1. “Keep your friends close, but your enemies closer.” – Monitor your competition. What are they doing? Capitalize on their mistakes, and learn from their successes and failures. Find out how they position themselves. Can you meet their service levels or even offer something better?

2. “Round up the usual suspects.” – While odd problems do crop up, check the typical offenders, first. A decline in organic traffic? Ensure your content is fresh and visible to search engines. No activity through your PPC campaigns? Check your budget caps. Analytics package showing strange results? Make sure everything is tagged properly.

3. “My momma always said, life was like a box of chocolates, you never know what you’re gonna get.” – Just because our audience behaved a certain way last month doesn’t mean they’re still doing the same thing today. From creative tests, to landing page tests, to conversion optimization, as effective performance marketers, we must evolve. Compare the performance of “Sale on Widgets” to “Widgets on Sale.” Don’t assume you know the answer. Test, test, and test some more. Along those lines …

4. “You rush a miracle man, you get rotten miracles.” – Being able to draw accurate and actionable conclusions takes time. If you’re trying a landing page conversion test, don’t assume that Page A is better based on one day (or week, or month) of data. Be sure you have statistically relevant results before making sweeping decisions.

5. “You’re gonna need a bigger boat.” – or a bigger budget, or a better tool. Time and again, I’ve seen companies invest in a solution, program, or product, and stubbornly refuse to switch courses even in the face of compelling reasons to adjust their initial plans.

6. “You can’t handle the truth.” – As you test, be prepared to get surprised. Who knew that ad copy with text speak (like ‘LOL’ or ‘OMG’) could convert? Texting-happy teenagers!

7. “I’ll make him an offer he can’t refuse.” – Use demographics of existing customers to find new ones in creative places. Does a 43-year old woman fall within your target market? Perhaps you should consider advertising within or alongside a social game, specifically tailoring your creative message to speak to her. Even better, can you include an incentive to purchase, such as a FarmVille or Mafia Wars gift card?

8. “Elementary, my dear Watson.” – Progress is crucial; however, we must also keep a keen eye on the basic principles of marketing. Who is our customer? There may be a spiffy new pilot program but does it reach our target audience? What does our customer want? If they’re shopping for widgets but all of our materials try to drive them to sprockets, prospective shoppers are going to take their dollars elsewhere.

9. “What we’ve got here is a failure to communicate.” – Communication is vital in any relationship, including the one we have with our customers. From a consistent branding message, to clearly delineating our latest offering, we must communicate. When an ad says “Free Shipping” but in reality it’s free shipping only at a certain price point, consumers are justifiably disgruntled.

10. “I have always depended on the kindness of strangers.” – There are so many great resources out there; bloggers sharing their experiences with testing in PPC campaigns, emerging social marketing techniques, and how algorithm changes impact search engine optimization. It impresses me, because they’re putting information out there for all of us to use – even competitors!

Did you recognize all the movie quotes? Bonus points if you did! Now I’m curious — Did your favorite movie teach you anything about search engine marketing? I’m off to see if I can structure a test to prove the worth of showing a movie every afternoon in the conference room. Don’t worry; “I’ll be back.“

Join Misty Locke, our President and Chief Strategy Officer of iProspect:

• Wednesday, March 3:
  - “Paid Search Bulls-eye – Reaching and Closing Your Ultimate Consumer” from 10:45 a.m. – 12:00 p.m.
  - “Ask the Paid Search Buyers” from 3:15-4:30 p.m.
  - “Ask the Paid Search Reps” from 4:45-6:00 p.m.
• Thursday, March 4:
  - “Measuring How Search Ads Drive Offline Conversions” from 11:30 a.m. – 12:30 p.m.

Check out Nicholas Ward, Product Manager on the panel “Conversion Ninja Toolbox – A Review of Tools Technologies” Wednesday, March 3 from 2:45 – 3:30 p.m. Its sure to be an exciting discussion!

Our very own, Sr. SEO Account Manager, Kerry Dean, will join Danny Sullivan’s panel on March 2 from 4:30-5:45 pm. to discuss the “Current State of Social Search.”

