key features that will really knock your socks off. It’s worth getting engaged for their incredible Hangouts video feature alone – more about that in another article.

You may have heard that Google+ was only available by invitation while it’s in Beta mode. Fear not, Google opened the doors to the public and their subscriber base immediately soared even higher than it already was soaring.

G+ for business is coming soon, if it hasn’t already happened by the time you read this. Based on what we know from the beta tests they already have underway with a select group of companies, it appears that it will be far easier to use for business branding and marketing than the other social networks out there today.

Google’s +1 is a social sharing function, similar to Facebook and LinkedIn’s Like products. You can now see the +1 button nearly everywhere on Google properties and websites all over the web. If you own websites or publish content in places like YouTube, Squidoo, etc., then adding the +1 button is a new “must do” in digital marketing.

+1ing something means that Google can potentially show people they deem to be in your social network (and for most of us that’s quite a lot even without any effort on our part – Google knows all!) or in your Google+ Circles that you have “liked” that content. At minimum, your +1 will increase the count that shows in the +1 button denoting the popularity of that content. Google’s betting social voting will make search results even more relevant.

Both of these products were announced in the Spring/Summer of 2011. Both have hit record numbers of subscribers or users within weeks – mega millions & billions.

So, then the burning question is… why bother? Of course there are die-hard Facebook aficionados out there who call this a blatant rip-off of Facebook and decree that it won’t work… too little and too late they say. Not so fast, Google’s early new member growth simply astounds.

Aside from the competition underway between these two giants and their surrogates, here are a handful of additional reasons you might care:

• Initial testing indicates a benefit to search engine ranking and clicks.
• +1 is now on Google’s AdWords search & content networks – differentiating and potentially improving advertising results and cost per click.
• +1 is now mobile – potentially a great boost for local-based businesses that rely heavily on consumer recommendations.
• G+ is a great way to smoothly stay in touch with divergent groups of people that are important to you.
• Google distribution clout — current and anticipated integration opportunities within the ever-growing family of Google products easily extends your reach.
• The features in Google+ are actually great productivity tools.

Well, I have to say there are a lot more reasons to dig into this. They’ve really done a nice job with G+ and the features are fun, easy and productive. It’s Google — why not give it a try?

The post Google, Google, Google… Why Do You Confuse Us? appeared first on OnCompeting.

Well, I have to say that I’ve been fascinated with the idea of mobile payments — and slightly terrified. It strikes me that it’s yet another way to easily separate me from my hard-earned money. I digress…

Since my fascination is far more powerful than my fear, I’ve been digging into this and found that it looks somewhat like the Old Wild West. Competition to become the dominant technology is heating up.

A gunfight is likely over which of the “bumping” and “waving” technologies and protocols will become the de facto leader in this burgeoning an EXTREMELY lucrative arena. Can they all survive? Doubtful.

Wondering how this works? Take a look at this video produced by Naratte that describes its Zoosh mobile payment technology:

Here’s a peak at some of the competition for mobile payment supremacy:

• Near Field Communication (NFC) technology makes it possible for smartphone users to pay for items/services by waving their phones over a sensor in another NFC device (POS terminal, smartphone, tablet, etc.). Of course, merchants need to have a sensor and smartphone owners need to have a NFC chip in their phone, which represents significant adoption hurdles.

• Bump Technologies is a company that’s enabling smartphone users to “bump” their phones together and share contact information, files, music (coming soon) and photos. Now, companies such as PayPal, ING Direct and Citibank are using the technology to facilitate mobile payment transfers. And, miracle of all miracles,  iPhones can “bump” Android phones and coexist.

• Zoosh is a technology developed by Narrate which transfers information between smartphones, and between smartphone and Posit-of-Sale terminals, using the equipment already present in smart phone. All you have to do is download a software update to enable this functionality. Zoosh works off of frequencies used by frogs, dolphin and other creatures (yes… really).

At first glance, implementation of NFC technology seems pretty daunting, until you notice the list of companies placing bets on this technology: Google, Verizon Wireless and Isis (the AT&T, T Mobile and Verizon Joint Venture), to name a few. Something about market dominance starts to make me think this has a chance even if the technology seems awkward for this day and age.

The big Zoosh advantage is no new equipment or NFC chip needs to be installed. Zoosh is also device agnostic so even die-hard Android users can communicate with their oh-so-hip iPhone brethren. Like NFC, this activates by waving the device.

There are other trials going on with variations in technology, such as a trial that Bling National had with PayPal. Their approach required customers to stick RFID tags on their phones to pay for products/services with merchants supporting the technology in their payment network. Starbucks is offering its mobile pay app in over 6,000 outlets as well.

So far, it’s not clear how businesses should embrace the world of mobile payment. Will it become a competitive differentiator? How will it improve or add burden to the operational infrastructure organizations depend upon for payment? Is it best to take a “wait and see” stance and let the Gunfight at OK Corral determine which technology and protocol dominates the future? A lot of unknowns. But surely an easier way to separate customers from their cash can’t be a bad thing for business — right?

One additional major hurdle, of course, is consumer adoption of this technology. Significant assurances must be made relating to privacy and security. Then there’s the issue of how you keep track of all of your transactions so you don’t drain your accounts in a spasm of waving and bumping over one happy weekend. Major behavioral shifts must take place to make this happen.

Regardless of what emerges from the Mobile Payment Shoot-out, it’s a technology on the move. What do you think?

The post Online Competition: The Mobile Payment Shoot-out appeared first on OnCompeting.

Customers have changed their buying behavior in favor of the Internet and there is just no looking back.  The way people gather information in anticipation of purchase decisions favors information available on the Internet at least at the front end of their buying deliberation process.

No longer held in thrall of a sales rep to help educate and inform their purchase decisions, prospects are using a plethora of Internet resources to build their own decision framework, at their own pace, and without the angst of sales pressure.

And that process includes a wide range of input that is available on the Internet – from review and rating sites, case studies, and testimonials to the new social media sites where they can “get it from the horses mouth.”

What’s the implication?

You need to be on the web, you need to be found and you need to provide content that is interesting, informative or entertaining.  If you could do all three AND in highly visible, consumable formats you’d be very happy.

How does this happen? Ideas for online lead generation:

• Create a fairly steady flow of non-promotional content that buyers will find useful as they begin and proceed through the creation of their buying consideration process.
• You need to “Fish Where the Fish Are.” Indeed it does mean social media formats such as video, slides, webinars, blog posts (yours and others) articles, forums, social networking sites, etc.

• Influence the Influencers. Leave intelligent comments on the blogs and in the forums of Influencers. Develop a relationship online and nurture it offline.

• Sounds like a lot of work? Master the Art of Repurposing. A blog post can become an article. A couple of blog posts can become the basis of a slide show, a webinar, a video and an audio podcast.

• As usual, always work with an Internet marketing plan on how to optimize the content for higher search engine and social media visibility.

Give up the notion of holding back information and clobbering everyone with self-promotional content. Information is the cost of doing business; figure out where your dividing line is and give them everything up to that point. They’ll get the message that you’re the good guys who have helped them out and now assign a level of trustworthiness and expertise to you that causes some of them to seek you out. Guess what happens when they seek you out instead of the reverse? The buying cycle time is shorter and your closed sales increase.

Your organization can either accept this new reality or continue to work as though this massive shift hasn’t happened. Realize the need to change your approach all the way through the responsibilities of your sales team. The role of a sales rep will de-emphasize prospecting activity in favor of more time spent closing sales with businesses that have sought you out – how good is that?

The post Fishing Where the Fish Are? Rethink Lead Generation appeared first on OnCompeting.

It seems every time I’ve turned around the past couple of months I’m hearing the word “Microsite” from clients as though they are the answers to their prayers and a pathway to instant success.

Yet it usually isn’t a good Internet marketing strategy option. The reality is Microsites usually cause more problems than add value for the vast majority of businesses. There are exceptions to that statement of course, yet those exceptions are few and far in between and mostly reserved for companies with huge brand recognition and deep pockets.

Here’s why Microsites usually create more problems than value:

• Branding Confusion — most organizations have to work long and hard to create a recognizable, trustworthy brand that contributes to their success and imparts trust, which improves conversion. Yet overnight they can destroy or diffuse that brand value simply by creating one or more sites that create confusion and hesitancy.

Confusion = Friction. Friction = Lost Business.

• Increased Expense — did you find the expense and upkeep (including your staff’s time involvement) a pain when it comes to maintenance and updating of your main site? Try adding to that burden by adding a few Microsites into the mix. And, it’s not a linear equation where you simply multiple the time/expense by xx factor. You now have to keep track of what is happening on each site to make sure they are built with unique content.
• Link Cannibalization — incoming links are an important component in how Search Engines rank you. With multiple sites dealing with the same or similar topics, you are now effectively cannibalizing links that you could have had pointing in to your main site. The level of link value dilution that occurs  means you diminish all of your sites’ ranking potential. Your competition is yourself!
• Leverage Loss — Your visitors are exposed to any number of opportunities for further engagement and interaction on your main site simply because it’s usually far more robust — case studies, videos, articles, webinars, white papers, blogs, customer forums, etc. Guess what happens then? More business through online/offline sales, cross-selling and up-selling and customers telling others about the great information on your site. Microsites usually are nowhere near as robust which means visitors will be less likely to get engaged, return frequently or share information. If you send them to your main site so they can be exposed to your greater goodness, then you run the risk of confusing them.

• Search Engine Jeopardy — search engines are not fond of organizations setting up multiple sites if they interpret that as an effort to “game” their ranking algorithm, which in fact is why many Microsites are created in the first place. You run the very real risk of having your Microsites AND your main site penalized… no matter how pure your intentions. THAT is not a fun problem to have or to solve.

I could go on… there are actually several more reasons not to do this. So much additional work — just think how much further ahead you’d be if you applied that energy and power to your main site!

CGG38HFPFSGA

The post Microsites… Are They Good For Your Business? appeared first on OnCompeting.

A few years ago online pundits were predicting LinkedIn’s demise. Now LinkedIn is at the 100 Million-member mark – adding 1 new member a second! If you’d like to actually see these members as they join LinkedIn, a cool visual that works with Google Earth to show new members names and locations as they join real-time. Check it out here — it’s worth taking the time: New In. (You’ll to add Google Earth plug-in which just takes a few seconds.)

In fact, in developing our clients’ social media marketing strategy, LinkedIn frequently gets as much (if not more) focus than Facebook whose 600M members far outstrip LinkedIn. That’s because people expect to be doing business when they’re on LinkedIn, not catching up with friends.

Since this is a moment in time that LinkedIn rightly celebrates and most of the folks I know use LinkedIn in one capacity or another, it sure seemed timely to review some of the top ways that you can gain traction using LinkedIn.

Below are some of my favorite ways to leverage LinkedIn’s capabilities which can now reach more prospects than ever, along with some great resources for doing more with less effort:

• Business Development
• Brand Management
• Relationship Building
• Online Visibility — Get Found!

Business Development is by far my favorite. You can get the scoop on companies you’re targeting, speak to past employees and even find someone in your network to make a warm introduction for you.

Not only will you be checking them out, when you engage, they’ll check you out. How neat would it be for them to get a first impression of your company based on the great presentation or video you’ve posted to your LinkedIn profile? You can do that with any of these three LinkedIn Apps:

• SlideShare Presentations
• Google Presentations
• Behance Creative Portfolio

These days it seems as though the first thing anyone does when they get curious about a business or a person is turn to LinkedIn and learn more about them. That’s why being proactively present in LinkedIn and managing how you come across makes good sense for personal and corporate Brand Management. While you’re at it – why not take advantage of another LinkedIn App to monitor what is being said about you? Try their Company Buzz app.

Now you can also extend your branding through LinkedIn Ads. This tool enables you to target by company (how cool is that??!!), job title, group, gender and age. You have the option of using Pay Per Click or Cost Per 1,000 Impressions (CPM) and can advertise with a budget as low as $10. There’s a lot more to this and I encourage you to check it out.
Why not take the opportunity to manage the message? LinkedIn keeps adding great tools to help you keep your brand alive. In addition to those previously mentioned, linking your blog using one of the following Apps highlight your company’s expertise.

• Blog Link
• WordPress

TIP: Company logo pix should be 120px wide 60px tall or 50px by 50px if square.

