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Stephanie
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Writer

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Strategy: Don’t Launch a Campaign Without It

You wouldn't drive somewhere without directions. You wouldn't build a house without blueprints.

And you shouldn't launch a campaign to increase web traffic without a strategy. 

Without strategy, you'll keep shooting aimless messages out into the world, from which you'll get plenty of impressions and few results. But with strategy, you can integrate your marketing efforts to not only attract more web traffic – but also secure more business. 

Just ask yourself these three questions:

1. What is my goal?

What do you want your customer to do once they are on your website? It depends on your specific product or service. For instance:

  • Retailer? Add to cart. 
  • Manufacturer? Find a retailer. 
  • Service? Call for a free estimate. 
  • Nonprofit? Donate or sign up to volunteer. 

Determine your website's call to action (called the "conversion" in web talk), and ask your customers to do it. Make it a giant button on every page of the website. Make it the goal, directly or indirectly, of every marketing message you create. 

2. Who is my customer?

Marketing isn't about forcing people to buy things they don't want. It's about finding the people who need you and introducing yourself, in their language, at exactly the right time and place:

  • A billboard for car air conditioning repair as they sit sweltering in rush hour traffic. 
  • A plumbing business on page one of their Google search for how to fix a toilet.

Also consider the length of the buy process – how long it takes to "convert" them. If you sell clothing, the process can be as little as a few minutes, from grabbing the customer's attention with an image of a cute dress to getting them to click "Process Order." If you're a university trying to attract students, however, the process can stretch over months or even years as your customers weigh their options.

Throughout a longer buy process, find ways to stay in front of them. This might involve using softer calls to action to funnel them closer to your ultimate goal. For instance:

  • Inviting them to tour the campus will guide them closer to the primary conversion of completing their application.
  • Enticing them to subscribe to your blog for free advice lets you prove your knowledge and helpfulness while they decide whether or not to pay for more extensive services.

3. Who is my competition?

If you follow the tips listed above, chances are you'll already be a step ahead of your competitors. But you can go the extra mile by:

  • Targeting their customers. For instance, when buying ads on search engines, add your competitor's name to your keyword list, so your business appears on the results page every time someone searches for your competitor.
  • Differentiating yourself. Focus on benefits, not features – particularly the benefits you offer that your competitors don't.
  • Being more attractive. Study their ads before writing your own and find ways to make yours more compelling – like by offering discounts and free trials.

Pinpointing your goal, understanding your customers and knowing your competition are the building blocks of strategy, and strategy is the backbone of any campaign. Don't leave home without it.

 

Continue reading: *Designing* for Website Speed
View all: "Driving More Traffic to Your Website" blog series


6 Ways Traditional Advertising Can Drive People to Your Website

Traditional advertising is still very much in the picture. But if your goal is to get more web traffic, you have to do more than just add a URL to the end of your outdoor boards, print ads, direct mail, TV commercials or radio spots. You have to make it ultra clear why they want to visit your website. 

Here are a few ways to do that.

1. Make visiting the website your main call to action. On the billboard, TV spot or postcard, literally ask them to go to the website, versus calling a number or visiting a physical location.

2. Tell them how the site will benefit them in the call to action. Don't just say "visit our website" – tell them what they'll get out of it. For instance: 

  • Learn more at website.com
  • Get tickets at website.com
  • Compare prices at website.com
  • Get a free sample at website.com

3. Try using a memorable URL. A fun, unique URL is more likely to stick in your customer's mind and entice them to find out more – like:

4. Offer something exclusively online. Something cool they can only get on your website: 

  • Promo code discount/downloadable coupon
  • Contest or sweepstakes
  • Free sample, trial or evaluation

5. Create urgency by limiting the time frame of the offer. ("Hurry – the sale ends Wednesday.")

6. Get them involved. Spark community interaction by asking people to share stories or suggestions. With the Can He Rope It challenge for Justin Boots, we asked people to send in funny roping challenges to trick-roper Anthony Lucia for a chance to win a pair of Justin Boots.

Try some of these out on your next campaign and let us know how it worked for you.

 

Continue reading: Strategy: Don't Launch a Campaign Without It
View all: "Driving More Traffic to Your Website" blog series

 


Why You Need a Blog if You Want More Web Traffic

Photo by Honou [http://www.flickr.com/people/honou/]

Blogging. All the cool businesses are doing it. Maybe you're starting to think you should get a blog too. Or maybe you think it's just a fad. Or maybe you just don't know what it's all about.

