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Social Web Tactics 
Today’s main presenter is Michael Hackmer, the founder of 
Social Web Tactics. 
Prior to Social Web Tactics, Hackmer handled SEO, Content 
Optimization and Web Analytics for Strayer University 
managing teams in the US and India. He also was the Senior 
Community Manager for GovWin.com where he led the social 
media team, created virtual events that reached thousands of 
government contractors, and helped grow and manage an 
online community of over 30,000 people and thousands of 
companies.
Social Web Tactics 
Social Web Tactics Provides Digital Marketing And Sales 
Solutions 
We are a digital marketing and sales agency focused on 
providing businesses and organizations the ability to 
connect with their audience using the latest and most 
effective digital technologies and tools. 
At Social Web Tactics, our highly-skilled team helps your 
company tap into social media, share the company’s 
message through targeted campaigns, and connect with 
people online and in person to generate more meaningful 
engagements and sales. 
Our experience spans industries such as: Discount retail / 
mass merchants, education (higher ed and secondary ed), 
food, health care, government contracting, media, 
nonprofit organizations, political campaigns, technology 
and more. 
We have done work in the public and private sectors, as 
well as work in international markets (main focus is Latin 
America, but we have done work in the Middle East). 
www.socialwebtactics.com 
@socialwebinc 
We live in an age where mass 
messaging rarely works. You need 
to go – not just where your 
customers are – but where they are 
most receptive to you as a company 
and to your story and where they 
can share their own stories. 
Services Include: 
• Customer Persona Identification 
• B2C, B2B and B2G Marketing and 
Lead Generation 
• Social Media Strategy and 
Management 
• Content Marketing / Blogging 
• Information Architecture 
• SEO / SEM
Social Web Tactics Our Agenda 
1. Background (Terms, B2B And B2C 
Marketing Trends, SEO, ETC) 
2. Consumer Trends Worth Noting 
3. Identifying Your Customers 
4. What Is Information Architecture And Why 
Is It Important? 
5. SEO And Content Marketing That Wins 
Business 
6. Measuring Results And Converting To Sales 
7. Building Your Social Media Strategy 
8. Time And Resource Management 
9. Questions And Answers 
If you have questions, please submit 
them. 
We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
com
Social Web Tactics 
Background On 
Terms, Key B2B 
and B2C Trends, 
SEO, ETC. 
If you have questions, please submit 
them. 
We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
com

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SOCIAL WHAT ARE WE NETWORK TALKING ABOUT? 
VS SOCIAL 
MEDIA 
Customer Persona is a representation of your ideal customer 
based on market research and real data about your existing 
customers. When creating personas you should start off by 
basing them on existing customers, their demographics, 
behaviors, habits, motivations and needs. Detail is important. 
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Information Architecture is the structural design of shared 
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and architecture to the digital landscape. (Wikipedia Definition)
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MEDIA 
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SEO, content and 
social strategy ?” 
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“Who are our customers? 
Where are our customers? 
How do we engage with our 
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In-Person Events (69% to 76%) 
Infographics (38% to 51%)
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B2B & B2C Marketers Are Using More Tactics 
HIGHER USE OF 
MOBILE IN B2C

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If you have questions, please submit 
them. 
We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
com
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If you have questions, please submit 
them. 
We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
com
Where Do You Start? Who Is Your 
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research and real data about your existing customers. When creating personas 
you should start off by basing them on existing customers, their demographics, 
behaviors, habits, motivations and needs. Detail is important. Every buyer should 
meet one of the personas you create. 
Buyers 
44.20 
55.80 % 
% 
Male 
Female 
68% 
4% 
17% 
1.50% 
8% 
Ethnicity 
Caucasion 
African 
American 
Asian 
Hispanic 
Other 
56% 
27% 
11% 
7% 
60% 
50% 
40% 
30% 
20% 
10% 
0% 
Income 
For B2B – Industry, Role In 
Organization, etc.
31 
Plan Out Scope And Conduct Research 
Q4 2014 Q1 2015 Q2 2015 Q3 2015 Q4 2015 
Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec 
• Gather Internal Sales Data 
• Conduct Surveys 
• Segment Market 
• Research & Analyze 
• Segment & Prioritize 
• Ethnic Data (if necessary) 
• Insight 
• Develop Journey 
Buyer Persona Motivations Profile First Concern Second Concern 
Life Change Death 
Marriage 
Career 
Etc 
Insert Persona 
Insert Persona
Question 1: Do you believe your 
company has an accurate 
breakdown of its customers by 
persona? 