One of the biggest mistakes we all make is to let good business contacts go dormant. Relationship Building has never been this easy before. Pay attention to the updates people connected with you post and send them a note or make a call when it’s appropriate. Proactively sending out useful or entertaining information on a periodic basis in your own updates will also keep you in front of them.

Does the sound of paying attention to the status updates of your growing network seem overwhelming to you? LinkedIn offers two high-efficiency solutions:

• LinkedIn Signal enables you to cut through the clutter and set up filters based on what matter the most to you (and it also includes the Twitter stream). There’s a lot more behind this life-saving tool and it is really worth checking out and giving it a whirl.
• LinkedIn Today helps you stay current with the top daily news by delivering top news tailored to what your connections and industry peers read & share.

TIP: Make this a conversation — this doesn’t work as well in send-only mode.

I started this out by mentioning how often people seem to use LinkedIn to check out companies and individuals. Yet they are also using LinkedIn as a Search Engine to locate resources for all kinds of good reasons that may result in business. Getting Found for the things you or your business want to be known for is now more important and lucrative than ever with a network that is over 100M strong and growing.

And it all goes back to using basic search engine optimization techniques such as making sure your profile and information are built using the keywords you are targeting. I can promise you that even simple changes here can make a difference in how many times you come up in LinkedIn search results and people view your profile.

Well, there’s more but that does it for today. Congratulations LinkedIn — keep the great ideas coming.

CGG38HFPFSGA

The post Easier Social Media Marketing with LinkedIn’s 100M appeared first on OnCompeting.

Courtesy Technobolt.com

Angry Birds is a runaway hit. Rovio, the Finnish company that created this incredibly silly and addictive game, reports that it’s been downloaded over 50 million times which translated into over 200 million minutes of game play EVERY DAY! According to Apple, Angry Birds was the best-selling iPhone app in 2010.

In case you don’t know what the hoo-haw is all about – it’s about Birds… and the Dastardly Pigs who made them so Angry.

The pigs have stolen the birds’ eggs. Now the Angry Birds are on a mission to extract revenge by getting you (the gamer) to hurl them in a catapult at the pigs that are hiding out in a variety of structures.

Doesn’t do it for you?

Well, try the free version and you just may understand why Angry Birds is such a runaway hit. Then again, maybe you want to rethink that move. In a Wall Street Journal investigative article, Your Apps Are Watching You, the WSJ alleges that Angry Birds transmits players’ private data without gaining permission or notifying their fans. This is an allegation that they deny, by the way.

In fact, according to the WSJ, Angry is the worst offender of the 101 apps they investigated, meaning they are giving away more of your (formerly) private and protected information than the other apps.

What kind of private information? Information such as: the mobile device’s unique device ID and location and possibly also your age and gender, etc.

It seems that Angry Birds is a Trojan Horse, sucking up knowledge about your ne’r-do-well gaming habits whiling away HOURS with this insidious game and transmitting that information to 3rd party marketing and advertising firms. I guess it could be worse…

What’s Behind This?

Well, as usual — money — BIG money. It turns out that the data byproduct of your fun is very valuable to app makers, advertisers, ad sellers, mobile ad exchanges and companies that supply the intelligence from that data byproduct to them. Being able to supply specific market segmented networks or location to advertisers is big business.

Theoretically, the companies that provide the platform for these apps – such as Apple and Google – are assuring your privacy protection. Obviously, as the WSJ pointed out, that’s not exactly the case. In truth, that’s a bit like expecting the fox to guard the hen house since revenues they make operating their mobile ad networks represent an important component of their respective business models.

So… How Do Privacy Concerns and  Mobile Marketing Fit Into Your World?

As an Individual:

• On an individual basis, there isn’t much you can do to stop this from happening. If your privacy is a big deal to you, apps and smart phones are definitely not your friends.

• On a collective basis, people can make a difference in voicing their concerns. Facebook has run amok on privacy issues recently only to meet a firestorm of collective dissent that forced them to change their position.

• You can vote with your pocketbook where the sufficient collective action of individuals can change the trajectory of this trend.

As a Business:

• You may want to consider how specific advertising opportunities are opening up on mobile networks.

• If you’re developing an app, you need to have awareness of this for your legal agreements with suppliers all along the chain.

• App developers need to develop privacy policies and consider how they communicate these to their “buyers.”

• The data by-product and advertising potential represent growing monetization opportunities for app developers.

So… how’re things going for Angry Birds after this news came out?

In spite of the poll the WSJ did showing overwhelming public disapproval of these practices, Angry Birds appears to be thriving. They have launched holiday “seasonal” games, tie-ins to social networks and search engines, Super Bowl commercial tie-in and a new game associated with a movie – Angry Birds Rio, merchandising Angry Birds plush animals and other toys and clothing, extending the game to non-mobile platforms, and so on and so on. And the, of course, there is the data byproduct from our collective Angry Birds addiction. They must be Chirping at Rovio!

And, for all of you Angry Bird enthusiasts out there, here’s the Complete Angry Birds Walkthrough to help you conquer those dastardly pigs!

The post Angry Birds… Privacy & Mobile Marketing Opportunity appeared first on OnCompeting.

OK – you’re on the first page of Google Search Engine Results Page (in Internet marketing jargon that’s SERP) but your competitors are in higher positions. How can you grab the attention away from your competitors even though they’re ranked higher?

Answer: Google Instant Previews

Google recently added visual search capability to their search results. They refer to it a bit more eloquently – Google Instant Previews (made available via Google Instant).

Google Instant Previews enables searchers to immediately have access to what the page will look like, without even leaving Google’s site. Good news for Google – more time spent on their site means more advertising dollars earned for the behemoth. (They never miss a trick, do they?) Not necessarily good news for businesses — unless you understand how to leverage this.

Here’s a quick look at how an Instant Preview displays for a listing that came up when I searched on “Dalmatian.”

Instant Preview Example for Dalmatian Search

If you’re as fixated on Dalmatians as I am, you might find this preview pretty appealing and you can quickly compare it to visual representations of the other page listings without even leaving the results page Google displayed. In this case, this listing was #7 on Google’s first page. It normally wouldn’t get much attention, however, when I used Instant Preview it stood out as compared to some relatively dull visual previews for higher-ranking sites.

If you understand how to leverage Instant Preview you can actually grab some of the attention from your higher-ranking competitors. This can be profitable news when you stop to consider that (prior to Instant Preview):

•    42% of Click-throughs go to the #1 listing on Google’s SERP
•    #2 position plummets to just a 12% Click-through rate
•    A meager 3% of searchers will even bother to Click on the 7th position listing

And you thought all you needed to do was get on page one!

It won’t happen this way every time, however, if the listings that rank above yours have lackluster preview visuals, it’s entirely conceivable that the searcher will continue down the page until something captures their eye.

Now, with this visual element added, it’s possible for you to capture searcher’s attention that normally went overwhelming to the owner of the #1 position just by making sure that your previews stand out. Act now while your online competition is asleep at the switch on this new Google capability.

The post Online Competition: Google’s Instant Preview Offers Opportunity appeared first on OnCompeting.

As of late I’ve been in the dumps. It seems to me that we’ve moved into an era of mean-spiritedness and paralyzing political and cultural polarization. Add to that an economy where millions of families have lost their homes and/or jobs, worldwide environmental concerns and it’s hard to remain optimistic.

That’s why I want to give thanks to the Clean Tech Open. They’ve restored my faith that we can get beyond the bickering and paralyzing polarization. Watch this Clean Tech Open Gala Video to understand why.

I recently attended the CleanTech Open at the invitation of Dia North – a fantastic filmmaker, colleague and friend who brought her creativity and resources filming the stories behind the clean technology companies competing.

Well, I’m getting ahead of myself. Let me back up and explain what the CleanTech Open is about for those of you who are not familiar with it.

Clean Tech started 5 years ago with the mission to “find, fund, and foster the big ideas that address today’s most urgent energy, environmental, and economic challenges.”

The Clean Tech Open is an awards event that celebrates at least a years’ work to identify and help clean tech entrepreneurs to bring their ideas to fruition. And the fruit they are beginning to bear is so encouraging that by the time I left the event my funk had changed to enthusiasm about the future!

Here’s a sampling of the incredible creativity that is underway as told in Clean Tech Open videos – this is but a smattering of the innovation power and diversity that was present at this global competition:

• National Grand Prize Winner: Puralitics – water purification innovation
• California Region Winner: PureSolar – thin silicon technology innovation
  
• Global Ideas Winner:  Denmark’s Abeo – super-light concrete construction structure innovation
• North Central Region Winner: EarthClean – fire suppression innovation
• Northeast Region Winner: On-Chip Power – small (like computer) power supply innovation
• Rocky Mountain Region Winner: INOTEC – electro-biochemical reactor mining innovation

So, why am I’m writing about the Clean Tech Open’s innovations in a blog dealing with Internet Marketing? Because innovation occurs at all levels. And because I’m jazzed about the role that Internet marketing can take to build awareness for these companies where it matters.

As well, Internet marketing provides the tools that enable each of us as individuals to contribute to the success of innovations that could well change the world. Whatever your particular area of interest may be:

• bringing low-cost potable water to the poorest of third-world countries
• championing faster, less expensive green construction materials
• helping game-changing energy technologies reduce our oil dependence…

you have the ability to participate in making them successful by engaging your social networks and social media.

If you, as an individual, have the will to participate in making the promise of these breakthroughs happen, you now have the tools at your disposal to do so.

If you, as an entrepreneur, understand the need to get your story out to your relevant target markets, funders and key influencers – Internet Marketing represents a great way to do that cost-effectively and quickly.

Breakthroughs don’t have to come from the top down. Given the state of our political gridlock, that’s probably a good thing. We, as entrepreneurs and individuals have more tools at our disposal than ever to effect change.

START NOW – share this with your community. Visit the links in this article – blog, tweet and share. Subscribe to get more information from the Clean Tech Open. Don’t sit on the sidelines!

The post Shape the World – Share the Clean Tech Stories appeared first on OnCompeting.

The Internet is not-so-gradually going visual with video in the vanguard. Approximately 2/3 of all Internet users in the United States watch video online. Predictions are that by 2014 that will grow to 80%. More and more, people are consuming their content by watching videos online. Video marketing is a nascent area that is growing in importance.

Source: eMarketer April 2010

Which makes it reasonably important that organizations take a hard look at online video marketing as a major component of their marketing strategy. This is neither as easy… nor as difficult as it may seem.

Video Marketing Ease

On the plus side, it’s easier and more affordable than ever to create videos whether you Do-it-Yourself (DIY) or use the growing legion of professionals that make their services available at price points most companies can afford with good quality. Whether you can get away with DIY videos or prefer to work with professionals who’ll produce with higher production values depends on your target market and goals.

Then there’s unprecedented ability to distribute your videos online in video sharing and social networking sites, such as YouTube, Facebook, Yahoo! Video, Vimeo, etc. Again, you can DIY for free or pay an affordable price to have it automated.

Video Marketing Difficulty

However, much of what I see loaded into YouTube gets negligible viewership. A main reason for this is because there’s no strategy guiding the video’s development. It’s as though the mere act of putting something on YouTube is all that’s needed.

There’s also a general lack of awareness, understanding and skill when it comes to optimizing the video so that Search Engines, Social Networking Sites and viewers can find it. Again, you can learn to do this yourself or outsource to professionals – it uses many of the same principles used in optimizing your website for Search Engines and Social Networks.

While neither easy nor difficult, coming to grips with what you want to do with your video on-site and off-site and the different approaches and tactics required is a further consideration that is frequently overlooked.

.

The post Video Marketing Momentum & Considerations appeared first on OnCompeting.

The thing about online lead generation is this – most businesses make one of two major errors:

1) Bring people to their site’s home page
2) Pounce on them as sales prospects – immediately

If you send people to your landing page when they’re looking for specifics, odds are rather high that they will simply leave without getting to the good stuff. Jumping on visitors who have given you shards of information about themselves is just not cool – and frankly it looks pretty desperate.

