Web Presence Optimization | B2B Marketing Blog

Best Web Presence Optimization Guides and Tips of 2010

January 19, 2011 by Tom Pick

Web presence optimization (WPO)—using tactics like SEO, PPC, online PR, social media, content marketing and reputation management in a coordinated fashion to maximize your online visibility and business results—is the core theme of this blog. It’s also frequently written about in popular blogs and online publications, though strangely almost no one uses the term. It’s almost like a big game of Taboo, Catch Phrase, Password, or even Red Green’s Possum Lodge Word Game; all of these writers are describing the concept of WPO, but are apparently forbidden by some cosmic rule book from using the actual phrase.

Or maybe it just hasn’t caught on. Yet. Whatever.

But fundamentally, 1) there are now far more online venues than just your website or blog where you and/or your company be found (social media pages and profiles, articles, videos, etc.), and 2) there are more ways for people to search than just Google and Yah-Bing (YouTube is now the second-largest search engine and Facebook SEO is its own emerging discipline). WPO is about capitalizing on these trends, so learn how to integrate your social media, search, SEM, content marketing and other interactive marketing and PR efforts to optimize your web presence here in some of the best articles and blog posts on (shhh! Don’t say those words!) of the past year.

Web Presence Optimization Tips and Tactics (Though They Don’t Call Them That)

4 tips for higher rankings through better links by iMedia Connection

Great content naturally attracts links, but Matt Malden points out ways to go beyond that by blogging, sending a regular email newsletter, using Twitter, social networks, YouTube and other sites to expand your online presence.

Social Media Affecting BtoB Buying Behavior by The Proactive Report

Sally Falkow reports research on new influences in the B2B buying process (e.g., 59% of b2b buyers engage online with peers who have addressed similar challenges; 48% follow industry conversations on the topic; and 37% have posed questions on social networking sites), then emphasizes that your “content must be visible as your prospective customer moves through all the possible sources of content” including social bookmarking sites, forums, blogs, your website and in the industry press.

How to use search to shield your brand from negativity by iMedia Connection

Eric Papczun delves into three key components of online reputation management: SEO (long-term promotion of content in search), paid search (SEM—addresses immediate needs), and social media (message distribution and brand engagement).

Don’t let your social media presence crush your brand’s future by iMedia Connection

Eric Papczun follows up on his post above with more guidance to help “dominate search engine results pages” including leveraging alternate domains, creating a corporate presence on social networking and content-sharing sites, and search-optimizing your press releases. He also lists several tools to help track and monitor your brand reputation online.

Why B2B Marketers Should Leverage Flickr by Search Engine Land

Andy Komack explains why business marketers should use Flickr, the social photo-sharing platform, what types of images to upload (e.g., product photos, diagrams, infographics, trade show pics etc.), and how to leverage Flickr through blogs, articles, Facebook and other tools.

Tools to Include in Your Social Media Marketing Strategy by CompuKol Connection

Michael Cohn supplies an excellent list of “useful and effective tools that will help you create a buzz for your business,” from social networks and photo-sharing sites to wikis and review sites.

Social referrals: How to attract this vital currency by iMedia Connection

Noting that, for an increasing number of websites, “referral traffic is as significant from social networks as it is from search engines, making social the next search,” Liza Hausman details three components of what she terms “an effective on-site social optimization strategy:” social connectivity, the connected experience (e.g., making it as simply as possible for visitors to share your site content across multiple social networks), and social analytics.

The best 159 social websites by Populair

Social media profiles and content promotion are key elements of WPO, and here is an excellent list of social sites across various categories including social networks, answers and knowledge, social travel, local social, social phone apps, business social, events and more.

Social Media and Search

Social Media and Search Optimization Integration by SEO Wizardry

Frequent best-of contributor Pete Hollier details the social media optimization (SMO) process, explains how a corporate website and blog integrate with social bookmarking and social networking, and shows how SMO and SEO efforts support each other.

