Posted by MarkTraphagenEditor’s note: Today we’re featuring back-to-back episodes of Whiteboard Friday from our friends at Stone Temple Consulting. Make sure to also check out the second episode, “UX, Content Quality, and SEO” from Eric Enge.
Like many… Continue reading →
Posted by Alan_Coleman
Creating great content is the first half of success in content marketing. Getting quality content read by, and amplified to, a relevant audience is the oft overlooked second half of success. Facebook can be a content marketer’s best friend for this challenge. For reach, relevance and amplification potential, Facebook is unrivaled.
Because of these three digital marketing truths, if a content marketer gets their paid promotion* right on Facebook, the battle for eyeballs and amplification is already won.
For this reason it’s crucial that content marketers keep a close eye on Facebook advertising innovations and seek out ways to use them in new and creative ways.
In this post I will share with you eight ways we’ve hacked a new Facebook ad format to deliver content marketing success.
In 2014, Facebook unveiled multi-product ads (MPAs) for US advertisers, we got them in Europe earlier this year. They allow retailers to show multiple products in a carousel-type ad unit.
They look like this:
If the user clicks on the featured product, they are guided directly to the landing page for that specific product, from where they can make a purchase.
You could say MPAs are Facebook’s answer to Google Shopping.
I believe Facebook has misunderstood how people want to use their social network and the transaction-focused format is OK at best for selling products. People aren’t really on Facebook to hit the “buy now” button. I’m a daily Facebook user and I can’t recall a time this year where I have gone directly from Facebook to an e-commerce website and transacted. Can you remember a recent time when you did?
So, this isn’t an innovation that removes a layer of friction from something that we are all doing online already (as the most effective innovations do). Instead, it’s a bit of a “hit and hope” that, by providing this functionality, Facebook would encourage people to try to buy online in a way they never have before.
The Wolfgang crew felt the MPA format would be much more useful to marketers and users if they were leveraging Facebook for the behaviour we all demonstrate on the platform every day, guiding users to relevant content. We attempted to see if Facebook Ads Manager would accept MPAs promoting content rather than products. We plugged in the images, copy and landing pages, hit “place order”, and lo and behold the ads became active. We’re happy to say that the engagement rates, and more importantly the amplification rates, are fantastic!
We’ve re-invented the MPA format for multi-advertisers in multi-ways, eight ways to be exact! Here’s eight MPA Hacks that have worked well for us. All eight hacks use the MPA format to promote content rather than promote products.
Our first variation wasn’t a million miles away from multi-product ads; we were promoting the various packages offered by a travel operator.
By looking at the number of likes, comments, and shares (in blue below the ads) you can see the ads were a hit with Facebook users and they earned lots of free engagement and amplification.
NB: If you have selected “clicks to website” as your advertising objective, all those likes, comments and shares are free!
The ad sparked plenty of conversation amongst Facebook friends in the comments section.
Everybody knows the Internet loves a bargain. So we decided to try another variation moving away from specific packages, focusing instead on deals for a different travel operator.
Here’s how the ads looked:
These ads got valuable amplification beyond the share. In the comments section, you can see people tagging specific friends. This led to the MPAs receiving further amplification, and a very targeted and personalised form of amplification to boot.
Word of mouth referrals have been a trader’s best friend since the stone age. These “personalised” word of mouth referrals en masse are a powerful marketing proposition. It’s worth mentioning again that those engagements are free!
Putting the Lo in SOLOMO.
This multi-product feed ad was hacked to promote numerous locations of a waterpark. “Where to go?” is among the first questions somebody asks when researching a holiday. In creating this top of funnel content, we can communicate with our target audience at the very beginning of their research process. A simple truth of digital marketing is: the more interactions you have with your target market on their journey to purchase, the more likely they are to seal the deal with you when it comes time to hit the “buy now” button. Starting your relationship early gives you an advantage over those competitors who are hanging around the bottom of the purchase funnel hoping to make a quick and easy conversion.