I have a theory on why these boo-boos continue to occur: No End-to-End Tracking. If you don’t track your online lead generation process all the way through to the end there are real consequences, such as:

• The Drunken Sailor Syndrome – continuing to spend money in areas that are under-performing because you can’t tell what drives sales.
• Two Yards and a Cloud of Dust – stopping too soon. A lot of businesses get frustrated when they don’t see immediate sales and hit the Kill Switch.
• Starvation Diet – starving the areas that are performing because everything is treated as though they are equal, which they are not.

If you’re not doing end-to-end tracking, you’re not alone. An absolutely amazing number of businesses don’t track at any level, let alone leads or sales. If your business gets leads from online marketing efforts, think of what you could do with knowledge developed from tracking — you might learn:

• What messages worked
• Which channels produced
• The best search words to target
• When leads happen — days, time of day
• Which landing pages produced leads/sales

Google Analytics provides a lot of valuable information about your website, and it’s free. If you are generating leads through other online hubs, like a Facebook Page, YouTube or Squidoo – these all offer tracking options as well. Where many organizations fall short is in the subsequent tracking of that lead when it goes offline.

Track your online leads through to final sales, mine the data, and continually improve your results. It works and all it takes is dedicated time and a little bit of marketing smarts.

The post Online Lead Generation Boo-boos appeared first on OnCompeting.

I just came back from a trip where I had the pleasure of staying at The Halekulani Hotel in Honolulu. And the overwhelming feeling I had while at that hotel was one of luxury and being well tended – relaxation to the hilt with beautiful views of Diamond Head and the Waikiki beaches. I’m hard pressed to remember a better experience with a hotel.

I’m writing this blog because of two things that hit me as a result of this experience (and also part of my experience before arriving).

First – the lasting impression their branding left on me. It was straightforward, clean and simple – the name of the hotel and/or an orchid. The orchid was pervasive, yet tastefully done. I even noticed it on the hardware for the privacy lock on the hotel room door! While subtle, it was also ever-present and it frequently drew your attention to things they wanted you to notice – conveniences, security, luxury, etc. Their orchid was on the bottom of the swimming pool, it was even on the clear plastic sleeve that held the NY Times digest that you get at hotels.

Halekulani Hotel Swimming Pool

Second – in spite of this incredible attention to brand marketing detail, they missed the boat when it came to keeping their brand and presence intact online. Their home page was coded using Flash technology, which does not work on the iPad or particularly well with smart phones. So, when we were calling it up on my husband’s iPad to do some advance planning, we couldn’t see it. Now, you can argue that a hotel with the stature, reputation and recognition that the Halekulani has doesn’t need to worry about that – people will simply understand and go to a “normal” computer to see their site. Yet I also noticed that there is plenty of competition where they are on Waikiki Beach and many visitors from Japan and California – two places where residents skew toward the use of those types of devices. What’s more, Hawaii in general depends on tourist and business travel traffic for their economy which has some pronounced ups and downs.

Is it time for the hospitality industry, which seems to be heavily reliant on Flash programming, to do some fresh thinking about their online brand and presence? Flash is the darling of many website in the hospitality business, including restaurants. What good does a vibrant graphic website do you when you can’t be seen with newer devices? Besides, there are plenty of alternative designs and technologies that impact the pizzazz of Flash – and you can see those websites!

The post Internet Marketing Strategy: Branding Brilliance and Technology Gaffes appeared first on OnCompeting.

I ran across an interesting study the other day that surveyed how consumers use the Internet to obtain health information. One part of this Pew Internet & American Life research project (in partnership with the California HealthCare Foundation) looked at how consumers obtain information about Hospitals and Medical Facilities and seemed to suggest it might be time for a fresh look at online healthcare marketing.

Actually, I was rather surprised that there weren’t a higher percentage of people using the Internet for this. The same study found that 61% of American adults overall look online for health-related information. Then I peeled back the layers of this information and some interesting insights emerged, such as:

• A significantly higher percentage of women sought information about hospitals and medical facilities than men.
• 45% of Internet Hospital/Medical Facility searchers have checked online review/ranking information relating to the facilities.
• Younger, or better educated, or more affluent consumers were more likely to use the Internet to obtain Hospital/Med Facility information.

Finding solutions for rising healthcare costs and coverage is one of the largest social and economic challenges of our era. Hospitals and medical facilities are particularly hard-pressed to do it all.

Online Healthcare Marketing to the Rescue?

Well, perhaps at least a significant assist. Internet Marketing is generally faster, less expensive and more measurable than classic marketing channels.

Moreover, the Internet is also becoming increasingly more relevant as a communication channel of choice — particularly among younger, more educated and affluent sectors which may favor Internet channels to the exclusion of traditional channels (such as newspapers, TV, direct mail, etc.).

Now, here’s the rub: you still have a significant percentage of your community that have not yet come to The Dark Side (aka The Internet) for information.

So, creating the optimal mix of traditional and online healthcare marketing plans becomes an important skill set for hospital marketing to be more relevant and budget-friendly. There are some additional nuances to take into consideration as well, for instance:

1. Much of classic marketing is interruption-based — meaning you are sending messages to a target audience that may/may not be remotely interested in your subject (also referred to as Push Marketing). You’re interrupting consumers from whatever they were doing with your message. Whereas, much of online marketing is intention-based where the consumer actively intends to get information on your topic and you presented your message while they were seeking it (Pull Marketing). Nice.
2. Another nuance to consider is the constantly growing array of Internet channels (Search Engines, Social Networks, etc.), media (Video, Audio, etc.), interactive capabilities (Polls, Online Calculators, etc.) and devices (Smart Phones, iPads, etc.) at your disposal.
3. Yet another nuance is the growing range of opportunities and challenges that User Generated Content presents and how that fits into the communication and engagement plans for your website and relevant online channels.

You can well imagine that the same Classic and Internet marketing mix that worked in the past for healthcare marketing (and hospital marketing in particular) may now be squandering resources in outdated channels. For instance, consider how the relevant communication channels for hospital marketing have changed over the last several years when targeting prospective parents with a message about a new hospital birthing facility.

It’s beginning to look like you need to be an Internet Marketing Surgeon to do effective Online Healthcare Marketing.

The post Online Healthcare Marketing Insight for Hospitals and Medical Facilities appeared first on OnCompeting.

My Father used Old Spice. I can still remember the smell wafting out with the steam from his shower when he cracked open the bathroom door. It was, simply… wonderful.

Many years ago (Before Social Media Marketing).

When we asked Dad what that smell was, he said “frou-frous” and encouraged us kids to get some for him for Father’s Day or Christmas.

Of course, I didn’t know it then, but Old Spice had a brand image that most companies would kill for — then or now. Yet Old Spice had languished in the face of new fragrances that were accompanied by hip, megabucks marketing campaigns; their brand seemed dormant. Until two weeks ago.

Old Spice Guy - Social Media Marketing Icon

Old Spice Guy Video

As it turns out, you can indeed teach an Old Dog new tricks if you have the right creative team and willingness to test social media marketing.

Old Spice launched an aggressive social media campaign as a follow-on to their successful Super Bowl commercial featuring Old Spice Guy. In a matter of a few days they cranked out over 180 YouTube videos that have “Gone Viral” (viewers are telling their friends, who tell their friends, etc.). Heck, just go ahead and watch them for the sheer fun of it — they’re really entertaining!

Then, Old Spice Guy engaged in banter in key online communities such as Twitter, Facebook, Reddit and blogs. The “engagement” included celebrities such as Demi Moore, Ellen DeGeneres, Apollo Ohno and Kevin Rose (founder of Digg) that drew in their huge fan base as well.

You now can even get a “customizable” Old Spice Guy voicemail generator created by an enterprising entrepreneur.

What’s the secret to this runaway social media marketing success?

• Creativity
• Talent
• Smarts
• Chutzpah!

It turns out there’s a lot of sniping online that the campaign was all well and good, but Old Spice (Proctor & Gamble) was rumored to have lost money. Not so. The campaign cost was as near to zero as you can get, their YouTube channel alone has over 11.6 M views at the moment and Old Spice has already seen a 107% increase in sales.

What’s more, Old Spice Guy (Isaiah Mustafa – previously under-employed actor and former NFL football player) has just signed a contract to appear in a movie with Jennifer Aniston, Colin Farrell and Jamie Fox. The creative geniuses behind this social media marketing coup will, no doubt, be able to name their own future as well.

SWAN DIVE!

The post Can You Teach an Old Dog New (Social Media Marketing) Tricks? Ask Old Spice! appeared first on OnCompeting.

I felt like titling this article “The Good Guys Win.” The Good Guys win because there is empirical evidence from a recent study that ties outstanding customer service to increased revenue. Really… being a good corporate citizen pays.

It turns out that Excellent Customer Service pays dividends — according to recent research sponsored by American Express, a majority of customers report spending 9% more with companies that provide excellent customer service. AMX recently published findings from its Global Customer Service Barometer research and there is great news here for businesses.

In this economy, you’d have to work awfully hard to increase customer spending at any level, let alone 9%. If you do business globally and serve India and Japan, the news is even better — 11% and 10% increases respectively.

Moreover, a majority are reporting that this matters more to them in our current down economic climate — just when you might think that the price would rule.

1. Good News for Online Competition?

While not specifically geared toward online buying — there are two additional insights that may help companies that compete online to gain a competitive advantage:1. Mind the Gap

The study reports a significant gap between the willingness on respondents’ part to spend more and the numbers of companies they believe deliver on that level of excellent customer service.

Additionally, repeat business — aka The Holy Grail of Business — goes through the roof when you provide outstanding customer service. 81% report giving a company repeat business when they have provided good customer service, whereas 52% say they will never do business with them again after a bad customer experience.

Minding the competitive gap between those that deliver outstanding customer service and those that fall short and scooping up the spoils while competitors are asleep at the switch (one of my Dad’s favorite expressions) seems like a winning strategy.

2. Online Blowback

48% of the survey respondents’ reported “always” or “often” using online review site postings or opinions in blogs to get information about a company’s customer service. Great, you say. Except here’s the Online Blowback — they believe negative reviews more than the positive ones.

Once again, monitoring and managing online reputations matter to your bottom line. Negatives mattering more than positives (particularly when it seems as though just about any crackpot can then do damage) is a tough nut to deal with yet it is always better to know the impact and work from a position of knowledge.

So, being one of the Good Guys that simply believe Excellent Customer Service is the Right Thing to Do just got a little better, didn’t it?

The post How to Increase Your Revenue By 9% appeared first on OnCompeting.

How do you get in front of customers in a down economy where budget is doled out with an eyedropper? Executives and marketers need every ounce of creativity they can muster to see their company through these challenging economic times.

Trade show attendance has dropped and companies just can’t afford the cost anyway. Other traditional tactics historically used to build a sales lead pipeline are less effective as well. More companies are turning to online lead generation tactics — and seem to like what they see.

If spending is a barometer for what works, data from Outsell’s Annual Advertising and Marketing Study 2010: Total US and B2B Advertising (as cited by BtoB Magazine and eMarketer) sheds light on alternative ways B2B companies get in front of and engage prospective customers using Social Networking, Webinars, Search Engines and Company Websites.

From the look of the research results, these online lead generation channels must be working out.

In fact, all of those channels represent great ways to reach your target audience, build reputation and trust. As of late, I’ve become more and more intrigued by Webinars as a reliable, manageable tactic for B2B lead generation. Webinars leave less to chance and provide you with control and predictability for building a robust sales lead pipeline.

That sentiment was echoed in a recent audio podcast we did with UEVision‘s CEO, Sarah Kling: Generating Internet Business Leads: Webinars. Sarah’s team has achieved significant success using Webinars to attract interested prospects, educate them, establish UE Vision’s bona fides and then follow up with qualified leads to nurture them in the sales lead pipeline.

While Webinars represent a cost-effective, highly controllable tactic, bear in mind that success doesn’t begin and end with producing the Webinar. We’re researching best practices in this area now, however, it seems clear that successful online lead generation will at least include:

• A strong upfront marketing plan to register members of your target market
• Aggressive reminders to registrants as you get close to the Webinar
• Proactive follow-though with leads and nurturing communication to participants

Are Webinars worth the effort? Do the math. In fact, do the math and calculate the internal resources and energy you’ll need to figure out a projected break-even point. If your break-even estimates show even the possibility of a winner, wouldn’t trying Webinars as an online lead generation tactic be worth testing?