Titles, Tags & Tweets: the Role of Search in Social Media Marketing by PR-Squared

Todd Defren emphasizes quite properly that when it comes to titles, headings and tags for blog posts or other social media content, descriptive words (i.e., what your audience is likely to be searching for) are far better than “clever” titles. He also advises, “many brands will supplement their blogging with Blogger Relations, YouTube videos, Twitter, Facebook, etc…the content created for one outlet, e.g., a YouTube video, ought to be promoted across any other frequently-used channels. Tweet about the video. Post it to the Facebook Wall. When appropriate, let key bloggers know about it.” Hmm, sounds a lot like WPO.

How search can boost your social media campaigns by iMedia Connection

Vanessa Newkirk shows how insights gained about your prospective customers and the search keywords they use from social media, SEO and SEM efforts can be applied across all of these online marketing activities to make each one more effective.

B2Bs Tap Social to Boost Search by eMarketer

In a recent survey, 44% of B2B marketers said that their social media activities have had a positive effect on search performance for their websites (a figure that is likely much higher in reality, as another 27% respondents admitted they “don’t know” what effect social has on their search results). This makes sense, as SEO success is driven by links, and social media sites can be a rich source of relevant links. The top two goals B2B marketers identified for social media are building brand awareness and increasing website traffic.

How to adapt to the evolving search landscape by iMedia Connection

Jonathan Shapiro shares some thoughtful, strategic insights on how search is evolving, how social media impacts search, how social+SEO+PPC efforts can work in tandem, and how to utilize off-site content, (e.g., YouTube) to enhance your brand presence online.

Why Social Media Is Top Priority for Search Marketers by eMarketer

“Is 2011 set to be the ‘year of Facebook,’ even among search marketers?” That’s the opening question here, and recent research indicates the answer is a clear “yes.” SEO and social media program integration is the top organic search priority, while social media advertising is the paid search priority; at 46%, it’s ranked well ahead of tactics like local search advertising (18%) and mobile search ads (11%).

Online Reputation Management

20 Common LinkedIn Mistakes Online Job Seekers Make by New Grad Life

Though aimed at job seekers, this post provides an excellent checklist for anyone on LinkedIn to review. Among the common mistakes to avoid: not creating a personalized public profile URL, not making your headline (and profile summary, and specialties) searchable by including key search words, not proofreading your profile for typos and grammatical errors (ouch!), not personalizing your invitation-to-connect messages, and more.

5 Ways to Weave LinkedIn Into Your Marketing Mix by TopRank Online Marketing Blog

Noting that LinkedIn has more than 60 million members, including executives from all of the Fortune 500 companies, Michelle Bowles presents five excellent techniques for optimizing your personal marketing through LinkedIn, such as optimizing your profile, leveraging third-party apps such as Slideshare, and promoting your LinkedIn profile through other channels (your blog, email signature and business cards, for example).

Google on Manipulating Search for ORM by Outspoken Media
***** 5 Stars
It can happen—negative commentary about you or your company gets posted online. Maybe it’s valid (e.g. an instance of less-than-optimal product or service delivery; no organization or person is perfect) or maybe not (e.g. a disgruntled ex-employee seeks online revenge), but either way, it’s potentially damaging, particularly if it appears prominently in search results. Rhea Drysdale walks through several steps you can take to push the bad stuff off the front page of Google by creating and promoting positive content—profiles, blog posts, news, favorable reviews, and other items.

Looking Back at 100: Top 10 Posts on the Webbiquity Blog (So Far)

July 6, 2010 by Tom Pick

Hard to believe that this blog, officially launched just a few months ago, has already surpassed 100 posts. But here we are! Thank you for reading, and without further ado, below are the 10 most-viewed posts on this blog to date. Some of the entries are surprising, but life can be like that. These are the posts that readers have “voted” as the best by their traffic so far.