Here's what it's all about.

It's about positioning your brand as an authority, turning your customers into brand fanatics, and in measurable terms, attracting oodles of web traffic through Search Engine Optimization (SEO).

SEO is the process of building a website that naturally attracts traffic from search engines (like Google, Yahoo and Bing) with or without paid ads. Think of SEO as the online equivalent of having a great location – being as visible as possible to as many people as possible.

How is blogging great for SEO?

Keyword-rich content. One of the ways search engines rank websites is by the concentration of keywords, or search terms.

  • The simplistic view: If somebody types a word into Google, Google will show them the web pages that use that word the most.
  • The reality: Search engines look for content that's written for humans. They punish content that's not. So if you sell luggage, and you create a web page that says nothing but "luggage luggage luggage" 500 times, you may have a higher concentration of keywords, but the search engines will see it isn't real content, and will expel you from the results.
  • The solution: Write a helpful blog post related to luggage – say "10 Luggage Packing Tips to Get You Through Airport Security Faster." Even if you only use the word "luggage" five times (as it would naturally appear in a conversation about the TSA), you're more likely to get good attention from the search engines.

New content. Search engines love regularly updated content. An article posted this morning will get more attention than one posted a month ago. And posting one new article every Monday is better than posting 10 new articles whenever you feel like it. Keep in mind: search engines punish duplicate content. You can't just write one good article and repost it every week – you'll get ignored.

Link bait. What do search engines love most of all? Popular content. The more websites that link to you, the higher you'll be on the results page. You attract these links by writing awesome content. Don't write a post listing product features: that belongs on a product page, not a blog. But a related post, offering useful information in entertaining, bite-size chunks (like the packing tips example above) will get shared.

See the pattern yet?

Ultimately, having a blog is about helping your customers. If you make that your first priority, the traffic will naturally follow.

But remember, this is just the tip of the iceberg. Building a blog that stands out from all the rest takes time, research, strategy and good writing. So before you get started, make sure you do your homework, or get help from somebody who's done theirs.

 

Continue reading: How to Drive Traffic to Your Website: SEO
View all: "Driving More Traffic to Your Website" blog series


Thanks to the Internet

Eat your heart out, sliced bread. I think we can all agree the Internet is ten times awesomer than you. Here are a few world-changing reasons why.

 

Thanks to the Internet: it’s a small world, after all. You can reach outside your own small town and connect with anyone, anywhere the web reaches (through my writing blog, I have friends in Australia, Britain, Canada, India, Namibia and I don’t know where else). You can even help small businesses in third world countries.

Thanks to the Internet: brilliant writers, musicians and filmmakers don’t have to sell their souls to jaded publishers, record labels, studios or networks to get their art seen, noticed and loved. Blogging, video-sharing sites and self-publishing outlets help unknowns reach the world. Just look at William P. Young, Edd Plant and Jake Jarvi.

Thanks to the Internet: we dream bigger and achieve more. It’s the Information Age; with enough ambition and the right Google searches, we can accomplish anything. With a quick search, we can learn to change a tire, tie a tie, or improve the SEO of a website. The web is our one-stop shop for direct access to experts on writing, cooking, entrepreneurship and hundreds of other subjects, offering their knowledge for free on the blogosphere.

Thanks to the Internet: the customer is king. No longer do all the sales go to the company that covers the most ground with advertising, but to the company that does the most for its customers. We buy the product with the best customer reviews. We’re loyal to the company that answers questions and solves our problems on Facebook and Twitter. We recommend the business that offers its expertise without trying to sell us something. Plus, through increasingly sophisticated search engine technology, it takes real, helpful content to reach the first page on Google – not keyword-stuffed sales pitches. 

 

The old-fashioned girl in me sometimes wishes for simpler times, but I ultimately wouldn’t trade my time for any other. Never has there been more opportunity for the average person, not just to achieve success, but to achieve greatness. Sure, like any tool, the web can be used for good or evil, but thanks to the Internet, we are inspired to dream bigger, and equipped to accomplish those dreams, like no other time in history. That’s why this Thanksgiving, I’m thanking God for the World Wide Web.

How has the Internet changed your life? And what are you going to do with it?

 

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Read more:

Chip is grateful for Internet memes

Carol discusses why technology now is better than then

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Photo credit 


The Changing Blogosphere: Why Your Business Should Be Involved

Imagine earning a living by letting thousands of people read your diary. It sounds ridiculous. Crazy. Dangerous, even. But happening nonetheless. Well, sort of.