The post What Online Lead Generation Tactics Work? appeared first on OnCompeting.

How many times have you been in a conversation with someone about Facebook, LinkedIn or Twitter to hear them proudly tout how many people follow, friend or connect to them? Herein lies the basic problem. After all, if you ONLY had 5 “followers” but those followers were:

• The Dali Lama
• The President of the United States
• The Queen of England
• The Pope
• Bruce Springsteen (I can’t help myself sometimes…)

wouldn’t you think that was pretty awesome? And well you might — because, it is not HOW MANY — it is WHO, how ENGAGED they are with you and whether they contribute to the GOALS you set out to meet with those Social Networking channels in the first place.

If one of the above luminaries blogged about what a terrific product/service you offered, would it not change your results, just a little? Connecting and engaging with Key Influencers online in your markets or industry is far more valuable than simply building up a large group of subscribers who have little ability to help meet your bottom-line goals.

While how many people subscribe to you is a good statistic to track, it is not usually THE definitive statistic that matters. What matters is how the people you connect with through Social Networks contribute to your goal success.

In addition to tracking THE definitive goal statistics, you’ll also want to track milestone metrics along the way (such as how many follower by channel). This will give you the raw intelligence you need for performance management. If all you track are followers, expect disappointment.

And, while I am on this topic – let’s talk about goals. Most organizations don’t set them at all as though merely the act of showing up in those networks were the goal. Those that do set goals often do not ask enough of their Social Media Marketing — aggressively connecting the actions to results will help you see where more can be acheived. Here’s  a partial list of some of the goals you might consider: Sales, Lead Generation, Search Engine Ranking, Online Reputation Management, Customer Insight, Customer Support, Product/Service Research, Competitor Tracking, Thought Leadership and Brand Management. There are more.

If you’ve been holding back because you thought that it won’t work  for B2B, you might want to take a look at the chart below from recent eMarketer research that reports a planned 43% increase in Social Networking spending for 2010 among B2B study respondents. You might say that getting into Social Networking and measuring your results is becoming a new competitive baseline for good business practices.

Also interesting is the strong spending increase B2B marketers project for webinars (+ 26%), a topic that we covered in Generating Internet Business Leads: Webinars — a recent podcast with Sarah Kling, Founder and CEO of UEVision. This podcast covers how her company successfully uses webinars to build a robust sales lead pipeline and the role Social Media Marketing plays in that success.

Bear in mind a basic human instinct is to trust peers, colleagues and friends more than advertisements or marketing communication from people they have no relationship with or trust established. Social Networking gives us all unprecedented ability to do just that with ease and speed.

Social Networking is steadily growing as mainstream activity for personal and professional use. Getting a measurable Social Media Marketing Strategy & Plan in place with a performance management system that tracks the right metrics is rapidly becoming an essential component of remaining competitive.

The post Getting it Right: Social Media Measurements appeared first on OnCompeting.

Most companies are concerned with improving the volume and quality of their business leads and ensuring a predictable flow of qualified new prospects enter their sales lead pipeline. Building the sales pipeline with qualified Internet leads has the advantage of being faster and usually less resource-intense than you can achieve with more conventional tactics.

Business lead generation becomes even more of a challenge when your product or service is highly sophisticated, requiring some levels of customer education to convey value and establish trust in your capabilities.

That’s the challenge that Sarah Kling, founder and CEO of UEVision faced along with a need to do it in an expedient way, mindful of  time constraints.

Sarah’s company works with organizations to enhance the user experience and usability of their software products and websites.  As you can imagine, getting prospects to understand the value that great user experience can deliver for their results has to happen early in the sales buying cycle.

UEVision decided to experiment with Webinars and haven’t turned back… their results are outstanding. When we heard that their results were so strong that they couldn’t keep up with the demand for follow-on in-person meetings (a situation they quickly remedied) we wanted to learn more!

We asked Sarah to tell all – and she was highly informative. Tune in to learn what she has to say about:

• Using webinars for online lead generation
• The role of Live and On Demand webinars
• Webinar marketing promotion tactics
• Competitive advantages gained
• Webinar surprises & advise
• Marketing follow-up
• Results

The post Generating Internet Business Leads: Webinars appeared first on OnCompeting.

Whatever goals you’ve set for your business website, there’s usually a constant need to gain greater online visibility to accomplish them.

You’ll want to make sure you have a workable plan to secure that growth. The first step you need to take in building that plan is to Identify your Online Competition.

This generally comes as quite a surprise to people we work with — who quite naturally believe they’ve got their competition pretty well scoped out. You may find some surprising — and aggravating — differences in how you need to think about competition online.

Any entity that stands between you and the top ranking positions online are now your competitors for visibility. And you will find that some of them aren’t competing with your products or services at all yet they own the high-visibility space you want.

More specifically, you need to take into consideration two distinct classes of competitors:

1. Businesses and organizations that compete against your products and services — your classic competitors.
2. Entitles that may not represent direct competition to you, yet they “hog” the top ranking positions in Search Engines.

Why does this matter? If a linchpin to your organization’s success is to drive higher volumes of relevant prospects to your website, you need to know which online channels represent the least degree of difficulty. This may mean thinking differently about Search Engines as a primary channel.

Some of these non-traditional competitors represent formidable obstacles that you might want to avoid — at least initially.

How do you know if the degree of difficulty is too high? Non-traditional competitors may be ceded great credibility and authority in the Search Engines, which is a factor in their ranking algorithms. They may have significant popularity, incoming links and media (again, ranking factors) that you will need to match or beat to get the visibility you want.

Examples of Non-traditional Online Competitors for Visibility:

• Government Entities, such as National Institute of Health (NIH)
• Professional Organizations, such as National Education Association (NEA)
• Educational Institutes, such as Stanford University
• Major media outlets, such as The New York Times or CNN
• Significant online portals, such as Wikipedia

Take a look at who owns the top positions for keyword phrases you want in Google, Yahoo! and Bing. Dissect their success. How many incoming links do they have? Do they have a lot of content that the Search Engines value, such as blogs, videos, and interactive elements? Is there evidence of thoughtful Search Engine Optimization (SEO) activity? You may want to read Smart Keyword Marketing for some fresh ideas.

Getting to the top of the Search Engines is a laudable goal. After all, you can attract many searchers who are quite possibly engaged in their buying consideration process — Nirvana! Yet competition and your situation may necessitate a different strategic approach.

Your Internet marketing strategy may need to factor in a more creative mix of online channels. With the phenomenal growth of Social Networks and the ease/low cost of creating new media, there has never been a better time to diversify your mix of Internet marketing channels.

The post Who’s Your Online Competition? appeared first on OnCompeting.

Many businesses are consumed with the notion of driving targeted traffic to their website through Search Engines and Social Networks as though that was the goal. The goal is not traffic… the goal is conversion. Conversion of the traffic to take the actions you want, that is.

The term “traffic” is marketing jargon — they are people who visit your site. And while we’re thinking about those visitors, let’s acknowledge two facts that often get lost:

1. Most people will only visit once.
2. Almost none of them will take action on the first visit.

Inherent in keeping those two facts in front of you is the need for a plan to entice more visitors to become “regulars” on your site and subsequently convert. I think of it as a Conversion Runway. You need momentum to pull away from the boarding gate and successfully liftoff.

Momentum is achieved by offering visitors fresh, non-promotional content that is useful, engaging or entertaining. Hopefully, your website brings measures of each to the visitor’s experience.

It is also helpful to frame their experience to have as little friction as possible. Friction being any distraction that takes them off message or interrupts action you want them to take. Here are a couple of tips to help with that:

Internet Marketing Tips for a Smooth Conversion Runway:

• First, take a baseline reading on how many visitors come to your site, where they come from, how many return and convert. Google Analytics (GA) is a good tool for this and it’s free.
• Locate the “hot spots” on your website with high Bounce Rates. Improve those pages to make your visitors experience a better one. (Use GA)
• Make sure your site looks as it should in the top browsers — not just Internet Explorer. Try Browser Shots to check this out. Free.
• Is your “housekeeping” in order? No broken links and site maps that work for starters. A useful tool to help with this is Google’s Webmaster Tools This, too, is free.
• Do you offer site search to help your visitors out? It’s also a great tool to learn where you are frustrating them. Google offers a tool that is good — the free version carries adverting, though.
• Do you require visitors to fill out forms to get more information from you? What’s the abandonment rate on those forms?

Frequent updates to your website with well-optimized content will put you in front of a larger audience and build credibility. Reducing friction once they are there will improve the likelihood that they will take the action you want.

Improving your conversion runway with these tips will go a long way toward shortening the sales cycle and improving both the conversion rate and volume of conversions.

The post Internet Marketing Tips: Your Conversion Runway appeared first on OnCompeting.

Meta tags represent a unique opportunity for website owners to control and shape their destiny beyond simply optimizing for Search Engines. First, a couple of definitions:

Meta Tags — Coding (usually in HTML or XHTML Language)  not directly seen by site visitors  on the visible web page.

On-site Optimization — The use of techniques you control on your site that improve a web page’s ability to rank well in the Search Engines for targeted keyword phrases that can also influence Click Thru rates to your site.

Most businesses recognize the value that Meta Tags deliver in terms of improving their ranking. This is a well-known on-site optimization tactic. Yet ranking well is only half the battle. Every day I see web pages displayed in high ranking positions in the Search Engine Results Pages (SERPs) that no one would visit because the snippet that describes the page is not compelling — in fact, frequently downright awful. Check this one out:

Search Engine Meta Tag "Snippet" - Bad Example

Would you feel compelled to visit this site? Contrast it with this one:

Search Engine Snippet from Meta Tag - Good Example

The value that smart use of Meta Tags contributes to a web page’s ranking can pall in comparison to the value they deliver in terms of motivating searchers to actually visitor the site. Meta Tags control the snippet the Search Engines use to describe your web page; the snippet then performs like a free ad. Better, really, because you are right in front of interested searchers. How good does that get?

There are two ways this can go wrong:

1. Not using the Meta Tags — this means that the Search Engine will grab content from your site and display it. And that content can be anything — and mostly it is not the content you would choose.
2. Improperly Using Meta Tags — not fully capitalizing on the logistics of how you can create a Meta Tag that will present a snippet about your page that motivates searchers to click thru to your web page.

Like so much in life, the secret is in the techniques you use to create these tags. It sounds complicated, yet it is not. In fact, it can be fun. Click here for more detail on how to do this in Internet Marketing Tips: Optimizing Meta Tags and build an advantage over your competitors.

The post Internet Marketing Tips: Meta Tags Are Free Ads appeared first on OnCompeting.

There’s a ton of information about Internet marketing strategy floating around online. Yet precious little of that presents the practical elements needed for a viable online strategy.

It’s a pet peeve of mine — and a couple of these elements just aren’t found in B-school textbooks. When these practical elements aren’t done right or included (often the case), everything else under-performs, requiring unplanned course-correcting measures to get back on track.

1. Balance

Balance in all things — a balanced mix of areas factored into your Internet marketing strategy and a pragmatic balance of the internal resources needed to build, launch and performance manage execution of the strategy.

2. Online Branding Presence

Organizations need to go way beyond Internet brand advertising and think about how the brand (and its representatives) participate and come across in key online marketing channels — most notably Social Networks.

Are you transparent? Are you perceived as authentic? Is this more than an internal slogan? Check our podcast with Linda Popky What’s the Value of Online Branding for more ideas.

3. Keyword Research

OK — this is really my pet peeve. If you talk to rock-star Internet marketers they will all tell you one thing — they really, really, truly really to the max obsess over their keyword list. And, their obsession is not a one-time event.

Keyword phrases are how people who don’t know about you find you… get very, very serious about this. Check out Internet Marketing Best Practices: Smart Keyword Marketing.

4. Conversion Functionality

The vast majority of businesses stop short of defining this in their online marketing strategy. An online strategy that only factors in driving traffic to the website is missing the point — what actions do you want them to take once they get there?

My experience? If you don’t spell out the conversion functionality expectations for your website in the strategy, don’t expect the planning and execution to deliver great results.

5. Online Competition

Ahem… I said AHEM! Hello? What’s your competition online doing? It is SO easy to reverse engineer your Internet competition and develop a strategy to eclipse them and build a competitive advantage.

