Track How Effective Your Online Marketing Efforts are Offline

Tracking offline conversions has been a challenge for businesses for years. As long as the Internet has been widely used to drive business, tracking online marketing efforts to offline purchases has been no easy feat, but while there is no silver bullet approach, rest assured, there are ways to make it easier.

For brick and mortar businesses, obviously a large percentage of their conversions take place offline, despite an amplified online presence and rigorous online marketing tactics. As local search continues to sprout new innovations, one can only assume that the web will continue to drive offline purchases better and better. With some consumers going to their smartphones more than their PCs for online shopping research, businesses are seeing more mobile customers who may be more apt to swing by a physical location while they’re on the go.

KeyRelevance President Christine Churchill once wrote, “Measuring offline conversions and proving on paper that the online marketing triggered the offline conversion is difficult, because you can’t often directly measure the process from start to conversion.” Therein lies the problem. Out in San Diego at the Online Marketing Summit this week, WebProNews spoke with Salesforce’s Global Head of Search, Lauren Vaccarello about this subject.

Google and comScore once conducted a study, which showed that 63% of consumers who conduct product searches online buy the same items offline. It’s been a while, and that number may have changed by now, but what hasn’t changed is the fact that people are still finding products online and buying them offline.

At an SMX Advanced conference, she recommended in-store surveys to find out the ways people are arriving at their purchases. In addition, online coupons and offer codes can be tracked offline. At that same conference, Ryan Gibson of the Rimm-Kaufman Group suggested introducing “actions of value” on a site, such as allowing people to order a catalog or sign up for emails.  Specifically, ad-spend, return on ad spend return on investment, and cost per order/acquisition) are all things to consider tracking. Rich Devine, ZAAZ’s director of search also recommended assigning dollar values to things other than the main conversion.

When it comes down to it, without a way to track an offline sale, it’s going to be difficult to tell how effective your online marketing efforts are.

Running Giveaway Competitions for Links and SEO

Posted by RobOusbey

There are very few tactics which can guarantee success in linkbuilding. Executed correctly, giving something away is one that gets close to fulfilling that promise.

This post covers competitions and giveaways; I’ll share techniques and tactics you can use, and will include links to some interesting competitions seen online recently, and some that we’ve run for clients.

Running giveaways online typically offers a few different opportunities; of most immediate use to SEOs is that competitions can attract links from authoritative sites and a variety of domains. They can also be great for data collection – it’s fine to ask the entrants for their email address and whether they’d be happy for you to send them emails again in the future.

Furthermore, there’s a potential for increasing brand awareness amongst people who’ve not heard of you before.

Running a Giveaway

In the simplest competition users visit the website to fill out their details, possibly answer a simple question, and then a winner is picked out of the hat.

Competition Prizes

If you have high margin products, these can make attractive prizes without harming your bottom line too much (e.g.: giving away tickets for your theatre doesn’t cost anything if the show isn’t sold out.) You should also consider ‘money can’t buy’ prizes: a trip to watch a rugby match is cool, but spending the day working for a national team and getting a signed jersey is priceless.

Look out for partnerships: when Distilled recently ran a whisky giveaway (to create buzz around the brand prior to the launch of our US office) we were sent messages by Jura whisky and Master of Malt (neither of whom we knew beforehand) offering some quite exceptional additional prizes.

There’s potential to improve any competition by approaching suitable partners first, to offer some co-publicity and links. (I once emailed some contacts to ask for contributions to a competition, and ended up with £300 worth of books, £120 of CDs and DVDs, £50 of gift vouchers, two magazine subscriptions, a £120 digital camera, a wild animal adoption, a bottle of port and a towel that folded up into a beachbag.)

Of course, the flip side of this is that you could simply look out for people in industries related to you that are running competitions, and offer an additional prize for their promotion, in return for links, etc. You can use Google to find such opportunities: search for terms like ‘win’ and ‘competition’ alongside phrases used in relevant niches (eg: ‘win album’ for music prizes) and then filter down to results from the last week / month. For example: this Google search.

Get Listed

The ‘comping‘ community is a great place to seed your competitions to begin. Certainly in the UK, a listing on a few active sites will often send the first 2 – 5,000 entrants – and I’m sure it’s not just us limeys that love a freebie. Search around for sites to submit your competition to, but regional sites you could consider include:

• Loquax.co.uk (UK)
• ThePrizeFinder.com (UK)
• Compaholics (UK)
• CompetitionWinner.com.au (AU)

Each site may have specific restrictions, and can have a delay between a few days and few weeks before submissions are published, so submit your competition as early as possible.

