The Wayback Machine - https://web.archive.org/all/20080303082941/http://blog.vkistudios.com:80/

DEALING WITH PPC GOALS AND OUTCOME MEASURES

There has been a lot of talk these days about the importance of setting goals and measuring outcomes in PPC. Many professionals discuss these ideas abstractly as – sales, leads, visitors, and branding or identity goals. Although the words sound clear, in truth, they probably mean nothing at all to most people. So how do we go from sales to measurable results in PPC? Perhaps the answer occurs with some basic steps:

Sales
Have a sale on a particular product or service
Differentiate your product with increased levels of service
Take phone calls specific to that sale item – Hotline! Live Support, Dedicated 1-800 Number.

Leads
Make additional product information, tips and guides available to customers.
Use questionnaires to get feedback about your customers' interests and things that they like to do.

Visitors
Hold contests to provide customers with rewards for the things that they enjoy
Think of an advertising budget as a percentage of sales.
Dedicate a percentage of sales to gaining customers as they explore the sales cycle since customers may buy later following broad searches.

Branding & Identity
Clearly explain the nature of your business, and why you are in business, and how you can help customers to solve a problem.
Support causes that mean something to your customers and your business.
Make your company logo visible online, using images that communicate your message, and broadcast those images throughout the website.

In the PPC campaign, the plan might unfold as follows:

Step 1

  1. Build a time limited campaign specific to the product or service that you want to promote
  2. Create a targeted landing page
  3. Write targeted ads
  4. Use a dedicated phone number and email so everyone at your company knows that the items are hot and a top priority.
  5. Measure phone calls, clicks, sales, emails.

Step 2

  1. Write additional product information, tips and guides and make them available to customers
  2. Record email, phone and address data using it to gain insights into your customers.
  3. Use 2 types of questionnaires: 1 for buyers and 1 for browsers to find out what brought them to your website, what makes them different, and what they like to do.
  4. Measure qualitative results and use it to formulate an Action Plan (or contest) below

Step 3

  1. Hold contests that provide the rewards related to the things that your customers like to do.
  2. Make the contests avaialble to buyers and to visitors who dig deep to reach internal pages.
  3. Continue to monitor sales and commit to raising the budget proportionally to sales increases.
  4. Write targeted ads.

Step 4

  1. Do a lot of work on your Frequently Asked Questions and About Us pages by asking staff about all the odd questions that they have been asked over the years.
  2. Invite visitors to ask questions.
  3. Spend a lot of time on your About Us pages because customers who are not familar with your business tend to visit those pages.
  4. Build your brand by celebrating various causes - whales, pets, culture, women, environment -- and make your site present by raising funds, donations, or pages dedicated to supporting various charities and organizations.
  5. Write targeted ads
  6. Measure the number of visitors to the About Us pages, number of visitors to social cause pages, and the number of Frequently Asked Questions.

If this simple email helped you to think about your business a little differently, then I'd love to hear from you.

 

 

 

 

Is Google Analytics Taking Over the World?

Key Takeaways
We visited each of the top 500 Internet Retailers websites and observed the following:

  • 37% use Google Analytics
  • 32% use Omniture
  • 30.2% use more than one application

When you consider the following research, you may be left wondering how far Google can reach. They already know almost everything about us as visitors and it appears like they are learning a lot about us as customers as well.

---This is the process that was used to conduct the research---

Observation
An increasing number of large companies' websites are using multiple analytics applications. More often than not, one of the applications is Google Analytics.

Hypothesis
Since Google started offering a "free" analytics application, it has garnered a lot of attention, even from larger web properties. It was hypothesized that many of these larger web sites are using Google Analytics in conjunction with their current analytics application to determine whether or not Google Analytics alone can satisfy their analytics needs. As a result of this hypothesis, it is expected that Google Analytics is being run on many of the same web sites that also run "enterprise level" analytics applications.

Methodology
From February 1st through February 15th, VKI Studios visited all of the Internet Retailer's top 500 websites. When visiting the web sites, Stephane Hamel’s WASP browser plug-in was used to report what analytics applications were installed on each site. This data was captured and analyzed to confirm or deny the hypothesis.

