Be an Ethical Entrepreneur, Marketer, and Business Builder

The Top 19 Myths of Internet Marketing for Small Businesses

Whether it’s SEM, SEO, or website design, there are a lot of Myths about internet marketing that just don’t hold up to testing so let’s tackle the top 19.

Keep in mind these myths are for service-based small businesses with the primary goal of generating leads. For e-commerce, current customer portals, forums, blogs and other types of websites the answers will be different.

  1. You need to be #1 on Google. In reality, the cost/click to be #1 for all pertinent keywords is generally not cost-effective. My recent blog on Adwords Marketing addresses this in detail.
  2. The goal of a website is to get people to spend time on it. For a service business the goal is to generate a lead and you have about 90 seconds to do that. Sites that get paid based on the ads they show have different goals and lots of time on site is one of them. But you’re not Facebook.
  3. You can save money by putting a phone number in your Google Ad. There’s plenty of proof that this a myth. Google only makes money when you CLICK on an ad so why would they let you put a phone number in an ad if that meant they were going to lose money? They wouldn’t because they test these things.[Edit: In June 2013 Google banned ads with phone numbers so, like all internet marketing, never stop testing. The results may change.]
  4. Google Adwords and SEM is easy. Of every topic I mention in this post, without reservation I would claim that GREAT Google Adwords marketing is the most complicated and time-consuming thing you can do. Not only do you have to choose keywords, you have 5 different types of keywords to work with and 4 different ad types. You have to choose where to market, who to market to, what sites to market on, what problem a customer typing in a certain keyword is actually trying to solve. Dr. Glenn Livingston did studies showing a person searching for “guinea pig”, “guinea pigs”, and “guinea pig care” are all looking for vastly different things and are at different levels in the buying cycle. Then of course you have to understand how to setup scientifically sound tests to actually determine what’s working and what’s not. That’s just the beginning…
  5. You need to invest in more traffic (SEO and SEM). For most websites you first need to invest in converting more visitors to leads. For instance, if your current website converts 3% and you bump that up to 4.5% that’s the equivalent of getting 50% more traffic at no extra cost. (Our best sites in 2013 were converting over 25% in their target market.)
  6. The best way to increase conversion is with a better offer. This could be true however our testing indicates that this is rarely the case. When we create a site with multiple calls-to-action such as “contact us”, “schedule an appointment” and “special offers” almost always the “special offers” gets the least traffic. Your site could perform differently, though.
  7. A video on your website will increase conversion. Generally this is true, however a company that helps people organize their closet space did tests on a lead-capture page with and without a video and found a 439% increase in conversion WITHOUT a video. Does this mean video is bad? Of course not. It just means that there are a lot of other factors to consider.
  8. I need to let my web designer know what to update. That’s like your accountant saying, “hey just let me know how much tax you have to pay this year and then I’ll fill out the forms.” Huh? Your web designer should be saying, “Hey Bob, we just found out that <this> performs better than <that> so add <this> to your next postcard campaign.
  9. You need to follow “best practices” to get the highest conversion. Bottom line is that there’s no such thing. I’ve used the exact same website in the exact same industry in multiple areas in the US and got vastly different results. Sure there are things you absolutely don’t want to do (like riddle your page with typos), but overall, you don’t know until you test.
  10. A great website is all about great content. If you are Wikipedia, of course this is true. If you’re Bob’s Plumbing, then a great website is about giving the customer what he wants; his plumbing fixed quickly and at a fair price. He doesn’t need a video and step-by-step tutorial about how you’re going to do it. Remember, you only have 90 seconds.
  11. A website is going to cost me a lot of money up-front. This is an idea I seriously disagree with. Since great websites can’t be built, they have to be tested, then what in the world are you paying for up-front? A designer’s guess at what your visitors might want to see? Is that really a good investment?
  12. What works in one market for an industry will work in another. In other words, buying a pre-made website for your business doesn’t guarantee the best performance. Every market is unique because you have different income levels, education levels and competition. This basically falls under the category of “best practices” in #9 and they don’t exist.
  13. My website will some day be “done.” If by done you mean it’s now done improving so we’ll leave it alone and watch it’s performance decrease, then I guess it can be done. Otherwise it’s about as done as regular maintenance on your service trucks. Stop servicing your trucks and they stop working. Same thing with your website.
  14. Testing and optimizing for a small business is just too costly. Our plans start at $399/month. That’s dirt cheap for the value you get.
  15. You’ll never be able to fully track or understand how your marketing generates leads. This is what I like to call the “we don’t want to be held accountable” sales pitch. The human mind is indeed a wonderfully complicated thing that we are just barely beginning to understand. However it doesn’t take a brain surgeon to figure out more visitors prefer Graphic A over Graphic B so chances are pretty darn good we’ll get a better response with our offline marketing if we also go with Graphic A.
  16. My business needs to be on Facebook, Twitter, Linkedin, and Pinterest. It only needs to be on social media if your customers are there and you know how to engage them regularly and professionally. It’s not easy. If you think your business could benefit from social media hire a professional.
  17. The best way to increase online leads is to improve my website and get more traffic. If you’re like most small businesses the absolute best way to increase sales is to do effective email marketing. A survey by Marketing Sherpa of over 1600 marketers agree with me on this one and your prospects are begging you to communicate via email.
  18. My web designer should be able to understand what I’m saying. Do you have a well thought out Marketing System including a clear understanding of your target customer, her problems, and your solutions? Ok, then yes, he should get it. If not, make a Marketing RoadMap first.
  19. A website will grow your business faster than any other marketing. Of course this CAN be true. However all different types of marketing work and what works for your business in your market will require some testing and measuring. One study by Marketing Sherpa demonstrated that up to 67% of a website’s traffic can be driven from TV. A well laid out marketing plan, with your website at the core, is often your most powerful approach to lead generation as a service-based small business.

