Is Australia the land of opportunity for your retail brand?

Australia has a resident population of more than 24 million and, according to eMarketer, the country’s ecommerce sales are predicted to reach A$32.56 billion by 2017. The country’s remote location in the APAC region means that unlike European countries or the USA, traditionally there have been a lack of global brands sold locally.

Of course, we also know that many expatriates, particularly from inside the Commonwealth, have made Australia their home and are keen to buy products they know and love from their country of origin.

All of these factors present a huge and potentially lucrative opportunity for non-Australian brands wanting to open up their new and innovative products to a fresh market, or compete for market share.

But it’s not just non-Australian retailers who are at an advantage here: Australia was late to the ecommerce party because native, established brands were trading well without it. Subsequently, Australian retailers’ ecommerce technology stacks are much more recent and not burdened by legacy systems. This makes it much easier to extend, or get started with, best-of-breed technologies and cash in on a market that’s booming. To put some of this into perspective, Magento’s innovative ecommerce platform currently takes 42% of Australia’s market share and the world’s first adopter of Magento 2.0 was an Australian brand.

The GST loophole

At the moment, local retailers are campaigning against a rule that exempts foreign websites from being charged a 10% general sales tax (GST) on purchases under A$1,000. And in 2013, Australian consumers made $3.11 billion worth of purchases under A$1,000.[1]

While the current GST break appears to put non-Australian retailers at an advantage, Australian-based brands such as Harvey Norman are using it to their advantage by setting up ecommerce operations in Asia to enjoy the GST benefit.

Australian consumers have also countered the argument by saying that price isn’t always the motivator when it comes to making purchasing decisions.

It’s not a place where no man has gone before

Often, concerns around meeting local compliance and lack of overseas business knowledge prevent outsiders from taking the leap into cross-border trade. However, this ecommerce passport, created by Ecommerce Worldwide and NORA, is designed to support those considering selling in Australia. The guide provides a comprehensive look into everything from the country’s economy and trade status, to logistics and dealing with international payments.

Global expansion success stories are also invaluable sources of information. For instance, it’s not just lower-end retailers that are fitting the bill, with brands like online luxury fashion retailer Net-a-Porter naming Australia as one of its biggest markets.

How tech-savvy are the Aussies?

One of the concerns you might have as a new entrant into the market is how you’ll reach and sell to your new audience, particularly without having a physical presence. The good news is that more than 80% of the country is digitally enabled and 60% of mobile phone users own a smartphone – so online is deeply rooted into the majority of Australians’ lives. [2]

Marketing your brand

Heard the saying “Fire bullets then fire cannonballs”? In any case, you’ll want to test the waters and gauge people’s reactions to your product or service.

It all starts with the website because, without it, you’re not discoverable or searchable, and you’ve nowhere to drive people to when running campaigns. SEO and SEM should definitely be a priority, and an online store that can handle multiple regions and storefronts, like Magento, will make your life easier. A mobile-first mentality and well thought-out UX will also place you in a good position.

Once your new web store is set up, you should be making every effort to collect visitors’ email addresses, perhaps via a popover. Why? Firstly, email is one of the top three priority areas for Australian retailers, because it’s a cost-effective, scalable marketing channel that enables true personalization.

Secondly, email marketing automation empowers you to deliver the customer experience today’s consumer expects, as well as enabling you to communicate with them throughout the lifecycle. Check out our ‘Do customer experience masters really exist?’ whitepaper for some real-life success stories.

Like the Magento platform, dotmailer is set up to handle multiple languages, regions and accounts, and is designed to grow with you.

In summary, there’s great scope for ecommerce success in Australia, whether you’re a native bricks-and-mortar retailer, a start-up or a non-Australian merchant. The barriers to cross-border trade are falling and Australia is one of APAC’s most developed regions in terms of purchasing power and tech savviness.

We recently worked with ecommerce expert Chloe Thomas to produce a whitepaper on cross-border trade, which goes into much more detail on how to market and sell successfully in new territories. You can download a free copy here.

[1] Australian Passport 2015: Cross-Border Trading Report

[2] Australian Passport 2015: Cross-Border Trading Report

Reblogged 3 years ago from blog.dotmailer.com

dotmailer becomes EU-U.S. Privacy Shield certified

On 12 August we were accepted for the U.S. Department of Commerce’s voluntary privacy certification program. The news is a great milestone for dotmailer, because it recognizes the years of work we’ve put into protecting our customers’ data and privacy. For instance, just look at our comprehensive trust center and involvement in both the International Association of Privacy Professionals (IAPP) and Email Sender & Provider Coalition (ESPC).

To become certified our Chief Privacy Officer, James Koons, made the application to the U.S. Department of Commerce, who audited dotmailer’s privacy statement. (Interesting fact: James actually completed the application process while on vacation climbing Mt. Rainer in Washington state!)

By self-certifying and agreeing to the Privacy Shield Principles, it means that our commitment is enforceable under the Federal Trade Commission (FTC).

What does it mean for you (our customers)?

As we continue to expand globally, this certification is one more important privacy precedent. The aim of the EU-U.S. Privacy Shield, which was recently finalized, provides businesses with stronger protection for the exchange of transatlantic data. If you haven’t seen it already, you might be interested in reading about the recent email privacy war between Microsoft and the U.S. government.