Results
Below is a summary of the results after visiting the Internet Retailer's top 500.

% of site that use:
1 analytics vendor 69.8%
2 analytics vendors 12%
3 analytics vendors 0.4%
4 analytics vendors* 17.8%

*WASP was not able to determine what analytics application was being used on 87 of the sites that we visited. Possible reasons are that the site was in FLASH, the site didn't have analytics implemented, or the site was down when it was visited.

For sites that had more than one analytics application implemented, the most popular combinations were:

Most popular combinations
% sites
GA (urchin.js) + Coremetrics 3.8%
GA (urchin.js) + Omniture SiteCatalyst 3.8%
GA (ga.js) or GA (urchin.js) + any other vendor 5.4%

The table below indicates the % of web sites using each vendor. Since some websites have more than one vendor's application implemented, the numbers will sum to more than 100%.

Vendor % sites using

Google

-Urchin software
-GA urchin.js
-GA ga.js

37.6%

0.6%
33%
4%

Omniture

-SiteCatalyst
-HBX

32.2%

26%
6.2%

CoreMetrics 17.6%
Webtrends 3.2%
FireClick 2.8%
ClickTracks 0.4%
OneStat 0.4%
Insite 0.4%
HitsLink 0.2%
Xiti 0.2%
Unica 0.2%

For Internet Retailer 500 websites using only one analytics application, the table below indicates the percentage using each specified vendor as their only application.

Vendor % sites that use only one analytics application

Google
-Urchin software*
-GA urchin.js
-GA ga.js


100.00%
64.85%
60.00%
Omniture
-SiteCatalyst
-HBX

76.92%
74.19%
CoreMetrics 64.77%
Webtrends 75%
FireClick 64.29%
ClickTracks 0%
OneStat 50%
Insite 0%
HitsLink 100%
Xiti 100%
Unica 0%

*Urchin software can only be detected when the UTM module is being used. Many more properties may be using Urchin for their log files without the UTM Module.

Other Insights

  • Over 12% of the sites that we were able to collect data on were using DoubleClick
  • 1% web sites that we visited were running Google Website Optimizer tests on their home pages
  • 0.4% sites have Tacoda’s behavioral targeting code implemented on their home pages

Conclusion
With more than 37% of the Internet Retailer 500 websites having either Google Analytics (either the ga.ms or urchin.js) or Urchin Software (a Google product) implemented on their sites, it seems that the analytics landscape is changing dramatically. With 13% of the sites reviewed running a Google Analytics product at the same time as another analytics vendor’s product, it appears that there is validity to my hypothesis: many large websites are experimenting with Google Analytics to see if it will satisfy their needs. .

This report is a snapshot at a given point in time, and it does not give us any insight with respect to how the landscape of analytics implementations is changing. We are planning a follow up test using the same methodology to determine how the analytics vendor landscape is changing.

References, Sources, and Tools
Internet Retailer 500 - http://www.internetretailer.com/top500/list.asp

ClickTracks http://www.clicktracks.com/
CoreMetrics http://www.coremetrics.com/
DoubleClick http://www.doubleclick.com/
FireClick http://www.fireclick.com/
Google Analytics http://www.google.com/analytics/
Google Website Optimizer http://services.google.com/websiteoptimizer/
HitsLink http://www.hitslink.com/
Insite http://insiteanalytics.net/
Omniture (SiteCatalyst and HBX) http://www.omniture.com
OneStat http://www.onestat.com/
Quantcast http://www.quantcast.com/
Tacoda http://www.tacoda.com/
Unica http://www.unica.com/
Web Analytics Solution Profiler (WASP) http://wasp.immeria.net/index2.htm
Urchin http://www.google.com/urchin/index.html
Webtrends http://www.webtrends.com/
Xiti http://www.xiti.com/

Research by VKI Studios http://www.vkistudios.com

6 Steps to Managing Your Online Reputation by Using Social Media Networks

Have separate profiles
Have two different profiles, one for business and one for personal use. Your business profile should be your company name or the name of the product you would like to promote. What you share with your friends should be different than what you share with your potential customers.