1) Yes 
2) No 
3) I do not know

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Channels Creative 
TV, Radio 
Print, OOH 
Display 
Social, WOM 
Paid search 
Aggregators 
Direct Mail/E-mail 
Web-site 
Nurturing 
Message 
Images 
Call to Action 
Influencing 
tactics 
Events/Outreach 
Need/Desire 
Triggers 
Emotional barriers 
Solution 
Rational 
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Result
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identify habit-forming moments in their target demographics as well as how 
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themselves. 
The reason being is that a majority of consumer behavior is driven by habit 
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can identify the moments when new habits can be formed and target 
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Plot Highest Value Consumers 
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High 
Value 
Low 
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Why Is It 
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If you have questions, please submit 
them. 
We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
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Today, there is a growing dichotomy in organizational culture regarding the planning, organization, and management of new business projects. Established companies have a "Business Plan" culture where improvement projects are approved and implemented based on a business plan. Established companies focus on business model improvement and scaling. In contrast, startups are eschewing the traditional business plan and focusing on visually presenting and managing emerging, innovative (yet-to-be-discovered but potentially highly profitable and disruptive) business models or "business model engines." Below, I present the two apparently conflicting cultures. Who Will Win In this Clash of Cultures Especially in Your Organization?

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The 7th of the 7 Highly Effectively Habits, it deals primarily with "renewal of the Self, continuous improvement and life-balancing". Dr Steven .R Covey mentioned that there is a reason why the 7 Habits are sequenced in the way that he did. Every one of the Habit builds upon the previous one in a progressive manner. In his own words, "The relationship & the sequence among the Habits are the key to the overall power." If you would like to follow the recommended order, here's the link for:- Habit #1: http://www.slideshare.net/aoweiyang/habit-1-be-proactive-36473102 Habit #2: http://www.slideshare.net/aoweiyang/habit-2-begin-with-the-end-in-mind-36631027 Habit #3: http://www.slideshare.net/aoweiyang/habit-3-put-1st-things-1st Habit #4: http://www.slideshare.net/aoweiyang/habit-4-think-winwin Habit 5: http://www.slideshare.net/aoweiyang/habit-5-seek-1st-to-understand Habit 6: http://www.slideshare.net/aoweiyang/habit-6-synergize-37173805 For you guys who are new to this, you might like to first gain some fundamental ideas via "The 7 Highly Effective Habits Foundational Principles" deck before all else.That will definitely help strengthen your concept of what the whole idea is about. Here's the link: http://www.slideshare.net/aoweiyang/the-7-highly-effective

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Information Architecture is the structural design of shared information 
environments; the art and science of organizing and labeling websites, 
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and an emerging community of practice focused on bringing principles of 
design and architecture to the digital landscape. (Wikipedia Definition) 
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Organizing your site's data and content affects multiple parts of your 
business's web design: 
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friendly is also important. You need to create a logical information 
architecture that will make sense to users. 
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you're giving the right pages the right amount of emphasis. 
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The document discusses limitations of the Business Model Canvas and Lean Canvas tools and proposes an alternative called the Business Model Strip. The Business Model Strip represents business models as a single "strip" with four nodes: subject, verb, object, and stakeholder. It is argued that this simplified representation allows for more rapid business model mapping, prototyping, and testing compared to the nine building blocks used in traditional canvases. The document also suggests that the Business Model Strip better reflects how all living systems exchange value and receive feedback.

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If you have questions, please submit 
them. 
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during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
com
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during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
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You can email the speaker at: 
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com
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We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
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The document discusses the rise of content marketing and the role of content engineers. It defines a content engineer as someone who blends creative and analytical skills to develop relevant content across different channels and measures performance. The presentation provides tips on how to listen to customers, engage them in conversations, create a virtuous marketing cycle, and establish a culture of measurement.

content engineerinbound marketingbratt media
Social Media Is About Sharing And Storytelling 
Marketers have this 
concept of social media as 
just a tool to leverage 
existing assets and do the 
same things they’ve 
always done. 
B-O-R-I-N-G!!! 
The focus on Social Media for marketing has to be part of a total program 
around SHARING and STORYTELLING. 
SHARING content that your audience wants to hear. 
TELLING STORIES that your audience can relate to – mainly from the 
perspective of other people like them.
What’s Your Business Mission? 
With Social Media, you do not need to depart from your 
mission to make money or sell things. 
But pushing reports, demos and subscriptions with a 
focus on selling is not going to generate a great deal of 
positive buzz for your company online or interaction. 
You need to think about what your customer is 
interested in learning about and how you can blend 
your story and your products and services in with 
their needs.
Plan For Social Media 
Identify Your Business Strategy And Goals 
• Take your core mission and use it to determine your social media strategy and goals. 
