The Web Marketing Universe

Confusion about successful web marketing is rampant. Even for those in marketing, there's an ongoing war to maintain clarity about how the web universe works and how successful web marketing is executed today. Building an outperforming web platform is very much like building and running a retail store whose primary objective is providing a product or service.

• The store must be attractive, have a good location and be unique to attract visitors.
• The store’s layout, personnel and operations must serve the customer and make the sales process as easy as possible.
• The experience must promote the visitor to return to the store.
• The experience must transform the visitor into a customer.
• The experience must provoke visitors to tell others.
• The experience must promote customers to become repeat customers.

And while the foundational recipe for a successful website is very similar, getting there is completely different. Life happens faster online. While visitors peruse a physical store, website visitors “use” an online store. They can leave just as easily as they walked in. Their attention spans are much shorter, and their tolerance for a confusing layout or arduous pathways is low. There are no roads leading to the Internet storefront. The idea of “getting there” is completely different. The straightforward “location, location, location” mantra is replaced with a myriad of new approaches and considerations to gain the foot traffic you need to be successful online. So, from the never-ending minutia of terminology, buzzwords and techno-jargon, let’s clear the air for once and get some things straight about what makes a successful web marketing machine.

Metrics

Before anything is done, before the first photo is taken, before the first line of code is written, you must take account of what you know. In the web world, everything is in the numbers. From the unaware prospect to the loyal return customer, all possibilities and measurements must be mapped out within the sales continuum. Where do your customers come from? How much does the average customer spend with you in a year? How much is spent to gain one customer? What has your past advertising and marketing efforts yielded? Who are your repeat customers? Why do customers come back? Why do customers leave? Are you doing everything you can to measure all elements that directly and indirectly affect sales? There is much inventory and soul-searching in identifying your metrics. You must be honest about what you know and what you don’t know. You must be critical and able to grade yourself. Doing the homework here will not only guide the purpose of all your web marketing efforts, but also allows you to measure your return on investment, make adjustments and out-perform your competitors.

Utility

In the vastness of the Internet, there are two classes of websites: the digital brochure and the utility site. Most websites are the first kind––the online equivalent of a printed flyer. Yup, all the computing processors, memory, software, hardware, power and communication lines for people to read the same information that they would get from a brochure. The brochure site states its case, makes its pitch and then its done. That’s what many companies do with their brands on the Internet, and their website’s performance is a reflection of it. Your website needs to be useful, not just informative about your primary business objective. Many websites waste inordinate amounts of time and money promoting a site with no utility. Its visitors see no reason to return, and it dies right there. The precious opportunity to turn a casual visitor into a return visitor—the web version of true branding—is sadly wasted. Your website needs to find its place on the Internet. It needs to be known for something. Awareness and traffic on the web is cumulative, and all the time used to gain a visitor is wasted if the site is not worth bookmarking, sharing, remembering or revisiting. To achieve this, you must be prepared to invest in your site’s utility. You must have an offering to the public at large, without the visitor needing to be a customer. Your website needs to find its place on the Internet. It needs to be known for something.If you sell lawn fertilizer, offer a lawn care calendar for the visitor’s geographical area, e-mail alerts on care stages, free weekly lawn care tips and write a regular article. Create a place the visitor can count on, all the while promoting your brand and selling your product or service. Comparative shopping listings, mortgage amortization calculators, games, a “rare word of the day” and “your lawn care tip of the week” are all beginnings of utility for a website. If your competitors are already introducing utility in their online store fronts and developing a reputation for having a website that’s worth returning to, then you have something to worry about. Don’t wait until then. Up the ante and don’t waste another visit to your site.

Content

Many times the utility of a good website resides in the content it offers. Now this is where many websites have an identity problem. Most view their website’s static “brochure” text regarding their product or service as the website’s content. It isn’t. Content has purpose and application to the visitor beyond your primary offering. It may not apply to everyone, but it needs to be content that your audience wants to read, see, play, view, hear and interact with. Content has been and always will be king. As a result, the content maker is king. Believe it or not, writers are usually the single most important factor to the successful website core. If your website features piano playing tips in video form, then the video producer owns the role of king. Don’t regard your website as a one-time sales pitch. Invest in content and the long-term rewards will be exponential.

The idea

The challenge of utility and content represents the stage where the good idea is born. If your website doesn’t present any reason for a visitor to return, then it’s useless. Your website’s success is based on its core concept. What is it going to offer people? What is its reputation going to be? What about your content is going to make people talk about it, forward its web address, bookmark it, share it and most important, what is going to make people come back to it? This is where a good web development firm shines. The responsibility of your web development firm is to make sure the idea around your utility and content is sound and executable. Web professionals work hard to stay abreast of what the Internet landscape—and all competitors—provide. They know what people want, what’s lacking, where the opportunities are and where to drill for maximum gain.