What was surprising here, was that because we expected to reach people at the very beginning of their research journey, we expected the booking enquiries to be some time away. What actually happened was these ads sparked an enquiry frenzy as Facebook users could see other people enquiring and the holidays selling out in real time.
In fact nearly all of the 35 comments on this ad were booking enquiries. This means what we were measuring as an “engagement” was actually a cold hard “conversion”! You don’t need me to tell you a booking enquiry is far closer to the money than a Facebook like.
The three examples outlined so far are for travel companies. Travel is a great fit for Facebook as it sits naturally in the Facebook feed, my Facebook feed is full of envy-inducing friends’ holiday pictures right now. Another interesting reason why travel is a great fit for Facebook ads is because typically there are multiple parties to a travel purchase. What happened here is the comments section actually became a very visible and measurable forum for discussion between friends and family before becoming a stampede inducing medium of enquiry.
So, stepping outside of the travel industry, how do other industries fare with hacked MPAs?
Location, location, location. For a property listings website, we applied location targeting and repeated our Multi-Location Ad format to advertise properties for sale to people in and around that location.
“The future of big content is multi platform”
– Cyrus Shepard
The same property website had produced a report and an accompanying infographic to provide their audience with unique and up-to-the-minute market information via their blog. We used the MPA format to promote the report, the infographic and the search rentals page of the website. This brought their big content piece to a larger audience via a new platform.
This MPA hack was for an online TV player. As you can see we advertised the most recent episodes of a TV show set in a fictional Dublin police station, Red Rock.
Engagement was high, opinion was divided.
LOL.
In the cosmetic surgery world, past patients’ stories are valuable marketing material. Particularly when the past patients are celebrities. We recycled some previously published stories from celebrity patients using multi-people ads and targeted them to a very specific audience.
Have you witnessed the power of user generated content (UGC) in your marketing yet? We’ve found interaction rates with authentic UGC images can be up to 10 fold of those of the usual stylised images. In order to encourage further UGC, we posted a number of customer’s images in our Multi-UGC Ads.
The CTR on the above ads was 6% (2% is the average CTR for Facebook News feed ads according to our study). Strong CTRs earn you more traffic for your budget. Facebook’s relevancy score lowers your CPC as your CTR increases.
When it comes to the conversion, UGC is a power player, we’ve learned that “customers attracting new customers” is a powerful acquisition tool.
“Who will support and amplify this content and why?”
– Rand Fishkin
Your happy customers Rand, that’s the who and the why! Check out these Multi-Package Ads targeted to past customers via custom audiences. The Camino walkers have already told all their friends about their great trip, now allow them to share their great experiences on Facebook and connect the tour operator with their Facebook friends via a valuable word of mouth referral. Just look at the ratio of share:likes and shares:comments. Astonishingly sharable ads!
Targeting past converters in an intelligent manner is a super smart way to find an audience ready to share your content.
People don’t share ads, but they do share great content. So why not hack MPAs to promote your content and reap the rewards of the world’s greatest content sharing machine: Facebook.
MPAs allow you to tell a richer story by allowing you to promote multiple pieces of content simultaneously. So consider which pieces of content you have that will work well as “content bundles” and who the relevant audience for each “content bundle” is.
As Hack #8 above illustrates, the big wins come when you match a smart use of the format with the clever and relevant targeting Facebook allows. We’re massive fans of custom audiences so if you aren’t sure where to start, I’d suggest starting there.
So ponder your upcoming content pieces, consider your older content you’d like to breathe some new life into and perhaps you could become a Facebook Ads Hacker.
I’d love to hear about your ideas for turning Multi-Product Ads into Multi-Content Ads in the comments section below.
We could even take the conversation offline at Mozcon!
Happy hacking.
*Yes I did say paid promotion, it’s no secret that Facebook’s organic reach continues to dwindle. The cold commercial reality is you need to pay to play on FB. The good news is that if you select ‘website clicks’ as your objective you only pay for website traffic and engagement while amplification by likes, comments, and shares are free! Those website clicks you pay for are typically substantially cheaper than Adwords, Taboola, Outbrain, Twitter or LinkedIn. How does it compare to display? It doesn’t. Paying for clicks is always preferable to paying for impressions. If you are spending money on display advertising I’d urge you to fling a few spondoolas towards Facebook ads and compare results. You will be pleasantly surprised.
