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.“

With everything that is going in the industry and having the opportunity to go to several different conferences, you would think that I have plenty to say. The truth is that I am more of a verbalist (ver•bal•ist – One who favors words over ideas or substance) than a writer. My problem is that I can’t make my blogs fun and use football references, or talk about my experiences with a phone provider or make a correlation between shoes and online marketing. No, I can talk all day about using search queries reports for your keyword research, looking into webmaster tools to figure out keywords that you might want to add for PPC or utilizing Google Analytics to manage your PPC campaigns, but writing about it and making it fun – Forget about it!

It is much easier for me to write about why I can’t write my blog entry this week than actually write one and risk it not being entertaining. After all, blogs are meant to be: funny 80% of the content, quick and easy read 10% and educational 10%. Looking at my blog entries so far, they don’t seem to fair too well in these categories. My Blog Muse has officially left the building!

With all of this being said, here I am 270 words and still with a blog entry that does not meet the 80/10/10 criteria. On top of everything, I am still 130 words short so I thought I try and share some random thoughts with you today about the industry and maybe take care of my 10% (educational) and 130 remaining words.

Here are my random thoughts for this month that I might turn into blogs one day, when my Muse returns:

• Behavioral targeting is something that you should look into. With the evolution of this technology and the Census data being available through an API, you can now use this data to run a lot more targeted media campaigns.
• Leveraging conversion optimization for your site can greatly help your achieve your online revenue and ROI goals, especially in a year where budgets are cut and conversion online are tougher to get than ever before. I suggest testing first with Google or a similar tool so you can see the impact of by utilizing dynamic data and automated technology.
• Omniture seems to be a topic of discussion a lot more within our organization. Their strategic acquiring of some companies like Visual Science and Test & Target has made them one of the leaders in the Online Marketing analytics and Technology Space. They do throw an awesome summit every year as well.
• Google continues to dominate the world in most online categories. I am starting to get amazed that everything they launch becomes number 1 within 12 months. It will be nice to see them fail at something, just to know that Sergey and Larry are actually humans :)
• Search queries on mobile smart phone continue to increase. As of last month, the big 3 search engines are offering the ability to show up for keyword on mobile search queries. Give it a shot before everyone jumps on the train.
• Using Facebook self served PPC ads is a good opportunity to test your social media acceptance and figuring what demographics within social you have the most success with.
• X-Factor for me this month is attribution reporting. With all the great technology minds that we have in this space, someone is yet to figure out the whole attribution modeling. I am ready for it, aren’t you???

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.

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.

This tells me that luxury retailers/brands should cater their major initiatives to ‘refinement of living, indulgence, enjoyments of comforts and pleasures’. As such, shouldn’t the online experience be as comforting and pleasurable as the product itself? Doesn’t it make sense that a buying a luxury brand’s product should be easier and more enjoyable than a buying a discount product from a mass retailer or discounter? So why is it so difficult to even find the luxury official website? Most of the time, I never see an ad where I frequent online and I rarely see search listings (paid or natural) when searching for products (or sometimes even the trademark name) in the search engines. And when I finally find the site, I still have to navigate through flash, wait for video to load, experience a confusing site search and endure a clunky process just to order something. That is not a luxurious experience; it’s a trip to the DMV.

Luxury retailers are highly protective of their brand. Why not treat their customers with similar diligence and care? If your luxury brand’s purchase process has more in common with a trip to municipal court than Monaco, you might want to try the following:

• If you’re going to have beautiful images through flash/video ads to remind me of the brand and show me the beautiful new products, have them where I spend time online. Better yet, make them clickable right to the product I want to buy, or at least interactive so I can hover /explore, then go to the site when I’m ready to purchase.
  • STRATEGY: Have a strong presence on major networks. Use re-targeting and behavioral targeting to reach your customers/potential customers. Creative test/use multiple messages to ensure your audience is getting the ad units they like best.

• You’re present in the engines, so be there like you mean it. When I’m looking for a product like yours, make it easy on me to find you. When I’m looking for you by searching for your brand name…be there. Every time.
  • STRATEGY: Have a strong presence, both from a brand and non-brand presence, both from a paid listing and natural/organic standpoint. Make the creative and meta-description clear by telling me who you are and why your brand is special.