While we’re at it, PLEASE understand this: competitors are any entity in a higher position than yours in the Search Engine results pages for your targeted keywords. When you consider that the #1 position on Google gets 42% of the clicks and the #2 position drops to 12% — you quickly start to think differently about what constitutes a “competitor.”

Some of these elements get overlooked because they’re “soft” items — looking at Balance elements such as: time constraints, internal skills vs. outsourcing, organizational temperament, etc. A solid Internet marketing strategy includes these items to drive attainable results they can count on for success.

The post What’s Your Internet Marketing Strategy Missing? appeared first on OnCompeting.

Recently I sat down with Linda Popky — The Marketing Master and President of L2M Associates — for a wide-ranging discussion about Online Branding and recorded that conversation for our OnCompeting podcast.

Linda’s take on Online Branding as a component of Internet marketing was thought-provoking and filled with great insight and tips.

In case you were wondering if online branding really matters — here’s an interesting factoid: recent research showed that 20% of Twitter communications have a brand mention.

The post What’s the Value of Online Branding? appeared first on OnCompeting.

A monumental shift is taking place in how people get healthcare and medical information. These changes are so profound that ignoring them could upend healthcare providers.

Consider this: a 2009 Pew Research Center study, The Social Life of Health Information, finds that 61% of American adults look online for health information. There’s even a new term for these folks: e-patients. 20% of e-patients use social networking sites and websites that foster participation with medical professional and patients

This PEW research study is just chock full of insight on how behavior is shifting to favor Internet sources for all types of health-related learning and decisions. It’s a must-read for healthcare executives and marketers.

There’s also plenty of anecdotal information pointing to  the growing popularity of the Internet for healthcare information:

• iPhone Apps —  such as: WebMD Mobile, GivUp, Natural Cures, Eat This, Not That! and my favorite — Am I Pregnant Quiz
• Audio Podcasts — such as: Nutrition Diva, More Attention — Less Deficit, SCCM Podcast — iCritical Care
• Video Podcasts — such as: Oprah’s Health & Wellness, Good Morning American Health, Health Matters at Work
• Websites & Blogs — such as Patients Like Me, or Booster Shots
• Social Networking Sites — such as Daily Strength, or eHealth Forum
• Rating & Review Sites — such as MDJunction, or Health Grades

These represent a small fraction of the endless channel opportunities that include YouTube, SlideShare and more. Clearly the Internet is becoming “a contender” for healthcare marketing resources.

Opportunity abounds — particularly if your competitors have not yet caught up with this shift. Healthcare marketers should be giving the numerous online channels serious consideration in their marketing strategy, budgets and plans. Indeed, Internet Healthcare Marketing is becoming a matter for all healthcare executives to embrace.

The post Healthcare Marketing: Ready for e-Patients? appeared first on OnCompeting.

First — in case you don’t know what Meta Tags are — they are discrete pieces of information you add to the behind-the-scenes coding that tells Search Engines about your site and how to display it.

Specifically, I am referring to the title you designate for your web page, the description you assign to it and the keywords that you want to be known for. This Internet Marketing Tip is super-easy, no-cost and highly effective.

Why are Meta Tags So Important to Your Success?

• The vast majority of prospects who learn about your business find out about you (or check you out) via Search Engines. You can control how your site is presented in the Search Engine Results Pages (SERPs) by informed development of your Meta Tags — they therefore function like advertisements for your business.

• Search Engines use Meta Tags in their ranking algorithms. So, when you build those tags using your targeted keyword phrases, you improve the likelihood of obtaining a higher ranking position.

If you don’t develop great Meta Tags for you web page, the Search Engine spider will just grab the first thing it “sees” on your page and use that. That can be really ugly — not compelling, sentences cutoff mid-point, lacking context, etc. You’ll squander a great opportunity to put your best foot forward and make a great impression — and you completely control this.

Meta tags can be a great performance management tool as well. If you are already in a top ranking position for your targeted keyword phrase yet are not seeing a robust volume of prospects come to your site one of the easiest ways to kick that up a notch is to change your Meta tags and make your title and description more compelling.

Adding keyword-rich Meta Tags to your site is super easy as well. If you have a Content Management System (CMS), you can readily add/change your Meta tags without knowing website coding. If you do have to add it directly to your website coding you’ll need a bit of upfront guidance, however, you’ll quickly pick it up and be off and running. Here’s what the Title and Description tags look like for this article to give you an idea of how easy it is:

<title>Internet Marketing Tip: You STILL Need Meta Tags for Your Site</title>
<meta name-"description" content="Don't miss this great Internet Marketing Tip that makes the case why you STILL need great Meta Tags for your website. An easy, no-cost way to influence your success." />

With just a little bit of guidance on how to build the tags (which you can readily find on the Web), you can take charge of your own destiny. Take the time to get guidance, as there are nuances to building powerful Meta Tags that can make a difference in your results.

Do this — Go to Google and put your favorite target keyword phrase in Google’s search box. Now, notice what comes up on the Search Engine Results Page. Do the titles and descriptions of the WebPages presented make you want to click through to the site? What good would it do you to be in a top ranking position if it didn’t drive strong targeted traffic to your site?

I don’t know about you but whenever I can influence ranking for my target keywords and control what people see about my business I think that’s is a good deal.

Last Item: if you’d like to see what the Meta Tags produced for this web page, go to Google’s search box and enter the title of this article. You should then see the title and description that I created with Meta Tags for this article in their SERPs. Neat.

The post Why You STILL Need Great Meta Tags for Your Website appeared first on OnCompeting.

2009 brought a seemingly unending array of new and noteworthy Internet marketing advances. Noteworthy, for sure, are the tools that make Internet marketing affordable and accessible to anyone who cares to expend the effort to learn.

Yet I think the big 2009 marketing story is this: Consumer Control. Consumers, in growing legions, are finding a “voice” in Internet forums, review and ratings sites, social networks and the like — and they are using these channels to express their opinions and preferences.

Why Does This Matter to You?

People are listening. Research is now consistently showing that people increasingly turn to and rely on online opinions and ratings to inform their decisions for person AND business use.

Classic marketing approaches geared toward shaping awareness, interest and reputation are increasingly less effective.

Conversely, understanding how to go with the flow of Consumer Control can represent tremendous opportunity.

Moreover, this is no longer just about deciding which consumer electronic gadgets to buy. These “citizen journalists” are shaping the fate of healthcare providers, charitable donations, business and personal reputations, organizational vitality, elections, restaurants, telecommunication providers, high tech sales and much, much more.

Why has Consumer Control reached a Tipping Point in 2009? A confluence of several factors:

• Unprecedented Publishing Access
• Ease of Use
• Social Networking Growth
• Abundant Multi-media Opportunities
• Erosion of Trust (in traditional channels)

Depending on your perspective, this can be a good thing… or not. Certainly, it should NOT represent business-as-usual. Success now relies on embracing this major shift, developing a new marketing philosophy and adopting Internet marketing strategies, plans and tactics that enable you to succeed in this era of Consumer Control.

The post The Big 2009 Marketing Story: Consumer Control appeared first on OnCompeting.

Have you ever had the itch to prove your point? The folks at The Fun Theory (an initiative of Volkswagen) have a point to make: You Can Change People’s Behavior for the Better by Making it FUN. As they say “be it for yourself, for the environment, or for something entirely different, the only thing that matters is that it’s change for the better.”

And, to prove their point they have created the Fun Theory Award — winner to be announced in Sweden on December 15th.

Fascinating idea, yet even more interesting for those of us engaged in Internet Marketing is how the combination of Creative Ideas + Fun generates viral marketing momentum. For example, consider the case of the group in Odenplan Sweden that tackled the issue of how to get folks to take the stairs instead of the escalator in this Fun Stairs video.

The video has gone viral — as of the time I’m writing this article it garnered over 8M views on YouTube alone (it’s in other places). Consider this: the topic of the stairs is B-O-R-I-N-G. Boring, boring, boring. The juxtaposition of extremes — taking a boring topic and making it giggly-fun and then loading that into Web 2.0 and social networking channels is a winning combination.

The recipe for going viral in this mini case study:

• Creative Idea
• Creative Execution of the Concept
• Creative Use of Internet Marketing Channels

Internet Marketing Tip: make some of the less sexy aspects of your product or service fun and demonstrate it in Web 2.0/social networking channels.

How will you capture this and leverage emerging Internet marketing channels to give your message “wings?” The gauntlet is down.

The post Fun Theory & Internet Marketing Viral Success appeared first on OnCompeting.

A growing cadre of hospitals in the U.S. are embracing Social Media and Social Network Marketing — as shown in the graphic below.

Hospital Social Media Marketing

This information comes courtesy of Ed Bennett, Director of Web Strategy at the University of Maryland Medical Center, who is gaining renown for his research into the confluence of hospitals, healthcare and the Internet. According to his research, at least 402 hospitals in the US are using Social Media in varying forms to accomplish their goals.

Moreover, research conducted by Ad-ology Research’s Media Influence on Consumer Choice Study (available for purchase $495) as reported recently in Marketing Charts provides additional insight into the growing need for participation in these channels and establishing a robust website/web presence. Among their findings:

• Almost 40% of recent hospital/urgent care patients said that Social Media influenced them.
• More than 50% of the 25 – 34 year-olds reported that Social Media influences them. (Forums & Discussion Boards had a particularly significant influence on members of this demographic recently visiting for maternity.)
• Hospital & Urgent Care facility websites most influenced 18-24 year-olds.

And yes, they did also find that a significant number of people were influenced by traditional media such as direct mail, television and newspapers ads (!!).

The growing influence of Social Media in hospital marketing is just the tip of the iceberg. When you peel back the stats represented here and start reviewing some of the creative approaches used by some truly innovative marketers, it really starts painting a “healthier” picture for healthcare marketing — and in particular hospital marketing — in a cost-effective, relevant way.

The post Hospitals Embracing Social Media & Networking appeared first on OnCompeting.

Readers of this blog may recall a couple of months ago we published an article — Think Online Reputation Doesn’t Matter — Ask United. This was a story about how social media can immediately challenge your reputation and cause endless amounts of work to contain the damage.

Dave Carroll, a Canadian musician, took a major unresolved grievance with United to heart. The grievance? United damaged his Taylor guitar. Dave wrote a song about his unsatisfactory experience, loaded it up on YouTube and went from relative obscurity to fame as Everyman with a Voice.

His YouTube video (which he did with his band — Sons of Maxwell) has been viewed almost 6 million times — and that was just the first video! People who never would have heard this story listened to Dave and the band sing their story. They listened and shared online… and along the way millions of negative impressions about United Airlines were created.

In case you missed that great video — here’s the link to United Breaks Guitars.

Not only did the story/song go viral, traditional media outlets tripped over each other to interview him and give the story “legs” offline as well. This story had so many legs it put a centipede to shame!

His saga struck a chord with all of us who have ever been on the short end of the stick trying to get satisfaction with the Airline Lost Baggage folks. It doesn’t hurt that the song and video are snappy, either.

Credit: Vancouver Sun

In an incredible stroke of bad luck, just a few days ago United again messed with the wrong guy and lost his luggage somewhere along the way on a trip he took from Calgary Canada to Denver. When he arrived at Denver — no luggage. United employees told him he had to wait around; US Customs told him he had to leave. He left. And, three days later his luggage showed up.

Here’s the fun part: He was on his way to a speak to a conference of customer service execs about – United Broke My Guitar! It really just doesn’t get any better.

Once again United is in the middle of another PR disaster as one media channel after another — online and offline — retell the story of Dave at United’s expense. And they all seem to relish pointing out that Dave was on his way to speak to customer service execs.

The moral of this story? Manage the Beforemath, not the Aftermath… online reputation management is a reality for businesses today.

The post United’s Latest Online PR Disaster — With The Exact Wrong Guy (Again) appeared first on OnCompeting.

Two very potent forces are converging in the marketplace: economic turmoil and surging Internet use. Businesses that continue on as before will experience difficulty; those that adapt will stand a chance. Organizations that demonstrate creativity and innovation can gain competitive advantage.

This is a time when your competitive field can go Topsy-turvy and you can come out ahead.

