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Monday, April 15, 2013

10 Killer SEO Landing Page Tips


10 Killer SEO Landing Page Tips

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landing-page-engage-beyond-the-click
When we talk landing pages, most online marketers think pay-per-click, where the input of a destination URL into Google's or Bing's paid search offerings allow marketers to drive keyword-targeted traffic to (hopefully) optimized pages.
My previous article extolling the death of keywords talked about developing intent-based topics and building content that connects with those topics – intent to content.
We can now apply that mantra in a "first engagement" scenario, after a user clicks a search result, to ensure SEO landing pages:
  • Connect with intent: Offering a user what they expect.
  • Resolve (initial) user query: Answering their initial query.
  • Engage the user: Sending user signals to search engines.
  • Drive further user engagement (if necessary): Additional signals to both users and search engines.
A searcher intent to site content engagement scenario I call "CRED".
In these scenarios where signed in users, search query modification, Chrome browsers, "cookied" users and toolbar data provide massive datasets of engagement signals to search engines on how users interact on sites, we need to drive optimal engagement scenarios.
Here's a checklist of 10 "killer" tips to ensure you're able to add a bit of CRED to your SEO campaigns, as well as demonstrate campaign success!

Connecting

1. Are the primary headlines aligned with intent?

The first thing users notice is content structure, headlines, headers, bolded elements, graphics etc. Your 2 seconds of opportunity to grab attention begins with a mental assessment that needs to immediately connect with the original search query and inspire additional engagement via clear communication of what the page is about.
Content should be created with specific intent in mind, with headlines, and/or graphic headers that are obvious, short, surrounded by adequate white space. And the content must be specific enough to inspire a user's attention.

2. Are you matching content type with query intent?

If the target query includes "how to", "best", "top 10", "compare" or other intent refining modifiers, or if the query demands a certain level of text content, are you obviously offering something that visually connects, confirms relevance, displays lists, video or images?
Users won't have time to read, but they will make a quick decision on whether the format they review matches an expectation. For example, a query on top 10 bars should have a list with numbers displayed – or one entry with numbers. Or a query on the history of search should probably have an index and look robust – not just a 200 word paragraph.
Users have short attention spans, and most have a preconceived expectation of what theyshould find, not matching that initial expectation can equate to a quick "back click.".
ask-men-insurance
Query for "best health insurance plans for single men". Ask Men offers a clear header and an image that immediately screams "authority"

Resolving

3. Can users perform a quick scan above the fold to answer who, what, and why?

As noted above, users don't actually read on a first pass, they make a decision based on visual cues and click expectations (what they expect after they click).
Some websites fail in obviously reinforcing the click expectation, missing an opportunity for engagement, underscoring brand recognition, and providing obvious reasons of time-worthy value.
Click through to your site and ask the following:
  1. Is your brand obvious?
  2. Is it obvious what you do?
  3. Is it obvious why they should stick around?
Especially important with homepages, but equally important on other SEO landing pages, is ensuring your brand is obvious. Make sure what you do, or how you plan to address the user's intent, isn't buried. Give users obvious information and/or justification to stick around and/or click around is key to moving people to engage further.
home-depot-obvious
Query for "flat head screw driver". Home Depot offers clear branding, white space to highlight product, and additional information that is clearly visible and offers visual cues that the tabs are clickable.
Remember: for instant user assessment of resolution potential, anything below the fold doesn't exist!

Engaging

As noted with the Home Depot example, key engagement options exist such as an "add to cart" action button, search for intent refinement or modification, other options to dig into additional information and links to similar products that other customers have purchased.
Each of these elements contribute to answering the next question:

4. Is it obvious what they should do next?

For Home Depot, the answer is most probably yes. It's easy to find the "Add to Cart" button, it's placed in an obvious position and there's multiple options to view additional information.
The product page offers multiple ways to engage, with a zoom button (subjectively probably not big enough), and plenty of other user-centric options such as writing reviews, checking inventory, etc.
Occasionally there can be too many options that can confuse users. In the Home Depot example there appears to be duplicated "check inventory" buttons/links, but these may have been tested and justified.

5. Are there on-page modification options? (based on query modification)

home-depot-modification
Home Depot offer a good example of obvious search functionality, related products, and other options that can help modify the user's search query onsite rather than have them click back to the search results to modify.
These kind of onsite modifications do not always need to be driven by site search.
Breadcrumbs, side navigation, filters, related prods, color/size selection are all feasible options to mitigate click backs and improve onsite engagement signals.

Driving

6. Are 'next clicks' consistent?

Part of great site engagement is a consistent user experience for similar queries. By monitoring user interaction on a per query basis, website owners can identify consistencies or deficiencies in matches of search intent to site content.
Duane Forrester of Bing said in January 2013:
"In the long run, the brand names secure rankings through depth of content, trust in brand, and user interaction (searchers clicking a SERP result and staying on their site because the site is trusted and answers the searchers question)"
Providing key "next clicks" – obvious steps from landing pages to conversion or core information – is a better user experience = better potential rankability.

