Archive for August 2008

There are many ways to analyze web traffic and web effectiveness. In fact, there are so many ways that most small business marketers can get overwhelmed pretty quickly.

The first step of course is to begin the practice of measuring and analyzing your web site’s effectiveness so that you can improve it. The easiest way to accomplish this is to install and use the free Google Analytics tool.

Once you this you can start to understand and tweak the many things it can measure. While there is no one metric that is the golden key, I suggest you start by gaining a full understanding of what Google calls bounce rate.

Bounce rate represents the average percentage of initial visitors to a site who “bounce” away to a different site, rather than continue on to other pages within the same site. So, for the most part this is often referred to a the measure of a site’s stickyness. It can give you some clues as to whether or not your content is grabbing folks or not. It can also help you understand if your ads are targeting the right traffic.

There is no perfect bounce rate number, but aiming for 50% – meaning 50% of the visitors to your site take an action leading to another page, is probably a good target. The real goal of course is designing a site and pages that allow you to lower the bounce rate. Before you ever really worry about generating all kinds of traffic and winning key search phrases, get you content sticky!

The following video of Avinash Kaushik, Google Analytics Evangelist and author of the blog Occam’s Razor helps shed some light on the bounce rate metric.


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I think the true test of many of the Web2.0 offerings out there is whether or not somebody would pay up a little cash for a service that is or was free.

For some I use I would say no, others maybe, Jott – I just did. Jott came out of beta recently with a host of new features – including two pay options. I use and love the tool so much I’m now willing to pay for. That’s a pretty big compliment because once something is free, it’s tough to move to a paid model.

My favorite new feature is a software called Jott Express that has become my daily to-do list manager. It sits on my desktop and syncs with Jott messages I give it for projects.

Here’s an overview I Jott I posted on the Digital Nomads site

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Introductions ApplicationIn it’s very generic, vanilla form, Facebook is just so-so as a business tool. Lots has been written and said about its use for business, but to me the real power comes when you hang the proper accessories, known as applications, on it and really trick it out for business and professional use.

There are thousands of application available with one click once you have a Facebook profile. But, don’t get caught up in adding every goofy dodad, just because you can. Think logically about your goals for being on Facebook and then choose the tools that will help your communicate, achieve and amplify those objectives.

Here’s a directory of Facebook applications

And, here are my favorite applications for business use.

  • Telephone – With Telephone you can call, send and receive voice messages through Facebook, just like having voicemail on your phone. All you need is the application and a microphone and you can start sending messages to your friends.
  • Slideshare – SlideShare is the world’s largest community for sharing presentations. You can upload your own PowerPoint, OpenOffice, Keynote or PDF files and view presentations shared by others. This is a great way to spread thought leadership and expertise through presentations you may have delivered locally.
  • CircleUp – For Groups and Events is a lightweight collaboration app for groups and events. This tool facilitates some of the communication needed to promote your group activity and events on Facebook and elsewhere. This is particularly useful if you’ve created and maintain your own group on Facebook or often promote teleseminars and workshops.
  • Free Conference Calls - Use Free Conference Calls to organize a business meeting on the fly. With free conference call you can call in from anywhere; your home, mobile, Skype, or any VoIP service. Using this app inside of Facebook can help make some immediate connections a little deeper.
  • Facebook Video – Facebook Video provides a high-quality video platform for people and pages on Facebook. With Video, you can upload video files, send video from your mobile phone, and record video messages to your friends. This application is so easy to use that it makes sending video introductions or message a powerful way to network on Facebook
  • Testimonials – Use Testimonials to gather your personal and professional references in one place. Encouraging customers and contacts to post testimonials about your work and expertise adds great marketing content to your profile.
  • Introductions – Introduce your friends to each other and make new ones. Ask for an introduction to a web programmer or good lawyer. Then make introductions for your friends. This application speeds the process of effective networking by helping focus on giving and receiving introductions in a systematic way.
  • Business Cards – Business Cards helps you network better on Facebook. Personalize your card and attach it to your Facebook messages! View postings and network with others! This application is much like the signature common in email messages. It’s just one more way to say business when using Facebook.
  • My LinkedIn Profile – Makes it easy to promote your LinkedIn account with a badge on your Facebook profile. Cross promoting social network activity is a great way to extend your reach.
  • What I Do – Allows you to promote your services/products to your Facebook network. Display your skills/wares on your profile box and list yourself in a business directory. Recommend your colleagues services and products too.

So, I would love to hear how you have effectively used specific Facebook applications for business.

If you liked this article you might also like to download my free Twitter for Business ebook

Was a time when home based meant – “not really a business” but, oh how times and technology and lifestyles change. Today home based often means, choice, family, hip, fireplace, dog, freedom, serious income and a host of other very cool things.

That’s why I love that my friend Rich Sloan of StartUpNation has put so much energy into creating the HomeBased100 competition sponsored by Microsoft Office Live Small Business.

Look, if you’ve got a home based business go enter this competition and score yourself some potentially serious credibility and exposure.

Just look at these categories and tell me that this is not a fun contest

* Best Financial Performers
* Most Innovative
* Boomers Back in Business
* Greenest
* Yummiest
* Wackiest
* Grungiest
* Recession Busters
* Most Slacker Friendly
* Most Glamorous

The only category that size and performance really matter is the financial one so really anybody can enter.

You can enter your business until midnight Pacific Time on September 30, 2008. Throughout October, winners will be judged by StartupNation and a panel of judges who are each passionate about home-based business and the Top Ten categories highlighted in this year’s competition. Winners will be announced in mid-November, 2008.

