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@marketingmojo | marketing-mojo.com
THE BUSINESS AND
MANAGEMENT OF
SEO AND
DIGITAL ADVERTISING
Janet Driscoll Miller
President and CEO
Marketing Mojo
@marketingmojo | marketing-mojo.com
ABOUT ME
• Graduate of JMU
• Founded Marketing Mojo in 2005
• Expert in SEO, digital advertising, content marketing, analytics
• Speaker and writer
@marketingmojo | marketing-mojo.com
ABOUT MARKETING MOJO
• Originally founded as Search Mojo
• Demand generation marketing firm founded in 2005
› Search engine optimization (SEO)
› Digital advertising management
» Pay-per-click advertising management (PPC)
» Social media advertising
› Content marketing
› Marketing automation
› Analytics consulting
• Headquartered in Charlottesville, VA
› Office in Charleston, SC
• Featured in the Washington Post, B2B Magazine,
MarketingSherpa, Visibility Magazine and many blogs
• Speakers at SMX Advanced, MarketingProfs, PubCon and more
(UVA, JMU, Penn State too!)
@marketingmojo | marketing-mojo.com
OUR CLIENTS
@marketingmojo | marketing-mojo.com
Each platform has its unique strengths and purpose.
@marketingmojo | marketing-mojo.com
SEARCH ENGINE
MARKETING
@marketingmojo | marketing-mojo.com
WHAT IS SEARCH ENGINE MARKETING
(SEM)?• Search Engine Optimization (SEO)
› Act of improving “natural” result rankings on search engines via tactics
that adjust elements that are important to search engine algorithms
• Paid Search Advertising
› Also known as “sponsored results”, advertising that appears to the
top, bottom, or side of search engine natural results
› Typically cost is generated on a “pay-per-click” model (often called
PPC), where advertiser pays for each click a searcher makes on an ad,
vs. the traditional online marketing method of “cost per impression”.
@marketingmojo | marketing-mojo.com
ANATOMY OF SEARCH RESULTSGOOGLE
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
WHY SEO?
@marketingmojo | marketing-mojo.com
IT’S HOW PEOPLE FIND SITES
@marketingmojo | marketing-mojo.com
STEP 1:
CRAWLING AND INDEXING
(READING)
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
STEP 2:
THE ALGORITHM
(RANKING)
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
DIGITAL ADVERTISING
@marketingmojo | marketing-mojo.com
SOCIAL IS NOT SEARCH
INTENT
(SEARCH
ENGINES)
IDENTITY
(SOCIAL
MEDIA)
@marketingmojo | marketing-mojo.com
THE INTENT CHALLENGE
• “Social Media Management Software”
› Enterprise level product:
12 months/$100,000 commitment
• But WHO searches using this term?
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
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@marketingmojo | marketing-mojo.com
WHY LINKEDIN FOR B2B? B2B REACH.
• World’s largest, most popular professional network
• Over 380M members worldwide
@marketingmojo | marketing-mojo.com
WHY LINKEDIN FOR B2B?
TARGETING OPTIONS.Demographic Targeting Options
Location Continent
Country
State
City
Companies Name
Industry
Company size
(also exclude current customers)
Job Title Title
Function
Seniority
School School Name
Field of Study Field of Study
Degree Degree
Skills Skill Name
Group Group Name
Gender Gender
Age Age
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
AD PLACEMENTS ON FACEBOOK
@marketingmojo | marketing-mojo.com
TARGETING BY OBJECTIVE
@marketingmojo | marketing-mojo.com
FACEBOOK TARGETING OPTIONS
Demographic Targeting Options
Location Continent
Country
State
City
Companies Employer Name
Industries
Office Type (ex: home office)
(also exclude current customers)
Job Title Title
School School Name
Field of Study Field of Study
Education Level Degree
Currently in School
App Users Current app users
App not currently installed
Gender Gender
Age Age
@marketingmojo | marketing-mojo.com
HOW TARGETED CAN YOU BE
WITH FACEBOOK MOBILE?
@marketingmojo | marketing-mojo.com
ANALYTICS
@marketingmojo | marketing-mojo.com
Analytics tells your story. It tells you what is working and, just as importantly, what is not.
@marketingmojo | marketing-mojo.com
TAGGING IS PARAMOUNT
• Google Analytics URL Builder
› https://support.google.com/analytics/answer/103
3867?hl=en
• Assign source, medium, campaign, etc. and pass that data to Google Analytics
@marketingmojo | marketing-mojo.com
BUSINESS
MANAGEMENT
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
MANAGING
EXPECTATIONS
@marketingmojo | marketing-mojo.com
CORRELATION ≠ CAUSATION
@marketingmojo | marketing-mojo.com
CORRELATION ≠ CAUSATION
@marketingmojo | marketing-mojo.com
CORRELATION ≠ CAUSATION
@marketingmojo | marketing-mojo.com
CONTRACTS
@marketingmojo | marketing-mojo.com
CONTRACTS
• Think of contracts as simply documenting a mutual agreement
• Critical for protection
@marketingmojo | marketing-mojo.com
HOW WILL YOUR CONTRACTS BE
STRUCTURED?
• Project-based
› Definite start and end
• Retainer-based
› Ongoing
› Predictable revenue
› Less selling
@marketingmojo | marketing-mojo.com
FINANCIAL BREAKDOWN 2014
52%
48%
Revenue by Type
New
Renewal
@marketingmojo | marketing-mojo.com
PROJECT MANAGEMENT
@marketingmojo | marketing-mojo.com
Websites rarely launch on time. It’s a result of poor project management.
@marketingmojo | marketing-mojo.com
Businesses are created to make profit. Make sure each project is profitable.
@marketingmojo | marketing-mojo.com
Profitability can only be achieved if time/cost is tracked along with the project.
@marketingmojo | marketing-mojo.com
Being unprofitable on a project is the equivalent to paying the client for the privilege of working on the project.
@marketingmojo | marketing-mojo.com
Is your staff fully utilized?
@marketingmojo | marketing-mojo.com
BUDGETING
@marketingmojo | marketing-mojo.com
The most important thing in any business is cash flow.
@marketingmojo | marketing-mojo.com
Hire a finance manager.
@marketingmojo | marketing-mojo.com
No single client should make up more than 15% of your total annual revenue.
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
MANAGEMENT
@marketingmojo | marketing-mojo.com
TYPES OF MANAGEMENT IN A DIGITAL
AGENCY
1. Project management
2. Client management
3. People management
@marketingmojo | marketing-mojo.com
@marketingmojo | marketing-mojo.com
CONTACT INFO
JANET DRISCOLL MILLERPresident and CEO
Marketing Mojo
434.975.6656 x101
@janetdmiller +JanetDriscollMiller