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Announcing PPC University: Learn PPC Marketing for Free

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If you want to maximize your online advertising budget and get the most bang for your buck, you need a solid understanding of how paid search works and how to best manage your AdWords account. But where do you even start?

Paid search marketing can be incredibly intimidating for beginners – there's a lot to learn and the industry is changing all the time. Google AdWords is the most popular PPC platform, but can also be the most complicated for marketers to manage. In 2013 alone, Google made over a thousand changes to AdWords. It's almost impossible to keep up.

That’s why we created WordStream PPC University: an organized educational resource enabling marketers of all skill and experience levels to take their AdWords strategy to the next level – for free!

learn ppc marketing

Millions of visitors have already used WordStream's educational resources, including this blog, our white papers, and webinars, to build their paid search skill set, improve their AdWords strategy and get a better return on their PPC spend. Now you can, too! We are pleased to offer you no-charge access to our new, guided PPC University framework for learning to set up, manage and optimize paid search campaigns, regardless of your previous experience or level of comfort with AdWords.

We created this awesome resource to provide marketers a top quality, totally accessible PPC education. Organized into three separate courses, PPC University allows you to work at your own pace. Our online and PDF formats also remove the barrier of constant Internet access – you can simply download the course and take it with you, wherever you go.

Here's a small sampling of what you'll learn in each course:

PPC 101

  • The basics of pay-per-click (PPC) marketing and important terms you need to know.
  • How the Google AdWords auction works, including how Google decides what you'll pay for each click and where your ads will appear.
  • What Google's Quality Score means for your AdWords campaigns (it's big!) and how it's calculated.
  • How to find the keywords that will drive the most relevant, motivated traffic to your site.
  • Text ad copy optimization tips for powerful, relevant messaging that converts.
  • Compelling copy, keyword grouping and landing page design optimizations that result in massive performance improvements.

NOTE: All the material in PPC 101 is also available to download in a (free) PDF e-book.

PPC 102

  • The latest AdWords tactics top marketers are using to reach the most targeted audience and convert like crazy.
  • Best practices for campaign management and optimization.
  • How ad extensions, negative keywords and other free tools and features can help you optimize your campaigns and get better results.
  • Super-smart and creative ways to manage and maximize your PPC budget, whether you're a small business advertiser of spending tens of thousands per month.
  • How to do A/B testing and conversion tracking like a pro.

Advanced PPC

  • More advanced strategies to save you time and automate processes without sacrificing campaign quality.
  • How to use remarketing to make the most of every site visitor interaction and boost conversions.
  • Cutting-edge measurement tactics including call tracking, allowing you to connect the dots between your online campaigns and offline activity for proper attribution.
  • PPC tips and tactics for achieving specific goals, like lead generation.
  • How using options like dayparting and geotargeting the way they're meant to be used can cut serious wasted spend out of your account.
  • Mobile PPC basics and best practices, allowing you to tap into your target market's on-the-go mentality.

There's a lot to learn, so we're making it as simple as possible for you. Each course is broken down into straightforward, logical sections, allowing you to take it all in at your own pace and lessons at your convenience.

And did we mention it's completely free?

What are you waiting for? WordStream's PPC University is your ticket to smarter PPC strategy and more effective AdWords campaigns. Check it out!

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.


AdWords Ad Scheduling, AKA Dayparting, in 5 Steps [With Data!]

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Learn PPC in Guided Courses at WordStream's PPC University

Have you ever heard the saying knowledge is power? ... Well, then why don’t you have any idea what days of the week and times of the day your ads are knocking it out of the park in terms of impressions, conversions, CPA, or whatever other metrics are important to you?

If you’ve been running your AdWords account a few months or more, it’s time to dive into the Dimensions tab (aka one of my favorite spots in to hang out in AdWords) and see what times and days provide the most value to your business. In AdWords, this is known as dayparting (not to be mistaken with day partying) or ad scheduling.

dayparting

“Drunk Firefighters w/ Southie Girls” via Bryan Maleszyk

This valuable setting is something I often bring up in conversation with my clients, although common objections include: But why is this necessary? Isn’t it best to distribute your ads evenly? Doesn’t the time of day (or day of week) someone could potentially convert often fluctuate? What if I miss out on potential business by excluding certain hours of the day?

I understand all of these objections, and indeed dayparting is not for everyone, but if implemented and monitored correctly it can work wonders on your account. As stated by PPC Hero’sEric Couch, “Working in PPC is all about making the most of what you have … the stakes may be lower when you’re only spending fifteen dollars a day, but that doesn’t make it less important to perform at a high level.”

Think about it: Maybe you operate a ski & snowboard rental shop. You might find that desktop and tablet searches spike on Thursday and Friday nights between the hours of 8:00PM and 12:00PM when skiers are researching in preparation for their ski weekend. You might also see mobile searches increase during weekends and weekday vacation mornings from 6:00AM to 10:00AM. In these scenarios you’ll likely want to re-allocate your budget in order to get more visibility during peak hours. This will lead to more rentals and money for your business, bringing you a step closer to buying that shiny boat you’ve had your eye on.

The scenario above might not be as clear for your business. Perhaps you operate a SaaS company, in which case the hours and days of the week that are most profitable are harder to predict. Luckily, the AdWords Dimensions tab was invented to solve these problems. So let’s put an end to advertising during unprofitable times and start spending your money in a wiser manner.

In this article I’ll:

  • Explain how to use the Dimensions tab to set up ad scheduling.
  • Share some data on which times and days tend to show the best PPC performance across different industries.

5 Steps to Setting Up AdWords Ad Scheduling

Step 1

Before creating an ad schedule or excluding days of the week, jump into the Dimensions tab within the campaign you want to focus on (you can also look across the entire account, for example if your account only has one or two campaigns of similar focus).

using the adwords dimensions tab

Step 2

Once in the Dimensions tab navigate over to the “View” drop-down and scroll down to “Time.” Here you’ll be able to select from the following seven options available, but I’d recommend keeping your focus on “Day of the week” and “Hour of the day.”

dayparting in google

Step 3

Analyze what days and times of the day are most profitable or performing most optimally in terms of your PPC goals. Make sure the amount of time you are looking over is statistically significant. Creating an ad schedule based off of a random pattern that isn’t likely to repeat can be detrimental to your account.

ad sheduling tips

According to WordStream Paid Search Strategist Mark Irvine, “Occasionally I hear a client or account manager insist that some odd day of the week or hours of the day kill it for their account. Unless they have some explanation for why this might be I typically find their data doesn’t support their belief.”

Step 4

Now that you have done some analysis it is time to create a unique ad schedule for your campaign. To do so, navigate to the “Settings” tab within the campaign you’re adjusting, then select “Ad Schedule.”

ad schedule settings

Step 5

Scroll down and select the red “+ AD SCHEDULE” button to choose the days of the weeks, hours of the day, etc. that you would like to show your ads. Once you’ve created your ad schedule you can also use the “Set bid adjustments” to bid higher or lower on certain hours or day or days of the week which are higher or lower in value.

ad schedule

With ad scheduling I would recommend starting with a trial period. Don’t just set it and forget it. Keep track of when you made the adjustments, let your account run on the new schedule, and check in on a monthly basis to compare to past performance, keeping in mind monthly and seasonal fluctuations.

Ad Scheduling Trends and Data

At WordStream we’ve seen some common trends for certain industries when it comes to peak performance in regards to CPA (cost-per-acquisition). For example, DIY and home improvement industries tend to do well on weekends. In contrast, B2B companies tend to do well Monday through Friday between 9:00AM to 5:00PM, with very poor performance outside of these business hours.

Take a look at this B2B client data displayed as a line graph and heat map, which clearly demonstrates a significantly lower CPA Monday through Friday during the hours of around 7:00AM until 4:00PM.

B2B ad scheduling

B2B CPA is lower during standard business hours

business to business ad scheduling

The red zones represent high CPA for this B2B client

Of course, there are industries that are less likely to find dayparting valuable; for example, consumer shopping clients typically experience symmetrical performance during all hours of the day. Below is an example of B2C client, which displays no real actionable trend that would lead to use for a customized ad schedule.

b2c ad scheduling data

This B2C account has a flat CPA throughout the day

b2c ad scheduling

No patterns in day of week or time of day for CPA

This data proves that ad scheduling is not for everyone, but for those who see strong data trends during certain hours or days of the week (like the B2B example above), using dayparting can add significant value to your AdWords performance and lead to a much higher ROI on your AdWords spend.

Now that we’ve reviewed the basics of dayparting, take the following steps on your AdWords account:

  • Reflect– Ask yourself if you have noticed any trends in performance. For example do you tend to get a lot more form fill-outs or phone calls to your business during peak hours, workdays, or weekends?
  • Research – Dig into the AdWords Dimensions tab starting with your most profitable campaign. Segment by time of day and day of week, making sure to look over a statistically significant period of time.
  • Re-adjust– If (and only if) a common trend is made very clear through your research (for example if you’re seeing a much lower CPA from 3PM to 11PM on weekends) then create an ad schedule to focus on your top performing times and/or days of the week.
  • Revisit– Take note of when your ad schedule was implemented and revisit your campaign performance in terms of your most important metrics to see how results have changed (and hopefully improved).

Have you tried ad scheduling in the past? If yes, have you seen success (or failure)? Do you see any interesting dayparting trends within your particular industry?

About the author:

Margot is a Customer Success Specialist at WordStream with a background in SEO, SEM, content and digital marketing. Follow her on:

Twitter: @ChappyMargot

Google+: +Margot da Cunha

LinkedIn: http://www.linkedin.com/pub/margot-da-cunha/30/3a7/14b

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

How to Develop Brand Voice Through Content Marketing

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Many companies approach brand voice as an afterthought. Although it’s important to ensure that you’re creating great content, publishing on a regular basis, and keeping an eye on your overall content strategy, without a cohesive and consistent brand voice, you could end up confusing your most loyal fans or deterring would-be customers.

Brand voice lone man in desert

In today’s post, we’ll be looking at the elements of brand voice, how to develop brand voice through content, and we’ll also examine several examples of brands that have leveraged content to strengthen their brand and reinforce key messaging.

What is Brand Voice?

Simply put, brand voice is how your company expresses its messaging. Brand voice touches virtually all aspects of corporate communications, from advertising and slogans to blog posts and visual assets.

In today’s highly competitive business world, it’s simply no longer enough to publish blog posts and hope for the best. Your content should be instantly recognizable, convey your brand’s core values, and be entertaining, useful and relevant – a tall order indeed. One way to accomplish these things is to think about, and focus on, developing your brand voice through your content.

Before I explain how to do this, let’s break the term “brand voice” down into two of its constituent components, and what each of them means in a little more detail.

Style

Whether you’ve already been blogging for a while or you’re still in the planning stages, it’s worth thinking about the overall style you want your content to have. This is especially important if, like WordStream, you have several people contributing to your blog.

Brand voice vintage style illustration

Many newcomers to content marketing confuse style with tone. This is understandable – after all, tone is an element of style, but the two are distinctly different.

Style is the way in which something is written. The style of a piece of content tells the reader a great deal about what they’re reading, long before the topic of the material is even clear. The style of your content will dictate elements such as sentence length and structure, as well as word choice (also known as diction).

The style of your content should align with your ideal reader/customer. Let’s say your target audience is comprised of C-suite managers and high-powered executives. You’ll likely want your content to align with the expectations of these individuals, which will probably be along the lines of the journalistic reporting seen in publications such as BusinessWeek. On the other hand, if you’re trying to reach new parents, you’ll probably want to adopt a more friendly, informal style to make your content more accessible.

Examples of Style in Brand Voice

Now that we’ve established what style is, let’s take a look at an example of content with a distinct style.

Occam’s Razor, Avinash Kaushik

In you’re in marketing, you’ll almost undoubtedly know the work of Google’s Digital Marketing Evangelist, Avinash Kaushik. His blog, Occam’s Razor, is an excellent example of how style can advance the brand voice of an individual.

Brand voice Avinash Kaushik blog

Kaushik’s blog is one of the best analytics and marketing insight resources on the web. Although he enjoys an enviable position in the marketing world thanks to his role at Google, Kaushik is a respected speaker, entrepreneur and marketing expert in his own right.

Kaushik understands his audience very well – digital marketers – and his blog content reflects the wide breadth of skill and expertise that his audience possesses. Although he isn’t afraid to tackle complex topics, such as this example of multi-channel attribution modeling, the style of his blog posts balances the detailed scientific approach behind this marketing technique with language that remains accessible. Even the name of Kaushik’s blog provides a hint of what readers can expect. Occam’s razor is a methodological principle used in problem solving that was first developed by William of Ockham, an English Franciscan friar, in the 14th century.

Kaushik’s blog may not be what you might call casual reading, but the style of his content is both substantial and accessible, making it an excellent example of how style can advance the brand of an individual while remaining highly actionable and insightful.

Tone

To really get a handle on the difference between style and tone, it may help to think of tone as the “attitude” of your content.

Brand voice guitar tone knob

This can be another stumbling block for content marketing newbies – in their eagerness to focus on grammar, spelling and all that other “fun” stuff, some first-time content marketers completely forget to add some spice to their work or allow their voice to filter into their content. This results in bland and often boring content.

However, rather than trying to be “sexy” (or anything else) for the sake of it, you’ll need to go back to the profile(s) of your ideal reader and your company’s core values when considering the tone of your content. Some marketers think that humor is off-limits, especially those working for B2B companies, but depending on the type of person you’re trying to reach, humor might be an excellent way to engage with your audience, especially if your industry isn’t known for being particularly exciting.

Examples of Tone in Brand Voice

As I mentioned earlier, tone can be considered an element of style. However, tone is much easier to identify. Let’s take a look at a strong example of content with a unique and recognizable style.

The Moz Blog

Let’s face it – everybody loves Moz. Not only is Moz one of the single best marketing and SEO resources on the web, it also has a unique tone that keeps its readers coming back for more.

Brand voice Moz blog post

Although it would have been all too easy to choose one of Rand’s blog posts or Whiteboard Fridays to focus on (especially this one, in which Rand extolls the virtues of the full Windsor knot and why underwear should never be seen), it was actually Javier Sanz’s post about adult website PornHub’s marketing efforts that caught my eye (ahem).

Although this is a guest post, it demonstrates the unique tone of Moz’s content that has helped the company stand out from an incredibly competitive crowd. Moz posts are always full of highly actionable information, hard data and case studies, but they’re framed in a way that also makes for an entertaining read. With a few wry puns here and there, it’s hard to mistake Moz content for another publisher’s material.

Developing Brand Voice with Content

So, now we know what brand voice is, it’s time to delve into how to develop your brand voice through content. However, before we look at how various content types can help you strengthen your brand voice, we need to examine how your target audience should inform the style, tone and language of your marketing collateral.

Get to Know Your Ideal Reader

Before you even think about developing guidelines for your brand voice, you need to know who you’re writing for (or trying to sell to).

Brand voice ideal reader

Do you sell shirts? If so, maybe your ideal reader is this guy.