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Posted by Cyrus-Shepard
The movement to make the Internet more secure through HTTPS brings several useful advancements for webmasters. In addition to security improvements, HTTPS promises future technological advances and potential SEO benefits for marketers.
HTTPS in search results is rising. Recent MozCast data from Dr. Pete shows nearly 20% of first page Google results are now HTTPS.
Sadly, HTTPS also has its downsides.
Marketers run into their first challenge when they switch regular HTTP sites over to HTTPS. Technically challenging, the switch typically involves routing your site through a series of 301 redirects. Historically, these types of redirects are associated with a loss of link equity (thought to be around 15%) which can lead to a loss in rankings. This can offset any SEO advantage that Google claims switching.
Ross Hudgens perfectly summed it up in this tweet:
“HTTPS is a ranking factor”. 301 HTTP to HTTPS. Links lose equity through 301. HTTPS gain is less than amount of equity loss. Lose traffic.
— Ross Hudgens (@RossHudgens) June 15, 2015
Many SEOs have anecdotally shared stories of HTTPS sites performing well in Google search results (and our soon-to-be-published Ranking Factors data seems to support this.) However, the short term effect of a large migration can be hard to take. When Moz recently switched to HTTPS to provide better security to our logged-in users, we saw an 8-9% dip in our organic search traffic.
Problem number two is the subject of this post. It involves the loss of referral data. Typically, when one site sends traffic to another, information is sent that identifies the originating site as the source of traffic. This invaluable data allows people to see where their traffic is coming from, and helps spread the flow of information across the web.
SEOs have long used referrer data for a number of beneficial purposes. Oftentimes, people will link back or check out the site sending traffic when they see the referrer in their analytics data. Spammers know this works, as evidenced by the recent increase in referrer spam:
This process stops when traffic flows from an HTTPS site to a non-secure HTTP site. In this case, no referrer data is sent. Webmasters can’t know where their traffic is coming from.
Here’s how referral data to my personal site looked when Moz switched to HTTPS. I lost all visibility into where my traffic came from.
Its (not provided) all over again!
While we can’t solve the ranking challenges imposed by switching a site to HTTPS, we can solve the loss of referral data, and it’s actually super-simple.
Almost completely unknown to most marketers, the relatively new meta referrer tag (it’s actually been around for a few years) was designed to help out in these situations.
Better yet, the tag allows you to control how your referrer information is passed.
The meta referrer tag works with most browsers to pass referrer information in a manner defined by the user. Traffic remains encrypted and all the benefits of using HTTPS remain in place, but now you can pass referrer data to all websites, even those that use HTTP.
What follows are extremely simplified instructions for using the meta referrer tag. For more in-depth understanding, we highly recommend referring to the W3C working draft of the spec.
The meta referrer tag is placed in the <head> section of your HTML, and references one of five states, which control how browsers send referrer information from your site. The five states are:
<meta name="referrer" content="none">
<meta name="referrer" content="none-when-downgrade">
<meta name="referrer" content="origin">
<meta name="referrer" content="origin-when-crossorigin">
<meta name="referrer" content="unsafe-url">
By clicking the link below, you can get a sense of how the meta referrer tag works.
Boom!
We’ve set the meta referrer tag for Moz to “origin”, which means when we link out to another site, we pass our scheme, host, and port. The end result is you see http://moz.com as the referrer, stripped of the full URL path (/meta-referrer-tag).
My personal site typically receives several visits per day from Moz. Here’s what my analytics data looked like before and after we implemented the meta referrer tag.
For simplicity and security, most sites may want to implement the “origin” state, but there are drawbacks.
One negative side effect was that as soon as we implemented the meta referrer tag, our AdRoll analytics, which we use for retargeting, stopped working. It turns out that AdRoll uses our referrer information for analytics, but the meta referrer tag “origin” state meant that the only URL they ever saw reported was https://moz.com.