Winners of the Home-Based 100 find themselves at the center of a media storm that includes recognition on national and local TV, radio, in newspapers and magazines, and on some of the largest, most influential websites on the web, MSN and StartupNation among them.

The judges’ decision-making process (did I mention I’m a judge?) will be influenced by the following factors:

* How well your business fits the category (or secondary category) for which you entered
* The quality and completeness of the description about your business and the case you make for it. Your passion, achievements, creativity, integrity and/or humor may be instrumental factors depending upon which category(s) you entered
* The popularity of your entry based on number of popular votes received

Here’s where you enter the competition that celebrates America’s best home based businesses and the people behind them.

Here’s a list of last year’s winners and high vote getters so you can get a feel for what you’re up against.

By the way sending me product samples and free services will not influence my vote but it may help the overall spread of good karma – you know, if you’re into that kind of thing.

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I had a great visit with Bob Thacker, senior vice president of marketing and advertising at OfficeMax, for a recent episode of the Duct Tape Marketing podcast. Bob is the inspiration behind some very clever viral campaigns of late for office supply retail giant.

I wrote earlier about the “Penny Pranks” hidden camera series of videos featuring a comedian trying to make purchases around New York City using nothing but pennies. The videos were very successful and highlighted the chain’s back to school message. I think this is a very solid example of the use of viral video that even the smallest business can follow.

Thacker is also associated with the chain’s well documented “Elf Yourself” campaign. While this campaign was far more successful in terms of traffic and awareness, it was far less tied directly to a message or theme that could help sales and much more of an attempt at brand awareness, a much tougher play for the small business. Look for the elves to return in some fashion once again in Q4!

AT&TThis episode of the Duct Tape Marketing podcast is brought to you by att.com/onwardsmallbiz. Resources for the small business owner.

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Being different, or more accurately, having a point of differentiation that matters to a market, is one of the most critical marketing strategies for the small business.

Intentionally finding and centrally communicating that point of difference is what sets the truly successful business apart from the businesses relegated to compete on price.

See, the market must have difference, a point of reference with which to compare competing businesses – that’s how decision are made. So if you don’t give them something that makes you uniquely suited to serve their needs, they will fall back to the only measurement of difference you do have – price. And, as I’ve said often – price is a terrible place to compete because there will always be someone willing to go out of business faster than you.

But what makes you different? That’s the question small business owners have a tough time with because, at the end of the day, people are a little uncomfortable really being different. So, they hang their hat of things like “solution driven blah blah” and “superior customer service” and “unique set of fill in the blank” that everyone in their industry is saying.

Don’t believe me? I dare you to take the “Sameness Test.” Go to the website of your top five competitors and copy and paste the first paragraph you find there onto a blank page. Now add the first paragraph from your site. Then black out any reference to company names and pass this document around your office and see if anyone in the office can pick your site out or identify any competitor. It’s my experience that this will probably make you laugh and cry at the same time.

Use this Sameness Test as motivation to step out and really identify some way for you to create, perfect, and communicate, in the simplest terms possible, how your business really is unique.

Don’t know where to look? Ask you customers, research your industry around the world, look for opportunities presented by your competition. You don’t always have to be the first one to create a revolutionary innovation in your industry to be different. Sometimes it’s enough to package your services differently, approach a niche market differently, price your products differently, add services to products, add products to services, create outrageous guarantees, or add some truly remarkable habit to your sales and marketing process.

Just know this, it’s OK to be different, in fact, it’s the only way you can grow.

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User TestingThere are all kinds of ways to increase conversion on your website. You can tweak headlines, test offers and play with every single copy element to get it just right – but, at the end of the day, if the user doesn’t really get what you are trying to get them to do, you’re sunk.

Web folks have been employing something called usability testing for years. Essentially this is putting a prospect in front of your site and having them talk their way through navigating towards whatever your goal is. This is a very powerful, and frankly, necessary step for any web site to be truly successful. The problem for the typical small business is that it can also be rather expensive.

I was interviewing web conversion expert Bryan Eisenberg for an upcoming Duct Tape Marketing Podcast episode and he shared a little secret with me about a firm that conduces low cost usability testing.

The site is usertesting.com and for just under $100 you can get some tremendous feedback about the user experience of your web site.

Here’s how it works:

  • You sign up for user testing, specifying the demographic profile of your target audience and how many user testers you want (one user costs $19, five users cost $95).
  • Users record their screen and voice as they use your website, speaking their thoughts as they browse.
  • You watch and listen to them use your site. Each user’s session – mouse movements, clicks, keystrokes, and spoken comments – is saved as a Flash video for you to watch.
  • You read their review.
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Marketing Plan ProI have been working with Palo Alto Software for almost a year now to write a marketing plan software based on the Duct Tape Marketing system.

I am thrilled to be able to announce that Marketing Plan Pro powered by Duct Tape Marketing is now ready to go.

This tool is literally ripped from the streets of the real small business world and features the practical (read non-academic) approach at the heart of Duct Tape Marketing.

I think you’ll find that we’ve taken a different approach with this release and built it to be a tool you use for planning AND action. The plans you build with Marketing Plan Pro charge you with coming back and changing and updating your plans based on results. The program gives you guidance, action steps and advice needed to implement your plan.

The program is flexible enough to be used by any size business at any point in the life of the business. We even created a simple 30-minute plan because I know that a tool like this isn’t worth much unless the user can and will use it. You can always add components to create more comprehensive plans once you get started.

Every copy of Marketing Plan Pro powered by Duct Tape Marketing ships with a copy of my book Duct Tape Marketing as well. In addition, Duct Tape Marketing Coaches around North America are available to help you create and implement your marketing plans using the software are a guide.

I have to say, it’s pretty cool having my own software title! Let me know what you think.

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