Marketers often create custom “personas” of their ideal customers in order to better tailor their messaging to these individuals. This process should be your first step when thinking about your brand voice.

As a starting point, consider the following questions:

  • Is your ideal reader/customer male or female?
  • How educated are they?
  • What is their rough income bracket? How much discretionary income do they have?
  • Do they have children?
  • What types of news/media do they consume?

Once you’ve begun to understand what makes your ideal customer tick, you can begin to craft your brand voice to appeal to these individuals. Depending on the personas you create based on this information, you should tailor your brand voice to meet the expectations of your audience.

For example, if your ideal reader/customer is affluent, college educated and has no children, your brand voice will be altogether different than it would be if you were targeting working parents. The buyer persona should inform virtually everything about your brand voice, including the style, tone, diction, and even visual design.

Remember Your Content Strategy

So, now you’ve gotten inside your perfect customer’s head, and thought about how to create content that will appeal to them – excellent! However, before you start publishing beautifully written, carefully crafted blog posts that will be irresistible to your ideal reader, you need to ensure that everything you create and publish aligns with your overall content strategy.

Brand voice plan sketched on napkin

Regardless of what your brand voice “sounds” like, it should serve the same goals and objectives as your content itself.

Let’s use the example of the working parents of a bouncing, happy newborn as an example. They have a moderate household income, both work full-time jobs, and have just had their first child. With these facts in mind, your brand voice may affect your content in the following ways:

  • Friendly, accessible and perhaps lighthearted
  • Short to mid-length sentences
  • Everyday language (diction)
  • Easily skimmable
  • Good balance of text and imagery
  • Broad range of parenting topics

Since new parents are often incredibly busy, they may not be looking to make a purchase or even commit to signing up for a newsletter right away. They likely want to find out something about parenting quickly, then get back to the task at hand. This means your content should be highly informational, get to the point quickly, and provide immediately actionable information about the topic in question.

Brand voice how to wash a baby instructional diagram

Remember – new parents’ precious little bundle of joy is THE most important thing in their world, so your brand voice and content strategy should reflect this. Parents want to read content by people who get what it’s like to be a parent. Even if you’ve discovered a foolproof way to soothe a screaming baby that works every time, it won’t matter if your how-to posts are as lengthy and verbose as a feature in the Sunday edition of The New York Times.

Keep your ideal reader and your content strategy in mind when developing your brand voice – the two are practically inseparable.

Brand Voice and PPC

So far, we’ve only discussed how brand voice affects content marketing, but what about paid search? Even with the character restrictions on PPC ads, it’s still possible for your brand voice to inform your ad copy.

The best ads are those that appeal to prospects’ emotions. People don’t want to buy products – they want to solve their problems. If you approach your ad copy with this in mind, you can use this desire to create compelling ads that carry a weighty emotional payoff for your prospective customers and allow your brand voice to seep through – a technique that Perry Marshall and WordStream’s Director of Marketing Amber Stevens discussed in a recent webinar. Perry’s advice? Think about your product or service in the context of your customers’ problems, then use expressive language to appeal to their desire to solve it.

Your landing pages are another place to let your brand voice shine through – an opportunity overlooked by many marketers.

Highly optimized landing pages are essential to increasing conversions. While A/B testing can help you determine which factors are resonating with your customers, writing your landing page copy with your brand voice in mind can also improve your conversion rates. Let’s take a look at a particularly good example of this in action.

Brand voice landing page example

Not only did Megan give this Infusionsoft landing page a grade of “A+” in her round-up of landing page examples in a previous post, it also demonstrates how brand voice can – and should – carry through from your site collateral to your landing pages.

The language of this landing page mirrors that of Infusionsoft’s site, which emphasizes the ease, convenience and simplicity of its software. The diction of the copy reiterates these points by including words such as “automatically”, “fastest” and “quick,” as well as highlighting the software’s benefits (and leveraging the prospect’s desire for an emotional payoff) with words such as “grow”, “save” and “get.” This doesn’t just serve as persuasive messaging, it also strengthens Infusionsoft’s brand and results in a seamless experience for the user.

Once you’ve nailed down your landing page copy, try our free Landing Page Grader– if you haven’t tried it yet, you’re missing out on valuable opportunities to optimize your landing pages and increase conversions.

Examples of Content That Builds Brand Voice Effectively

Some brands’ voices are unique and perfectly embody their core values. This voice can be heard in everything from the shortest tweets to lengthy blog posts. Here are just two companies that have mastered the art of building brand voice through their content marketing and social presence.

Charmin

Admittedly, I’ve never had to sell toilet paper, so I don’t know firsthand how difficult this must be. After all, isn’t every brand of toilet paper soft, luxurious and quilted? Well, the marketing folks over at Charmin certainly know what they’re doing, as evidenced by the remarkably popular marketing campaigns the manufacturer has launched to generate “buzz” about its toilet paper.

Brand voice Charmin bear mascot family

As well as positioning itself (sorry) as a family friendly brand by including cute bios about its family of bears, Charmin doesn’t take itself too seriously. Its brand voice is funny without resorting to off-color toilet humor, and even a little goofy. It’s obvious that the Charmin marketing team relishes their work, and this playfulness is evident in Charmin’s brand voice.

With an active and surprisingly popular social presence, an entertaining website and consistent messaging, Charmin proves you don’t need to sell a sexy product to make an impact.

Brand voice Charmin tweet

Mountain Dew

Mountain Dew is just another soft drink, but somebody obviously forgot to tell the marketing department. Like some other beverage brands, such as Red Bull, Mountain Dew has become much more than a mere radioactive waste-colored soda. It actively aligns itself with various extreme sports, music concerts and just about anything else that could be labeled extreme to appeal to its target demographic, and does so magnificently.

Brand voice Mountain Dew NASCAR promo

Mountain Dew’s brand voice is so keenly self-aware, it borders on parody. You only have to look as far as its promotion for NASCAR driver Dale Earnhardt, Jr. – complete with a throne made of car parts, stunt ATVs flying through the air, and a guitarist rocking out on the winner’s podium – to get a taste of Mountain Dew’s brand voice in action.

Mountain Dew is also one of the very few brands that genuinely gets how to leverage the power of social media. Some of the brand’s tweets are funnier than others, but they all convey the unique brand voice that Mountain Dew’s marketing team has managed to cultivate.

Brand voice Mountain Dew tweet

C’mon, that’s just lazy…

Don’t Struggle to Be Heard

If you’re in a competitive industry, developing a unique brand voice is essential. Use the advice and suggestions above to develop a voice that not only appeals to your ideal customer, but also aligns with your business’ core values. Over time, you’ll notice a distinctly individual voice begin to emerge from your content – a voice that can help you stand out from the competition and keep your loyal readers coming back for more.

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

WordStream’s Best of the Month: July Edition

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Ah, July – a month of sunshine, fireworks, and of people gently nudging irregularly shaped meat patties on the grill while wearing novelty aprons. July was also a very interesting month in search marketing, with a lot of shake-ups on the SERP, starting with authorship photos.

Embarrassing yearbook picture

Oh dear.

Let’s take a look back at the most popular WordStream blog posts from July, just in case you missed them while you were out camping, kayaking or whatever else you ended up doing.

1. The Real Reason Google Plus Authorship Photos Are Gone: In our most popular post in July, Larry delved into the real reasons why Google decided to remove Google+ authorship photos from the SERPs (which, if they looked anything like the… unfortunate yearbook photo above, probably wasn’t a bad thing).

2. The Smoking Gun: Deleted Google Author Photos Boost Ad CTR: While Larry was quick to outline his theories about the Google authorship photos decision, he wasn’t content to leave it at that. Perhaps inspired by HBO’s True Detective, Larry and our resident data scientist Mark Irvine set out to reveal the data behind the decision – with not-so surprising results.

3. 19 Headline Writing Tips for More Clickable, Shareable Blog Posts: In our third-most popular post of July, Megan outlines nineteen tips for writing irresistible blog post headlines. How many of these techniques are you using?

4. Native Advertising Examples: 5 of the Best (and Worst): In this post, yours truly examined what native advertising is, why it’s so controversial, and looked at some of the best (and worst) examples of native advertising from around the web.

5. 3 Reasons to Ditch Your Messy AdWords Account and Start Over: Sometimes, running an AdWords campaign is like being in a dysfunctional relationship – you’ve just got to know when it’s time to cut your losses and walk away. In this post, Katie Lyons provides several examples of when it’s better to scrap your disorganized, chaotic AdWords account and start fresh.

6. Google Calls Takebacks on Authorship Photos: An Alternate Theory: In the days following Google’s decision to remove authorship photos from the SERPs, conspiracy theories rivaling those of the Kennedy assassination swept the search marketing community. In this post, Elisa offers another explanation behind Google’s decision.

7. 32 Free (& Almost Free) Content Marketing Tools: Content marketing is hard, which is why Megan took the time to round up a definitive list of thirty-two free (or almost free) tools that make our jobs a whole lot easier.

8. New Dynamic Sitelinks: Google Gives Advertisers Free Sitelink Clicks: Google giveth, and Google taketh away – this is the often cruel cycle of life in which SEOs and search marketing experts are forced to live. Larry explains how Google gave advertisers a break by offering them free sitelink clicks in this post.

9. Call Tracking Metrics: The Top 5 Metrics for Inbound Calls: Earlier this month, we added call tracking functionality to our PPC Advisor software platform, making it the only software tool that allows advertisers to track incoming phone calls back to individual keywords. In this post, Brad McMillen outlines the five metrics you need to monitor as part of your call tracking efforts.

10. Social Media Images Guide: Optimizing Images for Facebook, Twitter & More!: In our final post of this month’s round-up, Megan offers essential guidance on optimizing images for your social media channels. Not sure how big your Twitter background should be? Confused about the dimensions of Facebook’s shared link images? Then read on!

Honorable Mentions

11. Announcing PPC University: Learn PPC Marketing for Free: We recently launched PPC University, a completely free learning resource that will teach you everything you need to know about paid search. Split into three tracks – PPC 101, 102 and Advanced PPC– PPC University gradually builds up your knowledge on the basics, before exploring more advanced techniques in more detail. Even if you’re not a newcomer to paid search, you could still probably learn a thing or two.

12: Commercial Intent: How to Find Your Most Valuable Keywords: This one went up at the very end of June. High commercial intent keywords are like an invitation from prospects. They want what you’ve got – all you have to do is seize the moment. In this post, I explain what commercial intent keywords are, how to identify them, and why they’re more valuable than high-volume keywords.

Well, that about does it for July. Stay tuned to the WordStream blog in August for more indispensable search marketing know-how!

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

Interview: Learn the Secrets of Online Community Management from Moz’s Erica McGillivray

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Erica McGillivrayToday I’m happy to share an interview I did over email with Erica McGillivray. Erica is a die-hard geek who spends a ridiculous amount of time being nerdy (her words, not mine!), both professionally and personally. At Moz, she's the senior community manager and helps wrangle a community of over 400,000 members, co-runs the annual MozCon conference, and works on whatever else is thrown her way. She's also a founder of GeekGirlCon, a nonprofit run by volunteers that celebrates and supports geeky women with events and conventions. In her spare time, Erica's a published author and has a comic book collection that's an earthquake hazard.

We’re all secretly jealous of the community that Moz has built over the years. Let’s hear from Erica how they did it.

We’re so impressed with the online community management you do on the Moz blog as well as with YouMoz. Can you share some tips for nurturing a community of blog commenters and encouraging engagement?

At Moz, we have kind of the opposite story compared to most businesses that blog: we blogged first, and then we created our software business. When Rand Fishkin, our founder, started the blog, he did so to write about his experiences and experiments in this brand-new field of SEO and what he’d seen happen to his clients’ sites. At the time, most SEO was a “secret” trade, and Rand transparently blogging about it did two things: 1) engaged community members who wanted to share and 2) set a tone of transparency and promoting best practices, not quick cheats or exploitation of search engine loopholes. When community building, it’s important to attract the right people, but also have a rallying point for the community. We definitely drew a line in the sand. Not every SEO fit in our community, and that’s still true today.

We also, especially with the size of community we have, believe in moderation of our comments and having a community etiquette guide. We believe that our comments are a reflection of our brand, and we love that people know Moz is one of the few blogs where it’s worthwhile to read the comments. Because SEO’s in our roots, we have some specific rules against posting promotion links. We also clean up any ad hominem attacks and directly contact and have conversations with users being problematic. We also sort our comments based on their “thumbs up,” hoping to show the most relevant and discussion-based comments first, instead of just the “thank you for this post” type. But most importantly, we encourage and prompt all our blog authors to respond to and interact with comments.

community management

Community gardens in Park Slope, via Ethan Oringel

It’s probably worth saying that a lot of this was done by magical accident. Rand and others who helped shaped the early years of the community were talking about the things that interested them and continuing the conversation to learn more. There wasn’t any behind-the-scenes big community-building plan. And those first blog posts for several years, had a few comments here and there, but weren’t as engaged with as our current posts. It was overtime that we developed more of a strategy and a thoughtful approach to content and community building and growing a team to do it.

Here’s my really distilled version of the above:

  • Find what you’re passionate about in your industry.
  • Take some stance that fits the “why” of your brand and defines who your audience is and who they aren’t.
  • Write about it. Our own Dr. Pete Meyers argues to go with your best idea first.
  • Be active, not just on your own site, but also on other community sites.
  • Have community standards and be responsible for responding to and moderating comments on your blog.
  • Promote it and be patient.

How did you build such a robust system for user-generated content? How do “MozPoints” work?

Our user-generated blog YouMoz was a natural extension of those great comments and discussions in our early posts. We realized that the more we shared, the more our community wanted to share their own stories. And sometimes, it was much longer than just a blog comment.

We are incredibly picky about the content that goes on YouMoz, especially since the addition of Keri Morgret, our on-site community manager and current head YouMoz wrangler. We want the content and also the love that the posts get to be as high in quality as our main blog. The “highest honor” a YouMoz post can get is to be promoted to the main blog because it was just that great. Most authors have at least a round of edits with our editing team.

We’ve also seen amazing community members come out of YouMoz, even if their first posts didn’t do so well or even was declined for publication. For instance, Gianluca Fiorelli– an amazing SEO, strong community member, and Moz Associate – didn’t have the best response to his first post. It had a lot of thumbs down, and people didn’t respond well to both the topic and the metaphor he used. But Gianluca didn’t toss in the towel; he posted again and his next post helped make him as well-known as he is today in the community.

Another great example is Casey Henry. When he was starting out in SEO, Casey submitted a YouMoz post, which we declined. But like Gianluca, Casey didn’t give up. He worked to get better and submitted again. Not only was Casey published, but he went on to be hired to the marketing team here at Moz, then lead our frontend engineer team, and now is getting back to his marketing roots working at Wistia.