Presentation

You’ve got your idea, you’ve found your niche, you’re creating great content––now we can talk about building a beautiful and functional website. Crafting a superstar website is its own discipline. Professionals that build memberable websites master a craft that is like no other. Once again, the Internet’s vast array of possibilities and potential are the reason so much more must be considered. Take, for example, reading a magazine. The magazine contains a catalog of content. It employs the simple interface of a table of contents, page numbers and the action of turning the pages—that’s it. In contrast, a website has multiple dimensions and depth. It does more than display your content—it’s functional. It stores content, catalogs it and queries it. It reacts. It allows for conversation and builds community. Your 24-hour Internet house is, in short, a working engine that must reflect your brand proudly, be functional and easy-to-use and run itself without you in the room. Your website is a working engine that must reflect your brand proudly, be functional and easy-to-use and run itself without you in the room. But with great power comes great responsibility—in design and function. It’s very much like building a unique, first-of-a-kind car from the ground up, combining art and precise engineering into a beautiful, functioning machine. There is a metric ton of considerations in any given website, right down to the psychology of choice. As a result, there are many amateur web designers, but very few great web builders. Still, many companies rely on traditional marketing agencies who see web development akin to the linear development of print material, television commercials or radio spots [see our article on the fall of traditional marketing companies]. In other cases, some companies employ a single individual––usually a programmer or a designer––to build a competitive website that in reality requires experts from many disciplines. Both of these extreme approaches to web building leave a trail of failed websites littered around the Internet landscape. The memorable and over-performing website requires a unique and specific combination of expertise from an array of web professionals, all working in concert on the details and all joined together on the big picture. That doesn’t mean you need teams of people working around the clock, but you will need portions of their knowledge and interactive specialties to craft it the right way the first time. In fact, the right way costs less upfront and makes your investment that much more powerful.

Traffic Building

You’ve established a good foundation with your web marketing strategy and metrics; you’ve got an online building that’s both beautiful and very useful; now the focus turns to building foot traffic. While the traffic building plan is part of the web marketing strategy, its execution is on an ongoing basis. The exact strategies and tactics for traffic building are different for each business, brand, product or service, and covering all the possibilities would be beyond the scope of this article. Effective traffic building, however, depends on one key element: the relation of a website’s utility and content to the community at large. Food for thought: In the beginning, you will start with any traffic. However, the public does reside with other websites. Those other websites have provided a platform for community. There are an endless number of online communities on everything from aardvarks to zucchini that people bookmark, remember and participate in––weekly, daily, hourly. You need to be there too. Identify those spots and begin participating in them. Be real and helpful. Promote your brand when appropriate, and promote your personality in the process. Link to some of your good content. Extend an offer outside your primary objective. Create and build a reputation. Again, there’s more to this than a simple example can convey. Simply put, there must be regular engagement with the public outside of your website. People engage with companies through the best form of advertising: word-of-mouth. The Internet just sets that on fire.

Visitor-to-Customer Conversion

The science and art of converting a visitor into a customer is unique to each web marketing plan. It begins with identifying, marking and sometimes even coding-in conversion points within the site. Conversion points can be the creation of an account, the point at which a product is sold, the submission of a contact form or the making of an appointment. The array of possible conversions are unique to the business; however, they tie directly to the bottom line. This is where the experienced web development agency brings metrics back into play. All efforts in traffic building and advertising are mapped; traffic from websites, search engines and other sources are cataloged; traffic is tracked to conversion points within the site; analysis is taken and actions to improve traffic and the rates of conversion are continuously implemented. Such complexity is beyond the expertise of traditional marketing firms or the one-man-band.

Getting Started - The Big Picture

Yes, at first glance this is a lot to take in. That’s why it’s important to interview your marketing firm to make sure they not only recognize the web marketing universe, but that can also execute on it and show results. We’re here to help. Call or write us. We promise to answer all of your questions in a straightforward manner and help you understand it all. If you’re already engaged or under contract with another firm, at least ask your firm—and yourself—the tough questions:

• What is the plan?
• Why will people come to your website?
• What will keep visitors coming back?
• What will make visitors tell others?
• What will convert visitors to customers?
• How is it performing?

And most of all: What will make people fans of your website? This is ultimately the goal of any web marketing campaign, and it's indicative of any superstar website. From local dentists to international corporate brands, anyone can reach the apex of online marketing, win more customers and gain market share for less money. Remember: fans do the marketing for you.