Build A Profile Of Your Customers. The More You Know Your Audience, The 
Easier It Is To Engage Them In Valuable Conversations And Not Sales 
Pushes 
• Create personas for the segments you want to reach. 
• Understand their interests and needs. 
• Who are the influencers you need to reach? 
• What Social Media platforms do your customers use? Do they engage? 
Determine Your Business Objectives For Social Media And Your Website 
• Are you striving to build brand ID so you are recognized? 
• Do you want to attract leads and add to your sales funnel? 
• Or is social media a vehicle for customer engagement and support? 
Create Measurable And Achievable Goals 
• What is your baseline for lead generation? If you get three opportunities a month, do not 
expect to increase your yearly lead total by 50. Or… Are you even thinking about lead 
generation with your social media campaigns? Maybe it is just touch points, engagement and 
customer support – positive brand building.
WHEN YOU THINK ABOUT THE VOLUME 
OF INFORMATION, AND THE GROWING 
CONNECTIVITY OF PEOPLE, 
SOCIAL MEDIA AND 
SOCIAL NETWORKS 
ARE JUST ANOTHER WAY TO GATHER 
INFORMATION, IDENTIFY PEOPLE AND 
ESTABLISH NEW RELATIONSHIPS.

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Digital marketing, also called online marketing, is the promotion of brands to connect with potential customers using the internet and other forms of digital communication. This includes not only email, social media, and web-based advertising, but also text and multimedia messages as a marketing channel.

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ALWAYS Monitor Your Social Networks
And Remember To Have Some Fun Too
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ALL 
FIT TOGETHER?

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cases of amnesia
SOCIAL SOME NETWORK TAKEAWAYS ON VS SOCIAL 
SOCIAL 
MEDIA 
UNDERSTAND YOUR CUSTOMERS, MISSION AND PLAN 
CONDUCT RESEARCH 
SET REALISTIC GOALS 
GET THINGS SET UP THE RIGHT WAY 
BOTH IN SOCIAL AND ON YOUR WEBSITE 
REALIZE IT TAKES TIME 
WE ARE TALKING ABOUT RELATIONSHIPS 
DON’T LEAVE IT TO INTERNS OR 
DIMINISH YOUR EXISTING RESOURCES 
MAKE SURE YOU TEST, MEASURE AND ANALYZE 
DO NOT BE AFRAID
Social Web Tactics 
Time And Resource 
Management 
If you have questions, please submit 
them. 
We may not get to your question 
during today’s event, but we will 
follow-up with everyone following 
this event to makes sure all 
questions are answered. 
You can email the speaker at: 
michaelhackmer@socialwebtactics. 
com
Managing Time And Resources 
LISTENING REQUIRES TIME 
Listening is a critical step towards understanding what your customers want. So, 
you need a plan to monitor, identify and understand before you know how you 
are going to engage. 
Allow tough and honest conversations to develop. Show people you are genuine 
and interested in solving their challenges. 
ENGAGEMENT REQUIRES TIME 
Joining a conversation after you have listened allows you to contribute at an 
optimal level. You are then taking steps to build trust with the people involved in 
the conversation, but also credibility with them and others who will encounter 
the thread at a later time. 
Part of the planning and research process will have already indentified the right 
forums, discussion groups and blogs that you will want to comment on. 
How do you strengthen those relationships going forward? This is where in-person 
networking becomes essential.
Managing Time And Resources 
ENGAGEMENT REQUIRES TIME 
Everyone asks, “How often do I need to be engaged using social media or 
actively participating in social networks? 
The truth is – there is a direct correlation between frequency of posting – 
relevancy – value and ROI. 
One study indicated that companies that publish 15+ blogs per month garner 5X the 
traffic than companies that don't blog at all. Small businesses can expect even better 
results: those of 10 or fewer employees tend to see the highest gains in traffic when 
they publish more blogs. 
The average company can expect 45% growth in traffic from increasing total blog 
articles from 11-20 to 21-50 per month. And B2Cs can expect a 59% increase in traffic 
from growing total blog articles from 100 to 200 total.

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PPC and SEO Synergies - Strategies Every Company Should Deploy - Benjamin Lund
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How Do You Manage Time And Resources? 
1. Identify All Your Assets And Resources 
2. Create An Outline Of Time Available (Be 
Conservative) 
3. Do Your Research And Build Your Plan 
4. Set Realistic Expectations 
5. Hire HELP To Make It All Come Together
That’s Enough For Now… Whew!...
Social Web Tactics 
Questions And 
Answers 
Social Web Tactics is a digital marketing and sales agency 
focused on providing businesses and organizations the 
ability to connect with their audience using the latest and 
most effective digital technologies and tools. 