MozPoints are the gamification on our site to encourage further engagement. You can get MozPoints for filling out your Moz profile; posting a blog post; commenting on a post; asking or answering a question in our Q&A forum; getting thumbs up for your post/comments/Q&A answers and questions; and getting an endorsement from a staff member or being marked as a ‘good answer’ by the question asker on your Q&A answer. Conversely, we currently have a thumbs down feature, so if the community doesn’t like what you posted, you can get negative MozPoints or lose them.

We also give rewards to those community members who work hard. Everything from a digital reward of having a link in their profile “followed” to special t-shirts and other Moz swag. We also have a few exceptional community members who’ve reached 5,000 MozPoints – which is super hard to do! – and those members have been offered a free ticket to our annual conference MozCon.

Free MozCon tickets?! That’s super cool. I have a long way to go.

The Moz blog runs on homegrown software. For the rest of us, what are the best options for community-oriented blogging platforms? What about commenting systems?

To be fully transparent, I’m not a technologist, and I can only really speak to my experience in what I’ve used. Moz does indeed run on a homegrown system, which I do not recommend. WordPress is really the best option because of its flexibility, ease-of-use, and that it’s constantly being updated and upgraded. It’s what I use personally and have used with other organizations. Just make sure to use a great SEO plug-in like Yoast.

For commenting systems, I can’t really speak to a specific one that stands out. However, you do want to consider how people comment on your blog and what’s the barrier to that entry. If they have to sign in, are they signing in on some universal platform (Disqus, social log-ins, just a name/email form) or a specific way? One thing that probably lowers some engagement in comments on the Moz blog, but helps us get better comments, is that you have to have a free Moz community profile to comment. This also helps us combat spam. Whatever solution you use, do not ignore comments or auto-approve all comments as this will lead to a mess of spam.

The venerable Matt Cutts once advised search marketers to “Just be awesome.” How do you measure awesomeness? In other words, what kinds of metrics to do you look at when evaluating the effectiveness of your community building efforts, both on the blog/website and on social networks? How do you measure engagement?

You are very correct in that “awesome” is not a metric, and it’s definitely not what your boss or client wants to hear in your report back to them about how your work’s going. For our blogging efforts and our social media efforts, we have three main benchmarks.

  1. For our blogs, we’ve worked through a lot of different types of metrics, and we really believe in a holistic approach to judging if a content piece was great or not. We realized a while ago that a post can have a ton of thumbs, but not a lot of traffic, comments, or social shares. How successful does that make it? Trevor Klein, on our content team, really took this challenge head-on, and he worked with our data scientists to come up with what we call our One Metric. Trevor’s post walks you through all the steps and gives you a spreadsheet to help start you out.
  2. For our social media, we pay attention to two variations of three metrics: engagement (replies/comments), amplification (reshares), and applause (likes/favorites). We look at a time period, say a week on our Twitter account, and take the total number of @replies and then divide it by the number of non-reply posts we made. This gives us our engagement rate, and then we repeat for amplification, applause, and all the social accounts. We also take this and then divide it by 1,000, this gives us our relative engagement rate per 1,000 followers. This number’s important because it shows that as we grow followers, we are continuing to have the same level of conversation with our community. We use a tool called True Social Metrics to do all the calculations for us. For more in-depth on this, our Director of Community Jen Lopez wrote a social metrics post, and I have a presentation slide deck I did on metrics.
  3. Because Moz is a business, for content and social media, we have an overall goal to increase organic traffic to our website. We revisit this goal every quarter, and currently, we’re aiming for a 15-25% increase year-over-year, which we’re working hard to maintain.

In your opinion, which social networks are the best for building community as a business? Is it different for B2B versus B2C companies? What works best for online marketers, and search marketers specifically?

I believe this is more about business niche decisions than if a company is B2B or B2C. Do your audience research and see where the people are. Everyone has to start somewhere. For us, we started with Twitter, and when we got really good at that, we added Facebook, then G+, and have grown from there. We’re lucky now to have a big enough team that we can focus on where we’re large (Twitter and Facebook), medium (G+ and LinkedIn), and small (Pinterest, YouTube, and Instagram), and be able to serve all those audiences. If you’re the only one (or even the only one part-time), focus on where you can get the most traction for your business, get good at it, and then see about expanding your presence to another network.

Do you have specific tips for B2B companies looking to build their online communities? It feels like more of an uphill battle, but maybe I’m just saying that because I work at a B2B!

We definitely see a lot of B2B companies worried that their product isn’t sexy enough for people to be interested in. It’s funny because people always cite us as a great example, but let me tell you how unsexy SEO software is. J You really have to find that passion and say something that matters in your niche.

Also for B2B, it’s great to be aware of when people are going to interact with you – During a reorder? An emergency? On a regular basis? Seasonally? At Moz, we know our community mostly comes to our site during their working hours, when they’re focused on getting metrics from our software, doing research, or just generally educating themselves. We actually just recently started having official “weekend” shifts on social media and for site moderating, because our community’s grown so much, but that took us seven years to build up.

Have you found solutions for tracking and measuring conversions that result from social media, and if so, how do they work?

We don’t track conversions from social media. Not because we don’t think they happen, but for us, our product is extremely niche and traffic from social typically puts people in the top of a sales funnel or often in our content, not our product. Not to mention, except for ads, we rarely sell from our social posts. Instead, it’s all about traffic driving, branding, education, and continuing to nurture our community.

Does Moz actively work to get more followers on Twitter, Facebook, Google+, etc., or does that following grow naturally out of your blog content and tools? Similarly, do you do much content promotion, or does your content promote itself?

For our followers, we’ve had follower goals in the past, such as have more Twitter followers than Rand, but now we really focus on those engagement, amplification, and applause rates instead. We’re more interested in providing great interactions and content than counting numbers. A lot of social media managers get into trouble promising follower growth, which alone is a meaningless metric as you can easily buy followers. Don’t do that!

We definitely promote our content across all our channels. Extra special content and our product itself will get paid ads. We also believe in our content as a team. We won’t promote something we don’t think it up to quality standards. In the past, as a community team, we have pushed back on promoting things that either weren’t ready or where we thought they should be. A hard conversation to have, but we respect our community too much to share something that’s not ready.

How do you handle community trolls and negativity in the comment sections? Do you moderate/delete? Step in and take sides? What about on social media? How do you respond to haters?

As mentioned earlier, we moderate, edit, or delete comments and have conversations with community members who do something against our etiquette and TAGFEE values. While it’s hard sometimes not to take sides – especially on the issue where the too heated debate may have taken place – we try not to interject opinion when it makes that situation worse. You know, there are probably better times to give one’s opinion on content strategy or Google’s latest algo update.

I actually really enjoy responding to a certain type of troll on social media, the “yeah, Moz, whatever” type. Because then I just make a joke and things fizzle out. Especially if they are upset Morrissey fans that think we stole the @Moz Twitter handle or ask us about drugs.

Buzzing CommunitiesI really believe there are three kinds of haters Moz gets:

1) people who are upset about our product, who we’re empathetic to and work to address their feelings and fix their issue;

2) people who just decide today they are upset with us and those are the ones we either ignore or defuse with a joke; and

3) people who have an issue with us since those very first days of the Moz blog, who we typically ignore or let Rand or another team member personally respond to if necessary.

We really try to not spend too much time on haters, trolls, or spammers. I was recently reading Buzzing Communities by Rich Millington, and he talks about how the more time you spend on haters, trolls, and spammers, the less time you’re spending on quality community engagement and content. It was like this light bulb went off in my head. Yes, you need to combat spam and maintain the quality of your community, but put processes in place (like automating moderation of comments for someone to approve or delete) to help deal with the bad stuff and focus more on the good stuff and increasing that. It’s the only way your community will grow.

I heard Jen Lopez give a talk on community last year, and she talked about the importance of figuring out what makes your community emotional. What are some strategies for tapping into emotion on that level? What gets search marketers emotional?

Write about things that people care about and take a position on them. Say something meaningful because that’s the only way you’ll be able to cut through the noise and reach people’s hearts.

For search marketers, this is every time Google changes their algorithm or really, when anyone on the search team sneezes. ;) This is definitely one area of content we really excel at now, but it wasn’t always true.

I started working at Moz almost three years ago, and back then, which is like ancient history in terms of search marketing, there would be a Google algo change and everyone would run around pulling out their hair. To quote one of my favorite lines from Ghostbusters: “Human sacrifice! Dogs and cats, living together! Mass hysteria!” People looked to us to have the answer, but we’ve always wanted to respond in a thoughtful manner, which can be hard in the face of breaking news. I could see people getting frustrated because they were confused, upset, and worried about their own sites. And Moz wasn’t answering!

Then stepped in Dr. Pete Meyers, our marketing scientist. He became one of the biggest experts out there on the Google algo. Pete jokes that he became the expert so not every SEO needed to and could worry about our actual work. It’s true. In recent years, Pete’s built MozCast, which proactively checks for changes in the algo and things Google’s testing in SERPs; maintains our Google Algo History; updates our G+ with interesting minor algo changes he finds; and more easily, actively finds insightful commentary on major breaking changes in the algo instead of adding to the noise. Pete helps us give much needed relief and information to our community in their time of need. They trust him to give a measured and thoughtful response. And now we’re able to do it much faster than ever before.

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

27 Tips on How to Get More Email Signups

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Everyone knows the old saying – the more email subscribers you have, the better you feel, so get folks to signup, and give them a good deal! What, you’ve never heard that one before? Something about beans? Whatever, you’re crazy.

Email newsletter subscribers are valuable soft leads that, with the right amount of gentle cajoling, could end up one day as full-fledged customers or clients. That’s why today, we’re bringing you 27 genius (if I do say so myself) strategies to boost newsletter subscribers! Can you sense the impending full inbox? I sure can! Here we go.

getting more newsletter subscribers

Blowout the incentives. One DMA report shows that 60% of users sign up for an email newsletter to receive offers and sales. So push it – push it good. Here are some incentives that might attract signups:

  • Sign up now for PuppyParcel and get an adorable puppy delivered to your doorstep each week. Soon you’ll be swimming in unconditional love! And probably some poo.

Or, more realistically:

  • Sign up and get cutting-edge marketing insights delivered to your inbox.
  • Subscribe to our dining newsletter - we’ll dish out exclusive deals and coupons for local restaurants.

Be likeable. The same DMCA report from above also claims that 40% of respondents sign up for your newsletter because they like your brand. Put on a smile and charm the pants off of your visitors!

Embed a data capture form instead of a link to a signup page. A link to your signup page means clicking away from the main site, inputting personal info, and confirming. These multiple steps add up, as every extra click decreases your chance of fresh signups. Instead, make it as easy as possible and put the data capture form right on your page, be it in a sidebar, header, or footer.

how to get more newsletter signups

A email sign up in the footer from JCrew

Run a contest, giveaway, or sweepstakes. Ask for email signups within your contest entry form.

Keep your email newsletter signup form short. Really short. Like maybe just ask for the email address.

get more email newsletter subscribers

Add a newsletter signup option to the comment box. Many commenting sections require that users input their email address in order to add a comment (done mainly to prevent spam). Since they’re already adding their email, why not add a “signup for our newsletter” checkbox alongside it? Any place where users are already inserting their email address is a great opportunity to add a subscriber checkbox to opt in to your email list.

Consider signup form placement. There are a few main spots most marketers choose to place their newsletter signup forms. While all these options can work, the optimal signup placement can vary depending on your site design, audience, and industry. These are recommended spots for placing your newsletter. A/B test different placements and see what works for you.

  • Top of the sidebar
  • Top header
  • After a post
  • Footer
  • Pop-up box

You can even try multiple newsletter signup options at once, just try to avoid coming off as spammy.

newsletter signup forms

Affiliate advertising. If you know the value of a subscriber, affiliate advertising is another option for increasing your subscriber base. You’ll pay an affiliate a set amount for every time they get someone to sign up for your newsletter (basically, an ad for your newsletter on another person’s website).

The goal here is to make sure you are paying the affiliate less than the value of a new subscriber. This requires that you already have an understanding of your usual cost per lead and the value of a new lead for your business.

Offer a multi-part email educational course. One incentive for getting site visitors to sign up for your email newsletter is by promoting an email course you’ll receive when you sign up – for example, “Learn How to Start a Blog in Just 3 Days,” with a new lesson sent to subscribers each consecutive day.

increase email signup list

Give a sneak peek. Provide part of a resource for free, promising more when a user signs up. For example, do a post on "5 Ways to Get More Traffic to Your Blog." At the bottom, have something along the lines of:

Learn more traffic techniques – sign up for our newsletter and receive our exclusive Guide to Boosting Traffic whitepaper with 4 additional strategies on increasing traffic.

Remind visitors of subscriber-only benefits. On your site, remind visitors that newsletter subscribers get exclusive benefits, like your latest and greatest white papers, or free download kits.

increase newsletter subscribers

Amy Lynn Andrews emphasizes the exclusive tips available in her “useletter”

Consider social proof. Once you have a decent number of subscribers, consider including social proof by indicating how many email subscribers you’ve already obtained. Make sure you test this though, as some actually found this to decrease subscriptions.

Add signup options to your social media accounts.  Some social media sites make it easy to add a newsletter signup option on your social network page. Facebook has numerous third-party apps that let you add custom tab options, such as an email signup!

how to get more newsletter signups

Not all sites make it so easy though. If you have the space, try adding a newsletter signup link in your social media about section, in addition to your regular website link.

Post offers on Facebook that require an email signup to obtain. Put up an email signup gate that requires users to join your newsletter before obtaining offers. Then promote the offer on Facebook. If you’re providing something valuable, many users will gladly give their email address in exchange for a resource.

Instant offer for first-time subscribers. Try offering an instant incentive for becoming a newsletter subscriber. E-commerce sites like H&M might offer a 20% off discount voucher.

Host webinars. Use your webinar signup form to collect email addresses before viewers attend the advice. Bonus benefit: hosting a webinar gets your name out there and shows that you are a knowledge powerhouse to be reckoned with and admired. Who wouldn’t want to sign up for your newsletter?

Place your newsletter signup after your blog posts. Maybe not every one, but the good ones at least.

increasing newsletter subscribers

Add newsletter pop-ups to website. Good strategy, but make it quick to read, just (ideally) one form field asking for an email address, and a big, easy-to-click X to close out the box for those who refuse.

ways to increase email newsletter subscribers

Take advantage of your email signature. Link to your newsletter signup page in your email signature (and have co-workers do the same).

Host exclusive giveaways for email subscribers. Host giveaways for email subscribers, but make sure to post about the giveaway on your blog and social sites so that everyone knows about the giveaway. They may sign up as a subscriber so that they can join in on the fun!

Add email signup option to your checkout page. If you’re e-commerce, add an “opt-in for our newsletter” checkbox in your checkout page. Don’t forget to remind them about the coupons they’ll get which they can use on their next order.

Always consider visitor intent. When placing your newsletter subscriber forms, always think about the mindset of user at that moment within your site’s page structure.

Your copy should vary depending on where your signup link or form is placed. For example:

  • In e-commerce checkout:Opt-in for our newsletter to get coupons, special discounts, and the latest fashion news delivered straight to your inbox.
  • In a blog post:Did you like this post? Sign up and we’ll send you more awesome posts like this every two weeks.

