(end) users who offer value to the business” In reality, usually a mixture of factors combined into 1 Value Proposition e.g. Prices & Offers Shopping Experience Brand Value & Affinity Free Coffee Location
often Turn them into customers What’s a Good Strategy? “The competitive advantage(s) adds value for (end) users who offer value to the business” Make them spend more Do something else of value
as: Increase profit Increase sales What’s a Good Strategy? “The competitive advantage(s) adds value for (end) users who offer value to the business” Increase shareholder dividends Increase company/ share value Grow Market Share
value to the business” Is achievable: With available resource / effort Long Term - sustainable For min. /available) budget Within other constraints, e.g. legal, political, ethical, Within a short enough time What’s a Good Strategy?
• C-Suite, Directors, Dept Head(s) • CMO, Head of Marketing, Head of Digital etc. • People doing the work – SEOs, Copywriters, Content, Website Managers, (maybe Devs) • Who signs the cheques? • Gatekeepers (Client Contact?) • Primary • CEO, MD • C-Suite, Directors, Dept Head(s) • CMO, Head of Marketing, Head of Digital etc. • People doing the work – SEOs, Copywriters, Content, Website Managers, (maybe Devs) • Who signs the cheques? • Gatekeepers (Client Contact?)
An (as) Real life (as possible) relationship • Ask (intelligent) questions • Discuss different answers • To know their drivers Possible Drivers: • Recognition • Pay Rise • Promotion • Efficiency • Knowledge • Experience • A Change • Changing Job • Less Work • An Easy Life Can you: • Make them look good? • Make your requests simple? • Make their lives easier? • Predict their objections? • Minimise risk & uncertainty? Building the Right Relationships?
An (as) Real life (as possible) relationship • Ask (intelligent) questions • Discuss different answers • To know their drivers Possible Drivers: •Recognition •Pay Rise •Promotion •Efficiency •Knowledge •Experience •A Change •Changing Job •Less Work •An Easy Life Building the Right Relationships?
An (as) Real life (as possible) relationship • Ask (intelligent) questions • Discuss different answers • To know their drivers Building the Right Relationships? Can you: •Make them look good? •Make your requests simple? •Make their lives easier? •Predict their objections? •Minimise risk & uncertainty?
•Information & Data sharing •Fair attribution model Total Search Convs. Total Search Assists Total Search First Click Convs./Assists Total Search Last Click Convs./Assists Total Search Any Click Convs./Assists
fit for purpose? • Is the team fit for purpose? • Is the site fit for purpose (technically)? • Is the site fit for purpose (landing page availability)? • Is the site fit for purpose (content quality, topical relevance, E-E-A-T)? • Is the site fit for purpose (UX, Landing Page Experience User Journey)?
Content Live Product Pages Optimised 2nd Batch Content Live Conversions +50% KPIs Agreed Investment Made Dev Work Stalls Technical Fixes Patience Runs Out
SPLP SPLP PLP3 SPLP SPLP PLP4 SPLP SPLP PLP5 SPLP SPLP About •Consider ‘visible’ impact on site e.g. •More categories •Improve experience for all channels
Content & SEO Tools Dev Time Start To Finish Content / Copy Writers SEO Team / Your Time What resources do you have? Time=Money •How to Secure More Resources: Build a business case Prioritize effectively Understand stakeholder needs
•Will they use AIOs? Featured Snippets? •Are they time poor? Risk Averse? •Consider by Cohort, Demographic Older, Personal Use, Younger, Desktop Users, Mobile Users, Low Internet Penetration Market For Work, High Internet Penetration Market Confidence Using Search Features & Complex Queries High High Low Low Time Available to Find a Solution & Search • Do they use search? • Will they use AIOs? Featured Snippets? • Are they time poor? Risk Averse?