Create profiles on social media networks
Create profiles for your business on most of the social media networks. LinkedIn is a good one to use as well as communities that are relevant to your industry. Limit yourself to only a few profiles to start off and once you have built up those profiles you can continue to create more. Be sure to add information about your company where possible.

Link profiles together
Create your own reputation network by linking all your social media profiles together.

Stay active
After you have established your profiles on the social networks its important stay an active member. Submit not only your own content but other content of your interest. Add friends who share similar interests with you and build relationships with them.

Discussion Boards
Participate in discussion boards within your industry. If negative feedback arises you can easily defend yourself by telling your side of the story.

Create a Blog
Set up a blog for your business and write in it as frequently as possible. Your blog can link to all your social profiles and any other relevant content. Be sure to submit your blog posts to Digg,StumbleUpon and any other related social communities.

Become the Web Analytics OFFICE HERO with Omniture's Site Catalyst Form Analysis Plug-in

Confusion around this Plug-in stops <form>HERE</form> where the rubber hits Conversion Road.

Darcy's recipe for OFFICE HERO success may be all the rage, but this is the plug-in you want on your SUPER hero utility belt.

The Form Analysis Plug-in ("The Plug-in") is a piece of JavaScript code that is inserted into the core Site Catalyst JavaScript File, s_code.js. This little baby is the BIG BROTHER of the forms on your site, watching your visitors take the tentative steps towards conversion or oblivion. Although one of the more complex of the plug-ins, implementing The Plug-in can be as easy as 1, 2, 3, 4, 5
(Note: This post assumes that at least one other plug-in is implemented in your copy of s_code.js. If not, Contact Us)

  1. Acquire the version of the Form Analysis Plug-in code (that is compatible with your implementation of SiteCatalyst) from your friendly Omniture Implementation Consultant.
  2. Insert the code into s_code.js in the designated "PLUGINS SECTION"
  3. Make the call to s.setupFormAnalysis() in function s_doPlugins()
  4. Set The Plug-in's configuration parameters
  5. Insert "on-page" JavaScript code to send event data to Site Catalyst:
    • Success events in the form's onSubmit event handler,
    • Error events as part of your client-side and/or server-side validation code.

... and then start watching your reports to see where your visitors are almost converting...

Steps 1 and 2 need no further explanation.

Step 3 looks something like this, depending on your pre-existing plug-ins:

function s_doPlugins(s) {
       // calls to other plug-in functions may already exist here
       // Form Analysis Plugin v.2.0
    s.setupFormAnalysis();
}
s.doPlugins=s_doPlugins;

NOTE: Suppress the urge to ask if strings are case-sensitive - they almost always are.

Step 4. Insert the configuration code in the "CONFIG SECTION"

This is where the business rules become JavaScript.
Today I deal only with the "how" of Form Analysis.
In a following post I will discuss the "why" of various configurations.

Which forms?

s.formList="frmContact,frmRegistration";

A comma-separated list of forms to be tracked by The Plug-in. Form names are those defined in the name attribute of the forms' <form>tags.

s.trackFormList=true

Indicates if only the listed forms are tracked (true) or if all forms are tracked except those listed (false)



To Name or not to Name
s.trackPageName=true

The Form Analysis report shows pageName:Form Name:Result (Abandon, Success, or Failure):Form Element. If trackPageName=false, pageName: is omitted



Traffic or Commerce
s.useCommerce=true

If true, eVars (conversion variables) and events are used, otherwise props (traffic variables) are used

s.varUsed="eVar9"

If s.useCommerce is true, this designates any one of the available conversion variables (eVarN) to use. If s.useComerce is false, use any one of the traffic variables, eg: s.varUsed="prop9"

s.eventList="event9,event10,event11"

If s.useCommerce=true this represents a comma-separated list of one or more of Abandon,Success, and Error events respectively. Only the events required are listed. Events missing from the begining or middle of the string are omitted but their commas remain to keep their place. Eg. The string

s.eventList=",,event11";
indicates that only Error events will be tracked. If s.useCommerce=false, set
s.eventList="";