Remember, matching intent is everything. Always take a step back from the details and consider the larger scope.

Try a floating signup form. Some sites implement a floating newsletter signup form that follows the user as they scroll down your page. This can be discrete or tacky depending on how you go about it – make sure it doesn’t interfere too much with the users’ experience.

more email signups

Give your newsletter an enticing name. Just calling it “the newsletter” can get stale. Instead, try something a bit more snappy like:

  • InsiderBeat
  • StyleMail
  • MarketingMavericks

Try using the word “free.” While it’s already expected that an email newsletter will be free, the word itself can be quite alluring. Try adding the word “free” to your signup copy and see how it affects signups.

Be upfront about email frequency. Users get hives at the idea of having their inbox flooded with spam. Setting good precedent about how often you’ll be emailing them will help alleviate those fears. Consider using the words weekly, bi-weekly, monthly, or even “periodically.”

get more email subscribers

Purchasing or renting emails. It is an option, but not a fantastic one. Those leads aren’t qualified and could make you come off as spammy, damaging your reputation. They also won’t likely be subscribers for very long. Confused users getting emails from a business they have no experience with will quickly unsubscribe from the mailing list.

If you tell me to test one more time…. Well guess what yo? I’m gonna. A/B testing your sign up forms is probably the most powerful thing you can do to increase email signups. Test button color, placement, copy, punctuation, style, etc. Go all Frankenstein on that thing.

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

ClickZ Live: Can’t-Miss Social & Networking Events at #CZLSF

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It’s almost here! Next week ClickZ Live, the conference formerly known as SES, will descend upon San Francisco for an intense four days of internet marketing training, inspiration and – the best part? – networking.

wordstream clickz live

If you’re an experienced conference-goer, you already know how difficult it can be to take everything in with just a few short days to do it. Newcomers – get lots of sleep before you go and don’t forget your business cards. There’s always something happening in and around the conference hotel and the networking opportunities are priceless.

Make sure you don’t miss any of these social and networking events in San Francisco next week:

Mon Aug 11: Newcomers Meetup and Meet & Greet

ClickZ Live Newcomers Meetup

If you’ve never attended a ClickZ event before, plan to attend this half-hour networking session at 5:30pm. The content team will walk you through what to expect over the course of the week, so you can make sure the sessions you attend are a good fit for you. You can RSVP and get more details from the organizers here.

Best of all, you’ll meet other first-time attendees who are probably all headed to the same place afterwards and can join you. That next event is:

The ClickZ Live Meet & Greet

The unofficial conference kick-off, there’s a meet and greet party in every ClickZ city the night before the opening keynote. Open to all ClickZ Live attendees, the meet & greet is the place to meet and mingle with the organizers, speakers, sponsors and other conference attendees. This networking event takes place from 6pm-8pm the night before the opening keynote, just after the newcomers meetup. You can RSVP and stay tuned for venue information here.

Tues Aug 12: Meet the Experts & Cocktail Reception

Meet the Experts Roundtables

From 5:10-6:30pm, head to the expo hall for Meet the Experts, a popular series of roundtable discussions where you can sit and chat with experts and industry insiders on a variety of marketing topics. You’re free to move from table to table, to take in the topics that interest you most. I’ll be there sharing PPC tips and advice, so be sure to stop by and say hello!

WordStream & DWA Media Networking Cocktail Reception

The cocktail reception, sponsored by WordStream Inc. and DWA Media, is held in the same space at the same time as the Meet the Experts roundtables. Grab yourself a cocktail and be brave – this is the place to get to know the other attendees. Many a business deal has been born at these receptions!

Weds Aug 13: Happy Hour Networking & Minna St Charity Party

Stone Temple Happy Hour

With the afternoon of intense sessions behind you, head over to the expo hall at 5:30pm for Happy Hour, sponsored by Stone Temple Consulting. Speakers, sponsors, global brands and conference attendees get together to enjoy a beverage and talk about the industry. Don’t miss it!

Charity Party for the SF Homeless Youth Alliance

The best social events are also for social good, so head over to Harlot at 46 Minna St from 8pm-11pm for the charity party. Organizers ClickZ Live and Internet Marketing Ninjas have suggested a donation for entry of $40 and all proceeds benefit the Homeless Youth Alliance of San Francisco.

Thurs Aug 14: Wrap Up & Wine Down

Conference Closing Wine & Cheese Networking Reception

At 3pm, follow the signs to the last networking opportunity of the event, ClickZ Live’s Wrap Up & Wine Down reception. This is your last chance to catch up with any of the people you’ve met and get connected before heading back home!

Come Meet the WordStream Team for Fun Swag, PPC Insight & a Chance at a Cool Prize!

Stop by our booth (#9) in the expo hall Tuesday to Thursday to meet the WordStream team. We have some fun swag for attendees and love talking shop.

clickz

WordStream reps will help you grade your AdWords account to see where your opportunities lie and you’ll be entered into our grand prize draw for an exclusive prize open to ClickZ Live attendees only! This is where you can grab your “I Scored at ClickZ” t-shirt and a WordStream mouse.

clickz san francisco

Don’t miss my deep dive into winning AdWords strategy on Day 2, Wednesday, August 13 from 1:45-2:30pm. in PPC Peak Performance: The Definitive AdWords Audit Framework, I’m sharing concrete tactics on gauging your AdWords success and focusing on the areas of your account optimization that will produce the best results. Get the latest competitive benchmarks and learn the secrets of the top 1% of AdWords advertisers so you can begin to replicate their super successful strategies.

Tweet me at @larrykim if you have any questions or want to meet up at ClickZ Live in San Francisco!

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

3 Super-Actionable Keyword Research Tips to Try Right Now

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Larry Kim and Will Critchlow from Distilled recently did a great webinar revealing all their personal keyword research strategies. It went pretty in-depth, so if you’re in the mood for digging in, scroll to the bottom to see the slides and video.

Today, I just want to share three quick tips inspired by the webinar. If you’re looking to accomplish something beyond just dumping a seed term into a keyword tool, these clever tricks should jump-start your next keyword research session.

#1: Spark Content Ideas with Google Suggest Wild Cards

In the webinar, Will mentions picking this tip up from Tom Anthony at Distilled. You’ve probably used Google Suggest as a means of keyword research before, but I love this trick because it allows you to mine suggestions that don’t just come at the end of the phrase you’re typing.

Here’s what I mean: normally, when you start typing a search query, Google offers suggestions to complete the phrase:

best keyword research tips

What these Google suggestions are based on is real content that lives on the web. Google is trying to connect searchers with the content they might be looking for. As a marketer, this is helpful to you because it shows you what already exists out there in the niches where you operate, and if you don’t have content on those topics yet, maybe you should.

But what if you want suggestions for terms that come at the beginning or middle of a keyword phrase? That’s where the wild cards come in. You can use an underscore character anywhere in your search query to get suggestions for searches that fill in that blank. For example:

keyword research tricks

If you run a lifestyle blog based in Colorado, this would be a great way to discover new topics to cover.

Here are a few more examples for inspiration:

google keyword research

google keyword research tips

find keyword tips

google suggest keyword research

Pretty neat, eh? (Note that not every wild card search you try will work – sometimes there’s not enough volume and Google defaults to its usual suggestions.)

#2: Steal Keyword Group Ideas from Your Hero’s Home Page

I don’t like to say “steal from your competitors” because that sounds kind of uncool. Instead, think of it as imitating your heroes. Are there sites in your niche that you look up to because they always seem to be killing it? In web marketing, Moz and Buffer are a couple of my blog heroes.

Keyword Planner has a feature that allows you to drop in a URL to see which keywords people are using to arrive at the site. Maybe they expected you to use it for your own site, but guess what? You can put any URL in there! <evil laughter>

Open up Keyword Planner and drop your hero’s URL into the “Your landing page” field, then click “Get ideas”:

keyword planner hack

Usually I focus on the “keyword ideas” tab, but for this exercise, I like to focus on the ad group ideas tab, because I’m not worried about the search volume of any particular keyword, I’m just looking for topic themes.

using keyword planner for research

A lot of these look interesting right off the bat. And if I drill down into one of the groups, I get a better picture of the intent of these searchers. (Intent should always inform the approach of your content.)

keyword planner research tip

Before you get started targeting this topic, don’t forget to Google a few of these keywords and see what’s already ranking on page 1. To rank for a keyword, you should be creating something more valuable that what’s already out there.

#3: Prioritize Keywords with Larry’s Secret Competitive Index Formula

In the webinar, Larry reveals the formula we use to prioritize keyword research and content creation. He calls it “Larry’s Priority.” Here’s how it works: Take the number of monthly searches for the keyword, multiply that by the suggested bid, then divide it by the competition level on that keyword.

What this does is give you an idea of how realistic it is for you to target keywords with high commercial value. You want to go after keywords with some volume, because they’ll have a better return in terms of traffic. But you don’t necessarily want to go after the most competitive keywords, because you’re less likely to be able to rank for them. You’re looking for a sweet spot.

Note that Keyword Planner doesn’t give you a real number value for “competition level” unless you export the keyword plan into a CSV. Instead you’ll just see “high,” “medium,” or “low.” When you download the plan into a spreadsheet, you can see the competition level as a real value between 0 and 1 – see the highlighted column below:

keyword research prioritization

So let’s run the formula on a few keywords. For “using social media for business,” the average monthly search volume is 390, the suggested bid is 26.85, and the competition level is 0.9. So:

390 * 26.85 / 0.9 = 11635

For “how to use social media,” the average monthly search volume is 260, the suggested bid is 7.03, and the competition level is 0.66:

260 * 7.03 / 0.66 = 2769.39

For “using social media,” the average monthly search volume is 170, the suggested bid is 10.98, and the competition level is 0.76:

170 * 10.98 / 0.76 = 2456.05

To use an example outside this ad group, “social media monitoring tools,” with a volume of 880, a suggested bid of 25.79, and competition level of 0.98, gets a final “Larry’s Priority” score of 23158.37. So if you rank these keywords from high to low by Larry’s number, you get:

  1. social media monitoring tools
  2. using social media for business
  3. how to use social media
  4. using social media

The highest number is the one that would give you the most potential return. If you have a big-time domain and can rank pretty easily on competitive keywords, start at the top. If you’re a newer, smaller site and can’t really play with the big guns yet, it might make more sense to start in the middle of the sorted keyword research list – these aren’t the “monster” keywords in your niche, but they’re also less competitive, and therefore easier to rank on.

Watch the Whole Keyword Research Webinar

Hungry for more, grasshoppers? You can view all the slides from the webinar here:

 

Or watch the video below:

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.


16 Ways to Improve Your Writing Skills

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Nothing strikes fear into the heart of a marketer quite like being asked to write a blog post. Some marketers would rather wrestle with pivot tables (or grizzly bears) for days on end than write a blog post – but why?

Improve my writing skills bear attack

Writing doesn’t have to be this painful.

Writing is intimidating to a lot of people, particularly those who don’t write for a living or blog on a regular basis. The good news is that writing doesn’t have to be agonizing, and almost anybody can hone their writing skills with a little discipline and a willingness to learn. In today’s post, I’m going to share 16 ways you can start improving your writing skills right now.

1. Brush Up on the Basics

Before you can start writing incredible content, you’ll need at least an intermediate understanding of the basic principles of writing. This doesn’t mean you need to enroll in a prestigious creative writing program at an Ivy league university, but you will need to know the basics of grammar and spelling. Every writer should have a copy of “The Elements of Style” by Strunk and White on their bookshelf, as this small but invaluable book is one of the most comprehensive resources on the correct use of grammar and other helpful topics. For quick and easy online resources, bookmark Grammar Girl and, of course, Merriam Webster.

Improve my writing skills grammar crackers

2. Write Like It’s Your Job

If you want to get better at something, you have to practice – and writing is no exception. Unfortunately, there are few shortcuts that can transform you into an amazing writer overnight, and even the most talented writers had to learn their craft over a period of many years.

If you want to improve your writing skills, writing on a regular basis will not only diminish your fear of the blank page (or blinking cursor), it will also help you develop a unique style. So, even if nobody reads it, keep writing. Practice makes perfect.

3. Read Like It’s Your Job

The best writers are also keen readers, and reading on a regular basis is an easy way to start developing your writing skills. I don’t just mean blog posts, either – diversify your reading material. Expand your horizons to more challenging material than you typically read, and pay attention to sentence structure, word choice, and how the material flows.

Improve my writing skills cat reading book

The more you read, the more likely you are to develop an eye for what makes a piece so effective, and which mistakes to avoid.

4. Find a Writing Partner

If you work at a reasonably sized company, the chances are pretty good that there is at least one other person who also secretly harbors a desire to become a better writer. Although writing is typically considered a solitary activity, the best writers know when it’s time to get much-needed feedback on their work.

Talk to your coworkers (or friends) and ask someone if they’d be willing to cast an eye over your work – they may spot mistakes that you overlooked. Finding a writing partner is also a great way to hold yourself accountable and keep going.

5. Join a Workshop or Take a Night Class

Most people balk at the idea of standing in front of a room full of strangers and baring their soul to the world, but joining a writing workshop can be immensely beneficial – and a lot of fun (if you manage to find a good one).

Improve my writing skills writing workshop

You don’t need to have an unfinished novel hidden away in your desk drawer to join a workshop. These days, content marketing meet-ups and professional development groups are becoming wildly popular. Join one of the many content marketinggroups on LinkedIn to meet like-minded writers, or search for writing workshops near you on sites like Meetup. Pick a topic, write something, listen to the feedback of the group, and then revise it. Rinse, repeat.

6. Dissect Writing That You Admire

Most people read the same blogs or sites on a regular basis because the material appeals to them – but fewer people understand why their favorite blogs are so appealing.

Find a handful of recent blog posts you really like, then print them out. Next, just like your high school English teacher did, take a red pen and highlight things you liked: certain sentences, turns of phrase, even entire paragraphs. Examine why you like these elements, and see if there are any common threads in your favored reading material. See how writers take one subject and transition into another. Apply these techniques to your own work.

Let’s take a look at a particularly powerful (and memorable piece) from Copyblogger that serves as a great example of this.

Improve my writing skills copyblogger example

Improve my writing skills copyblogger example 2

Immediately, you’re hooked by Morris’ opening. You can’t not read to see what happens next. The pacing is excellent, it grabs your attention, and best of all, it keeps you reading. This piece was first published back in June, and I still remember it. Read the full post here, and see how Morris masterfully tells the story of a band named Death and how this relates to writing content.

7. Imitate Writers You Admire

Before we go any further, a disclaimer – imitation is not the same as plagiarism. Don’t rip off anyone’s work. Ever.

Just as you probably have a list of blogs you read often, you’ll likely also read the same writers on a regular basis. Identify what it is you enjoy about their work, and see if you can use it to improve your writing skills. Does a writer you like use humor to spice up dry topics? Try it. Do they use pop culture references to make their work entertaining and useful? Try that, too.