We love the meta referrer tag because it keeps information flowing on the Internet. It’s the way the web is supposed to work!
It helps marketers and webmasters see exactly where their traffic is coming from. It encourages engagement, communication, and even linking, which can lead to improvements in SEO.
Useful links:
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Posted by TrentonGreener
“The one who follows the crowd will usually go no further than the crowd. Those who walk alone are likely to find themselves in places no one has ever been before.”
While this quote has been credited to everyone from Francis Phillip Wernig, under the pseudonym Alan Ashley-Pitt, to Einstein himself, the powerful message does not lose its substance no matter whom you choose to credit. There is a very important yet often overlooked effect of not heeding this warning. One which can be applied to all aspects of life. From love and happiness, to business and marketing, copying what your competitors are doing and failing to forge your own path can be a detrimental mistake.
We spend the majority of our adolescent lives trying desperately not to be different. No one has ever been picked on for being too normal or not being different enough. We would beg our parents to buy us the same clothes little Jimmy or little Jamie wore. We’d want the same backpack and the same bike everyone else had. With the rise of the cell phone and later the smartphone, on hands and knees, we begged and pleaded for our parents to buy us the Razr, the StarTAC (bonus points if you didn’t have to Google that one), and later the iPhone. Did we truly want these things? Yes, but not just because they were cutting edge and nifty. We desired them because the people around us had them. We didn’t want to be the last to get these devices. We didn’t want to be different.
Thankfully, as we mature we begin to realize the fallacy that is trying to be normal. We start to become individuals and learn to appreciate that being different is often seen as beautiful. However, while we begin to celebrate being different on a personal level, it does not always translate into our business or professional lives.
The truth of the matter is, anyone can be different. In fact, we all are very different. Even identical twins with the same DNA will often have starkly different personalities. As a business, the real challenge lies in being different in a way that is relevant, valuable to your audience, and creates an advantage.
“Strong products and services are highly differentiated from all other products and services. It’s that simple. It’s that difficult.” – Austin McGhie, Brand Is a Four Letter Word
Let’s explore the example of Revel Hotel & Casino. Revel is a 70-story luxury casino in Atlantic City that was built in 2012. There is simply not another casino of the same class in Atlantic City, but there might be a reason for this. Even if you’re not familiar with the city, a quick jump onto Atlantic City’s tourism website reveals that of the five hero banners that rotate, not one specifically mentions gambling, but three reference the boardwalk. This is further illustrated when exploring their internal linking structure. The beaches, boardwalk, and shopping all appear before a single mention of casinos. There simply isn’t as much of a market for high-end gamblers in the Atlantic City area; in the states Las Vegas serves that role. So while Revel has a unique advantage, their ability to attract customers to their resort has not resulted in profitable earnings reports. In Q2 2012, Revel had a gross operating loss of $35.177M, and in Q3 2012 that increased to $36.838M.
So you need to create a unique selling proposition (also known as unique selling point and commonly referred to as a USP), and your USP needs to be valuable to your audience and create a competitive advantage. Sounds easy enough, right? Now for the kicker. That advantage needs to be as sustainable as physically possible over the long term.
You really need to explore this question and the possible solutions your competitors could utilize to play catch-up or duplicate what you’ve done. Look no further than Google vs Bing to see this in action. No company out there is going to just give up because your USP is so much better; most will pivot or adapt in some way.
Let’s look at a Seattle-area coffee company of which you may or may not be familiar. Starbucks has tried quite a few times over the years to level-up their tea game with limited success, but the markets that Starbucks has really struggled to break into are the pastry, breads, dessert, and food markets.
Other stores had more success in these markets, and they thought that high-quality teas and bakery items were the USPs that differentiated them from the Big Bad Wolf that is Starbucks. And while they were right to think that their brick house would save them from the Big Bad Wolf for some time, this fable doesn’t end with the Big Bad Wolf in a boiling pot.