10. How to Write an Ad Agency RFP

This one surprised me. Small companies don’t bother with agency RFPs (nor should they) and even mid-sized companies use them less today than in the past. But if your company wants to use an RFP process to help in selecting a marketing agency, this post will help you craft one that meets your needs without driving the responding agencies crazy.

9. Social Media is Simpler Than You Think

A post that explains why “social media marketing is simpler than you’ve probably been led to believe. At its core, social media is not about doing new things, but about doing things you’ve always done as a business person differently.”

8. (Almost) 100 (of the) Best Social Media Marketing Blog Posts and Articles of 2009

A bookmarkable collection of some of the best thinking about social media last year, grouped into specific topic areas such as “Social Media Measurement and ROI,” “Social Media Statistics and Research” and “Social Media Marketing Strategy, Tactics and Best Practices.”

7. What is Webbiquity? How to Be Everywhere Online

The inaugural post on Webbiquity explains the concept of web presence optimization—how websites, blogs, SEM, SEO, interactive PR, content marketing, social networking, reputation management and social media can work together to make a company or individual omnipresent online for their targeted description or value statement.

6. How to Write an Effective Business Blog

A Blogging 101 type article for anyone who wants to get started blogging on the right foot, and avoid the missteps and false starts common in the blogosphere.

5. Five Big Shifts in Social Media Marketing

How social media is a reflection of and response to broader shifts in the market and culture that make it increasingly difficult (and irrelevant) to try to buy attention, but critical to earn it. For example, brands no longer control their messages—their customers do. But social media provides marketers with the tools to monitor, participate in and help shape the conversations.

4. The One Effective Use of Facebook for B2B Marketing

Given the dominance of Facebook on the social media landscape, it’s not surprising that this most is among the four most-read pieces on this blog. It’s a bit surprising however that it didn’t stir up more controversy; maybe I’m right about this?

3. Best Social Media Stats and Market Research of 2009

It’s heartening to know that as a data junky, I’m not alone. Wondering how the demographics of Twitter, LinkedIn and Facebook users compare? Which social networking site 80% of companies plan to use a primary recruiting tool this year? What percentage of consumers and b2b buyers read blogs? You’ll find those answers and more here.

2. How to Choose a Marketing Agency (Ad Agency)

I’m really surprised by this one. As with the how-to-write-an-RFP post noted earlier, this outlines a solid, traditional process for mid-sized companies but overkill for small firms.

Drumroll please…#1 with nearly 3X as many visits as #10 above is…

1. 11 Myths of Social Media Marketing

Social media is only for the young, it’s free, we can hire an intern to do it, and eight other myths destroyed. Well, at least some were destroyed; others sparked disagreement in the comments.

Now on the next 100 posts!

How Social Media Changed the Sales Cycle into the Buying Cycle

January 15, 2010 by Tom Pick

Back in prehistoric times (before the Internet, that is), b2b buyers learned about products and services by reading (print) magazines and (printed) analyst reports. Once they developed a short list of vendors for consideration, they contacted the companies (using phones, which were connected via wires) and the companies sent them (printed) sales collateral by mail (postal, that is). Then sales people would contact the prospects and use a “consultative” sales process. Buyers would tell each sales rep all about their company, industry and problems, and each sales rep in turn would then explain why his or her product/service was absolutely the best fit to meet the buyer’s needs. Marketers spent a lot of time creating attractive sales collateral materials–brochures, specification sheets and the like–and getting these printed on nice, glossy paper. Store rooms and offices were full of these glorious materials.

Then the Internet came along, and despite pronouncements that it would “change everything,” it really didn’t for the first several years. Sure, it was a leap forward in distribution technology: websites replaced printed magazines and reports, email replaced postal mail and faxes, phones lost their wires, and online conferencing reduced, somewhat, the need for travel. But processes didn’t really change much; marketers still spent a lot of time producing brochures and spec sheets, only now there were more often delivered in PDF form than printed. The sales process benefited from electronic communications, but remained largely the same. Detailed information about vendors and their offerings was still limited, enabling marketing and sales to act as gatekeepers of information. Even in the late 1990’s, sales people were still trained on how to control and manage the sales process.