When I first started writing, I imitated some of my favorite nonfiction writers and essayists, such as Joan Didion, Truman Capote and Bill Bryson. I also attempted (and failed) to imitate writers such as Dave Eggers and Dan Kennedy, but soon realized that I wasn't funny enough and gave it up. Over time, I eventually developed my own style, but reading the works of these writers and seeing how they constructed their essays and books was immensely helpful to me as a writer (see tip #3).

8. Remember That Outlines Are Your Friend

The blinking cursor of a blank page is a considerable foe, even for the most experienced writers. Before putting pen to proverbial paper, sketch out an outline of what you plan to write. This will be your battle plan, and it will help you win the war. Very few – and I do mean very few – writers sit down to write anything without a solid plan in mind.

Improve my writing skills outlining with post its

An outline doesn’t have to be complex. A simple framework of which sections should appear in a particular order, along with a few sentences about what each section contains, may be enough. If the topic you’re tackling is a little more complex, your outline might have to be, too – but having an outline before you write is like having a roadmap in the glove box of your car before a road trip. If you start to feel lost, refer back to your outline and get back to kicking ass and taking names.

Let’s take a look at a real example – one of my own outlines:

Introduction

Brief summary of the post

Section 1 – What is Brand Voice?

Paragraph(s) explaining the key principles behind brand voice (style, tone, and messaging)

Examples of each

Section 2 – Developing Brand Voice with Content

Explanations of how to develop brand voice using content (written, visual, video)

Considerations for content producers/marketers to bear in mind when producing content (strategy, goals, overall brand messaging)

Section 3 – Examples of Content That Builds Brand Voice

Several examples (three or four) of content that aligns well with marketing positioning and branding of recognizable brands

Conclusion

Wrap-up

This outline eventually became my recent post about brand voice. I deviated from my initial outline slightly, but the overarching structure was always there to keep me on target.

9. Edit Your Work Ruthlessly

So, you’re writing every day (or regularly, at least), and you’re feeling more confident about your work. Awesome! Now you’re going to become your own harshest critic.

Improve my writing skills editing process

Editing is a tough skill to learn for beginner writers, because they place immense value on the time and effort they put into writing in the first place. However, a lot of writing is actually rewriting, and this is where the cold, hard eye of an editor will serve you well.

Develop the discipline it takes to eliminate extraneous words (more on this shortly). Resist the temptation to wax lyrically and get to the point. Not sure if a paragraph works? It probably isn’t. Be tough on yourself, and know when to delete or rework something. Your work will be much stronger as a result.

10. Accept That First Drafts Are Almost Always Crap

The best writers make it look so easy. After reading a great post, it’s tempting to imagine your favorite bloggers effortlessly turning in incredible posts with minimal effort before spending the rest of their day reading obscure books in a quaint corner café somewhere. Take comfort in the knowledge that this isn’t how writing works.

Improve my writing skills first drafts are crap

First drafts are almost always crap, and that’s okay. Don’t beat yourself up if you don’t create a masterpiece on your first attempt – chances are, you probably won’t, and that’s okay, too. Just get your ideas down on paper first, then go back and start cleaning up. Writing is an iterative process, and even the best writers have to spend a lot of time reworking material they were probably too embarrassed to show anybody.

11. Find a Good (Patient) Editor

Whether you’re trying to make the case for a content strategy to your manager or want to start guest blogging on your favorite sites, finding and working with a good editor is one of the best things you can do to improve your writing skills. I’ve worked with dozens of editors over the years, and in my experience, the best are those who show you why something doesn’t work, rather than just telling you that it doesn’t.

Improve my writing skills everyone needs a good editor

Allowing someone else to read your work can be brutally difficult for some writers, especially when they’re just starting out, but it’s crucial that you develop good habits from the outset and learn to accept constructive criticism about your work. Remember – writers are desperately needy creatures who need to be constantly reassured that they’re the creative geniuses they believe themselves to be, but you’ll need to develop a thick skin if you’re serious about your work, and a good editor is invaluable when it comes to toughening up.

12. Eliminate Unnecessary Words

Another common mistake among beginner writers (and some more experienced writers who should know better) is writing overly complex sentences in an attempt to “sound” more authoritative.

In many cases, shorter sentences can have a greater impact. You may have heard of a six-word story that was supposedly written by Ernest Hemingway, which reads, “For sale: Baby shoes, never worn.” Whether Hemingway wrote this or not is irrelevant – the power of these six words shows that brevity can be a powerful tool when used correctly, and not every sentence needs to be overwrought to get your point across.

Improve my writing skills baby shoes never worn

Let’s look at another real example from one of my posts – my very first post for WordStream, as it happens. This lengthy sentence is a prime candidate for a ruthless red pen, even if my lame jokes were intended to give it a little more flavor. I’ve edited the sentence to show you how you could edit a similar line in your own work (additions italicized).

“Whether you’re a newcomer to AdWords or have been running PPC campaigns since Google launched the platform in 2000 (with a grand total of 350 customers)for years, you’ve probably given a great deal of thought toabout which keywords will result in more clicks and higher conversions – not to mention that vacation home in Lake Tahoe you’ve been dreaming about.”

13. Take a Stroll Down Memory Lane

I’ve been writing professionally, in one way or another, for the past ten years. When I look back at my early work, which I do every so often, it literally makes me cringe. I don’t do this because I’m a masochist, but to remind myself how far I’ve come.

Writing should be fun, and along with the thrill of seeing your byline for the first time, seeing how far you’ve progressed is one of the most satisfying parts of being a writer. Every now and then (but not too often), re-read your earlier work and marvel at how much better you are now than you were then. Pat yourself on the back. You’ve worked hard, so don’t be shy – congratulate yourself.

14. Don’t Be Afraid to Say What You Think

Most content on the web is bland and dreadfully boring. This is because far too many bloggers focus on regurgitating the same news as everybody else without bothering to add their own opinions. Obviously you don’t want to fall afoul of libel laws, but that doesn’t mean you can’t (or shouldn’t) say what you think.

Improve your writing skills speak your mind

Once you’ve started to discover your own “voice,” don’t be shy about sharing your opinions. This makes for more interesting reading. Don’t be contrarian for its own sake, and don’t set out to purposefully piss anyone off, but make sure there’s enough of you in your writing to make it a worthwhile read for your audience.

15. Do Your Research

Aside from plagiarizing someone else’s work, nothing will undermine your credibility faster than failing to do your homework.

In their eagerness to be done with a blog post (or even major newspaper article), many writers try to take shortcuts with the facts. This can range from accidentally fudging a statistic out of haste to being lazy when it comes to sourcing or attribution. Not only can this land you in big trouble with your editor/content marketing manager/other boss-type person, it also makes you look like an amateur.

Improve my writing skills do your research

Everybody makes mistakes, and you don’t need to spend weeks cross-referencing every last statistic (see the next tip), but common sense should prevail here – don’t rely exclusively on sites like Wikipedia, and use current, primary sources whenever possible.

16. Don’t Take Weeks to Finish a Post

You should definitely take the time to write as well as you can, proofread and edit your work thoroughly, and ensure that your piece flows logically from one point to the next. However, this doesn’t mean you should take weeks to write something.

No blog post (or any piece of writing, for that matter) will ever be perfect – you have to know when it’s time to let it go. This is especially important in content marketing, because you’ll rarely (if ever) have the luxury of crafting agonizingly beautiful blog posts full of poignant sentences and evocative imagery. As you become more confident, the “writing” part of writing will become easier and faster, but never lose sight of the fact that deadlines, or editorial calendars, are just as much your masters as any boss or manager.

As for me, I’m going to take my own advice and call this post done. I hope you find these tips useful, no matter how long you’ve been writing. If you have questions or want to share your own advice, leave a comment!

This post originated on the WordStream Blog. WordStream provides keyword tools for pay-per click (PPC) and search engine optimization (SEO) aiding in everything from keyword discovery to keyword grouping and organization.

Why SEO Rank Checking Tools Are Useless (And What to Use Instead)

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What is a Rank Checking Tool?

There is an abundance of SEO rank checking tools on the web, each promising to deliver results on where your site ranks on Google for your chosen keywords.

how to check seo web rankings

For most keyword rank checking tools, all you need to do is type in a keyword, and the tool’s bot will scrape data from Google and spit out a number showing where you rank in Google for your key phrase.

Sounds like a dream come true? Well, sure. But a dream is all it is. In truth, keyword rank checking tools are pretty useless.

The Ranking Myth: There’s No Such Thing as Ranking

There was a time, years ago, where SEO rank checking tools were fairly accurate and could provide a decent assessment of how your site was performing and allow you to check website SEO rankings.

google rank checking tools

But those days are over, and this is no longer possible. Google has grown increasingly more sophisticated with its ranking algorithm, and has added a host of new variables that affect how your site ranks in an individual’s Google search results page. We now encounter variables such as:

  • Search History: A user’s search results page can vary depending on what websites they’ve visited in the past.
  • Geography/Local Results: Google will show different SERPs depending on the current location of an individual and where they live.
  • Social Media: If a user’s friends have +1ed a page, Google gives preference to the endorsement of friends.
  • Device: SERPs can vary depending on the device you are using to search.

For Android users, even more personalization occurs with Google Now, which takes into account your favorite hangouts IRL and your daily commute.

These variable factors mean that it’s simply impossible for a SEO rank checking tool to determine how your site ranks because every individual users’ results will look different. One user may see your site appear in the 1st, 3rd, or 5th spot in Google’s SERPs, while another user may not see your page show up at all.

keyword rank checking tools

Would you really even trust this site? Looks sketch to me.

Gone are the days where users searched Google with a clean browser, no cookies, and no search history. Today web users search while logged into their personalized Google accounts, which means Google continuously tracks a user’s choices and decisions, and will alter search results based on their actions (and that’s scary for reasons beyond proving the ineffectiveness of keyword rank checking tools).

Rank Checking Tools Put Blinders On You

A single site can rank on thousands of different keywords and their synonyms. Even if you could get an accurate reading on where your site ranks for a pre-selected keyword, it’d be pretty insignificant taking the big picture into account. What about the hundreds of other keywords people are using to find your site?

Getting too preoccupied with a few single keywords can have the blinder affect. Attention and focus is horded by a few keywords, when really you should be examining the other, less obvious keyword opportunities.

Better Than Rank Checking: Google Analytics & Webmaster Tools

I know, you’re sad. You came here looking for keyword rank checking tools and now I’ve rained all over your SEO parade. Well fear not, we won’t cast you upriver without a paddle or two.

Marketers want to use SEO rank checking tools in order to get a measure on site performance. Both Google Analytics and Google Webmaster Tools can help you do just that, plus a ton of other awesome stuff no keyword rank checker could ever do.

seo rank checker

  • Visiting the Acquisition > Keyword > Organic will show you the keywords bringing visitors to your website.
  • Behavior > Site Content > All Pages shows you your most popular website pages, helping you get a broad sense of what subjects are popular on your site. Use this info to generate ideas about what new, related keywords you could target.

Google Webmaster Tools provides ample data as well.

  • Search Traffic > Search Queries shows keyword queries bringing users to your site, as well as the number of impressions, clicks, and CTR you’re getting for each keyword. You can even see your average position for keywords (yes, this is showing your keyword ranking, but don’t forget, it’s an average and can vary a lot across different users).

check google ranking

In Webmaster Tools you can also see external links to your website, internal links, how Google is indexing your site, and tons more.

Rank Checking is so Last Year

SEO is changing, and it’s changing fast. It’s time to abandon outdated tools and old-school SEO dogma. Online marketing will only work for those willing to stay ahead of the game and adopt new, emerging strategies and best practices. Even with Google Analytics and Google Webmaster Tools, it’s important to not get too entrenched in the ranking game and avoid becoming fixated on a few obvious keywords.

Keyword rank checking tools aren’t inherently bad (besides the fact that most don’t work). The problem is that they foster the mindset that all that matters is the keyword. This is dangerous thinking as Google continues to refine its algorithm and tries to purposefully break apart the pre-existing keyword ranking traditions.

The truth, although admittedly it sounds as corny as a Disney movie’s happy ever after, is that successful online marketing today (and therefore, successful SEO), is all about delivering quality content and not being afraid to think creatively. SEOs need to understand their audience’s intent and hone in on it like a first class sniper. Do that, and you’ll have no problem seeing yourself rise to the tops of the Google SERPs, no ranking tools required.

Google Testing Paid Local Search Ads?

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Dr. Pete just tweeted a screenshot of a SERP that he spotted last night – Google appears to be running a test with paid local search results!

As you can see in the screenshot he grabbed, the local map results have the yellow “Ads” label that designates them as sponsored results:

paid local

Compare this to a typical organic local pack:

paid local results

Following the recent loss of local “pack” results, which came to be dubbed the “Pigeon” update, this is an extremely interesting development. It’s just a test for now (I couldn’t reproduce the results on a live query), but it would make perfect sense for Google to monetize the local results, because that’s exactly what happened with Product Listing Ads (now known as Shopping Ads).

Yep, if you can remember back that far, the image ads at the top of the SERP for almost any product-related search query used to be organic, but Google stopped giving you those free clicks in 2012. There’s a clear pattern here: Google gives SEOs a cool way to stand out in the SERP, then takes it away and/or makes it pay to play. Any feature that makes organic results more compelling than, or equally compelling to, the sponsored results gets taken away:

video snippets

Again, it’s just a test for now, but I bet local results go paid before the end of the year.

Why It’s So Easy to Fail on Mobile [Data]

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Unless you’ve been living under a rock for the last few years, you already know that the mobile market is becoming increasingly important. The big guys know this too – last summer, Google pushed advertisers into mobile with the transition to Enhanced Campaigns, and Bing recently announced it would be following suit this September. Experts are seeing mobile search volumes grow much faster than desktop, and some forecast they will even exceed desktop search volumes as early as next year.

mobile search volume

Mobile vs. Desktop Local Search Volumes (BIA/Kelsey Forecast)

As mobile searches have been heating up, so have rumors about the implications for mobile advertisers. Rather than speculate, let’s quantify what’s important for mobile marketers out there today with real data. What’s a good CTR for mobile search ads? Is Quality Score calculated differently for mobile searches? Let’s take a look at some AdWords mobile data to fully understand how the search engine results page differs across devices.

Different Devices, Different SERP, Different Ads

It may go without saying, but the Google SERP displays differently whether you are searching on your desktop, tablet or mobile:

google mobile serp

Same search for “iPad mini” across different devices.

The clear takeaway is that there are simply fewer ad spots available on mobile devices. We’ve become used to seeing 3 top positions and a herd of ads on the right-hand side on desktop and tablet searches, but that’s not the case on mobile.

Mobile users might see up to 2 ads in the top positions, followed by organic results and then maybe two ads at the bottom of the first page. If you consider how the AdWords auction works, you can quickly see how the smaller inventory of ads on mobile implies that advertisers have to bid differently for mobile and expect different benchmark metrics for mobile search ads as well.

