seo + segmentation = rocket fuel for the customer journey
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Chicago • November 4–7, 2013 • #SESCHI @SESConf
SEO + Segmentation = Rocket Fuel for the Customer Journey
Jori Ford Rosetta
Director Paid, Owned, Earned Media
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
BUILDING ON THE BASICS SEO, SEGMENTATION, & THE CUSTOMER JOURNEY
Image courtesy of digitalart & freedigitalphotoes.net
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
SEO: Search Engine Optimization
Optimizing Owned assets: web site(s), profiles, micro-sites, video, mobile etc. to improve find-ability & visibility on search engines, across all device types.
Image courtesy of kromkrathog & freedigitalphotoes.net
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Behavioral Segments: Who You Want
Key Segments to Consider:
Buyer Readiness (the funnel)
Occasion
Benefits/Desired Outcome
User Status
Loyalty Status
Why by Behavior:
– Searchers can’t be identified by demographic
– They can be identified by intent
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Understanding the Customer Journey
Reaching Who you want, When they want, How they choose. Turns searchers into buyers.
Image courtesy of supakitmod & freedigitalphotoes.net
65% Start on a Smartphone
25% Start on a PC/Laptop
11% Start on a Tablet
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
CUSTOMER CENTRIC PLANNING SEO + SEGMENTATION = ROCKET FUEL FOR THE CUSTOMER JOURNEY
Image courtesy of digitalart & freedigitalphotoes.net
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Step 1: Identify Who You Want
Create target priorities based on the goal of your SEO strategy.
Example Goals:
a). Increase traffic to the web site
b). Increase engagement
c). Increase revenue
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Step 2: Evaluate When They Want
When is buyer readiness…i.e. when they’re ready to purchase/convert.
a). Discovery --> Traffic
b). Consideration ---> Engagement
c). Conversion ----> Revenue
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Step 3: Intention Mapping
Discovery
I want a laptop…which one should I
buy? It’s got to have a fast processor!
“best laptops”
“intel i7 laptops”
Consideration
Looks like the HP envy is a good
fit…
“hp envy core i7 2.4 ghz laptop”
Conversion
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
SEO: KEYWORD RESEARCH & LANDING PAGE MAPPING
SEO + SEGMENTATION = ROCKET FUEL FOR THE CUSTOMER JOURNEY
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Intent/Readiness + Primary Keyword + Segment Modifiers
Each segment type has associated themes, which we can map to searcher intent.
Example:
Keyword Phrase(s) Readiness Segment(s) Modifier
data recovery Discovery None
software to recover deleted files Discovery Desired Outcome
pc tools file recovery software Consideration Desired Outcome + Loyalty
pc tools file recovery software update Conversion Desired Outcome + Loyalty + User Status
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Creating Keyword Theme Targets
Start with what you know…….
We have a target consumer (who)
ex. Holiday shoppers
We already know our products/services
We know we want to increase engagement
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Let’s be shop.nordstrom.com
Who: holiday shoppers
Product: men’s winter accessories
When: Consideration
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Start With Google Keyword Planner
Benefits:
Free
Suggest Groups
Provides Est. Demand
Export results to CSV
1. Insert product keyword into tool.
“winter accessories”
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Create New Search Based on Target & Segments
Target: holiday shopper looking for winter accessories for men
Brand (Loyalty Segment)
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Create Starter Seed List
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Landing Page Mapping & Optimization
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
GIVING CUSTOMERS WHAT THEY EXPECT
SEO + SEGMENTATION = ROCKET FUEL FOR THE CUSTOMER JOURNEY
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Discovery – “mens winter accessories”
North Face does a good job
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Consideration – “north face mens winter accessories”
Where’s Nordstrom.com?
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Conversion – “north face mens etip gloves”
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Identify . Engage . Activate
Knowing how to engage consumers with what they need to make a more immediate decision.
SEO can use behavior segments to fuel how you target, whoever you want,
at any stage in the
customer journey.
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
KEY TAKE-AWAYS SEO + SEGMENTATION = Rocket Fuel for the Customer Journey
1. Everything should start with the customer & the goal…even SEO.
2. Segmentation is more than behavior, however, behavior based segments align best with SEO.
3. Using segments to identify intent, increases opportunity to align the customer with the right information at the right time.
Chicago | November 4–7, 2013 | #SESCHI | @SESConf
@chicagoseopro
Thank You…..Now Ask Questions!
Let’s Connect…
http://www.linkedin.com/in/chicagoseopro
@chicagoseopro
E: jori.ford@rosetta.com http://slidesha.re/1bbqbpN
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