The blog (short for web log) started out as a sort of online diary where people published their daily musings for all to read. Now, hundreds of millions of blogs all over the web are resources for entertainment, information and income.

Yes, some bloggers make a living blogging. Not by posting random musings, though: by posting fun or useful content other people actually want to read. Niche blogs may help people get out of debt, dress fashionably, get novels published, or (yes) blog for a living. These bloggers build huge followings with great content, then make their income by either selling their own products (e.g. books or online workshops) or selling ad space on their blog.

Business and blogging.

Oh, yeah. Businesses are jumping on the blog bandwagon. And for good reason:

  • Search Engine Optimization – Search engines love keyword-rich content, especially new keyword-rich content. So if you are regularly updating your blog with articles relating to your business, you’re going to get more traffic from Google, Bing and the rest.
  • Trust – Starting a conversation, giving your organization a face and a voice, and connecting with customers. By posting content like how-to articles, you are solving problems for customers and potential customers—so they’ll naturally trust your product or service to solve their problems, too.
  • Authority – Just by being in the business (whichever business it is), you know more about it than the average Joe. Show off that “inside look,” and you give the subtle impression that you know more than your competitors do.

But if you’re going to do it, do it right.

Maybe you already know the benefits of a corporate blog. Maybe you already started one. But are you doing what’s necessary for success?

  • Produce Great Content – A blog post is an article, not an ad. Leave your sales pitch at the door. Make it useful, entertaining, and related to your business—but don’t list services or product features. In the medical industry? Give healthy living tips or compare fad diets. Sell luggage? Review great destinations and give tips on getting through customs. Ask yourself what information will make your customers’ lives better. Then give it to them.
  • Post Regularly – You can’t just write one or two posts every couple of months and expect new business to come pouring in. The experts say you have to post twice a week, minimum. It helps if you do it the same days every week, like Mondays and Fridays.
  • Reply to Comments – You’re trying to connect with people remember? So reply to every comment: thank supporters, answer questions, and resolve issues with any disgruntled customers. Plus, reach out and become an active commenter on other blogs in your industry.
  • Expect to Spend 10 Hours Per Week Blogging – I know from experience. Sometimes it’s a little more, sometimes a little less, but between researching, writing, reading, and replying to comments…10 hours is a safe estimate.
More resources:

 


No, Mom; I'm Not Bored. Honest.

Mom homeschooled all three of us from birth. This meant that when we were not at co-op, Konos, Boy Scouts, Pioneer Girls, 4-H, or playing with the neighbor kids – we were at home, looking for something to do. You can imagine how often she heard, “Mom, I’m bored.”

There were plenty of ways she could have responded to this. She could have packed us in the car to take us to a movie, a park or a museum (which she did – when she had planned for it). She could have suggested we watch TV or play video games, or any of a million other typical kid things. But no. She was Mom, not our personal entertainer, and she did something much smarter. She suggested chores.

We had regular chores, of course, but if we said we were bored, she would suggest something extra. “You could clean out the garage.” “You could sweep the back porch.” And so on.

We soon learned not to tell her we were bored, which I'm sure was her original intention. More importantly, though, we learned how to entertain ourselves. Which, in turn, meant that:

We discovered our hobbies. I read like a fiend and soon turned to writing.

We became self-motivated. Instead of depending on others for our entertainment or success, we came to realize it depended on us. We don’t expect to be handed anything – if we want it, we earn it.

Our hobbies turned to talents. I’m still writing – and now people pay me for it? I feel like I hit the jackpot. But really, I know I was just blessed with an awesome mom.

 

So thanks, Mom! Happy you-know-what.


7 YouTube Channels I love

If you read my last post, you know I'm a major YouTube junkie. The so-called "amateurs" who produce YouTube content are so talented, I'm starting to think traditional TV is going the way of the cassette tape. And I've just been waiting for an excuse to write about my favorite 'Tube channels. So happy Valentine's Day!

  1. HISHEdotcom
    How It Should Have Ended produces short animated parodies of how new and classic movies should have ended.

     

  2. ImprovEverywhere
    Improv Everywhere plays elaborate pranks on the unsuspecting public – but pranks that make people happy instead of angry.

  3.  

  4. ItsJustSomeRandomGuy
    ItsJustSomeRandomGuy started out doing Mac/PC commercial spoofs using Marvel and DC comic book action figures. Pretty nerdy, right? But well written and totally hilarious. This sample video is the fourth installment in the Ironman vs. Batman series.

