Search Engine Marketing, Inc.: Driving Search Traffic to Your Company's Website VitalSource eText (3e) : 9780133039214

Search Engine Marketing, Inc.: Driving Search Traffic to Your Company's Website VitalSource eText (3e)

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About the book

This book shows how to holistically integrate organic search, paid search, and social media, so they all deliver far greater business value. The reader will learn how today’s search engines and search marketing programs work — and above all, how searchers — potential customers — work. Moran and Hunt guide students through every step of planning a search marketing program. They cover choosing target market segments, getting the website “found,” optimizing content, proving content’s quality, and much more.

Table of contents
Preface xvii
Acknowledgements xx
About the Authors xxiv
Part I: Understand Search Marketing
Chapter 1 How Search Marketing Works 3
Why Search Marketing Is Important 4
Searchers Are Highly Qualified Prospects 4
Search Marketing Is Cost-Effective 5
Search Marketing Is Big Business 6
Why Search Marketing Is Difficult 6
You Need Flexibility 6
You Need Coordination 7
You Need Name Recognition 7
You Need Resources 8
You Have Lots of Competition 9
What Search Marketing Is 10
How to Get Started in Search Marketing 18
Getting Started with Organic Search 18
Getting Started with Paid Search 23
The Steps to Search Success 29
Chapter 2 How Searchers Work 31
Visitor Behavior 32
Buyer Behavior 33
Other Visitor Behavior 34
The Searcher’s Intent 34
Navigational Searchers 35
Informational Searchers 38
Transactional Searchers 39
The Searcher’s Device 41
The Searcher’s Typing 42
The Searcher’s Click 44
How Searchers Look at Results 45
Why Searchers Click Where They Do 46
When Searchers Don’t Click Results 46
The Searcher’s Follow-Through 48
Customer Behavior and the Buyer’s Journey 49
Search Marketing and the Buyer’s Journey 51
How to Work the Searcher 54
Don’t Pick Keywords That Are “Too Hot” 54
Don’t Pick Keywords That Are “Too Cold” 57
Pick Keywords That Are “Just Right” 59
Chapter 3 How Search Works 61
How Search Engines Work 61
Analyzing the Search Keyword 62
Choosing Matches to the Keyword 66
Ranking the Matches 70
Displaying Search Results 81
Finding Content for the Organic Index 82
Analyzing the Content 85
Spotting Words You Don’t Normally See 86
Building the Organic Index 88
How to Work the Search Engines 89
Your Organic Search Writing Philosophy 89
Your Paid Search Bidding Philosophy 92
Your Content Quality Philosophy 98
Part II: Plan Your Search Marketing Program
Chapter 4 Unlock the Business Value of Search 105
Identify Your Website’s Goals 105
Web Sales 107
Offline Sales 112
Leads 113
Market Awareness 115
Information and Entertainment 116
Persuasion 117
Measure Your Website’s Success 120
Count Your Conversions 120
Count Your Traffic 137
Count Your Money 139
Measure Your Search Marketing Success 141
Target Your First Search Marketing Campaign 142
Assess Your Current Situation 147
See Whether Your Existing Landing Pages Are Indexed 150
Calculate Your First Campaign’s Opportunity 157
Chapter 5 Create Your Search Marketing Program 167
Define Your Search Marketing Strategy 167
Choose the Scope of Your Search Marketing Program 168
Divide the Search Marketing Work 173
Choose Your Search Marketing Approach 180
Project Your Search Marketing Costs 188
Sell Your Search Marketing Proposal 194
Assemble Your Search Marketing Proposal 195
Sell Your Proposal to the Extended Search Team 202
Sell Your Proposal to Executives 216
Set Up Your Search Marketing Program 222
Organize Paid Search 222
Organize Organic Search 226
Organize Local Search 228
Part III: Execute Your Search Marketing Program
Chapter 6 Choose Your Target Market Segments 235
Understand the Value of Targeting 236
Building Brand Awareness 236
Increasing Web Conversions 238
Choose Your Primary Targets 239
Brainstorm with Your Team 240
Check Your Current Search Referrals 244
Consult Your Site Search Facility 244
Use Keyword Research Tools 245
Check Out Your Competition 246
Deepen Your Targeting 247
Use Your Buyer’s Journey 247
Decide a Match Type for Each Paid Search Keyword 248
Localize Your Targets 250
Organize Your Targets 254
Understand the Need to Prioritize 255
Choose Your Keyword Tiers 257
Prioritize Keywords by Your Buyer’s Journey 259
Structure Your Paid Search Keywords 262
Optimize Your Keyword Models 263
Segment Your Keywords by Categories 264
Use Searcher Interests for Content Development 266
Use Social Data to Improve Keywords 266
Chapter 7 Get Your Content Listed 269
Get Your Pages Listed in Organic Search Indexes 269
Assess How Many Pages Are Indexed 270
Increase the Number of Indexed Pages 278
Get Social Content Listed in Organic Search Indexes 301
Get Your Blog Indexed 301
Get Your Videos Indexed 302
Getting Your Images Indexed 302
Getting Your Social Network Content Indexed 303
Get Your Merchandise Listed in Product Search Databases 304
Feeding Your Data to Product Search Engines 304
Making the Most of Product Feeds 306
Chapter 8 Optimize Your Content 309
Choose Your Search Landing Pages 310
How Not to Choose a Search Landing Page 311
Landing Pages for Multiple Keywords 312
When You Can’t Find the Right Landing Page 313
Analyze Your Metrics 315
Measure Your Search Referrals 317
Calculate Your Search Conversions 317
Improve Your Content 318
Improve Your Search Results 319
Improve Your Landing Pages 334
Chapter 9 Prove Your Content’s Quality 351
Organic Search Quality Factors 352
Links as Quality Factors 352
Social Media as Quality Factors 378
Human Ratings as Quality Factors 386
Paid Search Quality Factors 390
Using Your Quality Score 391
Understanding Product Search Quality 392
Improve Quality with Co-Optimization 393
Chapter 10 Make Search Marketing Operational 397
Why Is Operating a Search Program So Hard? 398
Multiple Specialist Teams 398
Multiple Product Sites 399
Multiple Audiences 400
Multiple Countries 402
Multiple Technologies 403
Set Up Your Search Center of Excellence 404
Staff the Team 405
Develop the Team’s Skills 406
Establish Search Marketing Best Practices 407
Monitor Your Search Metrics 413
Assess Your Site’s Content 413
Check Your Search Rankings 421
Monitor Search Referrals 425
Calculate Search Conversions 430
Review Your Measurements with Others 434
Monitor Your Search Health 437
Your Organic Page Inclusion 437
Site-Wide Organic Search Problems 439
Your Paid Search Program 441
The Companion Website 445
Glossary 447
Index 487
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