AdWords Mobile Click-Through Rate (CTR)

Larry previously published research on the expected CTR advertisers see in different ad positions. As you’d expect, advertisers in top positions generally get the best CTRs:

ctr by ad position

But when we segment that same data by device, we notice the severity of the tradeoff between position and CTR is much more dramatic on mobile:

adwords mobile data by device

While CTRs are fairly consistent across device in the top position, mobile CTR drops off a whopping 45% just between positions 1 and 2. Outside of the top position, mobile ads have much lower CTRs than their desktop peers and have similar CTRs to much lower desktop positions:

adwords mobile ad position

Mobile’s Impact on Quality Score

If mobile ads have lower click-through rates, and CTR is the driving factor in calculating Quality Score, then shouldn’t mobile ads have a lower quality score?

adwords mobile ctr data

Fear not, paid search advertisers! Although you can’t segment your Quality Scores by device in the AdWords interface, Google recently released a white paper highlighting recent changes to the Quality Score calculation. In it, Google relieved advertisers’ concerns and assured us that a user’s device is taken into consideration when computing Quality Score. The same way lower CTRs are expected with lower ad positions, lower CTRs are expected with mobile ads. This also confirms our own internal findings that accounts with more mobile traffic do not see a penalty in their Quality Scores, despite lower CTRs on mobile:

quality scores adwords mobile

Mobile Cost Per Click (CPC)

As mobile searches have continued to heat up, their prices have too. Advertisers that have consistently been advertising on mobile since the beginning of 2012 have seen their CPCs increase by 150% – three times the increase that they’ve seen from desktop CPCs in the same period.

adwords mobile cost per click

The forced migration to Enhanced Campaigns temporarily lowered the CPC for many mobile advertisers, but the last 12 months have seen rising mobile CPCs. While they are still comfortably below the costs of desktop and tablet, I would expect that gap to continue to decrease for now.

Mobile Impression Share

So mobile has a considerably higher CTR penalty for lower positions than on desktop, but what’s more damning is how infrequently these lower position ads even make it to the SERP:

adwords mobile impression share

Mobile ads are much less likely to be shown, even in position 1, than they are on desktop. Below mobile position 2, you’re not likely to be shown at all and even less likely to be clicked on. Across the hundreds of accounts analyzed in this study, there wasn’t a single account with mobile position below 4.3, where the impression share is practically nonexistent.

Google AdWords Mobile Data: Recap

So, to recap what we’ve discovered:

  1. Mobile search volumes have been growing exponentially over the past few years.
  2. Mobile CTR drops off 45% faster in lower positions than desktop or tablet.
  3. Search CPCs have been rising dramatically for mobile over the past 12 months.
  4. The mobile impression share penalty is more dramatic that its desktop counterparts.

The mobile PPC market is far more difficult for advertisers to be successful in than on desktop. If you don’t have a mobile strategy, you’re asking for trouble. What can advertisers do to break this mobile curse? We’ll follow up with a list of best practices we use in our accounts next week. If you have any questions or mobile strategies you’re particularly proud of that you’d like to see make our next mobile blog post, reach out to us on Twitter or LinkedIn or sound off in the comments!

Data Sources

This report is based on a sample size of 240 accounts (WordStream managed services clients) representing US-based SMBs in all verticals. The report incorporates data from the Google Search Network between Jan 2012 and July 2014.

About the author

Mark Irvine is a Data Scientist at WordStream with a background in SEM, SEO, and Statistical Modeling. Follow Mark on:

Twitter: @MarkIrvine89

LinkedIn: https://www.linkedin.com/pub/mark-irvine/30/280/2a

The 7 Best Questions & Answers from my Reddit SEO AMA (Ask Me Anything)

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A few weeks back, I took part in an Ask Me Anything (AMA) in the Big SEO community on Reddit.

I love participating in AMAs – they’re a great chance to see what’s really on people’s minds right now and which issues are causing the industry grief. Each one is also an opportunity to connect with marketers of all experience levels, across a range of industries and in different types of roles. I definitely learn a ton every time I do one!

I did an AMA on Inbound.org back in April and put together a list of the top PPC questions I was asked. This time, I wanted to share some of the super smart SEO questions the Reddit group had for me, along with my answers. Enjoy! (Also check out our Mega Collection of SEO Expert Advice from other Reddit SEO AMAs.)

reddit seo

1. What’s Your Keyword Research Secret?

Q. RealHeadyBro asked, “What tools do you use to determine what keywords and phrases are viable optimization targets for a website? Is it just looking at the SERP and using your gut or are you using apps and services?”

A. I have a formula that I use for prioritizing keyword research. I take the [(Estimated Monthly Search Volume for the countries that I care about) * (Estimated CPC for #1 listing in those countries)] / Keyword Competition. All of this data comes from Google Keyword Planner.

Estimated Monthly Search Volume gives me a sense for the "market opportunity" of the keyword. CPC data gives me a sense for the economic/commercial value of the keyword. PPC competition is a real (decimal) number between 0 and 1. One is super competitive, 0 is not competitive at all.

I have found that PPC competition is relatively similar to SEO competition (the same keywords that advertisers want to bid on are the ones that SEOs want to own). So it makes sense to normalize by keyword competition. The keyword competition data isn't visible within the Keyword Planner user interface (it just says "high,""medium,""low"), but you can get the real value by exporting the data to a file.

2. How Should You Use Keywords On-Site?

Q. ThisThingIAm asked, “As a beginner to SEO, I understand keywords are very important in generating site traffic. In what way should you be using keywords in your blog/site; as in, where are correct places for placement?”

A. Take a look at how Wikipedia does it. Notice how they show up on pretty much every search? Their smart use of keywords is partly responsible.

larry kim seo ama

They use keywords in the URL, headings, subheadings, images, first paragraph, etc. They also have very themed content (one article per specific topic). They also do tons of internal linking of articles using related anchor text.

You can read more about this in our content keywords FAQ.

3. How Can E-commerce Sites Avoid Thin Content Penalties?

Q. Yaserarshad asked, “How do I differentiate between thin content and rich content in terms of an e-commerce website?”

A. I think that if you have high enough domain authority, Google will look the other way on thin content. Case in point: eBay got away with crappy, thin content for many years. Now, they recently got hit by Panda 4.0, and where I think things broke down was that they overdid it. There was just way too much crap (hundreds of millions of pages of thin content – or 98% of the entire site).

If you're worried about thin content, a legitimate SEO strategy might be to earn more high value links, thus increasing domain authority and reducing the risk of your thin content.

One way Amazon makes their millions of computer-generated product pages less thin is the presence of product reviews, which add a ton of value in the form of user-generated content.

4. What Can SEO Campaigns Take from PPC Keyword Research?

Q. Realicity asked, “What are 3 ways and/or data points that SEO campaigns can take and use from a successful PPC campaign targeting the same keyword segments?”

A. Here are a few ideas:

  • Within any segment, there are certain types of keywords that do better for SEO, and some that do better for PPC. For example, keywords with commercial intent (people looking to buy) do better on paid search because Google crowds out all the above-the-fold space with ads (such as Google Shopping ads). Keywords with informational intent (e.g. "who won the battle of 1812") do much better in SEO since Google doesn't even bother showing ads for most informational queries. By using both together, you can have better coverage across all the keywords within your niche.
  • The conversion rates from a typical SEO content piece are low single digits (around 3%). By tagging those visitors and remarketing to them on the Google Display Network, you could double that conversion rate.
  • Companies spend so much money and time creating content that often very few people read. Using paid social options like promoted posts/sponsored updates on Facebook, Twitter and LinkedIn can dramatically improve the number of people who see your content. Read more about content promotion best practices here.

5. How Do You Manage Site Architecture Over Time?

Q. Bowra asked, “Hey Larry, question about internal links related to navigation. I work with sites for small businesses, and our biggest sites are generally still less than 1,000 pages including blogs and articles. The strategy has always been to build more marketing pages as time goes on, starting broad and getting more granular. This can lead to some fairly crazy looking cascading or accordion-style navigation and generate a lot of links on each page. What rules do you follow when you’re developing a site over time and trying to organize the architecture and navigation?”

A. Why does everything have to be in the navigation? Maybe 5% of the 2000+ pages of content on WordStream.com show up in site navigation. The main pathway through the site is that people just arrive directly at the page relevant to their search, either via PPC or SEO. I think site navigation is a relic from before search engines. You can also leverage (a) a site search tool (b) in-paragraph contextual linking within content.

I think having large numbers of navigation links with very similar anchor text is suspect and I wouldn't be surprised if Google targeted that in a future algorithm update.

6. Should You Go All-In on Retargeting?

Q. Backlinko asked, “I'm looking to get into AdWords to generate brand awareness and build my email list...specifically retargeting. I've heard mixed opinions on whether it's OK to have retargeting as the ONLY thing you use for PPC. Some say it should be a small part of your PPC campaigns. Some say you can do well with just retargeting.”

A. Since you already have traffic to your website, remarketing/retargeting is the low-hanging fruit to go after in terms of paid marketing efforts. Allocating 100% to remarketing is a great strategy, since it will help you with brand recall and convert people who visited you but didn't buy your educational materials. Remember that you can be very picky in audience selection. For example, you could choose to remarket to just those people who visited your pricing page, or viewed 5 or more pages, etc.

7. How Do You Do Multivariate Testing for SEM?

Q. jpuck28822 asked, “I am looking to run scaled multivariate tests for AdWords. What tools are out there to help me do this? What has your success been with multivariate testing for SEM? What are the drawbacks?

A. It is remarkably difficult in SEM to understand if the optimizations that we work on have the intended impact, due to so many variables at play. As a result, my success with multivariate testing has been low. This is compounded if you don’t have a huge amount of traffic, since it takes a long time to reach statistical significance.

larry kim on reddit

Instead I'd focus on trying to make big changes and shooting for 3-5x increases (not 3-5% changes) – I wrote about this just a few months ago. 

Also, Google is releasing a new tool called “Your Own Lab” which seems to be a good way for doing those types of experiments (the feature is still in beta).

Looking for More Search Marketing Tips?

If you missed out on the AMA, leave your question here in the comments! Stay tuned and I’ll be back with an answer for you.

25 Ways to Increase Traffic to Your Website

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Ask a marketer or business owner what they’d like most in the world, and they’ll probably tell you “more customers.” What often comes after customers on a business’ wish list? More traffic to their site. There are many ways you can increase traffic on your website, and in today’s post, we’re going to look at some of them.

Increase traffic to your website lonely road

1. Advertise

This one is so obvious, we’re going to look at it first. Paid search, paid social and display advertising are all excellent ways of attracting visitors, building your brand and getting your site in front of people. Adjust your paid strategies to suit your goals – do you just want more traffic, or are you looking to increase conversions, too? Each paid channel has its pros and cons, so think carefully about your objectives before you reach for your credit card.

If you’re hoping that more traffic to your site will also result in more sales, you’ll need to target high commercial intent keywords as part of your paid search strategies. Yes, competition for these search terms can be fierce (and expensive), but the payoffs can be worth it.

2. Get Social

It’s not enough to produce great content and hope that people find it – you have to be proactive. One of the best ways to increase traffic to your website is to use social media channels to promote your content. Twitter is ideal for short, snappy (and tempting) links, whereas Google+ promotion can help your site show up in personalized search results and seems especially effective in B2B niches. If you’re a B2C product company, you might find great traction with image-heavy social sites like Pinterest and Instagram.

Increase traffic to your website social media icons

Image via Pascale Communications

3. Mix It Up

There is no magic formula for content marketing success, despite what some would have you believe. For this reason, vary the length and format of your content to make it as appealing as possible to different kinds of readers. Intersperse shorter, news-based blog posts with long-form content as well as video, infographics and data-driven pieces for maximum impact.

4. Write Irresistible Headlines

Headlines are one of the most important parts of your content. Without a compelling headline, even the most comprehensive blog post will go unread. Master the art of headline writing. For example, the writers at BuzzFeed and Upworthy often write upward of twenty different headlines before finally settling on the one that will drive the most traffic, so think carefully about your headline before you hit “publish.”

5. Pay Attention to On-Page SEO

Think SEO is dead? Think again. Optimizing your content for search engines is still a valuable and worthwhile practice. Are you making the most of image alt text? Are you creating internal links to new content? What about meta descriptions? Optimizing for on-page SEO doesn’t have to take ages, and it could help boost your organic traffic.

6. Target Long-Tail Keywords

Got your high commercial intent keyword bases covered? Then it’s time to target long-tail keywords, too. Long-tail keywords account for a majority of web searches, meaning that if you’re not targeting them as part of your paid search or SEO efforts, you’re missing out.

Increase traffic to your website reptile with long tail

Image via thegardensofeden.org

7. Start Guest Blogging

Before you say it – no, true guest blogging isn’t dead, despite what you may have heard. Securing a guest post on a reputable site can increase traffic to your website and help build your brand into the bargain. Be warned, though – standards for guest blogging have changed radically during the past eighteen months, and spammy tactics could result in stiff penalties. Proceed with caution.

8. Invite Others to Guest Blog on Your Site

Guest blogging is a two-way street. In addition to posting content to other blogs, invite people in your niche to blog on your own site. They’re likely to share and link to their guest article, which could bring new readers to your site. Just be sure that you only post high-quality, original content without spammy links, because Google is cracking way down on low-quality guest blogging.

9. Go After Referral Traffic

Rather than trying to persuade other sites to link back to you (a tedious and time-intensive process), create content that just begs to be linked to.

When Larry wrote about the kick in the proverbial teeth that eBay took from Google’s Panda update, we managed to secure a link from Ars Technica in the Editor’s Pick section alongside links to The New York Times and National Geographic. Not too shabby – and neither was the resulting spike in referral traffic. Learn what types of links send lots of referral traffic, and how to get them, in this post.

Increase traffic to your website referral link analytics data

10. Post Content to LinkedIn

LinkedIn has become much more than a means of finding another job. The world’s largest professional social network is now a valuable publishing platform in its own right, which means you should be posting content to LinkedIn on a regular basis. Doing so can boost traffic to your site, as well as increase your profile within your industry – especially if you have a moderate to large following.

Increase traffic to your website Larry Kim LinkedIn profile

11. Implement Schema Microdata

Implementing schema (or another microdata format) won’t necessarily increase traffic to your website on its own, but it will make it easier for search engine bots to find and index your pages. Another benefit of using schema for SEO is that it can result in better rich site snippets, which can improve click-through rates.

12. Link Internally

The strength of your link profile isn’t solely determined by how many sites link back to you – it can also be affected by your internal linking structure. When creating and publishing content, be sure to keep an eye out for opportunities for internal links. This not only helps with SEO, but also results in a better, more useful experience for the user – the cornerstone of increasing traffic to your website.

13. Interview Industry Thought Leaders

Think interviews are only for the big leaguers? You’d be amazed how many people will be willing to talk to you if you just ask them. Send out emails requesting an interview to thought leaders in your industry, and publish the interviews on your blog. Not only will the name recognition boost your credibility and increase traffic to your website, the interviewee will probably share the content too, further expanding its reach.