     

  5. Vlogbrothers
    Hank and John Green are brothers living in different states, who decided to communicate with each other via vlog (video blog). Since 2007, they've amassed a huge fan base (known as the Nerdfighters), with more subscribers than Oprah. John and Hank always have something interesting to say; either informative, though-provoking, funny, or all three.

     

  6. SmilingLimpet
    Ed Stockham, aka SmilingLimpet, is a little-known animator-videographer guy. This particular video is so charming I just want to hug my computer every time I see it.

     

  7. RhettandLink
    These guys take vlogging to a whole new level. It was super hard to choose a sample video here, but I finally had to pick this one over Ultimate Caption Fail.

     

  8. CharlieIsSoCoolLike
    He's really just a guy in a room with a camera. And sometimes a ukelele. But perhaps the simplicity of his videos is what allows his cleverness to shine through.


The Power of YouTube

Have you been Rick-rolled? Were you duped by LonelyGirl15? Ever clicked on a link in the doobly-doo? Been in Nerdfighter like with someone? Made a “Free Hugs” sign?

If you answered “huh?” to any of these questions, you don’t know YouTube. There’s an entire online community ready to be tapped by savvy marketers. Ford knows about it. Old Spice knows about it. Netflix and HP know about it. Here’s your crash course.

It’s called vlogging. Regular people, sitting in their bedrooms, talking to their cameras. Becoming celebrities. Some vloggers are successful enough to make a living vlogging – some have well over one million subscribers. Their fans are a force to be reckoned with.

Example #1: The Project for Awesome

Started in 2007 by Hank and John Green, co-producers of the YouTube channel Vlogbrothers, the charity event works like this: on December 17, upload a video about your favorite charity. Include “P4A” in the title. Then, rate and comment on other P4A videos like crazy (in effect, spam them) thus pushing them to the front page of YouTube. (By the way, good YouTubers only spam for charity.) Vloggers organize auctions and raffles to raise money – offering prizes significant to their personal fan base.

In 2010, the fourth year of P4A, YouTube itself got involved – you might have seen the logo change on December 17-18 – and featured 40 P4A videos on the front page. Co-creator Hank Green said: “We went from having to use every trick in the book to get a few more thousand views on YouTube, to YouTube literally banging down our door to get involved.”

The Result:

3,000 P4A videos

600,000 comments

10,000,000 views

$130,000 raised

Here’s a sample video by RhettandLink:

The recap from Hank:

Example #2: The Fiesta Movement

Ford saw the power of social media and harnessed it big-time to introduce the new Ford Fiesta. In 2009, Ford gave brand-new Fiestas to select vlogging celebrities, in exchange for which the vloggers made videos about the car. Vloggers retained creative control. Scary, right? But a huge success.

The Result:

7,000,000 views on YouTube

4,000,000 mentions on Twitter

130,000 consumers clicked through to Ford’s website

83% of them were previously non-Ford owners

Here’s a sample video by MichaelAranda:

 

Here’s one by WheezyWaiter (and his trademark clones):

Commenter MellowJellysaid: “I would buy this car just because WheezyWaiter advertized it. xD” (the comment, as I write this, has 49 ThumbsUp).

Need I say more?

Check out this anthropologist’s presentation to the Library of Congress to find out what makes the YouTube community so powerful. It’s an hour long, but you’ll be glued to your screen.


Mark Twain's New Book

He’s releasing the first volume of his autobiography November 15 – and it’s already #2 on the New York Times Bestseller list. The interesting part? He’s been dead for 100 years. I’m guessing he won’t be available for book signings.

When Mark Twain finished his autobiography, he stipulated that it should not be published until 100 years after his death – which happens to be this month. Twain claimed the reason for the publishing delay was to allow him to say what he wanted without hurting anybody’s feelings. But I think it was just his marketing genius. I mean, even if your experience with Mark Twain up to this point has been limited to a Cliff Notes version of The Adventures of Huckleberry Finn back in high school – doesn’t the idea of a never-before-seen-century-old-book make you want to order it on Amazon right now?

Marketing isn’t just the way you word something or the way you make it look – it’s just as much about the timing. Do you launch your holiday campaign after Halloween or after Thanksgiving? Do you launch your website the week of the trade show or a month before? Do you slam your prospects with a sales pitch up front, or do you tease them a little bit first?