• When I finally end up on your site, make it easy on me to purchase. Let me see the beautiful, large images of the products I am interested in, show me descriptive words to describe the product, and when I’m ready to buy, let me be able to do that quickly and painlessly. Better yet, thank me for doing so and make me want to come back again and again.
  • STRATEGY: Use large multiple images. Use descriptive and detailed copy. Remember me if I’ve registered with your site before so I don’t have to re-enter all my personal information. Test! Use conversion optimization tools to target and refine the most customer friendly purchase paths and website organization.

I think it’s very fair to say that most luxury retailers and luxury brands do a tremendous job of making beautiful and luxurious products. It’s the basis in which all their efforts are based. Catalogs and image ads are gorgeous and classy, and so is the typical in-store experience. So why is it that luxury retailers are usually the last to make the online experience as luxurious and comforting as possible? Why is it the mass discounters and retailers of the world are the ones that make the online shopping experience comfortable and convenient? Online works amazingly well for most advertisers, and it’s trackable. That’s no secret. Focus on making that entire online channel as luxurious and comforting as that handbag or skin cream your customer loves you for, and you’ll have me coming back again and again. Or at least on payday.

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.

One of our travel clients recently signed on with us to do SEO.  Now keep in mind that this particular client has a very well-established brand and secure market position, so we were going to have to bring EXTRA big value to the table.  Our task from the outset was clear: take SEO and “integrate” it with all other site initiatives to give our client the biggest bang for their buck.  To be fair, the client-side team is excellent and was instrumental in getting this done.  As such, RANGE can’t take all the credit—“Other site initiatives” included copy updates, new page design/implementation and many other projects not strictly related to SEO (rankings and traffic).  Regardless, we knew they were related in this particular situation, and we had to find a way to manage all of them together.

Basically, we got together via the magic of a conference call and divided the labor between the design/copywriting team, the client-side web designers, the client’s account team at Range and Range’s SEO department. We established up front a communication channel and schedule, broke the project up in phases and then got to work.

It sounds pretty intuitive, but the results were almost instant.  Not only did the set-up allow for easier communication between the parties involved, but more importantly it also resulted in better work.  Every design project was SEO-friendly…every SEO project was design-friendly.  As we move ahead into the second quarter of this year, things are rolling along nicely, and the client feels their money is well-spent.  Credit is due all around, but from the RANGE and client side, everyone has just been phenomenal.

So the next time you’re at a loss as to how to position SEO effectively within a larger organization, take it from me, integration can make your life a whole lot easier.

The frustration felt when you see a client throw hundreds of thousands of dollars at short-lived, easily forgotten campaigns while allowing their brand positioning in something as basic as paid search to be ignored is maddening. You go home after days like that and just beat your head into a wall. Then you wake up and go at it again.

That is until now.

Because now, in the ad world, while the news is bleak all around, the light at the tunnel is finally shining in our direction. It sort of feels like you’ve been in a one sided relationship and all the sudden the other one decides you’re the partner of his/her dreams. You’re expected to just accept this, but the history lingers in the back of your mind. See, I completely understand the decision process here – now we make sense to CMOs. We didn’t make a lot of sense when we asked you about branding or share of voice but dollars on spreadsheets? That feels real now. That feels painfully real.

I’m not ungrateful – Quite the opposite. It’s our moment to shine, but a couple of things stick out at me. First and foremost – we want your programs to not only work, but be wildly successful. I’ve gotta tell you, though, you sure picked a tough time. You can’t steal from Peter to pay Paul. People are scared, conservative and downright unsure, but that doesn’t mean they don’t watch TV or flip through the glossies or give the billboard 10 seconds of a loving gaze. I fear brands will dial down spend in one media channel hoping to make it back in the one that they’re currently fixated on. But then that’s our job and I suppose it always has been: to be honest and set expectations. Sure, I think we can do more, but all of the channels working together to support one another? It’s beginning to sound like science fiction to me.

I mean, really? This is what people want to spend tons of money on?