We are interested in working with your company on your 
sales and marketing projects. 
www.socialwebtactics.com 
@socialwebinc 
We live in an age where mass 
messaging rarely works. You need 
to go – not just where your 
customers are – but where they are 
most receptive to you as a company 
and to your story and where they 
can share their own stories. 
Services Include: 
• Customer Persona Identification 
• B2C, B2B and B2G Marketing and 
Lead Generation 
• Social Media Strategy and 
Management 
• Content Marketing / Blogging 
• Information Architecture 
• SEO / SEM

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Search And Success: How To Make Your Website, Content And SEO Pay Off

  • 1. Social Web Tactics Today’s main presenter is Michael Hackmer, the founder of Social Web Tactics. Prior to Social Web Tactics, Hackmer handled SEO, Content Optimization and Web Analytics for Strayer University managing teams in the US and India. He also was the Senior Community Manager for GovWin.com where he led the social media team, created virtual events that reached thousands of government contractors, and helped grow and manage an online community of over 30,000 people and thousands of companies.
  • 2. Social Web Tactics Social Web Tactics Provides Digital Marketing And Sales Solutions We are a digital marketing and sales agency focused on providing businesses and organizations the ability to connect with their audience using the latest and most effective digital technologies and tools. At Social Web Tactics, our highly-skilled team helps your company tap into social media, share the company’s message through targeted campaigns, and connect with people online and in person to generate more meaningful engagements and sales. Our experience spans industries such as: Discount retail / mass merchants, education (higher ed and secondary ed), food, health care, government contracting, media, nonprofit organizations, political campaigns, technology and more. We have done work in the public and private sectors, as well as work in international markets (main focus is Latin America, but we have done work in the Middle East). www.socialwebtactics.com @socialwebinc We live in an age where mass messaging rarely works. You need to go – not just where your customers are – but where they are most receptive to you as a company and to your story and where they can share their own stories. Services Include: • Customer Persona Identification • B2C, B2B and B2G Marketing and Lead Generation • Social Media Strategy and Management • Content Marketing / Blogging • Information Architecture • SEO / SEM
  • 3. Social Web Tactics Our Agenda 1. Background (Terms, B2B And B2C Marketing Trends, SEO, ETC) 2. Consumer Trends Worth Noting 3. Identifying Your Customers 4. What Is Information Architecture And Why Is It Important? 5. SEO And Content Marketing That Wins Business 6. Measuring Results And Converting To Sales 7. Building Your Social Media Strategy 8. Time And Resource Management 9. Questions And Answers If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 4. Social Web Tactics Background On Terms, Key B2B and B2C Trends, SEO, ETC. If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 5. SOCIAL WHAT ARE WE NETWORK TALKING ABOUT? VS SOCIAL MEDIA Customer Persona is a representation of your ideal customer based on market research and real data about your existing customers. When creating personas you should start off by basing them on existing customers, their demographics, behaviors, habits, motivations and needs. Detail is important. Every buyer should meet one of the personas you create. Information Architecture is the structural design of shared information environments; the art and science of organizing and labeling websites, intranets, online communities and software to support usability and findability; and an emerging community of practice focused on bringing principles of design and architecture to the digital landscape. (Wikipedia Definition)
  • 6. SOCIAL WHAT ARE WE NETWORK TALKING ABOUT? VS SOCIAL MEDIA Search Engine Optimization (SEO) is a process of generating visibility of your website (or a specific page) in a search engine’s organic (un-paid) results. Over 85% of all people who use Google for search focus on organic results and over 90% focus on the first page of results. Content Marketing is to attract and retain customers by consistently creating and curating relevant and valuable content with the intention of changing or enhancing consumer behavior. It is an ongoing process that is best integrated into your overall marketing strategy, and it focuses on owning media, not renting it.
  • 7. SOCIAL WHAT ARE WE NETWORK TALKING ABOUT? VS SOCIAL MEDIA Social Media is a way to transmit, or share information with a broad audience. Platforms such as Facebook, Google+, LinkedIn, YouTube, Etc are all forms of social media. Social media is a communication channel. It takes time to develop content and to use it effectively. It should be the last piece of any marketing plan. Social Networking is an act of engagement. A person engages another person or groups of people online with common interests with the goal of building a relationship. It is two-way communication. Like any form of relationship building, social networking also takes time and the quality of your networking usually has a direct relation to the amount of effort you put in.
  • 8. Content Marketing, Social Media and Social Networking Represent Both An Opportunity And A Significant Challenge Your company should not ask, “Why do we need a SEO, content and social strategy ?” You should ask, “Who are our customers? Where are our customers? How do we engage with our customers?”