Increase traffic to your website thought leadership concept

Image via business2community.com

14. Don’t Neglect Email Marketing

So many businesses are focused on attracting new customers through content marketing that they forget about more traditional methods. Email marketing can be a powerful tool, and even a moderately successful email blast can result in a significant uptick in traffic. Just be careful not to bombard people with relentless emails about every single update in your business. Also, don’t overlook the power of word-of-mouth marketing, especially from people who are already enjoying your products or services. A friendly email reminder about a new service or product can help you boost your traffic, too.

15. Make Sure Your Site is Responsive

The days when internet browsing was done exclusively on desktop PCs are long gone. Today, more people than ever before are using mobile devices to access the web, and if you force your visitors to pinch and scroll their way around your site, you’re basically telling them to go elsewhere. Ensure that your website is accessible and comfortably viewable across a range of devices, including smaller smartphones.

16. Make Sure Your Site is Fast

Ever found yourself waiting thirty seconds for a webpage to load? Me neither. If your site takes forever to load, your bounce rate will be sky high. Make sure that your pages are as technically optimized as possible, including image file sizes, page structure and the functionality of third-party plugins. The faster your site loads, the better.

Increase traffic to your website 8-bit loading bar icon

17. Foster a Sense of Community

People want to speak their minds and weigh in on subjects they feel passionately about, so building a community into your site is a great way to start a conversation and increase traffic to your website. Implement a robust commenting system through third-party solutions such as Facebook comments or Disqus, or create a dedicated forum where visitors can ask questions. Don’t forget to manage your community to ensure that minimum standards of decorum are met, however.

18. Make Yourself Heard in Comment Sections

You probably visit at least a few sites that are relevant to your business on a regular basis, so why not join the conversation? Commenting doesn’t necessarily provide an immediate boost to referral traffic right away, but making a name for yourself by providing insightful, thought-provoking comments on industry blogs and sites is a great way to get your name out there– which can subsequently result in driving more traffic to your own site. Just remember that, as with guest posting, quality and relevance are key – you should be engaging with other people in your niche, not dropping spam links on unrelated websites.

Increase traffic to your website comments section

Image via organictalks.com

19. Examine Your Analytics Data

Google Analytics is an invaluable source of data on just about every conceivable aspect of your site, from your most popular pages to visitor demographics. Keep a close eye on your Analytics data, and use this information to inform your promotional and content strategies. Pay attention to what posts and pages are proving the most popular. Inspect visitor data to see how, where and when your site traffic is coming from.

20. Get Active on Social Media

It’s not enough to just share content through social channels – you need to actively participate in the community, too. Got a Twitter account? Then join in group discussions with relevant hashtags. Is your audience leaving comments on your Facebook posts? Answer questions and engage with your readers. Nothing turns people off quicker than using social media as a broadcast channel – use social media as it was intended and actually interact with your fans.

21. Submit Your Content to Aggregator Sites

Firstly, a disclaimer – don’t spam Reddit and other similar sites hoping to “hit the jackpot” of referral traffic, because it’s not going to happen. Members of communities like Reddit are extraordinarily savvy to spam disguised as legitimate links, but every now and again, it doesn’t hurt to submit links that these audiences will find genuinely useful. Choose a relevant subreddit, submit your content, then watch the traffic pour in.

Increase traffic to your website news aggregator sites

22. Incorporate Video into Your Content Strategy

Text-based content is all well and good, but video can be a valuable asset in both attracting new visitors and making your site more engaging. Data shows that information retention is significantly higher for visual material than it is for text, meaning that video is an excellent way to grab – and hold – your audience’s attention, and boost traffic to your website at the same time.

23. Research the Competition

If you haven’t used software like BuzzSumo to check out what your competitors are up to, you’re at a huge disadvantage. These services aggregate the social performance of specific sites and content to provide you with an at-a-glance view of what topics are resonating with readers and, most importantly, making the rounds on social media. Find out what people are reading (and talking about), and emulate that kind of content to bring traffic to your website.

Increase traffic to your website buzzsumo results page

24. Host Webinars

People love to learn, and webinars are an excellent way to impart your wisdom to your eagerly waiting audience. Combined with an effective social promotion campaign, webinars are a great way to increase traffic to your website. Send out an email a week or so ahead of time, as well as a “last chance to register” reminder the day before the webinar. Make sure to archive the presentation for later viewing, and promote your webinars widely through social media.

25. Attend Conferences

Whatever industry you’re in, chances are there are at least one or two major conventions and conferences that are relevant to your business. Attending these events is a good idea – speaking at them is even better. Even a halfway decent speaking engagement is an excellent way to establish yourself as a thought leader in your industry and gain significant exposure for your site.

Well, that just about does it for today’s post. If you’ve got your own tips for increasing traffic to your website, I’d love to hear them.

RIP Exact Match and Phrase Match in AdWords!

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Holy smokes! Google has today effectively killed off both the Exact and Phrase keyword match types in AdWords!

RIP Exact Match

While the keyword match types will still exist, starting in September, AdWords is redefining the definition of how keywords set to phrase and exact keyword match type will trigger search ads by applying close variant keyword matchingmeaning your keywords will also trigger for misspellings, singular/plural forms, stemmings, accents, acronyms and abbreviations of the keywords that you specify.

Close variant keyword match was introduced in 2012, and was already the default option when using exact match and phrase match – however previously you could opt out of it. Going forward, this is no longer the case. Here’s everything you need to know about this keyword match type shake-up!

Who is Impacted by The Change?

At WordStream, we estimate that the change is a non-issue for approximately 97% of Google AdWords advertisers that didn’t opt out of close variant keyword match type option and who didn’t employ keyword “match type trap” optimization strategies.

However the ~3% who were using exact and phrase match the old fashioned way will most certainly be impacted by the change. And for the record, we see no reason for why they had to remove an optional feature.

What Was The Benefit of Previously Opting Out of Close Variant Keyword Matching?

The use of classic phrase and exact match offered greater precision and control over exactly which search queries triggered your ads. At WordStream we’ve found that shaping PPC traffic using these more precise match types almost always improved ROI, typically in the range of low double digits.

Was There Any Downside of Using Phrase & Exact Match

Yes. The increased control and ROI came at a cost of dramatically increased account management complexity.

For example, an account with 10 million keywords would typically have consisted of around 1 million core keywords and 9 million variations of those same keywords. This resulted in many times more account artifacts which in turn created account inertia that made it harder be agile in other ways. For example, ad copy and landing page optimization was much harder because there were so many more ad groups to deal with, etc.

This was unfortunate because ad copy and landing page optimization activities provide far greater potential upside. For example, the top 10% of landing pages convert 3-5x higher than the median landing page, and the top 1% of ad text generates 6x more clicks.

Why is Google Redefining Phrase and Exact Match?

I have no idea. This isn’t the first time Google has deprecated functionality, for example, last year they retired Device Targeting. In both cases though, Google retired targeting features that if used, resulted in substantially more complex account structure.

Beyond that, the concept of exact match is around 15 years old. Today we’re moving towards a “keywordless” future of search where organic search algorithms like Hummingbird will show you search results for content that doesn’t even include the keywords you searched on, and Google Shopping ads don’t use any keywords at all to target ads. As a result, I’d expect to see more of this “match type consolidation” in the near future.

Ultimately it’s a Google AdWords world. We’re just living in it.

What are The Benefits of Close Variant Keyword Matching?

  • Reduced account complexity by means of fewer keywords
  • Expanded reach by being able to capture more long tail keyword searches that would have otherwise been impossible to target due to “low search volume”. It was impossible to come up with all possible keyword variations for a niche.

Are There Any Benefits of Forcing The Use of Close Variant Keyword Matching?

No. Except that perhaps it forces search marketers to think more about more SEM strategy and more leveraged optimization activities like Conversion Rate Optimization and Ad Copy Optimization rather than mindless (and endless) keyword expansion.

What are your thoughts about the change in Phrase and Exact Match?

Have your say in the comments!


5 Mobile Ad Strategies You Need To Be Using

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If you had the chance to read my recent post on why it’s so easy to fail at mobile advertising, then you’ll remember that we discovered:

  1. Mobile search volumes have been growing exponentially the past few years.
  2. Mobile CTR drops off 45% faster in lower positions than desktop or tablet.
  3. Search CPCs have been rising dramatically for mobile over the past 12 months.
  4. The mobile impression share penalty is more dramatic that its desktop counterparts.

These trends make the mobile PPC market appreciably harder to control. Advertisers without a clear mobile strategy are almost certain to fail. So what can you do to beat the mobile curse? Our Client Success reps here at Wordstream and our loyal blog followers shared their best tips:

#1: Use Mobile Bid Adjustments to Control What You Pay for on Mobile

Mobile CPCs have increased 150% since 2012 and are expected to continue to increase. If that cost is getting a little too rich for your blood, there’s no reason you should have to be stuck paying for it. Advertisers can control their mobile bids by setting a mobile bid adjustment for their keywords at the campaign or ad group level in AdWords. To set this up, visit the “Settings” tab from your target campaign or ad group and then the subtab for “Devices.” From here, you can set your mobile bids as a percent of what you’re willing to pay for them on desktop.

adwords mobile ad strategies

You can either decrease or increase your bids for mobile here. If you’re seeing a lot of success on mobile and you want to compete harder on mobile, don’t be afraid to increase your mobile bids to up to +300% what you’re currently bidding for mobile. You may be surprised to still get your mobile bids cheaper than what you’re currently paying on desktop!

Case Study: Mobile CPC vs. Desktop CPC

A client targeting a mobile audience decided to pivot more spend to the platform on certain campaigns. All of these campaigns actually use a +300% MBA. Even with bids 4x that of desktop, their actual mobile CPC is still considerably cheaper than it is on desktop:

mobile ad cost per click

#2: Speak to Your Mobile Audience with Mobile-Preferred Ads

Advertisers can create a mobile-preferred ad, which only shows to users searching from their mobile phones. In your ad group, after creating an ad to show to desktop users, create an alternative ad to show to mobile users and be sure to check the “Mobile” button next to device preference:

mobile ad strategies

Only about one third of SMBs are using mobile-preferred ads, so using them will give your account a bid step advantage over your competition. Best practices for mobile ads include:

  • Sending mobile users to your mobile landing page.
  • Let them know that your page is mobile-friendly in the Display URL such as “www.mobile.sample.com” or “www.sample.com/mobile”
  • Keep the language short & sweet.
  • Cater to your mobile audience. Use language promoting calls and avoid offers that may not be possible on a mobile device, like downloading a demo or a whitepaper.

mobile ads best practices

#3: E-Commerce Clients: Google Shopping or Bust!

Recent updates to Google Shopping campaigns have not only moved Shopping Ads to the top of the mobile results page but allow users to scroll through products right on the SERP. These high commercial intent searches generally also see the highest CTRs and conversion rates– so mobile is a must for these e-commerce clients!

#4: Use All Available Ad Extensions

mobile ad strategies

We know that ad extensions increase an ad’s CTR, and Google recently announced that they also contribute to quality score. If you’re not currently using them, you’re certainly paying the price with lower CTRs and quality scores on both desktop and mobile. Even if you’re skeptical about using one, like Location Extensions, it’s all the more likely to be valuable on mobile, where real estate on the smaller SERP is worth fighting for.

using google mobile ads extensions

#5: Make it Ring!

If you don’t have a mobile website and are struggling to convert your mobile traffic despite all your hard work, there’s a secret little trick to drive some cheap conversions with call extensions. Rather than showing your ad with the traditional headline that would take you to a landing page, you can simply give users the option to call, but not direct them to your website where they may not convert. You’ll still be charged your standard CPC for the call, but you’ve got your customer on the phone now, so that’s a relatively cheap conversion right there.

Mobile Ad Extensions

To have your mobile ads exclusively drive calls like this, you’ll need to edit your call extensions to only show your phone number, rather than your website and phone number. We highly recommend using a Google forwarding number in these circumstances so that you’ll have some form of AdWords call tracking on mobile.

google forwarding number

The mobile PPC market may be more difficult for advertisers but with the right mobile strategy, you can expect plenty of success on mobile too. What other strategies have you tried with your accounts? Share your greatest tricks (or failures) below in the comments!

Also, if you missed it, our founder Larry Kim and Paid Search Strategist Jackie Jordan collaborated to create The Greatest & Most Complete Intro to Mobile PPC Ever last month. Be sure to check it out below:

About the author:

Mark is a Data Scientist at WordStream with a background in SEM, SEO, and Statistical Modeling. Follow him on:

Twitter: @MarkIrvine89

LinkedIn: https://www.linkedin.com/pub/mark-irvine/30/280/2a

26 Free Online Marketing Courses: Learn to be a Marketing Mastermind

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We live in a wondrous age my friends. Knowledge and learning can be obtained with a few clicks of the mouse, opening education and intellectual stimulation to anyone with a scholarly spirit.

Below is a list of our favorite online marketing courses, most of which are free or very nearly free. Let the learning begin!

WordStream’s PPC University

PPC University. Our new PPC University is an awesome one-stop shop for learning all the ins and outs of PPC. With easy-to-browse lessons for beginners and advanced PPC users, there’s something for everyone at the grand old PPC University. Toga, toga, toga!

free marketing courses

Google’s Online Marketing Challenge

Google Online Marketing Challenge.Is there a better source to learn about online marketing than the big G itself? Google’s Digital Marketing Course is packed with video tutorials on everything from SEM, AdWords, social networks, video networks, mobile strategy, and more.

Constant Contact’s Social Media Quickstarter

Social Media Quickstarter. This collection of online marketing guides from Constant Contact will help you master social media marketing in no time. Featuring quick, easy-to-read guides, social media novices can browse this extensive knowledge base at their leisure.

free online courses in marketing

CopyBlogger Marketing Email Course

Internet Marketing for Smart People Email Course. This 20-installment email marketing course from CopyBlogger will give you the low down on content marketing, copywriting, SEO, and keyword research, and more! Best of all, it’s dished out to you via email so you won’t get bogged down with too much educational info sent all at once.

Coursera

marketing courses online for free

As one of the most popular sites for online education, Coursera has many offerings, including free online marketing courses. Check ‘em out. Even if you don’t see anything you like, check back every now and then - new classes are always being added.

DS106

DS106: Digital Storytelling and Social Media. Get involved in the massively popular online course/social experiment that will help you gain a better understanding of digital storytelling and how it influences social media.