Seeding

Send competition details directly to twitter users & bloggers who you either know well, or think would be interested in covering it. Remember that people can be less inclined to share a competition if it’s good enough (to give themselves better chances of winning.) There are various creative solutions to this issue, but you can just keep it simple and appeal to the blogger’s love of sharing cool stuff with their readers.

Furthermore, look for opportunities to find partners who have email lists. Let’s take two companies with email marketing lists: BigHotel (a large, fictional hotel chain) whoc is running a competition, and GreenTour (a successful, fictional eco-tourism site) which is launching a new feature. They have similar audiences, but there’s no overlap between their products; BigHotel can mention the feature launch in their next newsletter and EcoTour can promote the competition to their subscribers. This just required finding a partner and making a gentleman’s agreement; as Bonytoad is fond of saying: “Win-Win, For Teh Win.”

Use Your Affiliates

Make sure that your affiliates can add their tracking codes to the entry URL, and they’ll help to spread awareness of the competition pretty quickly and to places you might not be able to reach to otherwise.

Create a video primer

The Irish rugby competition mentioned above was launched with a 60 second video promoting the prize.

Videos are particularly shareable: embed codes can be copied from the Youtube page, and lots of social sites (including Tumblr, Facebook, Reddit) allow for easy importing of videos. Given that people might be watching the video anywhere, make sure to prominently display the URL for the entry page in the video, either on-screen or using video annotations.

Get Press

Lots of magazines and newspapers are happy to mention competitions and link to them from their websites. Find publications that target the geographic area or niche targetted by the competition. Pick up the phone and give them a call – ask to speak to someone who deals with promotions, or in the editorial department. A few minutes later you might have a decent link and some coverage that will be read by a very targeted group of people.

Maintain Momentum

When people have entered, it’s a waste to just show them a ‘thanks for entering’ message. Use this opportunity to give a call to action – typically to share the competition with other people. Consider having a secondary prize that encourages people to share the competition. For example:

Upsell the Competition

Have a successful competition, and want to take advantage of this get more entries? Take the email addresses of everyone who entered so far, and send them a message during the week before the competition finishes.

I’ve not done this, but I think it could work really well to add an extra 10% to your number of entries. To be honest, I’m considering not mentioning it here, and saving it for myself for a while, but I want to see what CTR & results anyone who tries it gets. Let me know if you have a chance.

Other Competition Structures

Outside of the basic ‘name-out-of-a-hat’ competitions, there’s potential for all sorts of interesting competition structures.

Competitions to Encourage Engagement

Ooh.com run a competition with two $100 prizes each week. The winners are picked from the new ‘OOHs’ which have been uploaded, and encourages people to not only add their content, but to make sure it is as ‘rich’ as possible.

Sites with user generated content (such as a forum, social networking or social media site) could use similar techniques to reward particular contributions.

Twitter Competitions

A competition where the only entry requirement is to tweet a message including a link to a site / account / hashtag has very low barriers to entry for Twitter users. Once up and running, such competitions excel at keeping momentum – the more people hear about the competition, the more people enter – and help to improve brand awareness for companies and products.

The tactic’s been used by a variety of organisations; the most famous execution was probably the competitions run by Moonfruit. This did well, but the concept already feels a little bit passé – plus you have to have an awesome product and spring for $10,000 of prizes to have the same impact that Moonfruit enjoyed.

Consider modifying this viral ’self-fullfilling prophecy’ competition for other formats or networks; Umbro had people upload photos on Facebook – the Facebook ‘News Feed’ then showed entrants’ friends that they’d submitted an entry. If you’re looking to find similar success for your sites, Google Buzz is still new & cool… I’m just saying…

Procedural Points

A couple of miscellaneous points about operating a competition:

Conversion Rate Optimisation

If you’ve attracted people to the competition entry page, you should hope to see a very good conversion rate to completed entries. Try using some CRO techniques on the entry page, to maximise the number of entries received and the amount of useful data collected.

Avoid Cheats

Log the IP address along with each entry – you can then investigate any IP addresses which submit a lot of entries to identify people who are trying to cheat the system.

OK; I hope that this has been useful, or at least inspired you to go through the back of the cupboards, and see if you have anything interesting to give away. Using tactics like this can be an iterative process – it doesn’t need to go exactly right first time, and people will never get bored if you run a few competitions to improve your process. Good luck!