  • 9. Social Media Is Just A Part Of The Equation What is SOCIAL MEDIA without good content? Without understanding your customer and their needs? Social Media Marketing: Customer profile / persona, then your content strategy must come before your social media strategy. SEO: Search engines reward businesses that publish quality, consistent content and have strong social signals. PR: Successful PR strategies address issues readers care about, not their business. PPC: For PPC (Pay-Per-Click & Pay- Per-Call) to work, you need great content behind it.
  • 10. B2B & B2C Marketers Are Using More Tactics 2013 vs. 2014 DATA What Really Grew In Use? eNewsLetters Case Studies Videos (70% to 73%) In-Person Events (69% to 76%) Infographics (38% to 51%)
  • 11. B2B & B2C Marketers Are Using More Tactics
  • 12. B2B & B2C Marketers Are Using More Tactics HIGHER USE OF MOBILE IN B2C
  • 13. Social Media Generates Real Benefits SEO and E-mail are still critical to successful marketing initiatives. But Social Media is being used successfully to entice people to enter into conversations, build relationships and improve a company’s brand identity and customer recognition. Social media engagements and the providing of rich content are generating lots of benefits including more traffic to offerings, better search rankings (improvements to organic results which save your company money on advertising) and more.
  • 14. What Is Most And Least Effective?
  • 15. What Is Most And Least Effective?
  • 16. Effective and Not Effective Content Marketers
  • 17. Adoption Of Social Media Sites Continues Based upon the data, we can see the growth and adoption social networks is expanding across the board. Vimeo (video), StumbleUpon and Instagram all gained in popularity in 2012. In 2013 and 2014, Pinterest and Instagram have continued to grow in use as people are striving to be more visual in their content marketing efforts. These platforms are very effective at reaching women.
  • 18. Adoption Of Social Media Sites Continues Facebook, Pinterest and Instagram are more impactful for B2C marketers. • Visual • Communication With Customers
  • 19. Preferred Channels For High-Value Leads
  • 20. Growing Need To Be Visual In Marketing INFOGRAPHICS Easy to scan and process. Visually stimulating and interesting makes them more shareable across many social networks and your own website. Research is similar to how you develop a white paper. Great SEO value. Usage of visualized information has grown 400% since 1990, and visualized data has enhanced by 9900% since 2007.
  • 21. Example Of What We Did At GovWin
  • 22. Social Web Tactics Consumer Trends Worth Noting If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 23. Local Is Hyper-Critical To Most Businesses 93% of OVERALL US Commerce Occurs Offline / Local 85% of Users Spend Money Regularly within a 5 Mile Radius ARE YOU FOCUSED ON LOCAL SEARCH? GRAVY (corp.findgravy.com) look at consumer insights and purchase triggers. BIA/Kelsey (biakelsey.com) Local Consumer Monitor Above data is from 8coupons.com’s 1.3 million users and 180,000 local deals.
  • 24. Local Is Hyper-Critical To Most Businesses This is why SMBs don’t often advertise to people more than about 20 minutes away. But with the growth of online / mobile commerce, you need to be aware of how far your customers are willing to go or where they want to buy.
  • 25. Where Are You When Your Customers Are Looking?
  • 26. BIA/Kelsey Consumer Monitor Reports 65.9% of all local purchases are made in-person. 40% of local consumer purchases over a six-month period were made as a result of a deal, sale or promotion. The importance of local search optimization, understanding your customer interests, messaging and generating positive WOM and online reviews becomes more clear.
  • 27. Of Note For B2B / B2C Companies $73 Billion was spent by businesses to drive phone conversations. 90% of customer conversations occur on the phone. 64% of local businesses say calls are the best leads they receive. 30 Billion calls will be made from customers to businesses via mobile local search.
  • 28. Quick Thoughts Based On Marketing Trends Content Marketing / Storytelling Is Growing In Importance And Use. Companies Will Need To Diversify Social Media Presence. The Power And Viral Potential Of Visual Content Will Dominate More. Less Is More. Market Simply And Strive To Simplify Your Customer’s Life. Design And Think – Mobile To Tablet To Desktop Analytics, Data And Cookies = Better Retargeting And Engagement
  • 29. Social Web Tactics Identifying Your Customers If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 30. Where Do You Start? Who Is Your Audience? Customer Persona is a representation of your ideal customer based on market research and real data about your existing customers. When creating personas you should start off by basing them on existing customers, their demographics, behaviors, habits, motivations and needs. Detail is important. Every buyer should meet one of the personas you create. Buyers 44.20 55.80 % % Male Female 68% 4% 17% 1.50% 8% Ethnicity Caucasion African American Asian Hispanic Other 56% 27% 11% 7% 60% 50% 40% 30% 20% 10% 0% Income For B2B – Industry, Role In Organization, etc.