Things began to change when blogging became popular about seven years ago. Established voices (journalists and analysts) had a new channel for expression. Customers, competitors, and other people with expertise in a given area even if they “had no dog in the fight” became new information sources for prospective buyers. Blogs were different from other forms of communication: less formal, more matter-of-fact, (sometimes) unbiased, and most importantly, they provided the opportunity for feedback. Readers could respond to and extend the conversation through comments. Marketing and sales were still largely in control, but buyers were entering sales cycles with more and better information.

But it’s been the explosion of social media and user-generated content over the past three years that has really changed the sales process. Prospects can ask questions, within or beyond their social networks. Anyone can answer; not just the traditional “experts,” but anyone inside or outside of a vendor organization, including customers. Journalists, analysts and other industry influencers have new channels for communication. Employees who in the past were far removed from customers, or at least certainly from prospects, can join online conversations. Customers can say pretty much the same things they’ve always said, only now instead of talking to only a few close colleagues and peers, their words can reach thousands or tens of thousands of social media readers and participants.

The result is that prospects can learn far more about an offering before ever contacting the vendor. Marketing has more involvement before the sale; marketers can’t control the conversations, but they need to monitor them and participate. By the time a prospective buyer contacts a vendor, they are closer to a decision and their information needs reduced to a small number of very specific questions (almost always including price). And they no longer have time for that “consultative sale;’ just as they are coming to the sales conversation armed with a tremendous amount of information about the vendor and it’s offerings, they expect the sales person to know about their company, needs and industry trends as well. No wonder sales groups are among the heaviest corporate users of social media. Tools like LinkedIn, Twitter and blogs not only enable sales pros to learn more about their prospects before the sale, they also raise the expectation that sales people will do so.

This is not necessarily bad news for sales. Social media has the potential to lengthen marketing cycles but shorten sales cycles, and by enabling both sides to begin the process knowing more about each other, to allow for higher-value conversations.

All of this is one reason webbiquity, or web presence optimization (WPO) is so important. Prospects are going to be checking you out online, well beyond your website, long before they have “raised their hands” and made themselves known to you. What will they find?

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What is Webbiquity? How to Be Everywhere Online

January 12, 2010 by Tom Pick

Welcome to Webbiquity! What exactly is that? Briefly, Webbiquity, or web presence optimization (WPO for those who prefer TLA’s), is the fusion of SEO, social media, interactive PR, online reputation management and other disciplines to make an individual or organization ubiquitous on the web for their name/brand and unique descriptive phrase. If SEO is about getting your website onto page one of Google, WPO is about owning that page.

For example, Jill Konrath is webbiqitous for the phrase “selling to big companies,” holding all 10 spots on the front page of Google for that phrase. The results include her website, blog, a link to her book of that title on Amazon, and articles she’s written. Ardath Albee is almost as dominant for her unique phrase, “marketing interactions,” placing in 7 of the top 12 spots on Google, including the top four. And if you Google “sales management thought leader” in quotes, six of the top ten spots belong to the same sales leadership guru. Interestingly, a Google search for “world’s largest online bookstore” doesn’t display the most obvious result anywhere on page one. Maybe a company with $20 billion in sales and a $600 million annual marketing budget doesn’t need webbiquity, but smaller enterprises without Super Bowl-size advertising budgets can certainly benefit from it.

From a historical perspective, the web a decade ago (or even a bit less) was still primarily a broadcast medium with limited inactivity. Although in theory anyone could own a website even then, the web presence of most commercial organizations was limited to their own websites and whatever had been written about them by professional publishers and analysts, plus a few directory listings. The last few years have, of course, seen the emergence of social media and an explosion of user-generated content. A company’s website is now only one of myriad places where customers, buyers and other interested parties can find information about it.