As a certified company, it means we must provide you with adequate privacy protection – a requirement for the transfer of personal data outside of the European Union under the EU Data Protection Directive. Each year, we must self-certify to the U.S. Department of Commerce’s International Trade Administration (ITA), to ensure we adhere to the Privacy Shield Principles.

What does our Chief Privacy Officer think?

James Koons, who has 20 years’ experience in the information systems and security industry, explained why he’s pleased about the news: “I am delighted that dotmailer has been recognized as a good steward of data through the Privacy Shield Certification.

“As a company that has a culture of privacy and security as its core, I believe the certification simply highlights the great work we have already been doing.”

What happened to the Safe Harbour agreement?

The EU-U.S. Privacy Shield replaces the former Safe Harbour agreement for transatlantic data transfers.

Want to know more about what the Privacy Shield means?

You can check out the official Privacy Shield website here, which gives a more detailed overview of the program and requirements for participating organizations.

Reblogged 3 years ago from blog.dotmailer.com

The Linkbait Bump: How Viral Content Creates Long-Term Lift in Organic Traffic – Whiteboard Friday

Posted by randfish

A single fantastic (or “10x”) piece of content can lift a site’s traffic curves long beyond the popularity of that one piece. In today’s Whiteboard Friday, Rand talks about why those curves settle into a “new normal,” and how you can go about creating the content that drives that change.

For reference, here’s a still of this week’s whiteboard. Click on it to open a high resolution image in a new tab!

Video Transcription

Howdy, Moz fans, and welcome to another edition of Whiteboard Friday. This week we’re chatting about the linkbait bump, classic phrase in the SEO world and almost a little dated. I think today we’re talking a little bit more about viral content and how high-quality content, content that really is the cornerstone of a brand or a website’s content can be an incredible and powerful driver of traffic, not just when it initially launches but over time.

So let’s take a look.

This is a classic linkbait bump, viral content bump analytics chart. I’m seeing over here my traffic and over here the different months of the year. You know, January, February, March, like I’m under a thousand. Maybe I’m at 500 visits or something, and then I have this big piece of viral content. It performs outstandingly well from a relative standpoint for my site. It gets 10,000 or more visits, drives a ton more people to my site, and then what happens is that that traffic falls back down. But the new normal down here, new normal is higher than the old normal was. So the new normal might be at 1,000, 1,500 or 2,000 visits whereas before I was at 500.

Why does this happen?

A lot of folks see an analytics chart like this, see examples of content that’s done this for websites, and they want to know: Why does this happen and how can I replicate that effect? The reasons why are it sort of feeds back into that viral loop or the flywheel, which we’ve talked about in previous Whiteboard Fridays, where essentially you start with a piece of content. That content does well, and then you have things like more social followers on your brand’s accounts. So now next time you go to amplify content or share content socially, you’re reaching more potential people. You have a bigger audience. You have more people who share your content because they’ve seen that that content performs well for them in social. So they want to find other content from you that might help their social accounts perform well.

You see more RSS and email subscribers because people see your interesting content and go, “Hey, I want to see when these guys produce something else.” You see more branded search traffic because people are looking specifically for content from you, not necessarily just around this viral piece, although that’s often a big part of it, but around other pieces as well, especially if you do a good job of exposing them to that additional content. You get more bookmark and type in traffic, more searchers biased by personalization because they’ve already visited your site. So now when they search and they’re logged into their accounts, they’re going to see your site ranking higher than they normally would otherwise, and you get an organic SEO lift from all the links and shares and engagement.

So there’s a ton of different factors that feed into this, and you kind of want to hit all of these things. If you have a piece of content that gets a lot of shares, a lot of links, but then doesn’t promote engagement, doesn’t get more people signing up, doesn’t get more people searching for your brand or searching for that content specifically, then it’s not going to have the same impact. Your traffic might fall further and more quickly.

How do you achieve this?

How do we get content that’s going to do this? Well, we’re going to talk through a number of things that we’ve talked about previously on Whiteboard Friday. But there are some additional ones as well. This isn’t just creating good content or creating high quality content, it’s creating a particular kind of content. So for this what you want is a deep understanding, not necessarily of what your standard users or standard customers are interested in, but a deep understanding of what influencers in your niche will share and promote and why they do that.

This often means that you follow a lot of sharers and influencers in your field, and you understand, hey, they’re all sharing X piece of content. Why? Oh, because it does this, because it makes them look good, because it helps their authority in the field, because it provides a lot of value to their followers, because they know it’s going to get a lot of retweets and shares and traffic. Whatever that because is, you have to have a deep understanding of it in order to have success with viral kinds of content.

Next, you want to have empathy for users and what will give them the best possible experience. So if you know, for example, that a lot of people are coming on mobile and are going to be sharing on mobile, which is true of almost all viral content today, FYI, you need to be providing a great mobile and desktop experience. Oftentimes that mobile experience has to be different, not just responsive design, but actually a different format, a different way of being able to scroll through or watch or see or experience that content.

There are some good examples out there of content that does that. It makes a very different user experience based on the browser or the device you’re using.

You also need to be aware of what will turn them off. So promotional messages, pop-ups, trying to sell to them, oftentimes that diminishes user experience. It means that content that could have been more viral, that could have gotten more shares won’t.