That’s what the Creative Internet Marketing Stories series is about — real life stories about companies and people succeeding through creative and innovative use of Internet marketing as in the following story.

Creative Healthcare Marketing: HealthPartners Petey & Pokey

Healthcare is in the spotlight. Major understatement – no? Healthcare is also fairly notorious for rather conservative marketing. And, for good reason — personal and legal stakes are extremely high.

Even if the economy was booming, major shifts in consumer behavior favoring Internet information and influencers represents a seismic change to status quo marketing strategy, planning and tactics. So, when creativity and innovation happen to capitalize on that shift it’s worth taking note.

As in the case of HealthPartners and their marketing campaign “A New Way to Look at Healthcare” creating two unlikely characters: Petey and Pokey. Here’s the rub: Petey is a specimen pee cup and Pokey is a needle.

Healthcare Marketing Campaign Mascots

• Company: HealthPartners — 2 hospitals/25 clinics/~1 million members in the Minneapolis/St. Paul area.
• Goal: Increase adoption rate of their Online Services (prescription refills, test results, medical records, appointment setting, bill payment, etc.)
• What: HealthPartners created two characters as part of the overall marketing campaign to increase adoption of their Online Services — Petey and Pokey — they are wildly successful. They were innovative in their use of emerging Web 2.0 capabilities and Social Media channels.
• Challenges: Not everyone associated with HealthPartners felt that this irreverent duo was appropriate for the serious nature of healthcare.
• Key: HealthPartners employees were early champions enthusiastically promoting Petey & Pokey, which in turn got viral growth rolling.

Petey & Pokey are fun, memorable mascots that appear at events, in advertisements and communications. HealthPartners integrated Petey & Pokey in a variety of classic offline and online marketing tactics.

That integration combination works – they are frequently seen “in-person” around the Minneapolis/St. Paul area in addition to a range of HealthPartner events AND they have their own accounts in key social media channels, such as Facebook, YouTube, LinkedIn and Twitter. Offline events encourage fans to “friend” Petey & Pokey’s social media pages to get the latest on them. Online social networking promotes their offline events. Nice.

Petey & Pokey were so popular that they “went viral” (meaning word of mouth marketing set in within their target market). I’m pretty sure that the HealthPartners marketing team would tell us that Going Viral is not as accidental as it sounds. There are 3 basic elements at work here that facilitate that success:

1. Entertainment Value
2. Target Market Engagement
3. Relevant Education

These 3 elements — Entertainment — Engagement — Education — are the Secret Sauce that helps them build a strong Social Media following. As popularity of these characters spread (along with the messages they conveyed), so did the adoption of their Online Services.

HealthPartners then uses these social networks to update highly receptive fans, educate them about the value of their Online Services and send messages about upcoming events such as a the Grand Re-opening celebration for one of their clinics.

Their fans and friends in social media can then easily forward news, videos, pictures, event announcements or messages featuring Petey & Pokey to their own networks. In fact, they often don’t even have to do anything — the news automatically updates to their friends. Again, more publicity and goodwill for HealthPartners Online Services. How good is that?

HealthPartners Internet marketing team keeps trying new ways to leverage the popularity of Petey & Pokey. To see a list of the various channels they use, get ideas, and follow links to specific examples, check out our expanded coverage of this Creative Healthcare Marketing Idea.

Stay tuned… we’ll keep following the progress of this campaign and report back.

The post Creative Internet Marketing Stories: HealthPartners Online Services appeared first on OnCompeting.

Local Internet Marketing is a great way to accelerate your business growth. One of the key tactics available to you, Local Search Engine Optimization (Local SEO), is also one of the easiest, quickest and least expensive tactics available to your business.

And, from my experience, it is among the most underrated and least understood online marketing tactics.

Why Local SEO Rocks for Your Business:

• Local Search is not just for “brick and mortar” retail storefronts. In fact, you don’t even have to have a physical location or product at all.

• Almost every business or organization markets their services locally — even if their primary target is global. For example, our business — based in San Francisco & Silicon Valley — also has clients in Seattle, Los Angeles, Japan, etc.

• Many people prefer to do business with local providers even though they could use a company anywhere in the world these days.

• Often the competition for top ranking in the “classic” Search Engine Results Pages (SERP) is prohibitively expensive and difficult. Local SEO is faster, requires far less specialized expertise, resources and intense oversight.

• Technology advances among the top Search Engines (most notably their ability to derive searchers geo location roughly 50% of the time) and the growth of mobile devices means more of the top results will contain local results.

• You now have the ability to go to the top of the search results and hold a competitive advantage over larger, deep-pockets businesses by virtue of your local status — and your application of the far easier “rules of the road” that Local SEO success requires.

I can just hear some of you thinking “I’m already in the local search results.” And your business may, in fact, be there by default. You don’t even need a website!

The top tier Search Engines — Google, Yahoo! and Microsoft (Bing) — know there is enormous financial opportunity for them to become the “go to” resource for people needing all sorts of local information. So, even if you haven’t registered your site with them, they have made it their business to find information about your business and add it to their index.

However, you are not truly at a competitive advantage to simply let it go at that. Why not? You have not controlled how your business is being presented, you have not optimized your registration and website for maximum exposure in local results and you also may need to step up to some pretty aggressive online business competition and “trick out” your business listing. More about that in future posts.

So, how can you take control of this great opportunity? The first thing to do is register your website(s) with the top 3 Local Search Engines — its free:

1. Google Local Business Center
2. Yahoo! Local Listings
3. MSN Local Business Center

All three Search Engines require you to have accounts with them, which are free. In Google’s case, you access the Local Business Center through your Google Accounts Hub so you will not likely see a direct reference to Local on that link’s landing page.

Take the time to make sure the business description you use for your Local Search Engine submission is keyword-rich and compelling. Think of it like an advertisement, which it is.

Validation of Your Local Search Engine Submission Authority

You will need to validate that you are the owner of the website being registered or an authorized agent of the business you are listing. Google and MSN/Bing will provide you with a PIN code for that purpose; you then paste the code into your registration to complete your registration. Yahoo! does not require a PIN.

Generally you have the choice of getting this code in one of two ways: the Search Engines will call and provide you with the PIN code or they will send you snail mail with the code. The larger your company, the more difficult it is to make the phone call option work — unless you can guarantee that anyone who answers the phone when they call will diligently write down the code and get it to you or your webmaster. Snail mail is usually a better option for larger companies (and have them send it to your attention or to your webmaster), however, it does take longer.

Submitting and completing your site’s registration with the Local Search Engines is an important first step to growing your business success using Local Internet Marketing tactics.

The post Business Competition 2.0 — Local Internet Marketing appeared first on OnCompeting.

That’s right, you read that correctly: Sentiment Analysis. And I think it’s going to be BIG. It is, however, a tool that is highly subjective and subject to the limitations of context.

A Working Definition of Sentiment Analysis: Sentiment Analysis (SA) is a tool that operates at the macro level, collecting real-time online communications about a company, product or issue and assigning a positive or negative value to the collective thoughts of the online commentary. Call it Market Insight.

Powered by technologies such as natural language processing, text mining and proprietary algorithms, SA search spiders retrieve communications from the growing host of Social Media sites on a real-time basis, score them using their proprietary algorithms and assign a value to the collective consciousness.

I’m using the term “conversations” here quite broadly to range from actual online conversations to things like ratings, and reviews retrieved from Social Media sites such as: Blogs, Business Portals, Microblogs (think Twitter), Forums, Message Boards, Review Sites, etc.

by Stablio Boss

As covered in previous posts, the world of citizen journalists can be pretty snarky, uninformed and downright mean-spirited at times. Staying on top of this can be daunting; companies and individuals need tools to help manage their online reputation.

Sentiment Analysis, as a nascent industry, is not perfect by any means. Industry insiders themselves say that the current state of performance has around 70-80% accuracy. Yet Web 2.0 has unleashed a monster. Easy to use Web 2.0 functionality enables pretty much anyone to weigh in with opinions on everything under the sun putting businesses and individuals (celebrities, thought leaders, etc.) at the mercy of this new capability. It requires new skills, processes and tools to manage.

Sentiment Analysis is a next step tool that expands upon the growing army of Online Monitoring tools and Online Reputation Management Strategy & Planning to aid organizations in their online reputation management efforts. Start-ups have sprung up to capitalize on the growing need for businesses, organizations and even individuals to understand the collective consciousness that can define their online reputation.

How is Sentiment Analysis Changing Online Business Competition?

• Actionable Intelligence – businesses can see what the concerns are AND get a qualitative handle on how much of a problem they have.

• Immediacy – informed by the collective zeitgeist; learning about and managing a problem in its infancy rather than in a full-blown crisis and put a rapid response plan to work correcting the problem.

• Competitive Intelligence – think of the tremendous advantage your sales and marketing team would have if you had the scoop on what customers thought about your competitors’ products and services.

• Brand Management – what if your sales are down for non-product related reasons such as concerns about the company or your key executives? Learn all about that with SA tools, get improvement programs underway and put your PR department to work.

New companies are popping up to claim your heart, mind and wallet as well as stalwarts such as SAS. Visit our Online Reputation Management Tools area for a list of companies – from free to $$$ — that offer Sentiment Analysis tools.

The post Great Business Competition Tactic: Sentiment Analysis appeared first on OnCompeting.

Yes — that’s the SEC as in Southeastern Conference — university athletic programs in the Southeastern United States. LUCRATIVE athletic programs in many cases. Big Money.

You have to wonder whether these folks ever took college business courses that covered case studies about the Horse & Buggy companies that failed to understand and adapt to (then) cataclysmic marketplace changes. Earlier this month the SEC attempted some really drastic suppression of Social Media use by fans at their games to protect broadcast contracts with CBS (reported to be worth $3B over 15 years) and their own interests.

They apparently see the fans use of Social Media, such as Facebook, YouTube, Twitter, etc. to be online business competition that would negatively affect CBS returns. Yikes! What planet have these folks been on? Well, there are many things going on here. Digital Rights Management issues are always troublesome, but they are missing a fundamental grasp of what’s at work here.

Round 1 — earlier this month the SEC produced this edict: “Ticketed fans can’t produce or disseminate (or aid in producing or disseminating) any material or information about the Event, including, but not limited to, any account, description, picture, video, audio, reproduction or other information concerning the Event.”

Well, as you can imagine, that didn’t go over so well with the fans. In fact, they were forced to back off that. After all, most of the people in the stands are not doing anything but networking online with their pals.

The SEC really wasn’t out to control casual fan use – but they did show an abyssal lack of understanding about major changes in consumer behavior when a smarter move would have been to encourage, facilitate and capitalize on fans viral marketing on their behalf. Presumably what they were really after was the growing body of professional & semi-pro Internet entrepreneurs who piggyback off of the high-quality material that strategic partners like CBS produce, add more to it, and then use it for their commercial purposes on fan sites, etc. It’s big business.

Round 2 — by mid-month the outrage among the fans caused them to back off that draconian edit, to a lesser stance prohibiting real-time distribution of photographs and video of their games. They let their fans become fodder in their larger online business competition battle — who controls the digital rights to myriad aspects of spectator sports. That won’t get resolved easily, it’s a battle that rages at all levels with some really stupid behavior involved, like this.

What I find most interesting is this: They Don’t Get It. Social Media can be a real Bonanza to any business when it is creatively leveraged. Fans that send live pictures of a great catch to friends who then all start chatting it up are what most businesses dream about — engaged customers who evangelize to others and get them excited as well. Think of the possibilities… $$$

Yes, new digital technology and how it may erode their control of the revenue coming from sports is a big issue — but there are probably far more gains to be made from creative leverage of that activity – at the fan level and with outright business competitors — than losses. At any rate, no one has ever won in the long run by trying to suppress technology advances. (well… unless you count oil companies :-))

The consumer is in the catbird seat now. And yes, that creates some different competitive challenges. This is not going away and you can’t ram edicts down the throats of those consumers caught in the middle and expect them to meekly obey. So much more pleasant to join them.

The post KABOOM! Social Media, Competition & the SEC appeared first on OnCompeting.

What are they doing? They’re doing a Twitter Opera!

The London Royal Opera House is asking Twitter users to help develop the libretto (the words) for an opera it commissioned to be performed live in September.