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iPad – The Good, the Bad and the Possibilities

Apple’s January 27 “latest creation” media event was historical for many reasons – not the least of which was the introduction of the first real tablet. Never before has such anticipation surrounded the launch of single product, and rightfully so. When was the last time you read a book on your laptop? How satisfying is it to surf the Web on your smartphone, even if it is an iPhone? There has long been a gap in the usability of these devices for casual media consumption – a gap that Apple has now bridged with the iPad. As Steve Jobs noted in his keynote address, when developing the iPad, Apple set out to create a new category of devices that would surpass both the laptop and the smartphone in handling key tasks like browsing the Web, sending e-mail, viewing and sharing photographs, watching videos, enjoying music, playing games and reading eBooks. With the iPad, Apple has indeed succeeded in carving out a new category in the mobile device marketplace – one that makes digital content accessible in a posture that has been comfortable and familiar to humans for centuries. As with any first-generation technology, the iPad offers many exciting and novel features, but it is not without its drawbacks. However, these details pale in comparison to what is most significant about the device. By offering a new platform, the iPad promises to revolutionize media as we know it today – from the way we consume it to the way it is created, packaged and marketed – bringing sweeping changes to our culture and a number of industries along the way. Here's Fame Foundry's take on all things iPad:

The Good

• Revolutionary, unhinged tablet computing device in book-holding posture
• Addresses all core functions desirable in a mobile computing device: Web browsing, e-mail, address book, calendar, notes, photos, music, video
• Capability to create and edit documents, spreadsheets and presentations with iWork apps
• Ready to run 140,000 existing apps out of the box
• iBooks available to purchase and read on-demand
• Potential to accelerate the growth of the emerging marketplace of “cloud” products, computing and storage
• Hardware is thin (.5 inches thick), lightweight (1.5 pounds) and elegantly designed
• Full-color screen with multi-touch interface
• Sheds the bulk of input devices
• Bezel allows for comfortable holding without accidental touches
• Excellent battery life
• 30-pin peripheral extension
• Wireless and 3G capable
• Built-in Bluetooth 2.1
• Accessible price point: $499 for 16GB model with no 3G support to $899 for 64GB model with 3G support

The Bad

• No system achieved to allow non-Apple apps to run simultaneously with other apps while balancing responsiveness and battery life
• Needs broader networking capabilities for access to nearby computers
• Presents some challenges in the device’s keyboard interface and standing upright when needed (which can be solved with compatible accessories)
• No camera or capability to video chat – an already established system available even on low-end MacBooks and the MacBook Air
• No GPS device

What Will Change

• This is the beginning of the end of paper. As a handheld device that does more than the Kindle – in full color and with a touch-driven interface, innovative software and well-balanced interface design – the iPad will force print publishers to choose one of two paths: create innovative content systems and monetize or file for bankruptcy.
• You will actually be able to watch video easily and comfortably in your hand and in settings never before feasible with a computer or pocket device. In fact, the experience will even rival a high-definition movie, as holding a 10-inch tablet 14-18 inches away is the same as watching a 96-inch television 10 feet away.
• Casual computing on low-end laptops will diminish. Netbooks will need to redefine themselves or be banished to the same dismal corner of the market as underperforming MP3 players in the portable music category.
• Portable TV and video players will begin to fade into obscurity, and physical media such as DVDs and Blu-ray discs will continue to go the way of VHS tapes and Betamax.
• The Kindle’s price will drop substantially, or the device will cease to exist all together. Maybe both.
• Apple will bridge the interoperability gap between its devices, improving networking and file sharing dramatically. Macs, iPhones, iPads and AppleTV to make a bona fide push toward conquering your desk, your pocket, your lap and your living room.
• The iPad OS will continue to evolve away from its iPhone-like genesis.
• The App Store will see a bona fide split between iPad and iPhone apps.
• iPad apps – and perhaps even the OS – will accommodate more handwriting and drawing functionality. Consider what Newton did 15 years ago with the benefit of today’s advancements in software development.
• Apple declared war on Flash a long time ago, and the iPad’s lack of support for the plug-in is the latest incarnation of this. Expect developers to continue to evolve away from Flash, undermining Adobe’s long-running stranglehold on the Web.
• Gaming will enter a completely new frontier previously untouched by the iPhone platform and traditional computers.
• In the next generation of the iPad, Apple will develop an acceptable multitasking subsystem that balances performance and function and will introduce other hardware features such as a front-facing camera that will finally make the long-awaited video phone a reality. The second generation will also likely come with an even lower price point, boosting demand and furthering the iPad’s infusion into our culture.