Unique value and attributes that separate your content from everything else in the field. So if there’s like ABCD and whoa, what’s that? That’s very unique. That stands out from the crowd. That provides a different form of value in a different way than what everyone else is doing. That uniqueness is often a big reason why content spreads virally, why it gets more shared than just the normal stuff.

I’ve talk about this a number of times, but content that’s 10X better than what the competition provides. So unique value from the competition, but also quality that is not just a step up, but 10X better, massively, massively better than what else you can get out there. That makes it unique enough. That makes it stand out from the crowd, and that’s a very hard thing to do, but that’s why this is so rare and so valuable.

This is a critical one, and I think one that, I’ll just say, many organizations fail at. That is the freedom and support to fail many times, to try to create these types of effects, to have this impact many times before you hit on a success. A lot of managers and clients and teams and execs just don’t give marketing teams and content teams the freedom to say, “Yeah, you know what? You spent a month and developer resources and designer resources and spent some money to go do some research and contracted with this third party, and it wasn’t a hit. It didn’t work. We didn’t get the viral content bump. It just kind of did okay. You know what? We believe in you. You’ve got a lot of chances. You should try this another 9 or 10 times before we throw it out. We really want to have a success here.”

That is something that very few teams invest in. The powerful thing is because so few people are willing to invest that way, the ones that do, the ones that believe in this, the ones that invest long term, the ones that are willing to take those failures are going to have a much better shot at success, and they can stand out from the crowd. They can get these bumps. It’s powerful.

Not a requirement, but it really, really helps to have a strong engaged community, either on your site and around your brand, or at least in your niche and your topic area that will help, that wants to see you, your brand, your content succeed. If you’re in a space that has no community, I would work on building one, even if it’s very small. We’re not talking about building a community of thousands or tens of thousands. A community of 100 people, a community of 50 people even can be powerful enough to help content get that catalyst, that first bump that’ll boost it into viral potential.

Then finally, for this type of content, you need to have a logical and not overly promotional match between your brand and the content itself. You can see many sites in what I call sketchy niches. So like a criminal law site or a casino site or a pharmaceutical site that’s offering like an interactive musical experience widget, and you’re like, “Why in the world is this brand promoting this content? Why did they even make it? How does that match up with what they do? Oh, it’s clearly just intentionally promotional.”

Look, many of these brands go out there and they say, “Hey, the average web user doesn’t know and doesn’t care.” I agree. But the average web user is not an influencer. Influencers know. Well, they’re very, very suspicious of why content is being produced and promoted, and they’re very skeptical of promoting content that they don’t think is altruistic. So this kills a lot of content for brands that try and invest in it when there’s no match. So I think you really need that.

Now, when you do these linkbait bump kinds of things, I would strongly recommend that you follow up, that you consider the quality of the content that you’re producing. Thereafter, that you invest in reproducing these resources, keeping those resources updated, and that you don’t simply give up on content production after this. However, if you’re a small business site, a small or medium business, you might think about only doing one or two of these a year. If you are a heavy content player, you’re doing a lot of content marketing, content marketing is how you’re investing in web traffic, I’d probably be considering these weekly or monthly at the least.

All right, everyone. Look forward to your experiences with the linkbait bump, and I will see you again next week for another edition of Whiteboard Friday. Take care.

Video transcription by Speechpad.com

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Reblogged 4 years ago from tracking.feedpress.it

From Editorial Calendars to SEO: Setting Yourself Up to Create Fabulous Content

Posted by Isla_McKetta

Quick note: This article is meant to apply to teams of all sizes, from the sole proprietor who spends all night writing their copy (because they’re doing business during the day) to the copy team who occupies an entire floor and produces thousands of pieces of content per week. So if you run into a section that you feel requires more resources than you can devote just now, that’s okay. Bookmark it and revisit when you can, or scale the step down to a more appropriate size for your team. We believe all the information here is important, but that does not mean you have to do everything right now.

If you thought ideation was fun, get ready for content creation. Sure, we’ve all written some things before, but the creation phase of content marketing is where you get to watch that beloved idea start to take shape.

Before you start creating, though, you want to get (at least a little) organized, and an editorial calendar is the perfect first step.

Editorial calendars

Creativity and organization are not mutually exclusive. In fact, they can feed each other. A solid schedule gives you and your writers the time and space to be wild and creative. If you’re just starting out, this document may be sparse, but it’s no less important. Starting early with your editorial calendar also saves you from creating content willy-nilly and then finding out months later that no one ever finished that pesky (but crucial) “About” page.

There’s no wrong way to set up your editorial calendar, as long as it’s meeting your needs. Remember that an editorial calendar is a living document, and it will need to change as a hot topic comes up or an author drops out.

There are a lot of different types of documents that pass for editorial calendars. You get to pick the one that’s right for your team. The simplest version is a straight-up calendar with post titles written out on each day. You could even use a wall calendar and a Sharpie.

Monday Tuesday Wednesday Thursday Friday
Title
The Five Colors of Oscar Fashion 12 Fabrics We’re Watching for Fall Is Charmeuse the New Corduroy? Hot Right Now: Matching Your Handbag to Your Hatpin Tea-length and Other Fab Vocab You Need to Know
Author Ellie James Marta Laila Alex

Teams who are balancing content for different brands at agencies or other more complex content environments will want to add categories, author information, content type, social promo, and more to their calendars.