Why is this newsworthy? Because it is brilliant online business competition. Competition for Audience, Money and Creative Creds.

Courtesy: maelstrom4ever

They primed the pump with this beginning: “One morning, very early, a man and a woman were standing arm-in-arm, in London’s Covenant Garden. The man turned to the woman and he sang…”

Twitter users are requested to suggest the rest. In case you are interested in participating, you can contribute via the Opera House’s Twitter Feed.

So — What’s the Online Business Competition Angle?

• Audience — the arts have been hurt, along with the rest of the world, in this “recession.” Folks are just plain cutting back and someone has to lose in a category. Yet “the show must go on.” Stiff Upper Lip and All That Rot. How interesting that an organization as traditional as the Royal Opera has found a way to get a leg up on their competitors by broadening their audience appeal.
• M-O-N-E-Y — budget cuts galore in all organizations and yet the Royal Opera has rather brilliantly come up with an online viral marketing tactic that costs them, let’s see… nothing? No doubt it is also stimulating ticket sales, too. Cheerio!
• Creativity Creds — Well, it was pretty daggone creative but not original — Washington’s National Symphony Orchestra tweeted Beethoven’s Pastoral Symphony a few weeks ago. I also read accounts of at least 7 other Twitter operas documented on YouTube. Nonetheless, it is pretty creative and tremendously engaging. I think they’re onto something that clearly differentiates from their competitors.

What’s this have to do with your business? You’ve got me — but surely this gives you some food for thought to prime your creative pump and build competitive advantage. Put another way — get there before your competitors do.

The post What’s a Twitter Opera? Ask the Royal Opera House appeared first on OnCompeting.

I’ve been focusing a lot lately on the potential damage businesses suffer when they don’t pay attention to their online reputation management Ps & Qs. Now, a new wrinkle in the evolution of this growing area of concern – Businesses Fighting Back.

Citizen Journalist may want to take a second before hitting “Send.” I’ll bet this one was sorry she did.

In a widely reported story, Horizon Realty sued a micro blogger using Twitter to make some rather unflattering comments about their property. In fact, they are reported to have sued Amanda Bonnen, a Chicago area resident, for this tweet: “You should just come anyway. Who said sleeping in a moldy apartment was bad for you? Horizon Realty thinks it’s okay.”

The amount of the lawsuit: $50,000.

If you know anything at all about Twitter, you know that she was limited to 140 characters (this is called micro-blogging) AND that it is rather important to understand how many followers the person tweeting has. Followers being their theoretical “readers.” Horizon decided to take aggressive action to defend their reputation. Bad Move.

Why was this a Bad Move? Because Ms. Bonnen only had 12 followers on Twitter. I’m guessing at least a few were relatives. In short… no one was paying attention. Their lawsuit, however, created a furor and drew national attention. Now everyone is wondering whether they want to EVER stay in one of Horizon’s properties.

Here’s the lesson for every business that have been maligned in Social Media (fairly or not):

• Assess the potential damage before you act.
• Don’t bring out the Howitzers to kill an Ant.

You and your Howitzer may make the issue become Front Page News when the reality was it was headed for the Obits.

Methinks that Horizon got all excited about the hype around Twitter’s growth and influence and incorrectly assumed that ALL of these folks were dialed into Ms. Bonnen. Hardly.

In fact, Ms. Bonnen had the audience equivalent of a group of people in a coffee shop… at a small table. Until Horizon gave her a Bully Pulpit, giving her a massive audience, creating a PR nightmare along the way.

What this does show is that businesses need to have a basic understanding of what is going on in Social Media so that they can take appropriate and measured proactive or reactive actions.

The post Online Reputation: Round 2 — Businesses Fight Back? appeared first on OnCompeting.

Why is it that so many people claim they “are not really all the competitive?”

I certainly am competitive. In fact, I think it is A Good Thing. However, my husband no longer will play monopoly with me… or as he says “Killer Monopoly.”

Competition is a subject that has always fascinated me. And so, when I ran across Psyched Out in The Economist – I was intrigued. It was tailor-made for me.

What’s it All About?

It’s about a study done by two behavioral researchers seeking to learn if the number of participants in a competition had an effect on the behavior of the competitors.

The Net/Net? They found that the level of individual competitive effort declined as the number of competitors involved increased. Very interesting.

If there were many competitors (or a perception of many competitors), participants in a competitive situation had a tendency to assess their odds as less favorable and scale back their efforts. In other words, they gave up hope for a strong win.

By: gfrphoto

The Takeaway? When assessing your business competition — online or offline — it might be good to evaluate the number of participants in your competitive field. Fewer competitors? You may need a different approach than you would with numerous competitors.

For Online Business Competition, consider these actions in tight competitive markets:

• Develop more sophisticated competitive intelligence observation skills
• Use bleeding edge competitive intelligence-gathering technology & tools
• Assume fast response to your moves — contingency plans anyone?
• Assess each competitive move and “checkmate” key moves — fast
• Be wary of price-down efforts that can permanently kill your profits
• Dealing with irrational competitors? Don’t go over the bridge with them!

Perhaps it goes without saying — yet if you find yourself in a larger competitive field — take advantage of this mental shift and move aggressively to build a competitive advantage for your business while the rest of your competitors hang back.

The post Fewer Competitors = Aggressive Business Competition appeared first on OnCompeting.

Citizen Journalists strike again. Or should I say Citizen Musicians? Once again the consumer is finding Web 2.0 Social Media sites of value — at least for venting their frustration.

Frustrated United Airlines passenger, Dave Carroll, used his native talents as a musician to strike back after repeatedly trying to get United to address claims for his beloved Taylor guitar which he alleges United baggage handlers damaged. What — baggage handlers damage… baggage?

Taylor Guitar

Dave has two grievances: guitar damage and indifferent customer service. Apparently it was a valuable guitar — $3,500 — and critical to the way he makes his living as a musician. United should have paid attention.

After repeatedly attempting to get United to address his claims, Dave and his band — Sons of Maxwell — struck back. Dave and the Sons composed a song about the kerfuffle and recorded a video performing it, which they then posted on — you guessed it — YouTube. And it is pretty entertaining while getting his story out there: check Dave's YouTube Revenge. It’s really worth a view, they are entertaining AND talented.

Meanwhile, back at the ranch, United Airlines now has a full-blown PR problem. It looks like at least 150,000 people have viewed the video as of 7/8/09 and it is really going viral now. Dave’s story is also getting coverage in respected media sources such as the LA Times Online. THAT, in turn, is stimulating tons of online comments from the masses, war stories about other perceived and actual United misdeeds, etc. (Btw, not all of the comments support Dave & Sons.)

Whether their claim is just or not is actually not as much the issue as United’s failure to handle the situation better and forestall this kind of retaliation and the aftermath they now face. The song on their video is catchy – these guys are GOOD and LIKABLE — this can’t be good news for United.

Online reputation management is a growing problem for businesses, particularly for consumer-facing, service-oriented businesses like United Airlines. Business as usual in terms of PR management won’t work here.

Last – I was interviewed recently on the topic of online reputation management by Linda Popky, President at L2M Associates, for her Marketing Thought Leadership show. This short interview ended with some resources that you might find helpful in your own reputation management efforts. Online Reputation Management: What You Don’t Know CAN Hurt You! Thanks to Linda — it’s always fun to chat about something you’re passionate about and this sure gets me jazzed!

The post Think Online Reputations Don’t Matter? Ask United… appeared first on OnCompeting.

Most of the world is not familiar with a strategy that is reasonably well-known to Internet Search Marketers: The Long Tail Strategy.

The Long Tail Search Marketing Strategy means that you target getting a high ranking position in the Search Engines for search phrases that use 3 or more words. They are known as the “Long Tail.”

Why should you care to learn about this strategy? Actually — a couple of really good reasons:

Now there is even more reason than ever to focus on Long Tail keyword phrases. A new piece of research from Hitwise shows over half of all searches involve 3 or more words in the search phrase. Even more interesting is the growth of search activity using 8 or more words!

Frequently, average or new businesses that do not have deep pockets or deep Search Engine Optimization (SEO) expertise simply cannot come up with the time, money and expertise required to break through to top Search Engine positions for highly competitive 1 – 2 word search phrases. Long Tail offers a path to success that is attainable.

Moreover, searchers who use longer keyword phrases are usually more relevant and more intent on finding specific information and/or solutions. Wouldn’t you like to be in front of them?

Further, it is actually easier and more affordable. The competition for top ranking positions for 1 – 2 word searches is fierce and far more of these searchers are not relevant to your business — too generic.

Even so, most businesses (read: your competitors) still target 1 – 2 keyword phrases, drawn to this approach like a moth to a flame and not particularly cognizant of how difficult it is to gain ranking or how irrelevant much of this search is to their goals.

So, I have always liked working the Long Tail area — when you get searchers using longer keyword phrases you are just more likely to be successful and actually generate a sale or lead.

CGG38HFPFSGA

The post Web Marketing Strategy: Fishing for Long Tail Searchers appeared first on OnCompeting.

This past week I gave a workshop in Silicon Valley for the Marketing Education Series for Entrepreneurs (MESE) titled: Growing Your Business Fast Using Social Media and Web 2.0 Marketing.

Whenever I speak with people about Social Media there are some recurring themes that I keep hearing:

1) How can I do that AND my day job?
2) Where’s the value in it for my business interests and me?
3) Isn’t it really just for big companies like Dell or Zappos?

The subtext seems to be: What About the Rest of Us?

While preparing for the workshop I tried to find insight to answer those questions and ran across a LinkedIn case study that fit that task. In case that case study missed your radar screen let me tell you about it — it’s a great story as well as instructive.

This is a story about a man named Henck van Ess, a Dutch technology consultant who found happiness on LinkedIn.

Henk was grousing in a couple of his LinkedIn Groups one day about the super-short battery life of his 3G iPhone (I can relate – an incredible invention yet the battery life is horrible).

Before he knew it, he heard from another member of one of his LinkedIn Groups — someone from a Chinese manufacturer — who suggested that they might have a solution.

He tried out the solution, liked it and bought it. You might think that was the end of the story and it would have been sufficient value right there. Yet so delighted was Henk that he again used the LinkedIn — this time the “What am I Doing” section — to crow about his “find.” And he found a wellspring of interest from others on LinkedIn who read his post.

This piece of serendipitous research (albeit not scientific) gave him so many positive responses that he became a distributor, put up a Web store and took orders from 1,200 customers on the first day of business!

The Chinese Manufacturer and Dutch Consultant further collaborated to improve upon the original battery extension solution: 3GJuice is born!

Then Henk told the LinkedIn crew about it and some publicity happened. The NY Times picked up the story… more publicity!

So, we have a LinkedIn member who wasn’t really trying to build a business yet stumbled into one using LinkedIn. Along the way Henk:

Not a bad tally for Social Media’s ability to add value!

The post Social Media Woes: What About the Rest of Us? appeared first on OnCompeting.

Our last post covered the jam Yelp was in that required them to vociferously defend their own online reputation.

Recap:
Businesses that contacted Yelp with issues about negative reviews posted on the Yelp website, alleged that Yelp personnel counseled them that they could re-arrange their negative reviews to more favorable placement if they bought Yelp’s advertising package.

This was a serious allegation that required a public response from Yelp. Yelp’s success as a local review site is in large measure due to consumer TRUST that the reviews they read from other consumers are untainted.

Furthermore, although not as damning, businesses complained that they had no recourse to challenge/remove factually inaccurate reviews. (As an example: a review that claimed a specific meal was terrible, such as fish and chips, when the restaurant never even offered fish and chips.) While not an allegation of impropriety, it added to the growing discontent about the fairness and trust consumers and businesses alike could expect when dealing with Yelp.

Update:
Yelp executives have categorically denied the advertising in return for more favorable re-ordering of negative reviews charge and have mounted an aggressive PR campaign to answer the charges and defend their reputation. They followed that up by changing their policy of not allowing business owners to answer negative reviews on their site.

Why This Matters:
This is serious stuff. Yelp is in head-to-head competition with their nearest rival, CitySearch. The competition is fierce, including challenges over whose publicly available data shows the most visitors and use of their site (important to their advertisers). These companies are top competitors in a class of business made possible through Web 2.0 technology and User Generated Content (UGC) in Social Media.