Suffice to say, the iPad will sell well and will become firmly ingrained in the day-to-day lives of the masses – as have the iPods and iPhones that came before it. It comes with an already established, robust and broad platform of apps that is unprecedented. It is produced and backed by a company that is renown for ongoing innovation and, as with all its previous devices, will undoubtedly be improving upon the platform. Like it or not, the iPad will become a part of our everyday lives and will change everything. Perhaps not in 2010, but soon after. Below Fame Foundry's agents weigh in with their reactions and predictions for the iPad and its potential as a catalyst for change:

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• The Architect

  The truth is, Apple’s iPad is a tablet – and only a tablet. While it possesses the capabilities of many existing devices, it is not a netbook, nor a personal computer, nor a pocket device. It is, however, what the tablet was supposed to be all along: an easy-to-use, book-sized platform for content and communication, with software and an interface that allow for possibilities never before realized. As such, the true significance of the iPad lies in the long-term impact it will have on our culture. Putting aside all initial criticisms in not living up to the dreams of every power user, early adopter and fanboy, the iPad is unquestionably a game-changer. Imagine everything that currently exists in print at book or tablet size being completely data-driven and interactive. Expect to see your UPS driver carrying it. Expect to see your medical charts on it. Expect an interactive Sports Illustrated to be published with capabilities that are unattainable with current Web standards. Just as assuredly as the iPod and iPhone took three generations to hit their full stride in the marketplace, so will the iPad in revolutionizing content, communication and computing. The iPad’s first phase is now in play.

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• The Craftsman

  Although not the end-all, be-all device I was hoping for, the iPad – along with various other tablet devices – is ushering in a new era of personal computing and media consumption. The possibilities of a device like this are endless. The way people are consuming and interacting with media is changing. Virtually all forms of media will be affected by the move toward a handheld digital format, especially the newspaper and publishing industries. What a device like the iPad does so well is consolidate and present content, replacing volumes of books, magazines, papers and other forms of media. Students can empty out their backpacks and have every required book downloaded to their iPad. I also think we will see a shift from an emphasis on developing for the Web to developing applications. Apps will be the primary way content is delivered in the future. Until now, apps were lacking the right device to truly take off as a mainstream platform, but I think that device has finally arrived. But iPad went beyond media consumption when they redesigned the entire interface for iWork. I was intrigued to see how applications like Pages, Keynote and Numbers will work on a multi-touch, gesture-based device. I think the future of interface design is very exciting.

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• The Author

  The iPad is, first and foremost, a media consumption platform. However, this device is not as revolutionary in and of itself as are the changes it makes possible in the types of media that will be available to be consumed. Hardware developers have long struggled to create an interface that is comfortable for reading or viewing for extended periods of time. Now that Apple has solved this problem, as the public embraces the iPad and it becomes as ubiquitous as iPods and iPhones, we will see the emergence of a new kind of audience with evolving expectations. As demonstrated at the January 27 event, iBooks and the New York Times app are a step in the right direction for handheld digital media. However, given time, artists, writers and developers have unlimited potential to work together in changing the media consumption experience as we know it. Currently, media is segmented by format, vehicle and purpose. Books, newspapers, magazines, radio, television and movies stand alone as distinct entities. However, the iPad presents new possibilities for blurring the lines between these various media types. eBooks can become increasingly interactive, enhanced by images, animation, video and sound to offer more than just digital versions of printed texts. If movies have soundtracks, who is to say books can’t as well? Writers, designers, illustrators, animators and composers will have unprecedented opportunities for creative collaboration. Currently news outlets produce separate content for broadcast or print and for the Web. Even though an online news story might include a video or audio clip to support written text, they are not seamlessly integrated. The iPad makes this possible in ways that will offer a richer, more informative experience. Furthermore, as the iPad and other tablets eventually become the default media consumption device of choice, there will no longer be a need for entertainment to conform to a rigid half- or hour-long format for TV or two-hour movies. Instead, writers and producers will have the freedom to find new and innovative ways to produce entertaining content that is both profitable and better suited to the consumption habits of the end user.

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• The Creator

  As a designer, there’s only one thing that excites me about the iPad, and it’s not the elegant design, the slick interface, the incredible battery life or the low price. What really excites me is the iPad’s single most valuable offering — its potential to revitalize the suffering publishing industry and revolutionize journalism. As I watched the native version of the New York Times demonstrated at Apple’s "newest creation" event, a progressive yet familiar medium was being revealed. Unlike the iPhone, the iPad mimics the size and portability of traditional printed material such as books and magazines. In the example of the New York Times, the design of the page is easy on the eyes and demonstrates how typography and page design can be preserved in digital media. What’s more is there’s good news for advertisers, too. The creative ads we are accustomed to seeing in printed publications can be incorporated into page layouts for the iPad app, eliminating ineffective and obnoxious banner and pop-up ads that plague browser-based versions. Like never before, the iPad makes it possible to combine the best of traditional publishing and journalism with the best of the Web. I don’t believe the iPad is destined to replace our workstations and laptops. Rather, it will become the standard vehicle by which we consume information. It is the new “paper.”

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