This new environment has created the conditions for web presence optimization: using all of the tools now available to make a company as “findable” as possible not only for branded searches but also for key phrases that uniquely describe the enterprise and its offerings. Using these tools properly means not only dominating search, but also presenting a clear and consistent message across channels, wherever buyers or industry influencers may find you.

Specifically, web presence optimization is about achieving webbiquity using the tools show in this diagram, including social networking, social bookmarking, blogging, interactive PR, video and content marketing to disseminate the company’s message as broadly as possible. Just as importantly, companies need to maximize the search value of these different tools and platforms by taking advantage of the linking and cross-linking opportunities they provide.

So, for example, social media releases–part of interactive PR efforts–point readers to company microsites and its media sharing (images, video, presentations etc.). Media sharing accounts are connected to Twitter, which is also used to promote content marketing. Reputation management sites point the organization’s Twitter account as well as social networking profiles. And everything links back the enterprise’s website and blog.

The end result is that when customers, prospects and influencers (bloggers, journalists, analysts etc.) are looking for information on your industry, they find you everywhere. Your story and messages are bolstered by your webbiquity. You have the opportunity to become a valued resource in your industry. Further, the interactions you have with these various constituencies across social networking and other media platforms demonstrate that your people aren’t just smart, they are also helpful and responsive.

This is obviously a high-level view of the elements of webbiquity. Future posts here will delve more deeply into the tools and tactics that can help you and your company “be everywhere online” for your brand and industry discussions.

The 6 C’s of an Effective Social Media Profile

December 1, 2009 by Tom Pick

A key component of web presence optimization, or webbiquity, is writing and posting an effective online profile. This is equally true for consultants, individual proprietors any executive or public-facing employee in a company. Your profile is not only a key tool in selling you services or organization, but also a gateway to additional information about your expertise or products. It should be a little bit about you and a lot about your, or your firm’s, unique value proposition.

An effective online profile has six critical characteristics:

Current: The information you share about yourself and/or your company should be revised regularly to keep it up to date. A profile that contains old or obsolete information is not only misleading, it just plain looks bad.

Complete: This doesn’t mean a profile needs to contain every detail of your life; most people probably don’t care where you went to junior high for example, and extraneous information only dilutes and unnecessarily lengthens a profile. It does mean, however, that an effective profile should contain all of the information your “customers,” whether they be buyers, investors, potential clients or hiring managers, donors, peers and others can find all of the essential and expected information about you there, including a photo, contact information and links to related resources.

Concise: This may seem to be the opposite of the previous point, but it’s not: again, your profile needn’t contain excessive detail, just the essential information you want people to know. It should include your or your company’s unique value proposition, for example, but doesn’t need to include every proof point for every product or service value statement. You may want to include some client success examples, but don’t need to post a complete client list. And you may want to share some background about your organization, but don’t need to include a detailed company history. Basically, people are busy—tell `em everything they need to know, but no more than that.

Competent: An effective online profile should be crafted as carefully as a resume (which effectively, it often is). Be careful to avoid typos and misspellings, use complete sentences, proper grammar, and appropriate vocabulary. Mistakes will reflect poorly on you and your company. A poorly crafted profile may be viewed as a sign of sloppy workmanship and lack of attention to detail.

Compelling: While a profile should of course be factual, it shouldn’t be a mere collection of facts. Why are you, your company, your products and/or services special? What unique benefits will someone gain from hiring you or buying your goods? An effective profile should make the reader want to learn more or take some other action.

Connected: Take advantage of the opportunity in your online profile to link to additional resources—your blog, YouTube channel, website, Twitter account, even other online profiles. This not only drives direct traffic to those venues but also provides SEO benefit.

A carefully crafted online profile extends your presence on the web and communicates the qualities you want readers to take away about you or your organization: professional, thorough, knowledgeable and helpful.

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