When George Lucas created Star Wars in 1977, he had the presence of mind to start counting at “IV” instead of “I.” Twenty years later, when he came out with I, II and III, we all had to see them – we all had to know the missing part of the story. If he had started counting at “I,” and 20 years later came out with the prequels, it would be decidedly less exciting – it would just look like extra bits of story tacked on to make more money.

Bottom line: it’s all in the pacing and the way you order the elements of your story (or sales pitch). Find the magic combination, and you turn something ordinary into something fascinating.

 


Four Tricks for Shaping Your Inspiration

People often ask artists (yes, art directors and copywriters are artists) where they get their ideas. We don’t really know. “Inspired” literally means “God-breathed” – and maybe there is a clue there. But inspiration is only the beginning of genius; it must be molded and twisted and smacked around before it is truly great. So here are four ways to turn that idea into art – with examples by some of the writers who inspire me.

 
 
1.     Be a poet, not a pop star
 
A lot of my brain food was cooked up by the classic rockers (and other musicians) of the 60s and 70s, who weren’t just lyricists – they were (and are) poets.
 
Literally, in the case of the Moody Blues; the drummer, Graeme Edge, wrote several poems, which keyboardist Mike Pinder recited on the albums:
Pinprick holes in a colorless sky 
Let insipid figures of light pass by
The mighty light of ten thousand suns
Challenges infinity, and is soon gone
Morning Glory from Days of Future Passed
Pink Floyd was another British rock group whose albums told entire stories:
So you run and you run to catch up with the sun but it's sinking 
Racing around to come up behind you again. 
The sun is the same in a relative way but you're older, 
Shorter of breath and one day closer to death.
Time from Dark Side of the Moon
 
Or the American folk duo Simon and Garfunkel. Honestly, I don’t understand half of Paul Simon’s stuff (“there’s something about you that really reminds me of money”?), but it’s awesome:
In restless dreams I walked alone 
Narrow streets of cobblestone
Beneath the halo of a street lamp
I turned my collar to the cold and damp 
When my eyes were stabbed by the flash of a neon light 
That split the night 
And touched the sound of silence
The Sounds of Silence from Sounds of Silence
Just to get some perspective, let’s compare this to something more modern.
 
Lady Gaga, named number one on Fast Company’s list of 100 Most Creative People, condescends to bless our ears with this little diddy: 
 
I want your drama, the touch of your hand
I want your leather studded kiss in the sand
I want your love
Love, love, love, I want your love.
Bad Romance from The Fame Monster

I suppose the creative part is the phrase “leather studded kiss”. I get what she’s trying to say, but I think “studded leather kiss” would have been more accurate – you can’t stud a kiss with leather, but you can kiss someone who is wearing studded leather – except who wears leather to the beach? Sure, the song is catchy…but so is the flu.
 
It’s something like the difference between the ceiling of the Sistine Chapel and a stick figure. Use words like you would use brush strokes – do more than paint an outline: infuse it with color and dimension. Ultimately – get creative.
 
 
2.     B short.
 
It’s not about using fancy words, but about understanding that words are ideas you plant in the minds of your readers. It can be super short and still say everything you need it to (which is essential in copywriting).
 
In the 1920s, a few of Earnest Hemingway’s colleagues bet that he could not write a complete story in six words. Hemingway came back with this:
 
For sale: baby shoes, never used.
 
Needless to say, his friends lost the bet. Hemingway considered it his best work, and it’s also one of the saddest things I’ve ever read.
 
 
3.     Get at it 
from a 
different 
angle.
 
Sometimes it’s about learning how to look at something from a different angle. Douglas Adams, famous for his hilarious five-book trilogy, The Hitchhiker’s Guide to the Galaxy, said this to describe a fleet of spaceships:
 
They hung in the air exactly the same way that bricks don’t.
 
And described the ease of achieving human flight:
 
The knack lies in learning how to throw yourself at the ground and miss.
 
 
4.    Avoid clichés like the plague.
 
Sometimes it is simply about avoiding clichés, as Markus Zusak does so well in The Book Thief:
Upon her arrival, you could still see the bite marks of snow on her hands and the frosty blood on her fingers. Everything about her was undernourished. Wirelike shins. Coat hanger arms. She did not produce it easily, but when it came, she had a starving smile.
 
My favorite parts are “bite marks of snow” and “coat hanger arms”. Any other writer would have said, “the cold nipped her nose” and “bony arms”. This is a perfect example of “show, don’t tell”; he never even used the word “thin”.
 
 
What art, music, or literature inspires you? What tricks do you use to shape that inspiration?