  • 31. 31 Plan Out Scope And Conduct Research Q4 2014 Q1 2015 Q2 2015 Q3 2015 Q4 2015 Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec • Gather Internal Sales Data • Conduct Surveys • Segment Market • Research & Analyze • Segment & Prioritize • Ethnic Data (if necessary) • Insight • Develop Journey Buyer Persona Motivations Profile First Concern Second Concern Life Change Death Marriage Career Etc Insert Persona Insert Persona
  • 32. Question 1: Do you believe your company has an accurate breakdown of its customers by persona? 1) Yes 2) No 3) I do not know
  • 33. Mapping Journey To Connect With Personas Channels Creative TV, Radio Print, OOH Display Social, WOM Paid search Aggregators Direct Mail/E-mail Web-site Nurturing Message Images Call to Action Influencing tactics Events/Outreach Need/Desire Triggers Emotional barriers Solution Rational barriers Result
  • 34. Habits Are Powerful Indicators For B2C Companies need market intelligence but they also need strategies to help identify habit-forming moments in their target demographics as well as how to help form habits with consumers when those opportunities present themselves. The reason being is that a majority of consumer behavior is driven by habit – right around, if not more than 50%. It is much higher, for example, in women over 40 (75% of women form buying habits to 49% of men). This means that a majority of purchases are made through subconscious habits, which make it harder for alternative habits to form (or in other words, for alternative products and services to break in and win over a consumer). Thinking on the consumer side (though this can be applied in some cases to B2B and B2G offerings), if consumer product manufacturers and/or retailers can identify the moments when new habits can be formed and target consumers at those times, they will establish longer-term customer relationships.
  • 35. Plot Highest Value Consumers Strategic Alignment/Operational Feasibility High Value Low Misaligned/Difficult Aligned/Easy
  • 36. Social Web Tactics What Is Information Architecture? Why Is It Important? If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 37. Information Architecture Information Architecture is the structural design of shared information environments; the art and science of organizing and labeling websites, intranets, online communities and software to support usability and findability; and an emerging community of practice focused on bringing principles of design and architecture to the digital landscape. (Wikipedia Definition) BEFORE AFTER Changed URL Structure For SEO Example: “programs” to “degrees”
  • 38. Information Architecture Organizing your site's data and content affects multiple parts of your business's web design: Usability - Achieving high search engine rankings can drive voluminous amounts of targeted traffic to your website, but making the site user friendly is also important. You need to create a logical information architecture that will make sense to users. Rankings - In addition to users, it's also necessary to consider search engines in creating an intelligent content structure. You want to ensure you're giving the right pages the right amount of emphasis. Conversions - Web design for businesses should also feature a natural walk through the conversion process. IA in these instances should walk the user through the conversion process, offering informative pages which begin with broad, early-in-the-buying cycle content and consistently moves the user towards the next step in the purchasing process.
  • 39. Research Words / Phrases To Help Build IA URLs and page structure should be intuitive based on how people are searching for information. “…/health-insurance/virginia/…”
  • 40. Understanding Your Existing Consumer Paths
  • 41. Do Not Forget Onsite Search
  • 42. Design To Generate Responses
  • 43. There Is Nothing Wrong With Imitation
  • 44. Get Flatter With Your Web Experience
  • 45. Value Of Semantic Site Architecture There is a strong SEO value with semantic site architecture. Beyond the SEO value – you are delivering someone to a place they are intuitively looking for. You can structure the pages to go from broad to specific, or step 1 to step 3 in your conversion process. By leading them down the conversion funnel from a point they initiate and along points they want to travel, you can better guide them to a sales completion. Provided you have done your customer research and are messaging correctly.
  • 47. Social Web Tactics SEO And Content Marketing That Wins Business If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 48. SEO And Content Marketing That Wins Business
  • 49. SEO And Content Marketing That Wins Business
  • 50. SEO And Content Marketing That Wins Business Deltek’s Book Is Missing From The Google Store Not Enough Descriptive Content
  • 51. SEO And Content Marketing That Wins Business
  • 52. SEO And Content Marketing That Wins Business
  • 53. The Periodic Table Of SEO Success Factors
  • 54. Local Search For Many B2Cs Is Essential
  • 55. SEO And Content Marketing That Wins Business Successful SEO / Content recognizes that there needs to always be: Context: Business goals, funding, politics, culture, technology, resources, constraints, etc. Content: content objectives, document and data types, volume, existing structure, governance and ownership, etc. Users: audience, tasks, needs, information-seeking behavior,
  • 56. Basic Requirements Of Content Strategy A great piece of content requires all of the things a great landing page does (when the content is indeed a landing page, as opposed to other types of content like white papers, videos, guides, maps, etc.). A great content strategy, though, considers a bit more beforehand, primarily: What are the goals of this content (why are we creating it)? What are the goals for the business (how do we make money)? What does it need to solve for the consumer (what is the audience intent)?