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Is it Becoming Less Critical For Businesses to Have Websites?

I don’t think there’s any question that you need a web presence to survive in today’s business climate. But do you still need a traditional website, or has the web moved on in that regard?

Do you still need a website to be successful online? Share your thoughts.

First off, let me be perfectly clear in that I’m not advising anybody not to have a website. That said, there are a lot of ways to have a web presence without actually having a site, and let’s face it – maintaining a site (let alone a successful one) takes time, money, and resources.

According to data from Compete, Facebook has become a bigger traffic source than Google for some sites, and for many others, it is right up there with Google as a major traffic source. If it can drive the traffic, then that means the people are already at Facebook. You can be on Facebook without having your own website. Businesses can build a Facebook Page, complete with analytics provided by Facebook itself, and they can spend time making that page a good one. Here are some tips on how to do that. Facebook pages are perfectly capable of being found in search engines. In fact, they are often right on the first results page.

You know what else is often right on the first page? A set of local search results from Google Maps, courtesy of Google’s Universal Search integration. Within those results (which are very often right at the top of the SERP) are links to individual businesses’ “Place Pages”. From here, users can find coupons, reviews, store hours, etc. There is a very good chance users will find this before they find your site anyway.

Google is actually going to great lengths to get people using these Place Pages. They are even sending out stickers with barcodes for stores to hang on their windows. When a user scans this barcode with their mobile phone, they will be taken to the business’ Place Page. Social media profiles can also appear on these pages (although so can website links of course).

I probably don’t have to tell you that the web is rapidly becoming more mobile. Smartphone usage and mobile broadband subscriptions continue to accelerate, and people are using a variety of devices, operating systems, browsers, and apps. Making sure you have a site that looks right across all of these is no easy task. This is not so much of a worry when it comes to Facebook pages, Google Place Pages, and other third-party entities.

In many cases, it seems that small business sites are becoming harder to find through organic search. If you look you can find them, but users want convenience, and they are probably not going to look too hard if they can find what they are looking for on the first search results page (or right within Facebook where they’re already spending their time).

Social profiles show in up in search, and often early. The very nature of social media is viral. If one Facebook user becomes a fan of your Facebook page, that user’s friends are going to see it. Then, maybe a couple of them also become fans. Then maybe a couple of their friends become fans, and that trend can continue on and on. The more people who become fans, and the more exposure that page gets, the more chance that page has of acquiring links, which of course can lead to better search engine rankings, not to mention a larger presence on Facebook itself, where a large percentage of Internet users are already spending a great deal of their time. Your reputation and following within the social networks themselves may do your profile well in the eyes of Google too.

If you sell things online, there are obviously many different options out there without having to sell from your own site. In fact, even Facebook and e-commerce are on the road to becoming more and more closely attached. People can buy/sell physical goods through Facebook.

A great deal of focus has been placed on Facebook in this article for the simple fact that it is the world’s most popular social network. That could all change in time. But that doesn’t mean the points would not sill apply to other services. Google is going to be placing a lot of emphasis on Google Buzz this year, and it’s going to become integrated with more and more Google products. Currently, Google profiles are kind of the central place for a Buzz presence. Users can include any links they wish right into that profile (Facebook page, Twitter account, blog, eBay/Amazon listings, etc.)There’s no telling how big Buzz can be, and there’s always the possibility that something else will come along and take the world by storm. And that is one of the reasons…

Why it Still Pays to Have a Site

Can you be successful without a site? I think so. However, having a site gives you a more stable foundation, and still creates more opportunities than if you didn’t have one. When you have a site, you have control. You don’t have to adhere to the policy guidelines of any third-party platform. If Facebook decides to shut its Pages down (as Yahoo did with GeoCities, for example), you still have your own site that they can’t touch. For that matter, having your own site certainly lends credibility to your brand.

Still, social networks continue to work on making data more freely able to flow among one another via a number of open standards like Activity Streams, AtomPub, OAuth, PubSubHubbub, Salmon and WebFinger. “The idea is that someday, any host on the web should be able to implement these open protocols and send messages back and forth in real time with users from any network, without any one company in the middle,” says Google software engineer DeWitt Clinton. “The web contains the social graph, the protocols are standard web protocols, the messages can contain whatever crazy stuff people think to put in them. Google Buzz will be just another node (a very good node, I hope) among many peers. Users of any two systems should be able to send updates back and forth, federate comments, share photos, send @replies, etc., without needing Google in the middle and without using a Google-specific protocol or format.”

