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StepForth Search Engine Placement and OptimizationSEO News From StepForth Search Engine Placement Inc.
Wednesday, February 16th 2005

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Highlights of the Week: Consumers Search Before Buying

When hunting for stronger sales, it is wise to go where the game is. When the game gets very much smarter, wise hunters learn to adapt. - quote found inscribed in obscure cave formation near Fernwood BC.

As the oft' quoted phrase goes, "...the more things change, the more they stay the same." This phrase can be applied to the search engine marketing sector time and time again. Though several events in the business world of search attracted major media attention last week, interest in organic search has re-emerged among webmasters and search marketing agencies. Two years after the popularization of pay-per-click programs, advertisers are starting to form sophisticated strategies combining managed PPC campaigns and consistent organic placements.

Consumer behaviors are rapidly changing as buyers are researching their purchases online before spending their money. A recent study,"Search Before the Purchase " from DoubleClick and comScore Networks notes half of all online purchases are preceded by multiple product-specific searches. A similar tendency occurs in the brick and mortar retail world with consumers using search engines as product catalogs researching products, vendors and even the fastest routes before heading out to shop.

The study also offers a number of valuable insights into how consumers use search engines to research products they are interested in. Using a list of 30 sites from the Apparel, Computer Hardware, Sports/Fitness, and Travel industries, the researchers examined the habits of 1.5 million U.S. Internet users. It followed the long-term behaviors of identified people who made at least one purchase on one of the 30 sites in the survey. The findings will not surprise organic search engine marketers as they confirm the high value of strong search engine placement.

Know what your potential buyers want to know.

Keyword selection stands out as the most important point in the survey. On average, about 75% of pre-purchase search is conducted using generic terms. Only 18.1% - 28.5% of searchers looked for brand names. It is only when consumers are close to making a final purchase decision that they enter brand names into search engines.

Travel consumers tend to know what they want.

As part of their methodology, comScore looked at the number of searches conducted using generic terms and brand names and compared the results with the number of actual clicks those searches generated. While search users looking for travel information only typed brand names 21.2% of the time, they clicked on (eventually purchasing) brand name generated results 21.5% of the time, the lowest disparity between use of brand in search and actual clicks generated by brand-names.

Apparel buyers tend to think about clothes, a lot.

In the apparel sector, search engine users typed a brand name 27.5% of the time, clicking through an average of 32% of the time. Interestingly, a high degree of pre-purchase research is seen in the apparel sector often starting months before buying. Six to ten weeks before actually selecting a product, online shoppers start entering generic terms. As the weeks go by, they hone in on specific brand names and brand items until they find exactly what they are looking for. Similar behaviors are shown in the three other sectors studied.

Immediate ROI is a poor way to gage success.

Much like television advertising, sales on search engines stem from effectively branding a product and putting that brand in front of consumers time and time again. According to the study, "...most buyers complete their in-market search engine research two or more weeks before the make a purchase online." The correct way to measure the success of an optimization campaign is heavily debated in the Search Engine Marketing community and centers around Return on Investment (ROI) vs. Top10 Placement. Many SEOs believe that the achievement of Top10 placements should be the reportable goal while others believe that ROI is the only relevant outcome. According to the results of the study, both are important with ROI (as assumed by clicks) directly related to consistent Top10 placements throughout the research/buying cycle.

Brand it and they will come.

Ultimately, search engine users are looking to make the smartest, most cost-effective purchase possible. The study proves what most SEOs have known for years, search users are increasingly savvy consumers. With a world wide web of information in front of them, search users are instantly accessing the information they feel the need to know before buying. While researching, they are going to come across several brand names, some more than others. The search world shares the rule of branding with other forms of traditional media. Regardless of how a search engine user sees your product name, the more often they see it, the better chance they will at least look at your products. As with the various traditional marketing vehicles, placement plays a large role in consumer confidence and loyalty. A product or brand reference that consistently appears in the Top10 organic results with corresponding PPC results and advertising on other relevant websites tends to sell best.

Perhaps the most interesting development in the world of search this week is a sense of a newly minted pattern developing in SEO/SEM techniques. The DoubleClick - comScore study is one of a growing number of papers showing the high value of organic results as part of an overall search marketing strategy. Today's search environment offers advertisers more options than any other medium that has ever existed. The success of a search marketing campaign is greatly enhanced with organic search engine placement but the end result comes down to how advertisers and their search marketers uses the increasing number of tools at their disposal.

by Jim Hedger, News Editor
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Major Player Updates: Google Update, Ask Jeeves and Yahoo Live TV

Google Update

Google UpdateGoogle is conducting a house cleaning stemming from what appears to be an algorithm update. Several SEOs have noted the typical precursors of change including a decrease in counted back-links and minor fluctuations in page-rank values. For the past few days, Google's results have been bouncing, with placements moving up and down frequently. For a short period last Friday, Google was displaying site descriptions drawn from the Open Directory Project. Last week, just after we began to note these indicators several sites in the SEO sector started losing their placements.