Am I missing any other common myths? If so, comment below or contact me.

To your internet marketing success, Bryan

P.S. If you are working with a website designer, print this out and use it as a cheat sheet when you interview him. Or just Contact Us for a comprehensive online marketing analysis.

Would you prefer 1 lead for $35 or 5 leads for $500? Your Google Adwords Strategy

If you watch what’s going on in the SEM and Google Adwords world you hear some interesting things… Like…

You need to be #1 on Google…Google Search Engine Optimization can be as fun as building legos

I can get you contacts for $34 per contact…

Our Click-Thru-Rate is 5%…

So what? What exactly does any of that mean to your business?

In online marketing, numbers like that can easily be manipulated, tweaked, and adjusted to basically make you hear what you want to hear… Gasp! I know. Shocking, isn’t it?

So how do you get down to the brass tacks and know which marketer is actually going to perform the best for your business? Well, you need a bit of an online plan and strategy for Google Adwords and SEM. You also need to understand a bit about how Google Adwords marketing, bidding, and prices work…

[Read more...]

How your business can be #1 on Google in 10 minutes for FREE

It really is that easy… I own a few small brick and mortar businesses and I’ve done it… Even better, I even got my business to the top listing for most of the important keywords that I’d expect my customer’s to be searching for…  But I’m not being completely upfront about the difficulty of this task. In reality, it took me less than 10 minutes of to get my business to the top Google search listing for my first chosen set of keywords.

I’ll save the time of explaining the value and importance of getting to the top of Google listings with the details of how nearly 80% of all searches are performed on Google and about 2/3 rds of Americans research household products online before purchasing. Instead, I’ll get right into it.

  1. Go to Google.com
  2. Type in the keyword you expect your customers to use most often followed by your city and state. For example “hot tubs, springfield, ma”. If you have a yellow pages listing, chances are a listing for your business popped up somewhere on that page as a “Local Business” listing alongside a map displaying where you’re located. If your business doesn’t pop up, you’ll have to login to your Gmail account and go to http://www.google.com/local/add/ to create a listing for your business.
  3. Click on “More Details” next to your listing.
  4. Click on “Edit” and a balloon will popup in the map on the left hand side.
  5. Click on “Edit Details” inside the balloon.
  6. Now you can update your webpage, phone number, address, and company name, however what’s even more important are the “Places” listed at the bottom. You need to make sure ALL of your crucial keywords are listed in those boxes. Don’t be afraid to group multiple keywords in each box separated by commas.
  7. Click Preview
  8. Click Save

I wasn’t keeping exact track of the time, but in between 48 hours and 1 week my business listing went from non-existent to the top (and only listing) for my products in my city. It updated much more quickly in Google Local which you can access from maps.google.com, than it did with Universal Search directly on Google.com. My business is a rather niche business so that helped, however I have no less than a dozen competitors in my city. If you already have competitors who are savvy to this trick (or more likely just have the keywords automatically integrated from their yellow page listings) then you have to get creative and add more and better keywords to your “Places” listing.  I couldn’t find out exactly what criteria Google used to sort the Google Local listings, though this blog gave a few useful suggestions. If you know any more about what criteria Google uses to rank search results for Google Local I’d love to know. :-)

To your online marketing success, Bryan

P.S. I added my businesses to the local Yahoo business listings and move to the top of the search results even more quickly. Even though only about 13% of internet traffic uses Yahoo, it’s still worth the 10 minutes of your time. Just go to local.yahoo.com. Search for your business, click Edit Listing and update your information. You will need to create a Yahoo account if you don’t already have one.