Truly complex editorial calendars are more like hybrid content creation/editorial calendars, where each of the steps to create and publish the content are indicated and someone has planned for how long all of that takes. These can be very helpful if the content you’re responsible for crosses a lot of teams and can take a long time to complete. It doesn’t matter if you’re using Excel or a Google Doc, as long as the people who need the calendar can easily access it. Gantt charts can be excellent for this. Here’s a favorite template for creating a Gantt chart in Google Docs (and they only get more sophisticated).

Complex calendars can encompass everything from ideation through writing, legal review, and publishing. You might even add content localization if your empire spans more than one continent to make sure you have the currency, date formatting, and even slang right.

Content governance

Governance outlines who is taking responsibility for your content. Who evaluates your content performance? What about freshness? Who decides to update (or kill) an older post? Who designs and optimizes workflows for your team or chooses and manages your CMS?

All these individual concerns fall into two overarching components to governance: daily maintenance and overall strategy. In the long run it helps if one person has oversight of the whole process, but the smaller steps can easily be split among many team members. Read this to take your governance to the next level.

Finding authors

The scale of your writing enterprise doesn’t have to be limited to the number of authors you have on your team. It’s also important to consider the possibility of working with freelancers and guest authors. Here’s a look at the pros and cons of outsourced versus in-house talent.

In-house authors

Guest authors and freelancers

Responsible to

You

Themselves

Paid by

You (as part of their salary)

You (on a per-piece basis)

Subject matter expertise

Broad but shallow

Deep but narrow

Capacity for extra work

As you wish

Show me the Benjamins

Turnaround time

On a dime

Varies

Communication investment

Less

More

Devoted audience

Smaller

Potentially huge

From that table, it might look like in-house authors have a lot more advantages. That’s somewhat true, but do not underestimate the value of occasionally working with a true industry expert who has name recognition and a huge following. Whichever route you take (and there are plenty of hybrid options), it’s always okay to ask that the writers you are working with be professional about communication, payment, and deadlines. In some industries, guest writers will write for links. Consider yourself lucky if that’s true. Remember, though, that the final paycheck can be great leverage for getting a writer to do exactly what you need them to (such as making their deadlines).

Tools to help with content creation

So those are some things you need to have in place before you create content. Now’s the fun part: getting started. One of the beautiful things about the Internet is that new and exciting tools crop up every day to help make our jobs easier and more efficient. Here are a few of our favorites.

Calendars

You can always use Excel or a Google Doc to set up your editorial calendar, but we really like Trello for the ability to gather a lot of information in one card and then drag and drop it into place. Once there are actual dates attached to your content, you might be happier with something like a Google Calendar.

Ideation and research

If you need a quick fix for ideation, turn your keywords into wacky ideas with Portent’s Title Maker. You probably won’t want to write to the exact title you’re given (although “True Facts about Justin Bieber’s Love of Pickles” does sound pretty fascinating…), but it’s a good way to get loose and look at your topic from a new angle.

Once you’ve got that idea solidified, find out what your audience thinks about it by gathering information with Survey Monkey or your favorite survey tool. Or, use Storify to listen to what people are saying about your topic across a wide variety of platforms. You can also use Storify to save those references and turn them into a piece of content or an illustration for one. Don’t forget that a simple social ask can also do wonders.

Format

Content doesn’t have to be all about the words. Screencasts, Google+ Hangouts, and presentations are all interesting ways to approach content. Remember that not everyone’s a reader. Some of your audience will be more interested in visual or interactive content. Make something for everyone.

Illustration

Don’t forget to make your content pretty. It’s not that hard to find free stock images online (just make sure you aren’t violating someone’s copyright). We like Morgue File, Free Images, and Flickr’s Creative Commons. If you aren’t into stock images and don’t have access to in-house graphic design, it’s still relatively easy to add images to your content. Pull a screenshot with Skitch or dress up an existing image with Pixlr. You can also use something like Canva to create custom graphics.

Don’t stop with static graphics, though. There are so many tools out there to help you create gifs, quizzes and polls, maps, and even interactive timelines. Dream it, then search for it. Chances are whatever you’re thinking of is doable.

Quality, not quantity

Mediocre content will hurt your cause

Less is more. That’s not an excuse to pare your blog down to one post per month (check out our publishing cadence experiment), but it is an important reminder that if you’re writing “How to Properly Install a Toilet Seat” two days after publishing “Toilet Seat Installation for Dummies,” you might want to rethink your strategy.

The thing is, and I’m going to use another cliché here to drive home the point, you never get a second chance to make a first impression. Potential customers are roving the Internet right now looking for exactly what you’re selling. And if what they find is an only somewhat informative article stuffed with keywords and awful spelling and grammar mistakes… well, you don’t want that. Oh, and search engines think it’s spammy too…

A word about copyright

We’re not copyright lawyers, so we can’t give you the ins and outs on all the technicalities. What we can tell you (and you already know this) is that it’s not okay to steal someone else’s work. You wouldn’t want them to do it to you. This includes images. So whenever you can, make your own images or find images that you can either purchase the rights to (stock imagery) or license under Creative Commons.