The StepForth domain is doing quite well remaining in the Top10 for our targets across all major search engines. Our continued high placements, when considered against those of some of our competitors show many of the critical items that bring success when chasing highly competitive keyword phrases.

Content continues to be king. We create virtually all our own content. The wording of our site content, including those of our sub-domain sites (news, blog, consultancy, etc...) is written with our target keyword phrases in mind. While the INDEX page only changes two or three times a year, the internal structure grows bigger every day. Google really appreciates topically relevant content and is known to revisit sites when content changes. Blogs are good tools to help your site bulk up topical content. While they don't have to rank themselves, they easily expand the amount of content offered at the domain.

The next major difference seen between SEO sites that continued to rank well and SEO sites that recently lost placements is topically conservative linking strategies. Sites that continue to rank well tend to only seek incoming links from highly relevant sources. SEO sites that have spread their URLs widely across forums, blogs and client-site networks seem to have lost positioning.

SEOs have been cautious about site-wide links for at least six months which has lead to a decline in link-selling schemes. That caution has paid off for those who avoided the temptation to place site-wide links in as many places as possible. Google does recognize the line between all-in links strategies and "valid" text-link advertising.

Lastly, we continue to note the high value of anchor text (text used to phrase a link). A tight focus on our target keyword phrases when links are directed to a page in the StepForth domain helps support strong rankings under those phrases.

With an update obviously underway, webmasters are advised to check the keyword phrases used on their sites, make certain SEO basics are covered and continue to cultivate topical links from relevant sites.


Ask JeevesAsk Jeeves Working Overtime

In a universe dominated by Google, Yahoo and MSN, Ask Jeeves doesn't find the spotlight often enough. That sad fact might soon change as Ask Jeeves has taken two major initiatives, one on the tech front, another on the PR front.

First the fun stuff. Ask Jeeves is going on an advertising binge. They have posted a preview of six 30-second spots on their blog.

Next, the technical stuff. Ask has a great search engine, smart management and a very dedicated staff. They have all the elements for success except the environment in which they work is dominated by the three giants. Ask has spent the past few months acquiring similar tools and technologies to those offered by their larger competitors. Boasting new blog creation software, a well thought-out contextual advertising program and talks with other technology creators in the works, Ask Jeeves is doing its best to brand itself as a credible alternative search engine. Now it looks like they are ready to take a lead with talk of an AskJeeves branded Browser in partnership with Firefox creators Mozilla.org.

A recent posting to the Ask Jeeves Blog by Tech VP Tuoc Luong, details a visit he and Ask CEO Jim Lanzone paid Mozilla two weeks ago. Luong ends his post with this spirited declaration: "Lots of exciting possibilities to help take back the Web..."

The future of the industry is a mystery but with all great mysteries, it looks like the butler is going to continue to play a major role as this story evolves.


Yahoo!Yahoo to Begin Streaming Live TV

And so it begins. A partnership between search giant Yahoo and entertainment giant Showtime brings us the streaming of Kristie Alley's new comedy vehicle "Fat Actress". The web-cast begins March 7th, at the same time the show debuts on the Showtime network. Access to the debut episode will be open on Yahoo TV until March 12th.

by Jim Hedger, News Editor
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StepForth Client Spotlight: Hole in One Insurance

US Hole in One InsuranceThe hole in one insurance package is popular amongst tournament sponsors and outing directors across the country.

Located in the heart of Philadelphia's historic Main Line, US Hole In One is a leading provider of hole in one insurance for golf outings and tournaments. US Hole In One is a member of the Foresite Sports family of companies along with Media Promotion Solutions, a leading provider of promotional products and contest prize coverage for other sporting events.

"We'll secure the insurance that day at a price that won't break your budget!"

The Net Reality: The Passing of Hockey and The Death of Frank

Today we have some good news and some bad news.

First the bad news. Though we understand the vast majority of readers (and an increasing number of Canadians) couldn't care less, we are saddened by the death of a 2005 NHL hockey season. Fortunately the crew at G4Sport and EA Games are continuing the virtual season. At mid point in what should be an exciting season, the Philadelphia Flyers lead the East with the LA Kings leading the West. Toronto fans continue to face disappointment with the virtual Leafs lagging in seventh place behind Tampa Bay.

Now the Good News. Frank is Dead but David Lives On!

Ten year old David Dingman-Grover was diagnosed with a brain tumor the size of a grapefruit when he was seven years old. He nicknamed the tumor "Frank", short for Frankenstein, which frightened David until he dressed up as the monster for Halloween. The operation to save his life was projected to cost over $100,000, a fee which was waived by surgeons and hospital administrators. David's mother brought her family's plight to Ebay last year, prompting tens of thousands of kind Ebay users to donate to David's medical fees. The family has donated monies received over Ebay to other children suffering pediatric cancers. When asked why surgical fees were waived, the doctor showed a pebble given to him by David before the operation. Inscribed on it was the word "courage".

by Jim Hedger, News Editor



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