7. Can they share what they've found?

Probably the most obvious of tips, it the provision of social sharing and social connection buttons. If landing pages provide the value users expect, will they be inspired to share, and if they are, can they?
Sharing of a page is different than a click through to your social property (i.e., Facebook page or Twitter stream), and should be a key component on most landing pages, with the caveat of audience vs. social platform.
For pages with images, is there an option to share on Pinterest, Facebook, and Twitter? For business text content, is LinkedIn an option? Social signals are imperative in closing the loop on user intent satisfaction, demonstrating to both users and search engines an endorsement of your content.

8. Ultimately, can users find the banana?

Seth Godin published a book a few years ago called "The Big Red Fez" – rather than repeat all the key concepts, I can state simply is it's all about bananas – users finding what they need from obvious choices. There's an excellent synopsis here.
helens-bikes
I love Helen's Cycles, great stores and service. But visit their website and you're presented with way too many choices (red) and a certain level of confusion (green). The green element talks about Helmets, Cycling Essentials and Clothing"¦ but offers no way to click or a link to relevant content.
Give your users clear navigation to improve consistent engagement and "banana-discovery."

Measurement

The final two tips cover justification through measurement of metrics that matter.

9. Have you segmented traffic by topics?

Google Analytics offers segmentation by query topics through Analytics filters (beyond the scope of this article but more information can be found here) or by exporting data and consolidating offline in Excel.
Custom segments allow you to monitor performance across keyword query topics, understand topic traffic and conversion trends, and leverage this data to identify the key landing pages for each topic.

10. Are you tracking first click queries for optimized pages?

Although in an ideal scenario the page you optimize will attract the keyword queries you'd expect, custom segments by topic also offer up insights into competing pages (entry pages in your site that compete against each other), highlighting opportunities to consolidate similar pages, mitigating potential thin content issues and improving topic relevance on merged pages.
Utilize custom segments, organic traffic keyword query reports, together with landing page association to provide insights into potentially competing pages.
rock-genre
Music genre site, with custom "rock music' topic filter applied, highlights the anomaly of "type of rock music" query being mapped to an Anime genre page. Worth investigating why?

Summary

Landing pages have historically been the domain of paid search marketers seeking improved conversion rates.
User experience, site usability, and onsite engagement have become more important for major search engines in their assessment of a site's "rankability", so SEO practitioners need to ensure SEO landing pages have CRED as a key to SEO success.

Friday, April 12, 2013

These 4 Head-Smackingly Simple UX Changes Grew Sales 50%


These 4 Head-Smackingly Simple UX Changes Grew Sales 50%

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user-experience-is-more-than-buttons-and-colors
Online commerce continues to growth in the double digits every quarter, and with more money being spent online, online vendors are constantly being presented with the opportunity to increase their online sales.
The idea of spilt testing and conversion rate optimization are certainly not new, but there is a lot of room for improvement in the approach.
Split testing is a critical path item for improving the conversion potential and performance of your website, but it's not a vacuum. There are other important considerations you need to consider before you start testing – like what to test.

Known Unknowns

The easiest path is to test the obvious items, those you are fairly certain will have an impact on your conversions.
The most obvious are elements like:
These pieces of your web page have become the standard starting points for conversion testing, but what about the elements on your site that are adversely affecting conversion that you are unaware of?

Unknown Unknowns

The old saying goes that the more you know, the more you don't know. So how do you gain insight into problems you don't know about?
Observation.
It is a simple concept that is not executed on as often as it should be. Take the time, and make the necessary arrangements, so that you can watch you users use your website.
UserTesting.com is wonderful for this. It has helped us find specific problems that were directly leading to lost revenue, that we had no idea even existed.
The trick here is creating a scenario where you can play Big Brother, because you will never get the full truth from asking.
You need to let your customers navigate your web pages and conversion funnels, and pay close attention to both their mouse movements and the specific language they use to describe their behavior.