One of the most exciting aspects of BING, at least for me, was the travel engine platform. The way Microsoft made it sound, advertisers were going to have tons of opportunities to expand sales to the Microsoft travel audience. What we have found in our initial foray is a bit different, though. While it’s true that several of our travel advertisers have seen decent gains within Microsoft search, the more cutting-edge prospects within the travel engine have been tied up by big sponsorship deals among OTAs and larger brand advertisers. Now, I’m certainly not condemning these preliminary sponsorship deals, but I look forward to the day when the spaces open up to the rest of us regular guys who do not possess multi-million dollar sponsorship budgets.

Specifically, I would like to see MSN take a more comprehensive approach to detailing its products to advertisers, rather than relying on potential customers to seek out this information. The entire BING travel space could be revolutionary in a few years, and if they’re going to take on Google, they’re going to have to be more proactive about the specifics. How do I take advantage of the new features…tell me please!

Don’t get me wrong, I love paid search. It’s my specialty. It’s logical, predictable, and organized, which appeals to my OCD nature. Social media and mobile may be the next “big things,” but from my vantage point, they’re still very nebulous and unorganized. Give me a basic paid search campaign any day, and I’ll sculpt it into something that will make you some money.

That being said, I can’t help but feel paid search as a whole is getting a little stale. The past several years have seen lots of new ideas and innovations—improved targeting, more control, the capability for real-time changes—the list is actually kind of long. However, recently it seems like every time I hear about a new paid search feature from any of the major engines I get a strange feeling of déjà vu.

Take Yahoo’s recent inclusion of favicons in paid search ads. For those that don’t know, favicons are the snazzy little icons that appear in your address bar next to the http when you visit a website. Taking your site’s favicon and putting it next to the display URL really makes your paid search ad stand out on the page, and helps reinforce your brand:

Neiman Marcus Search Ad

This is a great idea for improving paid search—just like it was when Google tested the exact same thing six months ago.

As another example, take a look at the brand new ad format Google is current beta testing, “Ads Sitelinks.” This feature allows you to add four quicklinks below your paid search ad to let users navigate deeper into the site with a single click:

Ebay.com Search Ad

This is a fantastic idea for segmenting traffic and increasing conversion rate by taking a searcher whose query was very generic and allowing them to choose what portion of your site they’re most interested in. But I can’t help thinking it’s somewhat familiar….where could I have seen something like that before….a Yahoo SSP listing, perhaps?

Ebay.com Sitelinks in the Google SERPs

Yes, you saw it here first. Google is now officially stealing ideas from Yahoo. Sure, both Google and Yahoo offer quicklinks in their natural listings, but until now, Yahoo was the only one to offer them in a CPC ad format. A good idea is a good idea, but I get a little worried when Google’s exciting new feature is something Yahoo has been offering for the past two years.

Yahoo unveils paid search Geo-targeting…..which Google has been doing for years. Microsoft adCenter releases a program that allows you to download campaigns and upload changes from your desktop….just like AdWords. Microsoft’s new Bing features “search within search”….which Google tested last year (granted, Microsoft’s version is much better than Google’s).

I’m not complaining about each engine’s learning from its competitors and “borrowing” ideas that work. I just can’t help but wonder where the new ideas are. What’s the next big thing for paid search? In the past six months I’ve seen massive improvements in content networks, media networks that can target to hit any metric, and social media finally start to come of age. Paid search had a head start on all of these programs, but does that mean its feature set has already peaked?

Interactive marketing is projected to encompass 21% of all marketing spend by 2014….but by then, what percentage of that spend will be for paid search?

Maybe I should get busy learning how to run a social media campaign.

• Keyword: (random 7-term keyword)
• Impressions: 1
• Clicks: 1
• Cost: $.25
• Conversions: 1
• Revenue: $1,256.37
• ROI: Hahahahahaha

It may be the only impression that particular keyword gets for the next 6 months. But if you can create a campaign that reaches out effectively enough to reach customers looking for very specific things, these one-click wonders can easily leverage investment in wider ranges of nonbrand keywords – i.e. make you look super smart.