By some accounts, Yelp had 25M unique visitors to their site in March 2009. March 2008 was 10M unique visitors. YELP clearly is experiencing phenomenal growth. Trust and Credibility are Critical Success Factors for continued success. They are challenging their senior competitor, CitySearch on many fronts (including user ease) yet Trust is essential.

For business owners, the entire category of consumer reviews is a true challenge to their reputation. Monitoring what is being said about key executives and the business is becoming an essential business practice. And the types of businesses that are now impacted is growing – restaurants, shopping, health, etc. Managing an online reputation is new, uncharted territory for almost all of them.

Other issues are emerging as this Rhubarb puts a spotlight on the Social Media category of User Generated Content Reviews. Stay tuned…

The post Yelp Defends Their Turf appeared first on OnCompeting.

For many small businesses, Yelp — a well-known online recommendation search engine — represents a path to success. After all, according to Yelp, over 20M people accessed their site in the past 30 days (as of February 2009).

Presumably, for the most part consumers are visiting Yelp for the reviews – or maybe it is just a way for them to discover the latest and tune in on the buzz.

Whatever…

Here’s how Yelp works: reviews of local businesses, based on a 5 Star rating system, come from pretty much ANYONE who registers and has an opinion. Business categories include restaurants, shopping, doctors, beauty and spas, plumbers, accountants, attorneys and much more.

Well, maybe it’s just me, but I am really having a problem with the concept of uncontrolled consumer reviews overall. Asking 50 knuckleheads to help me decide about a restaurant, plumber or doctor just doesn’t seem like the way to go. And, who knows how many of those 50 aren’t related to the business owner anyhow?

So, are we now in the era where vox populi rules? I sure hope not… isn’t there a middle ground? As much as the restaurant critics and music reviewers were occasionally annoying (to me, anyhow) they at least had some expertise, standards, evaluation criteria and the like.
Not to mention some consideration that what they said could affect some soul’s livelihood.

Now everyone’s a critic – but really, would you care what many of them have to say? Apparently a lot do. Here’s some Yelp propaganda:

Yelp is so influential that businesses are justifiably concerned about how they come across on the site. Business owners can “claim” their business and create a profile with useful information, post special offers, make announcements and advertise.

Just a short visit to the site points out the dilemma for businesses – some of the reviews are pretty snarky and mean-spirited; the businesses are at the mercy of these largely uncontrolled reviewers. The other day I spoke with a company that has ample reason to believe their competitors are posting negative reviews — yet another unchecked problem.

THE RHUBARB: Yelp is now getting their own reviews from business owners – and they aren’t very flattering. They stand accused by a growing number of businesses that have negative reviews of attempting to extort them into buying advertising packages to “mitigate” their negative review problem. Yelp, of course, vehemently denies this.

What do I think? Well, it doesn’t make sense that Yelp would do that. After all, their entire business model is based on people coming to their site to get the “true scoop” from other consumers.

Trust is a Critical Success Factor for Yelp. Contaminating that trust is a bit like killing the Goose that Lays the Golden Egg. Yet we’ve all witnessed examples of business behavior recently that seems at odds with common sense… no?

There are other issues business owners’ have with Yelp such as their refusal to remove factually inaccurate negative reviews.

Do I use Yelp? Yep. I use it personally AND professionally.

I use it to discover new restaurants, businesses, events, etc. I do not use it for the reviews unless there are dozens or more that are all in one direction or the polar opposite.

If our clients have reputation problems or want to proactively improve their online reputation we consider Yelp’s free profile development and paid advertising as potential perception management tactics.

And, I use other recommendation search engines as well both personally and professionally. The Yelp Rhubarb is but one of many landmines. Stay tuned… online reputation management is a growing problem with no easy answers.

The post The Rhubarb about Yelp and Online Reputation Management appeared first on OnCompeting.

All of the wonderful predictions we have been hearing for years about how the Internet will democratize society seems to have finally hit a Tipping Point with the election of Barack Obama as 44th President of the United States and the masterful web marketing strategy that made it possible.

In Marin County in California, where I live, 91% of all eligible voters turned out to vote in the election, many galvanized by innovative Internet marketing outreach from grass roots supporters who frequently used tools provided by the campaigns.

Internet Marketing 2.0 and beyond represented a major force in the campaign. Participatory media, multiple media choices (particularly video) and a sea-change in how people communicate, learn and make decisions were at work here. The candidate who best understood these forces leveraged it to fuel success. In fact, at times it was riveting.

John McCain was so far removed from understanding these massive changes that he could not effectively direct his campaign. He famously did not even use email! A Case Study: The Barack Obama (Web Marketing) Strategy made publicly available (courtesy of Paul van Veenendaal & Igor Beuker) on SlideShare, with YouTube video inserts, is a real eye-opener.

According to the PEW Research Center:

46% of Americans used Web, email, or text messaging for news about the presidential campaign

35% watched online political videos

10% said that they logged onto social networking sites like Facebook & MySpace to get engaged in the election

2008 Presidential Campaign Internet Highlights:

• The Obama campaign raised over $600M from the Web – and more than $160M came from supporters contributing $200 or less.
• Obama had over 2M supporters on Facebook; McCain had 600K
• Michelle Obama’s YouTube channel has 18M visits; John McCain’s channel has 2M
• The Obama campaign spent $8M for Online Ads – most with Google; $467K for Facebook ads
• Obama’s Speech on Race & Politics has been viewed over 6M times on YouTube alone
• Obama’s online marketing campaign spends included in-game advertising and mobile; McCain’s did not
• Obama’s profile was on 15 online communities, including Eons (Baby Boomers)
• Obama treated his supporters as a “Tribe” while McCain’s sites frequently had Under Construction signs even into the last weeks of the campaign.

Fair disclosure: I did support and vote for Barack Obama. I also have in the past supported and voted for John McCain. This is not about who I voted for, though, it is about who “got it” in terms of a successful web marketing strategy.

There’s so much more to dissect here – another time. For now, just sink into this election and the transformations at work. You’ve got to ask yourself… can this only be about politics and entertainment? Can I continue to think that our customers are not using Interactive Web 2.0 in their buying consideration process? More to come…

The post Everything is Different Now appeared first on OnCompeting.

I watched the news this Thanksgiving weekend and it was both horrifying and fascinating. The horrific news involved a Wal-Mart employee on Long Island who was trampled to death by oblivious Black Friday shoppers who broke down the door to get into the store and the reported bargains.

The fascinating part? All the media counting down to what was presumed to be the worse holiday season for retailers in over 20 years. Did the media create a self-fulfilling prophecy that whipped people into this frenzy?

It left me wondering how life got this far out of control.

What kind of financial pressures could these folks be feeling to even want to stand outside all night long waiting for some impersonal Big Box retailer to open their doors at 5 am? What kind of stress is so crushing that you are oblivious to another human being trampled to death as you walk over him on your way to a bargain?

So, I started thinking about the less hyped holidays that I knew as a young child in Ohio. I recalled how I saved money all year long in my “Christmas Club” at my community bank. How I looked forward to cashing that check and going shopping. And what a delightful and civilized experience it was. Now we are in the age of instant everything — including instant banking in a world without Christmas Clubs (at least that I know of).

Banking these days involves a growing slew of online banking services, including my favorite – remote deposits. Instant information, instant access and instant gratification is now moving into community banking as well as the big guys who see remote deposit banking as an entre into local communities. Will the local community banks survive?

Will local banks be able to fight off Big Box Banking? Will they help us to retain our sense of community, caring and civility that was so lacking at the Long Island Wal-Mart? In some way they seem emblematic of local communities’ fights to retain their identity and values.

As a web strategist and marketer I don’t see many local banks taking advantage of online marketing to help them grow deposits and retain existing customers in the face of Big Box competition – and it makes me nervous. I think we need them as much as they need us.

A Pew Internet & American Life project showed that fully 53% of the U.S. Adult Internet users (39% of the entire adult population) were banking online by September 2007. Local banks seems to be offering a growing array of online banking services, yet I do not observe a commensurate increase in the use of highly effective online marketing tactics.

How then will community banks be able to maintain a competitive edge over Big Box Banks if the big guys offer the same services that local banks offer online AND they are more effective in using web marketing to take local customers away?

Local Banks — Time to Wake Up. The fabric of our community needs you. And you need you to become more sophisticated at web marketing to remain competitive.

The post Whatever Happened to Christmas Clubs? appeared first on OnCompeting.

It happened again. I heard from yet another client about how a “Blue Bird” (aka unexpected sale) happened via their website. What’s so unusual about that – after all isn’t that what a website is supposed to do?

The unusual part is what happened to the visitor after they got to the website. And, I should hasten to add that it usually happened over several visits to the site.

What happened is they started to ‘go steady’ with the company; except the company was not aware of it. They started to assign attributes of a relationship to the business such that by they time they finally engaged and connected to them there was a bond already established in their mind.

So, I keep getting reports from clients that usually start out with some variation on “an interesting thing happened…” and then they tell me about their new customer and how incredibly easy it was to land them. In fact, some of them actually felt like their customer landed them!

What’s happening?

In all instances someone came to their site and found generous, relevant, useful information. So useful, that they kept coming back. The information was part of a web strategy to use content to increase their presence in search engines, build relevant traffic to the site, and keep people engaged when they arrived.

Because the information that they valued was also written by an identified person, they developed some level of trust and a cyber-relationship with the author of the material (in most cases the author was listed as the CEO or other senior executive).

What’s more, it didn’t seem to matter how they got to the site – in some instances it was because they read content that the author published elsewhere online that then drove them into the site. In other cases, it was through a search engine. The channel was interesting but not necessarily relevant to what then occurred.

What occurred was an upending of their normal sales process. New customer acquisition that used to take weeks or even months was happening right away – sometimes immediately.

The customer was pulled into them instead of the company pushing their message out and then having to spend time building the necessary credentials and trust to even get close to the final round of consideration. The prospect (soon to become customer) already trusted them and assigned a level of competence to them; they were fans.

Another important caveat: I do not work with super-large companies. Most of my clients are fast-growing small/mid-size businesses. They do not carry the baggage of a large, impersonal brand and so it is probably a lot easier for this to happen.

The unexpected consequence was this incredible cyber-relationship that transcended normal behavior and produced such powerful results for them in far less time than normal with significantly less effort.

Can we depend on this for steady-state online marketing? I don’t think so – but it sure beats all when it happens.

The post Web Marketing Strategy: Unintended Consequences (Good) appeared first on OnCompeting.

We’ve been taking an increasing number of calls over the past few months on a rather interesting topic: reputation management. To be more precise: online reputation management.

As it turns out, nothing can kill your prospects for fast growth much quicker than a few unkind words posted by an alienated employee, “wronged” customer, devious competitor or malicious prankster. (Speaking of which, isn’t there a special place in Hell for those pranksters who do nothing but destroy?)

Why is that?

Because of the multiplicative effect, ease and anonymity of online communication. What’s more, if the comments are in high traffic interactive communities like the growing army of social media sites, they can spread like wildfire and be very hard to put out once the fire is raging.

Putting the fire out before it gets out of control is usually not what goes on, however. Most companies and executives don’t have any level of online reputation monitoring. They simply don’t know until random events make them aware of the problem – or some Good Samaritan.

So, now companies that were previously doing a full-court press for growth all of sudden have a new, very ugly problem that sucks up their precious time and energy. The funny thing is most of the cases I know about were also unjustified.

Even if everything is humming along in a positive vein there is worthwhile intelligence to mine out of the mentions your company, products/services and key executives get online. Intelligence you can use to strengthen your business.

Yet, one simple thing that a company can do will help you identify the problem and enable you to take corrective measures before it gets out of control: monitor your online reputation. Most businesses are not monitoring their reputation online – and that is a big mistake.

Put in place an online reputation monitoring system. Those systems can range from free Do-It-Yourself systems to sophisticated highly automated monitoring programs offered by a growing army of companies.

Do yourself a favor – go to Google Alerts now, set up an account (it’s free) and put some keyword phrases into their monitoring system. Use keyword phrases like your company name, products/services, and top executives. Set the frequency for delivery of the results and take time to read them.

That’s at least a start to getting your new online reputation protection program underway.

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