Google itself, even has its own site dedicated to making user data for its various products exportable. That’s just Google, but the web in general appears to be moving more in this direction.

I’m not saying that you shouldn’t have a site, or even that you don’t need one, but I think it’s an interesting discussion. For now, I’m going to say having your own site is still in your best interest, but has a more social Internet with more portable data made a standalone site less critical? Is having a website going to be less important in the future? I’d be interested to hear your thoughts on the subject. Comment here.

Yahoo And NBC Benefit From Winter Olympics

Yahoo Sports said today traffic to its site during the Winter Olympics has soared, beating out both NBCOlympics.com and ESPN.com.

According to comScore, Yahoo’s Winter Games coverage attracted 9.3 million unique visitors, more than NBC’s Olympics site (7.6 million unique visitors) and ESPN (8.4 million unique visitors). Yahoo Sports attracted over 17.5 million unique visitors over the week, more than double the visitors to its nearest competitors.

Meanwhile, NCBOlympics.com on MSN has generated more than 177.4 million page views, 414 percent more than the nearest competitor, according to comScore. NBC says visitors to its Olympic site spent more time and viewed more pages than visitors to Yahoo’s Olympic site.

On average, visitors to NBCOlympics.com spent 8.2 minutes per visit, 64 percent more than the five minute average for Yahoo users; and visitors to NBCOlympics.com on MSN averaged 27.5 pages per visit, more than seven times the 3.8 average pages per visitor for Yahoo.

While NBCOlympics.com leads in pages views and time spent, and Yahoo Sports leads in unique visitors, there is little doubt that the Winter Olympics have been good for both properties.

Driving Traffic with MapQuest and its New Search Engine

Local business search is becoming more of an area of great focus by search providers as time goes on. Google, especially, has been working overtime on providing new features that can help users find local businesses of interest. AOL’s MapQuest has been working on improving its own business search functionality, which we talked to the company a little about.

What kind of traffic do you get from MapQuest? Comment here.

MapQuest recently launched a new geosearch engine to power location search, and plans to do more with business listings before the year is over. Businesses should pay attention, as this is another place where users look for information about businesses related to specific places.

“Many of our users search for specific businesses or business categories in order to obtain maps and directions,” a spokesperson for MapQuest tells WebProNews. “In addition, many of our users search for types of businesses nearby another location. For example, if a user obtains a map of the hotel where they are staying for a meeting, the user may then search for restaurants nearby. MapQuest’s extensive database of business listings provides consumers with relevant business listings based upon the user’s search query.”

“MapQuest also provides consumers with the business name, address, phone, website as well as additional details such as hours of operation, user ratings and reviews, photos and more,” she continues. “As a result, businesses benefit from leads several different ways, including people driving to and visiting the physical location, making a phone call or visiting the website.”

MapQuest might not be the first thing businesses think of in terms of driving traffic, but it is an option that should perhaps not be ignored. According to the latest data from Compete, MapQuest.com gets nearly 40 million unique monthly visitors in the U.S. By comparison, Bing only gets over 50 million according to the same data set.

Benefits of the new MapQuest search engine include more accurate, relevant results based upon the user’s query, according to the company. A feedback link is also provided, where users may submit comments and feedback related to their search experience.

“We also have nearly 1 million City Search listings that provide a wealth of information and has the ability to drive traffic to the business web site,” the spokesperon says. “Businesses can offer very helpful information including menus, coupons, and more on their CitySearch listing.  Businesses should contact CitySearch to become part of the information feed.”

MapQuest obtains business listing information from multiple data sources. Businesses may report business listing changes such as additions, edits and deletions. They can change phone and FAX, business name, location address, city, state, and ZIP code, contact information, primary line of business and web site information.

MapQuest has 16+ million “Points of Interest”, with the majority being businesses through its InfoUSA database.”At MapQuest, we’re consistently looking at ways to enhance our data for users,” she says. “We will be offering ways to work directly with us for a business listing later this year.”

The company would not get specific about what its plans are, but regardless of the rise in popularity of Maps from places like Google, Yahoo, and Bing, MapQuest is still worth recognizing, and may provide additional traffic.

Do you consider MapQuest an important part of your strategy? Let us know.

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