It’s usually okay to quote short portions of text, as long as you attribute the original source (and a link is nice). In general, titles and ideas can’t be copyrighted (though they might be trademarked or patented). When in doubt, asking for permission is smart.

That said, part of the fun of the Internet is the remixing culture which includes using things like memes and gifs. Just know that if you go that route, there is a certain amount of risk involved.

Editing

Your content needs to go through at least one editing cycle by someone other than the original author. There are two types of editing, developmental (which looks at the underlying structure of a piece that happens earlier in the writing cycle) and copy editing (which makes sure all the words are there and spelled right in the final draft).

If you have a very small team or are in a rush (and are working with writers that have some skill), you can often skip the developmental editing phase. But know that an investment in that close read of an early draft is often beneficial to the piece and to the writer’s overall growth.

Many content teams peer-edit work, which can be great. Other organizations prefer to run their work by a dedicated editor. There’s no wrong answer, as long as the work gets edited.

Ensuring proper basic SEO

The good news is that search engines are doing their best to get closer and closer to understanding and processing natural language. So good writing (including the natural use of synonyms rather than repeating those keywords over and over and…) will take you a long way towards SEO mastery.

For that reason (and because it’s easy to get trapped in keyword thinking and veer into keyword stuffing), it’s often nice to think of your SEO check as a further edit of the post rather than something you should think about as you’re writing.

But there are still a few things you can do to help cover those SEO bets. Once you have that draft, do a pass for SEO to make sure you’ve covered the following:

  • Use your keyword in your title
  • Use your keyword (or long-tail keyword phrase) in an H2
  • Make sure the keyword appears at least once (though not more than four times, especially if it’s a phrase) in the body of the post
  • Use image alt text (including the keyword when appropriate)

Finding time to write when you don’t have any

Writing (assuming you’re the one doing the writing) can require a lot of energy—especially if you want to do it well. The best way to find time to write is to break each project down into little tasks. For example, writing a blog post actually breaks down into these steps (though not always in this order):

  • Research
  • Outline
  • Fill in outline
  • Rewrite and finish post
  • Write headline
  • SEO check
  • Final edit
  • Select hero image (optional)

So if you only have random chunks of time, set aside 15-30 minutes one day (when your research is complete) to write a really great outline. Then find an hour the next to fill that outline in. After an additional hour the following day, (unless you’re dealing with a research-heavy post) you should have a solid draft by the end of day three.

The magic of working this way is that you engage your brain and then give it time to work in the background while you accomplish other tasks. Hemingway used to stop mid-sentence at the end of his writing days for the same reason.

Once you have that draft nailed, the rest of the steps are relatively easy (even the headline, which often takes longer to write than any other sentence, is easier after you’ve immersed yourself in the post over a few days).

Working with design/development

Every designer and developer is a little different, so we can’t give you any blanket cure-alls for inter-departmental workarounds (aka “smashing silos”). But here are some suggestions to help you convey your vision while capitalizing on the expertise of your coworkers to make your content truly excellent.

Ask for feedback

From the initial brainstorm to general questions about how to work together, asking your team members what they think and prefer can go a long way. Communicate all the details you have (especially the unspoken expectations) and then listen.

If your designer tells you up front that your color scheme is years out of date, you’re saving time. And if your developer tells you that the interactive version of that timeline will require four times the resources, you have the info you need to fight for more budget (or reassess the project).

Check in

Things change in the design and development process. If you have interim check-ins already set up with everyone who’s working on the project, you’ll avoid the potential for nasty surprises at the end. Like finding out that no one has experience working with that hot new coding language you just read about and they’re trying to do a workaround that isn’t working.

Proofread

Your job isn’t done when you hand over the copy to your designer or developer. Not only might they need help rewriting some of your text so that it fits in certain areas, they will also need you to proofread the final version. Accidents happen in the copy-and-paste process and there’s nothing sadder than a really beautiful (and expensive) piece of content that wraps up with a typo:

Know when to fight for an idea

Conflict isn’t fun, but sometimes it’s necessary. The more people involved in your content, the more watered down the original idea can get and the more roadblocks and conflicting ideas you’ll run into. Some of that is very useful. But sometimes you’ll get pulled off track. Always remember who owns the final product (this may not be you) and be ready to stand up for the idea if it’s starting to get off track.

We’re confident this list will set you on the right path to creating some really awesome content, but is there more you’d like to know? Ask us your questions in the comments.

Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don’t have time to hunt down but want to read!

Reblogged 4 years ago from tracking.feedpress.it

The Importance of Being Different: Creating a Competitive Advantage With Your USP

Posted by TrentonGreener

“The one who follows the crowd will usually go no further than the crowd. Those who walk alone are likely to find themselves in places no one has ever been before.”

While this quote has been credited to everyone from Francis Phillip Wernig, under the pseudonym Alan Ashley-Pitt, to Einstein himself, the powerful message does not lose its substance no matter whom you choose to credit. There is a very important yet often overlooked effect of not heeding this warning. One which can be applied to all aspects of life. From love and happiness, to business and marketing, copying what your competitors are doing and failing to forge your own path can be a detrimental mistake.

While as marketers we are all acutely aware of the importance of differentiation, we’ve been trained for the majority of our lives to seek out the norm.