If your competitor can’t beat you by making a better product or service internally, they can always choose to buy someone who can.
After months of courting, on June 4th, 2012 Starbucks announced that they had come to an agreement to purchase La Boulange in order to “elevate core food offerings and build a premium, artisanal bakery brand.” If you’re a small-to-medium sized coffee shop and/or bakery that even indirectly competed with Starbucks, a new challenger approaches. And while those tea shops momentarily felt safe within the brick walls that guarded their USP, on the final day of that same year, the Big Bad Wolf huffed and puffed and blew a stack of cash all over Teavana. Making Teavana a wholly-owned subsidiary of Starbucks for the low, low price of $620M.
Sarcasm aside, this does a great job of illustrating the ability of companies—especially those with deep pockets—to be agile, and demonstrates that they often have an uncanny ability to overcome your company’s competitive advantage. In seven months, Starbucks went from a minor player in these markets to having all the tools they need to dominate tea and pastries. Have you tried their raspberry pound cake? It’s phenomenal.
Ok, we get it. We need to be different, and in a way that is relevant, valuable, defensible, and sustainable. But I’m not the CEO, or even the CMO. I cannot effect change on a company level; why does this matter to me?
I’m a firm believer that you effect change no matter what the name plate on your desk may say. Sure, you may not be able to call an all-staff meeting today and completely change the direction of your company tomorrow, but you can effect change on the parts of the business you do touch. No matter your title or area of responsibility, you need to know your company’s, client’s, or even a specific piece of content’s USP, and you need to ensure it is applied liberally to all areas of your work.
Look at this example SERP for “Mechanics”:
While yes, this search is very likely to be local-sensitive, that doesn’t mean you can’t stand out. Every single AdWords result, save one, has only the word “Mechanics” in the headline. (While the top of page ad is pulling description line 1 into the heading, the actual headline is still only “Mechanic.”) But even the one headline that is different doesn’t do a great job of illustrating the company’s USP. Mechanics at home? Whose home? Mine or theirs? I’m a huge fan of Steve Krug’s “Don’t Make Me Think,” and in this scenario there are too many questions I need answered before I’m willing to click through. “Mechanics; We Come To You” or even “Traveling Mechanics” illustrates this point much more clearly, and still fits within the 25-character limit for the headline.
If you’re an AdWords user, no matter how big or small your monthly spend may be, take a look at your top 10-15 keywords by volume and evaluate how well you’re differentiating yourself from the other brands in your industry. Test ad copy that draws attention to your USP and reap the rewards.
Now while this is simply an AdWords text ad example, the same concept can be applied universally across all of marketing.
As we alluded to above, not only do companies have USPs, but individual pieces of content can, and should, have their own USP. Use your title tag and meta description to illustrate what differentiates your piece of content from the competition and do so in a way that attracts the searcher’s click. Use your USP to your advantage. If you have already established a strong brand within a specific niche, great! Now use it to your advantage. Though it’s much more likely that you are competing against a strong brand, and in these scenarios ask yourself, “What makes our content different from theirs?” The answer you come up with is your content’s USP. Call attention to that in your title tag and meta description, and watch the CTR climb.
I encourage you to hop into your own site’s analytics and look at your top 10-15 organic landing pages and see how well you differentiate yourself. Even if you’re hesitant to negatively affect your inbound gold mines by changing the title tags, run a test and change up your meta description to draw attention to your USP. In an hour’s work, you just may make the change that pushes you a little further up those SERPs.
Let’s break outside the world of digital marketing and look at the world of branding. Tom’s Shoes competes against some heavy hitters in Nike, Adidas, Reebok, and Puma just to name a few. While Tom’s can’t hope to compete against the marketing budgets of these companies in a fair fight, they instead chose to take what makes them different, their USP, and disseminate it every chance they get. They have labeled themselves “The One for One” company. It’s in their homepage’s title tag, in every piece of marketing they put out, and it smacks you in the face when you land on their site. They even use the call-to-action “Get Good Karma” throughout their site.