HubSpot: Inbound Marketing Training

HubSpot’s Inbound Marketing Training Program and Certification. Enjoy these 18 free marketing classes and reading materials from HubSpot to help you master inbound marketing. Learn about blogging, SEO, keyword strategy, social media, email marketing, calls to action, and more! Finish up with an exam to prove your worth.

free marketing course online

Canvas

Another MOOC resource site, Canvas offers free online courses on a range of topics. While currently there are no courses that deal explicitly with online marketing, check back to see new offerings. Some courses that may interest online marketers include:

  • Certificate Course in Writing for a Global Market. Deals with globalization and how it necessitates writing for a worldwide market, rather than simply a company’s native tongue.
  • Copyright Clarity. Discusses myths and misinformation about copyright law and fair use. Definitely useful for learning when you need to ask permission to borrow content, how to use Creative Commons licensing responsibly, etc.
  • Projecting Your Brand Through New Media. Learn how to use media to promote your brand voice and how to tailor your message to various markets.

edX

edX is another popular website for attending free online classes. Your online classroom, without the mysterious school lunches.

free marketing classes online

Some recent archived classes that might interest marketers include:

  • Entrepreneurship 101.Class sessions focus on various case studies of MIT entrepreneurs in areas like mobile apps, 3D printing, electronics, and more. From these stories and examples you’ll learn how to access the ideal customers for your product and how to appeal to their needs. 
  • The Analytics Edge. Discover the power of data and learn how analytics can give your business a leg up.

ALISON

ALISON offers a large number of free online business courses and free virtual diplomas for learning junkies.

MIT Open Courseware

MIT offers some of their course materials for free online. There are a ton of offerings for entrepreneurship and through the Sloan School of Management.

marketing classes for free

Some recommended classes for those interested in marketing….

Udemy

Udemyoffers a huge selection (10,000+) of online courses on everything from parenting and cooking to app building and, of course, marketing!

free online marketing classes

The classes we’ve listed below are100% free, but Udemy has other paid offerings as well if you feel like dishing out dough for more advanced, extensive courses.

Not Quite Free (But Close)

If you don't mind spending some money, there are plenty of great paid online marketing classes available as well. Paid classes tend to be more comprehensive, making them a good choice if you're serious about becoming a marketing master.

Udemy [Paid Classes]

There are some paid Udemy courses that come highly recommended that may be worth checking out if you’re not afraid to whip out the wallet.

A bit too pricey for your blood? Try some of these Udemy discount codes – they can offer some serious deep discounts that may make paying for these classes a bit more palatable.

Udemy Codes

  • NEWSTUDENT50 = 50% off
  • SAVINGS75 / LIFEHACKER75 = 75% off
  • RMNWEBAPPS = 80% off

Lynda [Membership Required]

free marketing learning

Lyndais well known as one of the best online video learning resources for mastering everything from Adobe Photoshop to CAD software. While Lynda is most famous for their abundant software video tutorials, they also offer courses for online marketing, AdWords, Facebook, and more.

Membership is $25/month or $375/year. They also have group membership plans for companies looking to train employees. Ask around your workplace – you might be able to access Lynda for free if your company already has a membership.

More (Free) Learning Fun Stuff

Maybe the free online marketing courses we’ve mentioned above aren’t for you. Too dry and dull? Too long? Well there’s plenty of other ways to stay up-to-date on the latest and greatest marketing practices. Try…

Marketing Podcasts

Podcasts are fantastic because they are so mobile, multi-tasking friendly. You can listen to podcasts while riding your bike to work, eating your lunch, or, if you’re discreet enough, during your staff meeting (although we don’t advocate trying it).

These marketing podcasts are a few fan favorites. Give them a listen!

  • Entrepreneur on Fire. Entrepreneur guests share their wisdom and experience with host John Lee Dumas. Also awarded “Best of iTunes” in 2013.
  • Marketing Over Coffee. A weekly discussion of the latest happenings in marketing with John Wall and Christopher Penn.
  • I Love Marketing. Hosted by Dean Jackson and Joe Polish, this podcast discusses all things marketing, from lead gen to emails.
  • Duct Tape Marketing. This podcast, hosted by John Jantsch, provides listeners with expert interviews and a variety of marketing techniques and strategies.

Freakonomics Podcast

Another podcast, but Freakonomics deals specifically with – you guessed it – economics. No, no, I promise it’s not boring. It deals with the hidden economic situations you’ll encounter in everyday scenarios.

free online marketing resources

OK, that doesn’t sound thrilling either, but I swear you’ll love it. While the episodes won’t always relate to marketing, there’s often a larger lesson that businesses can take away from this popular podcast.

Ted Talks

There is a great collection of fascinating Ted Talks specifically about marketing. Give them a whirl.

Do you have anyfavorite free online marketing courses, classes, or resources you want to share? Let us know in the comments! 

AdWords Now Lets You Measure Website Call Conversions: Learn More

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You work hard to optimize your ads and either get consumers to your website or get them to call your business directly. But how can you tell when the person who calls your business did so as the result of your AdWords ads? If the number on your website and in your ads is always the same, you have no way of knowing.

adwords website call conversionsNow you can measure phone calls that are triggered by your ads in AdWords. Google has just announced the launch of website call conversions, a dynamic forwarding number insertion feature that enables the measurement of calls from a website visitor who landed on the site as a result of an AdWords ad click. This is similar but not identical to WordStream’s own AdWords call tracking software (more on that later).

The ability to track where your calls are coming from and how your PPC campaigns affect call volume and quality is huge for advertisers. Of course, this goes beyond the ability to measure – it allows advertisers to shape their strategy and optimize ad performance. For example, you can change your AdWords bids with Enhanced Campaigns, based on the time of day, device and location – e.g. bidding more for mobile ads if those calls convert better. Call tracking enables you to more accurately calculate conversion values, understand which calls convert best and better optimize your AdWords bids.

How Do Google’s Website Call Conversions Work?

Google provides a snippet of code you can add to your desktop or mobile site. A unique Google forwarding number is generated for each AdWords ad click and will continue to display to the user for up to 90 days so you can track conversions on any future calls from that visitor. You can customize the color, font and size of the numbers as they appear on your site, to ensure they're consistent with your overall design.

Once the code is working, results are available in conversion reporting and in Call Details. Google will display the number of calls you've received and other details including the call length.

The feature is currently available only to advertisers in the US, UK, France, Germany, Spain and Australia. (Sorry, Canada!)

Google does note that this solution works alongside third-party tracking options – this is important to note, as Google's tracking doesn't offer all of the features available to WordStream customers. For example, WordStream offer a "Whisper" feature that tells you before the call connects that the call is coming from a person who clicked an ad. WordStream’s call tracking also offers a call recording feature that allows you to record and play back calls to your tracking number, which is obviously helpful for optimization and training purposes.

How Do You Set Up Website Call Conversion Tracking in AdWords?

Google's solution isn't entirely straightforward to set up, but they have offered a step-by-step tutorial to help advertisers get started.

First, you'll need an active call extension. If you don't have one, you can set it up in the Ad Extensions tab in your AdWords account.

See Google's Help resource if you're having any trouble with existing call extensions.

Next, you'll need to add two JavaScript snippets to each page you want to use for website call tracking.

The first is generated in the Tools > Conversions tab in AdWords. Here, you'll enter the name of a conversion you'd like to track, such as "Orders" or "Appointment booking calls." After setting your preferences, you can choose to copy the code and add it to your site's HTML yourself, or have it emailed automatically to whoever makes changes to your website.

The second piece of JS is a code snippet that replaces your own phone number with a Google forwarding number using the _googWcmGet function, which has three parameters: target, business_number and options.

There are different options as far as where the function code will be inserted on your page. This process may make set-up more daunting for small businesses that manage their own sites.

What Else Do I Need to Know About Google's Website Call Conversions?

Once you have the code in place, it's important to check that it's working. Unfortunately, the method Google recommends to do so requires that you do a search that will bring up your ad and click on the ad – yes, you'll have to pay for the click. You should see your phone number replaced with the Google forwarding number.

Important: Google warns that if you're testing repeatedly, you should delete the "gwcm" cookie from your browser. You don't want to send a signal to Google that you might be manipulating the system by clicking repeatedly on your own ads.

Obviously, Google's website call tracking isn't compatible with other ad networks, so you won't be able to use it to track ad activity from Bing Ads or other networks.

As mentioned above, your Google call forwarding number will last for “up to 90 days.” If it works like Google Voice, the number could be recycled after a month or so of inactivity – this could be a problem for seasonal businesses, for example. (WordStream clients’ call tracking numbers are exclusively dedicated to that business for the lifetime of the customer.)

One other issue that may affect some advertisers is that although Google displays the caller's full telephone number on the company's call display when the call is made, it's not available in reporting. Only the caller's area code is available to advertisers.

Google's website call conversion tracking is compatible with other tracking solutions and does work alongside click-to-call ads.

Call Tracking Software Demo

Google Search & YouTube App Promotion Ads Launch Globally

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As of today, Google’s app promotion ads, first launched on the Display Network in June, are now available across the Google Search and YouTube networks.

It’s great news for app promoters, particularly those interested in the YouTube network, where users are 2.2x more likely to download apps. Promoting an app on YouTube is as simple as linking the app’s ID to an active TrueView campaign.

TrueView Mobile App Promotion Ads

app promotionOn YouTube, the app promotion ads are an enhancement to TrueView ads and send users directly to the appropriate app store to download. You can choose an ad format optimized for app promotion that displays the app name, icon, price and ratings next to the video ad and in the ad preview.

Advertisers can target YouTube audience members based on whether they've viewed content relevant to the app, have interests relevant to the app or view videos on specific topics.

Though Google's official announcement doesn't mention it, the Help resource they link to says app promotion ads will only run on mobile, not desktop.

App Promotion Ads for Google Search

Google's app promotion ads are designed to get apps in front of the right audience when the information a person is searching for lives inside an app.

Your ads won't display to people who already have the app.

Google is encouraging advertisers to use app promotion ads in search for both new installs and to encourage reengagement.

Mobile app re-engagement campaigns are currently in beta  (you can sign up to try it here). These are the ads that will deeplink into specific pages in an already installed app when a user searches for information relevant to an app they already have installed.

app promotion ads

Advertisers can use remarketing lists to target specific groups of people, based on how they interact with the app, including those who haven't used the app recently, those using specific versions and those who took specific actions within the app. Considering that 80% of ads are only used once, this feature will be a welcome one among app advertisers.

Google is offering a training webinar on September 18 to go over campaign set-up and management. Sign up for Promoting Your App on Google Searchhere.

Measurement for AdWords App Ads

With the announcement came a number of new insights for search ads advertisers, including:

  • App download conversions– and if it's an Android app from the Play store, installs display as conversions in AdWords without any extra set-up.
  • The ability to integrate third-party app tracking analytics information with AdWords and see installs counted as conversions by enabling auto-tagging.
  • Automated bidding using Target CPA when creating the app campaign to find the optimal bid without waiting for conversion history to accumulate.

Who Can Use These App Promotion Ads?

Any company with an app should go over the different options Google has just introduced and see if there's an opportunity to get in front of a new audience or boost engagement. As they pointed out in their announcement, Google Search processes over a billion queries a day and sometimes, the information people are looking for lives inside an app.

Specific use cases in the release included Retale, an app that helps people find deals in their city, who said their new app installs using Google Search app promotion ads have cost about $2 each. Another was MachineZone, a mobile game developer that used YouTube app promotion ads to find new users.

A rep from children's story time app FarFaria, an early user of the Search app promotion ads, said, "Google's mobile search campaigns allow us to connect instantly with users the moment they are searching for our app. Using the enhanced keyword tool to expand our campaign we were able to unlock 30% more downloads of our app than before on Google.com while maintaining an excellent CTR of 3%."

Basically, if you have an app, you're going to want to at least try out Google Search and YouTube app promotion ads. You simply can't ignore an audience that massive.

Why Recent College Grads Should Consider a Career in PPC

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How I Stumbled Into PPC

It was the first day of my Spring semester internship at one of the big advertising agencies here in Boston. In the application process I was asked to specify my top three choices of departments in which I’d like to work. My choices? Account Management, New Business, and Content Marketing.

The listings were handed out to the 40 interns, and most people sighed a breath of relief when they found out they were granted one of their top three choices. I breathed a sigh of anxiety when I saw the department in which I was placed. Yes, you guessed it! – Search Marketing. I had only briefly learned about SEO and SEM in a marketing class at Suffolk University. I barely knew the difference between organic and paid search results.

Fast forward about 5 months, and I began to realize how lucky I was to have stumbled upon this field. I learned many valuable skills not only regarding PPC, but advertising in general. I was handed my diploma, and reality was staring me dead on. I searched tirelessly for a job in advertising, sales, marketing, and even real-estate.

career in ppc

Fast forward again to mid-June. I was walking in the doors of 177 Huntington Ave. for my first day at WordStream, and more importantly my first stab at the “real world.” The goal of my post today is to convince you (yes, YOU, recent college grad) why you should consider PPC as a career path.

Why You Should Consider a Career in PPC

Traditional advertising is dying. Fewer and fewer individuals are reading the newspaper or listening to traditional radio stations. On the contrary, digital advertising is growing by leaps and bounds, as depicted by the following graph:

ad spending forecast

As you can see, radio, newspaper, and even TV advertising spending is decreasing, while digital ad spending in areas like search and mobile advertising is increasing steeply.

Clearly, we live in a digital world. What does this mean for search marketers? More business opportunities!

If the above information is not good enough reason for recent college graduates to get into search marketing, then consider this: Most people working in PPC are young, energetic, and enthusiastic about their careers. No matter which company you land in, you’re very likely to work with a great group of people.

Characteristics Needed to be Successful in the PPC Industry

If you’re convinced of the huge opportunities in paid search marketing and want to start looking for a job in this field, here are some of the key traits and skills you need to get started with a job in PPC:

  • Openness to Change– PPC is an ever-changing field. There is always a new beta feature or some new policy change that Google AdWords users need to adjust to. In this industry, you cannot be afraid of change. Even the best of the best here at WordStream are still learning.
  • Willingness to Make Friends with Numbers– While this career is not completely analytical, there are definitely some calculations you’ll need to understand. Among these numbers are metrics like click through-rate, conversion rate, and cost per acquisition.
  • CreativityHaving an active, creative mind is certainly a plus. A good portion of the job is being able to write clear, effective, and creative ad text. In a sea of paid search ads for mattresses, how can you make yours stand out?
  • Efficiency in Excel– Many paid search campaigns are built out in Excel. It’s okay if you don’t know every shortcut, but knowing a bit beyond the basics is desirable when applying for a job in PPC.
  • Eagerness to Learn– I learn a lot from reading blog posts on sites like ClickZ, Search Engine Land, and of course the WordStream blog! Another great place to get started is PPC U.

job in ppc

Think You've Got What It Takes?

If yes, look no further! WordStream is looking to add bright, driven, and enthusiastic people to our growing team. You can submit your cover letter and resume to ServicesJobs@wordstream.com. (Here’s a bit more information regarding the job description.)

If you need any tips about successfully landing a job in PPC, check out this recent blog post on getting a job in PPC by Erin Sagin, who is a Customer Success Manager here at WordStream – she explains how to prepare before you apply, how to nail the interview and more.

About the Author

Helen Edwards is a Paid Search Coordinator at WordStream. This past May, she graduated with highest honors from Suffolk University with degrees in Marketing and Entrepreneurship. Outside of PPC, Helen enjoys bonding with her dog and trying out new restaurants. Additionally, as a former competitive figure skater, she still closely follows the sport. Feel free to connect with Helen on LinkedIn.

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