Ask not what The Plug-in does for you
Once implemented, The Plug-in does only 3 things:
  1. Recognizes that a page containing a designated form (remember s.formList and s.trackFormList?) has been loaded
  2. Provides s.sendFormEvent for custom, on-page code to report Success and Error events.
  3. Reports form abandonment, identifying the last field changed*. A form is "Abandoned" if it is unloaded without the s.sendFormEvent being called. If no such interaction occurs, the form is reported as "No Data Entered"
*(the documentation uses terms such as "fields interacted with" and "touched" but our testing with ver 2.0 of The Plug-in with both IE 7 and Firefox shows that Abandoment requires at least some action to change the field (typing in a textbox, clicking in a pull-down, even without changing its value. Beyond being academic, this distinction can have consequences for how one uses success events in conjunction with Form Analysis, as will be discussed in subsequent posts.)

What you have to do for your forms
Call
s.sendFormEvent()

to report successful for submits and errors.
While Success will almost always apply to the form as a whole, Errors may relate to one or more form fields or to the form as a whole.



The syntax of s.sendFormEvent is:

s.sendFormEvent( event_type, page_name, form_name, error_description)

where:

  • event_type
    is either 's' for success or 'e' for error
  • page_name
    is s.pageName if s.trackPageName is true or is ignored if false (pass and empty string to keep its place).
  • form_name
    as per the name attribute of the form's <FORM> tag
  • error_description
    is any string describing the error.

What is a good error description for the user is rearely good for form analysis. That, however, deserves and will be awarded, a blog post of its own.
The event's pageName and form are associated with fellow events of the same pageName and form solely by virtue of their names being consistently reported.



Coding for Success

For all but the most unusual business requirements, success is defined by the user submitting the form without tripping over a client-side or server-side error

Success should only be reported once success, as defined in the business requirements, has been determined.

Success that is determined by JavaScript alone, will be reported by calling s.sendFormEvent in the onSubmit event handler of the form and will look something like:

function frmOnSubmit(frm){
   if (formIsValid (frm) ) {
       s.sendFormEvent('s', s.pageName, frm.Name);
   }
}

Where success can only be determined by server-side validation, s.sendFormEvent(), that code will generate the JavaScript on the confirmation page to be called from the onLoad event handler. Conversely, code to send error reports would be generated on returning to the form page.


Whistle-blowing the Errors
Use s.sendFormEvent to report errors are called as part of the field and form validation code.

There are a number of error reporting techniques which will be revealed in a subsequent post which you will not want to miss. Subscribe to our RSS feed below

Regardless of that detail, the implementation structure is the same:

function formIsValid(frm)
{
  if ( isEmail_BS(frm.email.value) )
  {
      strError = "Please enter a real email address";

// Inform SiteCatalyst of the error s.sendFormEvent('e', s.pageName,frm. Name, 'BS Email'); } return strError; }

To end on a positive note, an error event does not mean the form did not end with a success event.

OFFICE HEROes are tough - after exposing how the designers' forms suck, subscribe to our RSS feed for tips on coding events for Form Analysis reports you can use to suck up to the marketing VP.

Google Website Optimizer - 5 BIG MISTAKES most first time users make

  1. Don't pick the wrong page to test
    • pick a relatively high traffic page
    • pick a page near the top of your funnel process (from introduction to sale, the top is near the beginning)
    • pick a page that has action - or calls to action
  2. Don't make the conversion page (test goal page) more than 1 click away from the test page
    • keep the process simple (how do I get more visitors from here to there)
  3. Don't lose sight of test simplicity
    • Even if you get hundreds of thousands of visitors - don't get all excited and start to test too many things on too many pages. Use a simple test strategy where the winning recipe can be rolled out to the rest of the site relatively easily.
  4. Don't make small vanilla changes that nobody will notice
    • If you can't see the difference between version A/B/C from 3 feet away - how do you expect your visitors to? If the changes aren't big, the results will be too close, and the test will probably fail (no winner will ever be declared).
  5. Don't stop the test too early
    • Relax, wait, watch and learn. If you stop the test before because one version looks like it is kicking butt right out of the gate, you could be making a big mistake by not looking at the big picture. Don't forget day of the week, time of the month, differences in where the traffic is coming from, etc etc. Ensure your tests run long enough so your data stabilizes.

