Retail Online Integration

You will be automatically redirected to retailonlineintegration in 20 seconds.
Skip this advertisement.

Advertisement
Follow us on
Connect
Advertisement
 

On the Web : Searchs Lost Metric

Finding nonbrand search when analyzing your programs

January 2010 By Larry Kavanagh

Most retailers use the wrong metrics to measure the success of search programs. They focus on tactical measures, such as return on advertising spend or keywords moving up and down in rankings. These measures are like sports statistics — they explain the final score but don't decide success or failure. The final score does that. In business, profits are the final score and sales tell you how good or bad the blowout can be.

Brand Search vs. Nonbrand Search
To judge your success, measure sales and profits from search and exclude from your analysis keywords or phrases that include your company name. This helps you exclude shoppers who used your company name in search engines because they already knew you. Sales from all other keywords are nonbrand search. These generate new customers and incremental sales. This is the demand you spent time and money creating by advertising on search engines or optimizing for a particular keyword or phrase.

D.M.insite recently studied the percent of total sales generated by nonbrand search across more than 50 retailers' websites, and we weren't surprised that retailers with only websites — i.e., no retail store or catalog — ranked in the top quartile. We were surprised, however, by how many very smart retailers were ignoring nonbrand search.

Focus is the biggest difference between companies who ranked at the top of the quartile vs. the bottom. Retailers at the top had dedicated search engine optimization and search engine marketing resources. Retailers at the bottom had single employees responsible for SEO and SEM, as well as other responsibilities.

Determine your sales from nonbrand search. If you're below 10 percent, you have a very real opportunity to build online revenue.

SEO Tips
If you're below 10 percent, consider these tips:

  • Target 50 keywords. As we covered in October's On the Web column, identify 50 keywords and phrases that prospects might use to search for your core product, optimize a landing page for each of them and place links to each landing page on your homepage using the keywords in the anchor text.
  • Have a search engine expert examine the technical structure of your site to make sure it's search-friendly.
  • Build inbound links. Expand your list of keywords, and build inbound links to those pages from other sites via press releases, social networking, email, etc.

SEM Tips

 

SPONSORED CONTENT

MORE ON CUSTOMER SERVICE >>

FROM THE BOOKSTORE

You have a worthy project AND you’ve identified a prospect with means. How do you connect the two in a way that produces a sizable gift? Jerold Panas, America’s premier fundraiser, shows you exactly how in How to Make a Case Your Donors Will Love. Making a Case Your Donors Will Love

You have a worthy project AND you’ve identified a prospect with means. How do you connect the two in a way that produces a sizable gift? Jerold Panas, America’s premier fundraiser, shows you exactly how in How to Make a Case Your Donors Will Love....

ORDER NOW

You know you need to gather donor data. But why? And more 
importantly, how? And even more importantly, what do you do with it once
 you've gathered it? Are you gathering too much? Or the wrong kind?
	This new 
	FundRaising Success
	webinar brings the case-study format of our popular Engage conference 
to an extended, value-added webinar that will dig deep and give 
nonprofits guidance on the best ways to gather and use donor information
 — as well as take the mystery and trepidation out of the whole issue.
	Featuring:
	Page Bullington, Target Analytics; Mazarine Treyz, "The Wild Woman of 
Fundraising and Social Media"; and Roger Hiyama, Russ Reid
	Duration: 75 minutes
	Cost: $19.95AVAILABLE ON-DEMAND UNTIL 9/9/14
	Click here to view this webinar today! Engage Virtual Workshop: Driving Donations with Data

You know you need to gather donor data. But why? And more importantly, how? And even more importantly, what do you do with it once you've gathered it? Are you gathering too much? Or the wrong kind? This new FundRaising Success webinar brings the case-study format of our popular...

ORDER NOW

 

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments:

SUBSCRIBE TO DirectMarketingIQ Insider

Receive our FREE
e-newsletter:
     Privacy Policy
 

RETAIL ONLINE INTEGRATION MAGAZINE:

Get Your FREE Subscription to Retail Online Integration:
May/June 2014 Issue
     Privacy Policy