  • 57. SEO And Content Marketing That Wins Business Organic And Paid Promotion Kickstart Remember… You are not Coke or George Clooney. Your brand may be very strong. But in most cases, new content creation requires a kickstart. Depending on who you are and your audience, you most likely need to consider both earned and paid promotion.
  • 58. SEO And Content Marketing That Wins Business
  • 59. SEO And Content Marketing That Wins Business
  • 60. Build A Calendar That Connects Content To Goals Date Monday - 1/21/2013 Tuesday - 1/22/2013 Wednesday - 1/23/2013 Thursday - 1/24/2013 Friday - 1/25/2013 Carousel 1 Blog Launch Is A MBA Worth The Money? Hot Career Trends For 2013 Distinguished Scholar Profile Juggling Holidays And Homework Carousel 1 Image Buzz Blog custom image with logo (CS) Degree vs Money image Hot Careers Infographic Picture of distinguished scholar Image of someone juggling school books and presents Category School-Life Balance Value Of A Degree Career Growth Value Of A Degree School-Life Balance Carousel 2 Securing Financing For Your College Education: 101 Buzz Interview: XXXX The Basics Of Networking Value OR Calculator Tool Alumni Perspectives: Professional Benefits Of Going Back To School Carousel 2 Image Image of student looking for money for school Picture of XXXX Image of people networking / talking together Screen Capture of Tool or Mixed Image w/ Overlays Alumni perspectives image for series Category Financing A Degree Value Of A Degree Career Growth Value / Financing Value Of A Degree Carousel 3 Tribute to MLK Jr - Interviews about his legacy 10 Keys To Finish The Fall Quarter Strong Reminder: Fall Quarter Ends on December 23rd 5 Keys From University Admissions 10 Keys To Finish The Fall Quarter Strong Carousel 3 Image Image of MLK Jr Image of runners or business people completing a roadrace Image of a note pad that says "Remember" or w/ the date Image of admissions application form or TBD Image of runners or business people completing a roadrace Category School-Life Balance School-Life Balance School-Life Balance School-Life Balance School-Life Balance Connect content categories to personas, if possible, or large groupings of personas that are unified around a specific interest area.
  • 61. SEO And Content Marketing That Wins Business Some of the keys to using SEO and Content Marketing to win business are: • Identify people and their specific needs- customer personas • Target your content to meet those needs – understanding that topics will range from general to specific – which brings your potential customer to a different stage in the sales process • Your web experience and other marketing efforts need to support a nurturing program that is based on your customer’s needs and where they are in the sales process. • There is no guarantee of success. Building it is not enough. You need to plan, map out content, invest in a kickstart and keep pushing.
  • 62. Social Web Tactics Measuring Results And Converting Sales If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 63. How Should You Measure Results? Everyone has different goals and metrics for success. For SEO, we used to measure in rankings and clicks. Then we measured in leads. Now… We are trying hard to attribute SEO directly to actual sales. What are you interested in?
  • 64. Question 2: How are you currently evaluating the success of your search engine and content optimization efforts? 1) We are tracking keyword performance / rankings 2) We are tracking leads from keywords 3) We are tracking sales from keywords 3) We are not adequately tracking our keywords 4) Other 5) I do not know
  • 66. Measuring Lead Results And Conversions
  • 67. Know Your Digital Conversion Funnel
  • 68. Measuring Results And Converting Sales
  • 69. The Pain Of Secure Search And SEO You may or may not be aware of the challenge we have with Google’s secure search. Organic search traffic: You may only be able to see about 10% to 11% . What if someone searches on “life insurance bakersville” or another term? How do you REALLY know that term lead to a lead from a form-fill? Landing Page Mapped Keyword Theme / Organic Keyword Leads Sales Sale Value …/health-insurance-coverage/virginia health insurance coverage 14 4 $12,427 …/common-core-standards/illinois common core standards 8 0 $0.00 …/restaurant/marketing-sales/ restaurant marketing 27 15 $16,350 Keyword Mapping Spreadsheet - Template Keyword / Phrase Product / Service Mapped URL # On Page Total Words In Content health insurance Health Insurance Packages A, B and C …/health-insurance-coverage/virginia 14 790 common cord standards …/common-core-standards/illinois 8 633 restaurant marketing …/restaurant/marketing-sales/ 27 571
  • 70. Tracking Your Calls - Conversation Analytics What are your ads doing? Are you running text-based campaigns? PPC? Bus, radio, tv, OOH / DOOH? What about organic keywords? What is generating calls? Conversation Analytics uses speech recognition technology to listen ‘listen’ to phone calls and extract useful data about what was said on the call. It can determine, for example, if an agent was polite, asked for the reservation, and even remained persistent. It can also determine if there were missed opportunities for revenue or upsell.