With a solid SEO program and smart keyword selection, you can accomplish the same thing – only exponentially larger, given the volume of clicks that natural results drive versus paid ones. All it takes is a readable site and the time, patience and courage to see it through (though having an award-winning SEO department at your back can really help), via opportunities like:

• Taking your meta data beyond single-word targets based on what you’ve named your categories or products
• Taking your product names and descriptions beyond what your branding team or manufacturers provide you
• Taking your internal linking beyond a three-clicks-to-a-product mentality and finding ways to get engines from your most authoritative pages to your most valuable content faster

Combining these efforts will open up your site to the ability to rank for a much wider range of keywords, in much the same way that a six-digit keyword buildout can, with much the same effect – only without those pesky click costs!

As brand owners, we wouldn’t think about putting our brand alongside something with a negative connotation, but in PPC, it happens every day. In fact, you could argue that it’s impossible to avoid completely. However, paid search mismatches can be greatly reduced with a few basic strategies every agency should be implementing.

Broad Match and Search Query Reports:

What broad match means for those of you who are unfamiliar with the lingo is that your search query will match to “similar phrases and relevant variations”. For example bidding on “chips” on broad match will allow you to show up for terms such as“Paint chips”, “potato chips”, “poker chips” and “chips TV series”. Extended broad match in Google will further allow you to show up for things like “Erik Estrada”. As you can see it can be very dangerous to bid solely on broad match, especially without an extensive list of negatives and other match types to support it.

Solution: Google gives you the ability to run Search Query Reports which show you the exact queries you are matching to. If we pulled one for a paint brand, we would see things like “eating” in the search query report and know we needed to add it as a negative keyword. Think of a negative keyword as the opposite of a keyword. It’s something you don’t want to show up for, like a C-SPAN fan club meeting or a really awkward party. Negative broad matching of the word “eating” would ensure that you won’t show up for any search query that contains the word “eating.”

Utilize exact match once you have narrowed the keywords you want to show up for. Exact matching will allow you to show for EXACTLY what the search query type in is. So, if you want to show up for “Paint Chips” you will not show up for anything that contains other search variations such as “eating paint chips”. This will not only make sure you are targeting your creative correctly, but it will also often result in a lower CPC and a higher conversion rate. Obviously, people searching for “eating paint chips” are either looking up movie quotes from Tommy Boy or the phone number for the poison control center.

Brand Image:

While it’s costly to inadvertently appear for terms you don’t want to be associated with, there are farther-reaching implications. When someone is searching for “eating paint chips” and your handcrafted kettle chip brand appears, what do you think that consumers are going to think or associate with your brand?

If you work with an agency ask them about this. If you don’t, make sure this is part of your strategy.

There are two main ways of looking at the value of branded paid search:

1. It does not make sense to run branded search if you have strong organic rankings for your brand because your organic listings will pick up that traffic and conversion. Why pay for something that you can get for free?
2. People who search for a brand term are often in a research mindset rather than a purchasing mindset, and with paid search ads you can present these potential customers with a much more compelling offer and land them on the ideally optimized page to convert traffic. Your conversion rate and total site conversions will be higher if you run a well executed brand paid search campaign. Also, if you don’t bid on brand terms than competitors who bid on your brand terms are more likely to steal traffic and revenue from you.

For the test we are trying to figure out how to maximize our paid search spend in terms of generating total conversions. We have seen that our non-brand search spend has a tremendous impact on the organic traffic and revenue of this particular client. We don’t care who gets credit for the conversion that comes through; we are only concerned about maximizing conversions as a whole. Therefore, our goals for the brand test are to:

• Understand whether we should be running branded paid search terms
• Figure out how to truly maximize site bookings for a given budget
• Better understand the relationship between paid search and natural traffic and conversions

To hopefully accomplish these goals we are running a period of true non-brand search (with the true brand term set as a negative keyword) followed by a period of full branded paid search. We plan to keep spend levels perfectly constant between the two periods and monitor total conversions through Omniture. We are going to ignore Bluestreak paid search data entirely and look at combined organic and paid conversions. The period with higher conversions wins.

Of course, there are many variables that can throw off our results: holidays, conversion window, organic search trends, paid search competitors, etc. There is no way that we can run a perfect test. Our hope is that something will really jump out at us though and we can feel confident coming to some conclusion.

Right now, we are in the middle of our test. We are running just non-brand. In a few weeks we are going to run full force brand and compare results between the two periods. We are eager to see how the test turns out and get back to the client with our recommendation as to whether or not they should be running branded paid search.