We spend the majority of our adolescent lives trying desperately not to be different. No one has ever been picked on for being too normal or not being different enough. We would beg our parents to buy us the same clothes little Jimmy or little Jamie wore. We’d want the same backpack and the same bike everyone else had. With the rise of the cell phone and later the smartphone, on hands and knees, we begged and pleaded for our parents to buy us the Razr, the StarTAC (bonus points if you didn’t have to Google that one), and later the iPhone. Did we truly want these things? Yes, but not just because they were cutting edge and nifty. We desired them because the people around us had them. We didn’t want to be the last to get these devices. We didn’t want to be different.

Thankfully, as we mature we begin to realize the fallacy that is trying to be normal. We start to become individuals and learn to appreciate that being different is often seen as beautiful. However, while we begin to celebrate being different on a personal level, it does not always translate into our business or professional lives.

We unconsciously and naturally seek out the normal, and if we want to be different—truly different in a way that creates an advantage—we have to work for it.

The truth of the matter is, anyone can be different. In fact, we all are very different. Even identical twins with the same DNA will often have starkly different personalities. As a business, the real challenge lies in being different in a way that is relevant, valuable to your audience, and creates an advantage.

“Strong products and services are highly differentiated from all other products and services. It’s that simple. It’s that difficult.” – Austin McGhie, Brand Is a Four Letter Word

Let’s explore the example of Revel Hotel & Casino. Revel is a 70-story luxury casino in Atlantic City that was built in 2012. There is simply not another casino of the same class in Atlantic City, but there might be a reason for this. Even if you’re not familiar with the city, a quick jump onto Atlantic City’s tourism website reveals that of the five hero banners that rotate, not one specifically mentions gambling, but three reference the boardwalk. This is further illustrated when exploring their internal linking structure. The beaches, boardwalk, and shopping all appear before a single mention of casinos. There simply isn’t as much of a market for high-end gamblers in the Atlantic City area; in the states Las Vegas serves that role. So while Revel has a unique advantage, their ability to attract customers to their resort has not resulted in profitable earnings reports. In Q2 2012, Revel had a gross operating loss of $35.177M, and in Q3 2012 that increased to $36.838M.

So you need to create a unique selling proposition (also known as unique selling point and commonly referred to as a USP), and your USP needs to be valuable to your audience and create a competitive advantage. Sounds easy enough, right? Now for the kicker. That advantage needs to be as sustainable as physically possible over the long term.

“How long will it take our competitors to duplicate our advantage?”

You really need to explore this question and the possible solutions your competitors could utilize to play catch-up or duplicate what you’ve done. Look no further than Google vs Bing to see this in action. No company out there is going to just give up because your USP is so much better; most will pivot or adapt in some way.

Let’s look at a Seattle-area coffee company of which you may or may not be familiar. Starbucks has tried quite a few times over the years to level-up their tea game with limited success, but the markets that Starbucks has really struggled to break into are the pastry, breads, dessert, and food markets.

Other stores had more success in these markets, and they thought that high-quality teas and bakery items were the USPs that differentiated them from the Big Bad Wolf that is Starbucks. And while they were right to think that their brick house would save them from the Big Bad Wolf for some time, this fable doesn’t end with the Big Bad Wolf in a boiling pot.

Never underestimate your competitor’s ability to be agile, specifically when overcoming a competitive disadvantage.

If your competitor can’t beat you by making a better product or service internally, they can always choose to buy someone who can.

After months of courting, on June 4th, 2012 Starbucks announced that they had come to an agreement to purchase La Boulange in order to “elevate core food offerings and build a premium, artisanal bakery brand.” If you’re a small-to-medium sized coffee shop and/or bakery that even indirectly competed with Starbucks, a new challenger approaches. And while those tea shops momentarily felt safe within the brick walls that guarded their USP, on the final day of that same year, the Big Bad Wolf huffed and puffed and blew a stack of cash all over Teavana. Making Teavana a wholly-owned subsidiary of Starbucks for the low, low price of $620M.

Sarcasm aside, this does a great job of illustrating the ability of companies—especially those with deep pockets—to be agile, and demonstrates that they often have an uncanny ability to overcome your company’s competitive advantage. In seven months, Starbucks went from a minor player in these markets to having all the tools they need to dominate tea and pastries. Have you tried their raspberry pound cake? It’s phenomenal.

Why does this matter to me?

Ok, we get it. We need to be different, and in a way that is relevant, valuable, defensible, and sustainable. But I’m not the CEO, or even the CMO. I cannot effect change on a company level; why does this matter to me?

I’m a firm believer that you effect change no matter what the name plate on your desk may say. Sure, you may not be able to call an all-staff meeting today and completely change the direction of your company tomorrow, but you can effect change on the parts of the business you do touch. No matter your title or area of responsibility, you need to know your company’s, client’s, or even a specific piece of content’s USP, and you need to ensure it is applied liberally to all areas of your work.

Look at this example SERP for “Mechanics”:

While yes, this search is very likely to be local-sensitive, that doesn’t mean you can’t stand out. Every single AdWords result, save one, has only the word “Mechanics” in the headline. (While the top of page ad is pulling description line 1 into the heading, the actual headline is still only “Mechanic.”) But even the one headline that is different doesn’t do a great job of illustrating the company’s USP. Mechanics at home? Whose home? Mine or theirs? I’m a huge fan of Steve Krug’s “Don’t Make Me Think,” and in this scenario there are too many questions I need answered before I’m willing to click through. “Mechanics; We Come To You” or even “Traveling Mechanics” illustrates this point much more clearly, and still fits within the 25-character limit for the headline.