Dollars and Sense

A few months back I wanted to test a full shopper loop, from query through checkout, to see where we were leaving money on the table.
We had been running a number of A/B tests and seeing good results but this didn't give any visibility into how visitors were experiencing our site; how they were thinking about it.
Here's what we learned:
1. Cluttered Category Pages
Our category pages were too cluttered with descriptions, and actually made it daunting for our visitors to read all of the crammed description copy we had written
Before:
traffic-cones-category-page-before
After:
traffic-cones-category-page-after
2. Missing Pricing Information
Visitors were getting to our products pages with prices and add to cart buttons, but because of the layout of our category templates, they were not seeing the prices - becoming frustrated, and leaving!
The solution in this case was so simple; all we did was add a small image in the header telling users they needed to scroll down for pricing!
Before:
traffic-cones-no-pricing
After:
traffic-cones-scroll-down-for-pricing
3. No 'Add to Cart' Button
The next issue is almost laughable in retrospect, but people were missing our "add to cart" button. Why? Because it didn't look like a button, it was simply a plain text link that said "add to cart".
Directly in line with Steve Krug's manifesto, the solution was to stop making our customer's think, and make the button look like a button!
The new button now looks like this:
add-to-cart-button
4. Checkout Confusion
The final head smacking moment came while watching users go through the checkout process and submit test orders.
Between clicking the submit order button and the thank you screen there is a 2-3 second delay while the order processes, but the users don't know that! So while all of this heavy lifting of hitting the payment gateway, hitting the inventory server, etc. is all going on – the user is left staring at their screen wandering if anything happened.
This led to countless occurrences of people repeatedly clicking the submit button, clogging up the order processing functionality, and causing the shopping cart to stop dead in its tracks. It is nauseating to think about how many orders were lost due to this lack of attention to detail on our part. The fix, again, was so simple: just tell the user's what's going on – set an expectation, and here it is:
processing-your-order
So. Freaking. Simple.

Closing The Feedback Loop

Again, in retrospect these are all head-smackingly simple changes, but we never would of thought about them had we not physically watched users go through the process.
It is amazing how much actionable information you can instantly glean from watching and listening to people use your website.
The slightest little thing that has never occurred to you, your boss, or anyone else on your team – may be the one small change that is costing your money.
After making the four simple changes above, daily online sales have increased by almost 50 percent! And this is only the beginning, the real lesson here is that you can't change what you don't know – so you need to be proactive and turn the unknown unknown's into known unknowns, so you can fix them.
What are some small changes that have led to big results on your websites?

Harnessing the $9+ Billion Social and Mobile Ad Potential
Harnessing the $9+ Billion Social and Mobile Ad Potential 
In partnership with Moontoast, ClickZ presents the "Ultimate Guide to Social Rich Media Advertising". Social rich media advertising offers a one-of-a-kind opportunity for brands and agencies to target consumers with interests that match the virtues and values of their products. Download your free guide today!

Foreign investors play large role in U.S. shale industry


Foreign investors play large role in U.S. shale industry

April 8, 2013
Source: U.S. Energy Information Administration
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Investment in shale plays in the United States totaled $133.7 billion between 2008 and 2012, as part of 73 deals. Joint ventures by foreign companies accounted for 20% of these investments.
In early 2013, Sinochem, a Chinese company, entered into a $1.7 billion joint venture with Pioneer Natural Resources to acquire a stake in the Wolfcamp Shale play in West Texas. This investment highlights a renewed trend toward foreign joint ventures. Since 2008, foreign companies have entered into 21 joint ventures with U.S. acreage holders and operators, investing more than $26 billion in tight oil and shale gas plays.
Investment in shale plays in the United States totaled $133.7 billion between 2008 and 2012, as part of 73 deals. Joint ventures by foreign companies accounted for 20% of these investments. The rest of the investments were either part of outright acquisitions—such as the Australian BHP Billiton oil company's acquisition of Petrohawk Energy Corp.—or were joint ventures among American companies (such as Hess and Noble Energy with Consol Energy) and financial institutions.
Most of the foreign investment in these joint ventures involved buying a percentage of the host company's shale play acreages through an upfront cash payment with a commitment to cover a portion of the drilling cost. Foreign investors in joint ventures pay upfront cash and commit to cover the cost of drilling extra wells within an agreed-upon time frame, usually between 2 to 10 years. Both U.S. and foreign companies benefit from these deals. U.S. operators get financial support, while foreign companies gain experience in horizontal drilling and hydraulic fracturing that may be transferable to other regions. Plus, foreign companies can operate in a stable market with a sound legal system and low political risk. In addition, exploration and development opportunities are decreasing in much of the rest of the world. While foreign companies may pay sizable initial costs through joint ventures, these deals can be considered a cost of entry to the development of hydrocarbons through the latest technology.
Most of the recent joint venture deals with foreign companies shifted from the dry natural gas plays to more liquids-rich areas such as the Eagle Ford, Utica, and Wolfcamp—a trend similar to domestic operations. All shale plays contain some liquids, but those with a higher liquid-to-gas ratio are more attractive because of the higher value of hydrocarbons that have crude oil and petroleum liquids in addition to natural gas.
Graph does not include the proposed Sinochem joint venture, as it is still subject to U.S. government approval. Investment dollars refer to aggregate expenditures over the term of the entire agreement. Dollar figures are reported for the year the deal was executed. Map of Wolfcamp play represents approximate basin location.