Intent Category Page Types Common Actions Features to boost Engagement Keyword Examples Transactional Range Info / Product Selection Product Category Page Browse •Specific categories for each search term with sufficient volume Which [product/service type] Compare •Relevant Imagery [Products/Services] for Select •Filters / Facets Best [product/service] for [customer type] Business Type Home Page / Service Page Find Local Expert • Organisation Schema and Reviews [Business type] Services Read Business Reviews • Clear contact Information [Product/Service Type] Providers Get in Touch / Sales Call • Chat function or appointment booker [Business Type] Near Me Product Info / Features Product Detail Page Compare to requirement •Benefits bullet point Can I use [product/service] for [task] Read Reviews •Returns policy [Product/service] reviews Check Features •Reviews Does [product/service] have [feature] Price / Value / Promotions Product Detail Page Check Affordability •Pricing [Product/service type] offers / Offers Category Value for Money •Special Offers / Codes [store] voucher codes Price Compaison •Money Back / Price Match Cheapest store for [product/service] Immediate Purchase Product Detail Page Add to Cart •Click to Buy / Call to Action Buy [product/service] Buy •Stock / availability information [Product/service] next day delivery Book Sales Call •Delivery information / time [Service] sign up Informational Specific Question Article / Article Section Improve Knowledge •Question in heading How old is [actor]? Definitive Answer •Concise (Voice friendly) Answer Is a US or imperial gallon bigger? Choose Action •Jump to Coding Which year was the Suez crisis? Topic Research Article Section / Article / 101 style guide Improve Knowledge • FAQ sections Fall 2024 trends Become Expert • Long Form Content Beginners guide to decolage Follow Trends • Read More /Related Posts Italian rennaisance Problem Solving Article / How To Post Find Solution •Images or Videos per step How to get to Statue of Liberty? Plan Task •List of steps How to make a baked alaska? Consider Options •Time estimate / materials needed Why is my internet so slow? Navigational Homepage / About Us etc. Find Site •Unique Selling Points Amazon UK Find Specific Page •Social responsibility credentials Bank of America contact details Continue Journey •Lifestyle / brand imagery eBay watchlist Entertainment Content Category / Watch •Reflect brand / lifestyle Where can I watch Dune II Entertain Internet Marketing podcast Videos / Interactive Listen •Shareability Cute cat photos
Intent Category Page Types Transactional Range Info / Product Selection Product Category Page Business Type Home Page / Service Page Product Info / Features Product Detail Page Price / Value / Promotions Product Detail Page / Offers Category Immediate Purchase Product Detail Page
Intent Category Page Types Informational Specific Question Article / Article Section Topic Research Article Section / Article / 101 style guide Problem Solving Article / How To Post Navigational Homepage / About Us etc. Entertainment Content Category / Videos / Interactive
services within your category Other websites competing for the same terms Brands with similar positioning in other verticals Brands in other countries Furniture
Profile Unnatural Topically Unfocused Quantity over Quantity No Link Profile Missed Opportunities Focused on only High Search Volume Use of Experts Current / Recent Trends Upper Funnel Mid Funnel Post Purchase (Loyalty Driving) Poor Content / Landing Pages Topically Unfocused Content doesn’t match Intent (partial or fully) Out of date content Focus on 1 page type Poor Onward User Journey / Navigation ^ Clearly
High Search Volume Use of Experts Current / Recent Trends Upper Funnel Mid Funnel Post Purchase (Loyalty Driving) Poor Land Topica Conten Intent ( Out of Focus Poor Onw N ^ Clearly
Topically Unfocused Content doesn’t match Intent (partial or fully) Out of date content Focus on 1 page type Poor Onward User Journey / Navigation ^ Clearly
Trend & Evergreen Linkworthy Hero Content & Supporting Content Onward User Journey / Navigation Multimedia, FAQs, How Tos, Demos, AIOs, Featured Snippets What are Competitors (etc.) doing Well? Other Channels Good use of PR / Digital PR Social supporting & Surfacing Content Organic & Paid working in Harmony ATL, Social etc. that directly drives Brand Search Site Design Accessible Site Professional Looking Easy to use navigation (Humans & Bots) Crawlable, Indexable Pages Fast, Responsive Market/ Language Specific Sites (inc. HREFLANG) ^ Clearly
Professional Looking Easy to use navigation (Humans & Bots) Crawlable, Indexable Pages Fast, Responsive Market/ Language Specific Sites (inc. HREFLANG) Page Good Mix of Linkwo Sup Onw Multime AIOs, ^ Clearly
of Content Match Intent Mix of Trend & Evergreen Linkworthy Hero & Supporting Content Onward User Journey / Navigation Multimedia, FAQs, How Tos, Demos, AIOs, Featured Snippets ^ Clearly
How Tos, nippets What are Competitors (etc.) doing Well? Other Channels Good use of PR / Digital PR Social supporting & Surfacing Content Organic & Paid working in Harmony ATL, Social etc. that directly drives Brand Search ^ Clearly
50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 • They have a head start • May have higher budget • Users won’t shift for same • Need a significant competitive advantage
50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 • They have a head start • May have higher budget • Users won’t shift for same • Need a significant competitive advantage
50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 • They have a head start • May have higher budget • Users won’t shift for same • Need a significant competitive advantage
aware of brands and products in the market or a need requiring a solution 1 A customer becomes aware of a need (or desire) for a product / service. Triggers can come from TV ad, word of mouth, news article, urgent issues etc. 2 Customers may have an initial set of brands or products/services they are aware of. 3 As they research, consumers may consider brands outside of their initial set. Brands can ‘enter’ the process and/or put themselves ahead of rivals. 4 Ultimately, the consumer selects a single choice at the moment of decision 5 The purchase is made and the experience impacts the consumer’s view of the brand. 6 A consumer’s experience is made up of the product or service itself as well as customer service and support. 7 The consumer has a further trigger to buy again, such as a product running out, subscription ending or a product or service being not fit for purpose. 8 The loyalty loop, or disloyalty loop, could see the consumer going straight to repurchase, or to start with a new consideration set and / or active evaluation depending on experience. 0. Unconscious Evaluation 2. Initial Consideration Set 3. Active Evaluation 4. Moment of Decision 5. Purchase 6. Post Purchase Experience 7. Repurchase-Trigger 1. Initial Trigger 8. Loyalty Loop
UK In Market Topic Research UK No Budget Unclear UK Unclear Research UK Business Owner Buying USA In Market Transactional UK ‘Cheap’ search term Existing Customer UK Support
In Market Topic Research UK No Budget Unclear UK Unclear Research UK Business Owner Buying USA In Market Transactional UK ‘Cheap’ search term Existing Customer UK Support