If you’re an AdWords user, no matter how big or small your monthly spend may be, take a look at your top 10-15 keywords by volume and evaluate how well you’re differentiating yourself from the other brands in your industry. Test ad copy that draws attention to your USP and reap the rewards.

Now while this is simply an AdWords text ad example, the same concept can be applied universally across all of marketing.

Title tags & meta descriptions

As we alluded to above, not only do companies have USPs, but individual pieces of content can, and should, have their own USP. Use your title tag and meta description to illustrate what differentiates your piece of content from the competition and do so in a way that attracts the searcher’s click. Use your USP to your advantage. If you have already established a strong brand within a specific niche, great! Now use it to your advantage. Though it’s much more likely that you are competing against a strong brand, and in these scenarios ask yourself, “What makes our content different from theirs?” The answer you come up with is your content’s USP. Call attention to that in your title tag and meta description, and watch the CTR climb.

I encourage you to hop into your own site’s analytics and look at your top 10-15 organic landing pages and see how well you differentiate yourself. Even if you’re hesitant to negatively affect your inbound gold mines by changing the title tags, run a test and change up your meta description to draw attention to your USP. In an hour’s work, you just may make the change that pushes you a little further up those SERPs.

Branding

Let’s break outside the world of digital marketing and look at the world of branding. Tom’s Shoes competes against some heavy hitters in Nike, Adidas, Reebok, and Puma just to name a few. While Tom’s can’t hope to compete against the marketing budgets of these companies in a fair fight, they instead chose to take what makes them different, their USP, and disseminate it every chance they get. They have labeled themselves “The One for One” company. It’s in their homepage’s title tag, in every piece of marketing they put out, and it smacks you in the face when you land on their site. They even use the call-to-action “Get Good Karma” throughout their site.

Now as many of us may know, partially because of the scandal it created in late 2013, Tom’s is not actually a non-profit organization. No matter how you feel about the matter, this marketing strategy has created a positive effect on their bottom line. Fast Company conservatively estimated their revenues in 2013 at $250M, with many estimates being closer to the $300M mark. Not too bad of a slice of the pie when competing against the powerhouses Tom’s does.

Wherever you stand on this issue, Tom’s Shoes has done a phenomenal job of differentiating their brand from the big hitters in their industry.

Know your USP and disseminate it every chance you get.

This is worth repeating. Know your USP and disseminate it every chance you get, whether that be in title tags, ad copy, on-page copy, branding, or any other segment of your marketing campaigns. Online or offline, be different. And remember the quote that we started with, “The one who follows the crowd will usually go no further than the crowd. Those who walk alone are likely to find themselves in places no one has ever been before.”

The amount of marketing knowledge that can be taken from this one simple statement is astounding. Heed the words, stand out from the crowd, and you will have success.

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Reblogged 4 years ago from tracking.feedpress.it

Eliminate Duplicate Content in Faceted Navigation with Ajax/JSON/JQuery

Posted by EricEnge

One of the classic problems in SEO is that while complex navigation schemes may be useful to users, they create problems for search engines. Many publishers rely on tags such as rel=canonical, or the parameters settings in Webmaster Tools to try and solve these types of issues. However, each of the potential solutions has limitations. In today’s post, I am going to outline how you can use JavaScript solutions to more completely eliminate the problem altogether.

Note that I am not going to provide code examples in this post, but I am going to outline how it works on a conceptual level. If you are interested in learning more about Ajax/JSON/jQuery here are some resources you can check out:

  1. Ajax Tutorial
  2. Learning Ajax/jQuery

Defining the problem with faceted navigation

Having a page of products and then allowing users to sort those products the way they want (sorted from highest to lowest price), or to use a filter to pick a subset of the products (only those over $60) makes good sense for users. We typically refer to these types of navigation options as “faceted navigation.”

However, faceted navigation can cause problems for search engines because they don’t want to crawl and index all of your different sort orders or all your different filtered versions of your pages. They would end up with many different variants of your pages that are not significantly different from a search engine user experience perspective.

Solutions such as rel=canonical tags and parameters settings in Webmaster Tools have some limitations. For example, rel=canonical tags are considered “hints” by the search engines, and they may not choose to accept them, and even if they are accepted, they do not necessarily keep the search engines from continuing to crawl those pages.

A better solution might be to use JSON and jQuery to implement your faceted navigation so that a new page is not created when a user picks a filter or a sort order. Let’s take a look at how it works.

Using JSON and jQuery to filter on the client side

The main benefit of the implementation discussed below is that a new URL is not created when a user is on a page of yours and applies a filter or sort order. When you use JSON and jQuery, the entire process happens on the client device without involving your web server at all.

When a user initially requests one of the product pages on your web site, the interaction looks like this:

using json on faceted navigation

This transfers the page to the browser the user used to request the page. Now when a user picks a sort order (or filter) on that page, here is what happens:

jquery and faceted navigation diagram

When the user picks one of those options, a jQuery request is made to the JSON data object. Translation: the entire interaction happens within the client’s browser and the sort or filter is applied there. Simply put, the smarts to handle that sort or filter resides entirely within the code on the client device that was transferred with the initial request for the page.