Now as many of us may know, partially because of the scandal it created in late 2013, Tom’s is not actually a non-profit organization. No matter how you feel about the matter, this marketing strategy has created a positive effect on their bottom line. Fast Company conservatively estimated their revenues in 2013 at $250M, with many estimates being closer to the $300M mark. Not too bad of a slice of the pie when competing against the powerhouses Tom’s does.
Wherever you stand on this issue, Tom’s Shoes has done a phenomenal job of differentiating their brand from the big hitters in their industry.
This is worth repeating. Know your USP and disseminate it every chance you get, whether that be in title tags, ad copy, on-page copy, branding, or any other segment of your marketing campaigns. Online or offline, be different. And remember the quote that we started with, “The one who follows the crowd will usually go no further than the crowd. Those who walk alone are likely to find themselves in places no one has ever been before.”
The amount of marketing knowledge that can be taken from this one simple statement is astounding. Heed the words, stand out from the crowd, and you will have success.
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Posted by ryanwashere
This post was originally in YouMoz, and was promoted to the main blog because it provides great value and interest to our community. The author’s views are entirely his or her own and may not reflect the views of Moz, Inc.
I was furious when keyword data disappeared from Google Analytics (GA).
I mean, how could I possibly optimize a website without keyword data?!?!
It didn’t take me long to realize I was overreacting. In fact, I quickly realized how trivial keyword data was.
Search engines are pretty damn good at what they do. If you properly optimize your content, people will find it with the keywords you intended. (You should set up an SEO dashboard in GA to verify your results.)
The truly valuable keywords are the ones visitors use within your site.
When mined correctly, internal terms uncover how and why users engage with content. These insights provide clear direction to improve content, SEO, and the user journey (resulting in increased conversions, leads, and sales).
In this post, I’ll cover three things:
Before I get into the details, make sure you have the following set up in your GA account:
Supplemental reading: How to set up Google Analytics on your website
Standard GA implementation doesn’t have internal search reporting configured. In order to get the data, we need to input some information into GA manually.
Follow these steps to get it up and running:
In order to complete the tracking, you’ll need to locate your site’s query parameter.
EXAMPLE
Search query: seo
Landing URL: http://webris.org/?s=seo
Parameter
: ?s=seo
What to enter in GA: s
GA will not post-date searches. In other words, searches that took place before you set up reporting won’t populate. You will only get data from searches occur going forward.
For this reason, you’ll need to wait about 30 days after setting up site search tracking in GA before analyzing the site search data. Otherwise, you won’t have sufficient data to conduct meaningful analysis.
To access your site search data, navigate to Behavior > Behavior Flow > Site Search in GA.
There are five reports under Site Search:
How to get there: Behavior > Behavior Flow > Site Search > Overview
What the report tells us:
Lists the high-level metrics related to your site’s internal search
Potential insights:
How to get there: Behavior > Behavior Flow > Site Search > Usage
What the report tells us:
User journeys that used site search vs. those who didn’t
Potential insights:
How to get there: Behavior > Behavior Flow > Site Search > Search Terms
What the report tells us:
Lists the most used search terms with corresponding engagement metrics
Potential Insight
:
How to get there: Behavior > Behavior Flow > Site Search > Pages
What the report tells us: The pages users made their queries on
Potential insights:
How to get there: Behavior > Behavior Flow > Site Search > Any/All Reports
What the report tells us: Segments add additional depth and value. I often use the following segments to drive more insights:
The internal site search reports described above are high-level. Sometimes it takes seeing them in action to understand how to truly apply them.
As such, I’ve included two case studies that show exactly how I’ve used internal search data to drive meaningful action.
Site: Pop culture publisher (online only)
Marketing channels: SEO, social, and content
Problem:
Research:
Solution:
Results:
After launch of the strategy, the site saw amazing results:
Up and to the right!
Site: Online travel site
Marketing channels: SEO, PPC, email, social, content, display, TV, radio, and print
Problem:
Research:
Solution:
Results:
When mined properly, internal search data will give you the information you need to greatly improve your web content, design, and search engine optimization efforts.
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