Lead Generation Form Optimization Tips and Tricks - Google Analytics

Many of you are generating leads via your website, but struggle to improve conversion rates and drive down the cost per lead. Here are some quick tips on

  • How you can accurately measure what's going on
  • What to test to improve lead gen conversion rates

Measuring what's going on

Our example below uses Google Analytics because it's the most popular platform. The same tips hold true for other analytics vendors - Omniture directions here.

First you need to understand how to measure the conversion rate for a single page.

  • In your GA settings tab, activate a new goal and enter the URL for your "Thank you" page.
  • Wait until some new data is collected, then go to your top content reports and locate the lead gen form page.
  • Once you're on the lead gen form page, you will see a drop down menu on the far right, labeled "segment". Select "source".
  • Now click the tab that says "goal conversion" and viola, you will see the goal conversion rate for that specific lead gen form page.

Now you know what you should be measuring, it's time to test and improve.

What to test

Below are a few things to try. We recommend you do a proper A/B or Multivariate test, but if you just want to get right into it, you can ad hoc test by comparing the conversion rate by date ranges. Record your test date - collect data for 2 weeks and then compare the two weeks before the test date, to the two weeks after. If the conversion rate is improving, you're on your way.

Here are a few tips:

1. Make it easy

Ask only what you really need to know, provide clear instructions.

  • Test using fewer fields, especially fewer mandatory fields and fewer personal questions.

2. Make it look easy

It may in fact only take a couple of seconds to, for example, select the appropriate item from a list of options. But the mere fact that the list is there makes your form appear more onerous, and will turn off some visitors.

  • Test the effect of eliminating lengthy lists and menus from your form.
  • If you really need the information, try testing a drop-down menu against a "choose one" list of radio buttons.
  • Test different form layouts. By aligning fields properly, forms appear less cluttered and simpler.

3. Clearly explain the benefits to the visitor of submitting the form

If possible, offer an incentive for submitting the form. A list of "Hot tips" relevant to your industry, access to a "members only" section of your website, entry into a contest… 

  • Test different offers and see what works best.

4. Finesse your "Submit Form" button or link

  • Test a button against a text link
  • Test different button shapes and colors
  • Test different wording, for example if you're using "Submit", try:
    • Tell me more!
    • Send me my [incentive]
    • Call me
    • Let’s get started

5. Use a testing tool like Google Website Optimizer

Ad hoc testing is never as effective as process based testing.  If you have the time and technical team we recommend you run simple A/B tests or simple MVT tests.  Using software often forces you to be decisive, and it makes tracking the results transparent (it’s easier to see what changes had impact).    

Omniture's SiteCatalyst - Getting the most out of your lead generation forms

When your business relies on visitors coming to your website and completing a lead form, you should be using your analytics application to help you figure out where your forms are failing you. Once you have identified areas of weakness, you will create an improvement hypothesis. Finally, you test the alternative versions of the form with an A/B test.

If you are using a paid analytics application such as Omniture’s SiteCatalyst, I would suggest following an analysis process such as the one below.