As a result, there is no new page created and no new URL for Google or Bing to crawl. Any concerns about crawl budget or inefficient use of PageRank are completely eliminated. This is great stuff! However, there remain limitations in this implementation.

Specifically, if your list of products spans multiple pages on your site, the sorting and filtering will only be applied to the data set already transferred to the user’s browser with the initial request. In short, you may only be sorting the first page of products, and not across the entire set of products. It’s possible to have the initial JSON data object contain the full set of pages, but this may not be a good idea if the page size ends up being large. In that event, we will need to do a bit more.

What Ajax does for you

Now we are going to dig in slightly deeper and outline how Ajax will allow us to handle sorting, filtering, AND pagination. Warning: There is some tech talk in this section, but I will try to follow each technical explanation with a layman’s explanation about what’s happening.

The conceptual Ajax implementation looks like this:

ajax and faceted navigation diagram

In this structure, we are using an Ajax layer to manage the communications with the web server. Imagine that we have a set of 10 pages, the user has gotten the first page of those 10 on their device and then requests a change to the sort order. The Ajax requests a fresh set of data from the web server for your site, similar to a normal HTML transaction, except that it runs asynchronously in a separate thread.

If you don’t know what that means, the benefit is that the rest of the page can load completely while the process to capture the data that the Ajax will display is running in parallel. This will be things like your main menu, your footer links to related products, and other page elements. This can improve the perceived performance of the page.

When a user selects a different sort order, the code registers an event handler for a given object (e.g. HTML Element or other DOM objects) and then executes an action. The browser will perform the action in a different thread to trigger the event in the main thread when appropriate. This happens without needing to execute a full page refresh, only the content controlled by the Ajax refreshes.

To translate this for the non-technical reader, it just means that we can update the sort order of the page, without needing to redraw the entire page, or change the URL, even in the case of a paginated sequence of pages. This is a benefit because it can be faster than reloading the entire page, and it should make it clear to search engines that you are not trying to get some new page into their index.

Effectively, it does this within the existing Document Object Model (DOM), which you can think of as the basic structure of the documents and a spec for the way the document is accessed and manipulated.

How will Google handle this type of implementation?

For those of you who read Adam Audette’s excellent recent post on the tests his team performed on how Google reads Javascript, you may be wondering if Google will still load all these page variants on the same URL anyway, and if they will not like it.

I had the same question, so I reached out to Google’s Gary Illyes to get an answer. Here is the dialog that transpired:

Eric Enge: I’d like to ask you about using JSON and jQuery to render different sort orders and filters within the same URL. I.e. the user selects a sort order or a filter, and the content is reordered and redrawn on the page on the client site. Hence no new URL would be created. It’s effectively a way of canonicalizing the content, since each variant is a strict subset.

Then there is a second level consideration with this approach, which involves doing the same thing with pagination. I.e. you have 10 pages of products, and users still have sorting and filtering options. In order to support sorting and filtering across the entire 10 page set, you use an Ajax solution, so all of that still renders on one URL.

So, if you are on page 1, and a user executes a sort, they get that all back in that one page. However, to do this right, going to page 2 would also render on the same URL. Effectively, you are taking the 10 page set and rendering it all within one URL. This allows sorting, filtering, and pagination without needing to use canonical, noindex, prev/next, or robots.txt.

If this was not problematic for Google, the only downside is that it makes the pagination not visible to Google. Does that make sense, or is it a bad idea?

Gary Illyes
: If you have one URL only, and people have to click on stuff to see different sort orders or filters for the exact same content under that URL, then typically we would only see the default content.

If you don’t have pagination information, that’s not a problem, except we might not see the content on the other pages that are not contained in the HTML within the initial page load. The meaning of rel-prev/next is to funnel the signals from child pages (page 2, 3, 4, etc.) to the group of pages as a collection, or to the view-all page if you have one. If you simply choose to render those paginated versions on a single URL, that will have the same impact from a signals point of view, meaning that all signals will go to a single entity, rather than distributed to several URLs.

Summary

Keep in mind, the reason why Google implemented tags like rel=canonical, NoIndex, rel=prev/next, and others is to reduce their crawling burden and overall page bloat and to help focus signals to incoming pages in the best way possible. The use of Ajax/JSON/jQuery as outlined above does this simply and elegantly.

On most e-commerce sites, there are many different “facets” of how a user might want to sort and filter a list of products. With the Ajax-style implementation, this can be done without creating new pages. The end users get the control they are looking for, the search engines don’t have to deal with excess pages they don’t want to see, and signals in to the site (such as links) are focused on the main pages where they should be.

The one downside is that Google may not see all the content when it is paginated. A site that has lots of very similar products in a paginated list does not have to worry too much about Google seeing all the additional content, so this isn’t much of a concern if your incremental pages contain more of what’s on the first page. Sites that have content that is materially different on the additional pages, however, might not want to use this approach.

These solutions do require Javascript coding expertise but are not really that complex. If you have the ability to consider a path like this, you can free yourself from trying to understand the various tags, their limitations, and whether or not they truly accomplish what you are looking for.

Credit: Thanks for Clark Lefavour for providing a review of the above for technical correctness.

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Reblogged 4 years ago from tracking.feedpress.it