  • Make sure you have the form analysis plug in set up/configured for all forms you will be optimizing.
  • Create a baseline, by calculating the form’s current conversion rate (the ratio of visitors who view the form versus the number of completed forms).
  • Review the reporting from the form analysis in the ‘Paths’ section of SiteCatalyst
    • I find a great report to start with is the 'PathFinder' report, and select the ‘book end’ pattern and the form you want to analyze.
    • From this report you will be able to see how visitors arrived at the form, where they went if they didn’t complete the form, and what form field they had their cursor in when they exited the process.
    • We make the assumption (and it is an assumption) that visitors will navigate through the form in a linear manner. That means that if they left the form with their cursor in the third field, that they had filled information into the first two fields. By understanding what field they last had the cursor, in we can try to understand what might be causing them to abandon the form. For example, is the information in the current or next field too personal, or not relevant to the request being made?
    • You will also want to look at data from the ‘Conversion’ section of SiteCatalyst to examine what patterns there may be between the ratio of completed forms and the source of the traffic.
      • This information will give you some insights into the quality of the traffic you are acquiring and their willingness to provide their Personally Identifiable Information (PII) in exchange for something (whitepaper, newsletter, call-back from sales associate…
    • There are a number of other great reports in Omniture’s SiteCatalyst to dig into as well when you have time.
  • Once you have identified where the problem and opportunities may exist for improving your forms, it is time to hypothesize ways to improve them.
  • When trying to get more people to fill out a form, bear the following in mind:
    • The less PII you ask for, the more visitors you will get filling out your forms.
    • The more value you offer in exchange for a visitor’s PII, the more forms you will get completed. You might think your value proposition is clear, but is it clear and compelling to your visitors?
    • Keep as much information as possible above the fold.
    • If you have a multi-step form, be sure to make the visitor aware of how much time they should budget to complete the form. Also, provide a progress indicator as they go through the form.
      • If you form has multiple step/pages, you will need to repeat the above analysis steps for each page
  • After you have formulated an improvement hypothesis, it is time to test the alternative versions of your forms. This can be done with a tool such as Omniture’s Offermatica.
  • After the test is complete, implement the winning version and repeat the process all over again.

The Basics of a Successful Google Adwords Campaign

Google Adwords can be one of the most cost effective and efficient ways to advertise your products or services, but, when poorly managed and lacking basic knowledge it is often times over looked and under utilized.

Today we are going to take a look at some basic yet powerful tips and guide lines to creating and managing your campaigns successfully.

Before even starting a Google Adwords campaign it's important to figure out what the primary goal for advertising is. Different strategies will apply to different goals. This article will go over the most common goal amongst advertisers. This is the goal of converting visitors into paying customers by selling a product or offering a service online directly through the website.

[More]

Website Optimizer 5 steps to becoming an OFFICE HERO

Does your website's bottom line need lift?
It's not as hard as you think - Start testing with Google Website Optimizer it's a free tool.

Here's how you impress your boss and co-workers - I'm not kidding you can look like a real rock star in less then 2 weeks.

  1. Pick a website page that will impact your bosses bottom line (your lead gen or top selling product page).
  2. Make sure what ever page it is, it gets lots of traffic.
  3. Break out these 3 sections on the page
    1. Headline
    2. Image/Body
    3. Call to action
  4. Make dramatic changes to the 3 sections (not necessarily format, but content)
  5. Make the next page in your funnel the test conversion page.

CLICK LAUNCH then sit back and look good

If you need help cooking up some good ideas for your test recipe, or you need help running the tests, you can still look like a rock star by bringing in some experts. VKI Studios is a Google Website Optimizer Authorized Partner and our Certified Usability Experts can tell you what you should test. There is no guess work left, everything is mathematical and ROI driven. Life is short, get a promotion today.

Google Website Optimizer - Technical/Interface AMA Questions

Q: How can you ensure that the same visitor sees the same page on every visit?

A: When a visitor lands on a GWO test page, Google drops a cookie. Now Google can identify that visitor by the cookie and will automatically publish the same version of the page each time the visitor lands on the test page. This way the test is seamless to the visitor – they won’t even know they are participating in your test.

Q: Does GWO indicate when you have statistically significant results and can confidently declare a winner?

A: Yes GWO will declare a winner when there is significant data. This will only happen if there is a winner – if your test pages are very similar the conversion rates will be too. IE there may never be a significant winner no matter how much traffic you put through. So make sure you test big meaningful things.

Q: Is there a limit/max volume the optimizer tool can handle? Some pages get significant volumes

A: Google has put a lot of resources into the product because they want you to feel comfortable running test on very high volume pages. And if the Google code does fail, their system will automatically default back to the original page, so there is very little risk.

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