  • 71. Measuring Video Results VIDYARD Attributes Video Content To Leads And Sales Within Salesforce.
  • 72. Social Web Tactics Building Your Social Media Strategy If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 73. Social Media Is About Sharing And Storytelling Marketers have this concept of social media as just a tool to leverage existing assets and do the same things they’ve always done. B-O-R-I-N-G!!! The focus on Social Media for marketing has to be part of a total program around SHARING and STORYTELLING. SHARING content that your audience wants to hear. TELLING STORIES that your audience can relate to – mainly from the perspective of other people like them.
  • 74. What’s Your Business Mission? With Social Media, you do not need to depart from your mission to make money or sell things. But pushing reports, demos and subscriptions with a focus on selling is not going to generate a great deal of positive buzz for your company online or interaction. You need to think about what your customer is interested in learning about and how you can blend your story and your products and services in with their needs.
  • 75. Plan For Social Media Identify Your Business Strategy And Goals • Take your core mission and use it to determine your social media strategy and goals. Build A Profile Of Your Customers. The More You Know Your Audience, The Easier It Is To Engage Them In Valuable Conversations And Not Sales Pushes • Create personas for the segments you want to reach. • Understand their interests and needs. • Who are the influencers you need to reach? • What Social Media platforms do your customers use? Do they engage? Determine Your Business Objectives For Social Media And Your Website • Are you striving to build brand ID so you are recognized? • Do you want to attract leads and add to your sales funnel? • Or is social media a vehicle for customer engagement and support? Create Measurable And Achievable Goals • What is your baseline for lead generation? If you get three opportunities a month, do not expect to increase your yearly lead total by 50. Or… Are you even thinking about lead generation with your social media campaigns? Maybe it is just touch points, engagement and customer support – positive brand building.
  • 76. WHEN YOU THINK ABOUT THE VOLUME OF INFORMATION, AND THE GROWING CONNECTIVITY OF PEOPLE, SOCIAL MEDIA AND SOCIAL NETWORKS ARE JUST ANOTHER WAY TO GATHER INFORMATION, IDENTIFY PEOPLE AND ESTABLISH NEW RELATIONSHIPS.
  • 77. Examples of Social Media Platforms
  • 78. ALWAYS Monitor Your Social Networks
  • 79. And Remember To Have Some Fun Too
  • 80. HOW DOES IT ALL FIT TOGETHER?
  • 81. SOCIAL SOME NETWORK TAKEAWAYS ON VS SOCIAL SOCIAL MEDIA UNDERSTAND YOUR CUSTOMERS, MISSION AND PLAN CONDUCT RESEARCH SET REALISTIC GOALS GET THINGS SET UP THE RIGHT WAY BOTH IN SOCIAL AND ON YOUR WEBSITE REALIZE IT TAKES TIME WE ARE TALKING ABOUT RELATIONSHIPS DON’T LEAVE IT TO INTERNS OR DIMINISH YOUR EXISTING RESOURCES MAKE SURE YOU TEST, MEASURE AND ANALYZE DO NOT BE AFRAID
  • 82. Social Web Tactics Time And Resource Management If you have questions, please submit them. We may not get to your question during today’s event, but we will follow-up with everyone following this event to makes sure all questions are answered. You can email the speaker at: michaelhackmer@socialwebtactics. com
  • 83. Managing Time And Resources LISTENING REQUIRES TIME Listening is a critical step towards understanding what your customers want. So, you need a plan to monitor, identify and understand before you know how you are going to engage. Allow tough and honest conversations to develop. Show people you are genuine and interested in solving their challenges. ENGAGEMENT REQUIRES TIME Joining a conversation after you have listened allows you to contribute at an optimal level. You are then taking steps to build trust with the people involved in the conversation, but also credibility with them and others who will encounter the thread at a later time. Part of the planning and research process will have already indentified the right forums, discussion groups and blogs that you will want to comment on. How do you strengthen those relationships going forward? This is where in-person networking becomes essential.
  • 84. Managing Time And Resources ENGAGEMENT REQUIRES TIME Everyone asks, “How often do I need to be engaged using social media or actively participating in social networks? The truth is – there is a direct correlation between frequency of posting – relevancy – value and ROI. One study indicated that companies that publish 15+ blogs per month garner 5X the traffic than companies that don't blog at all. Small businesses can expect even better results: those of 10 or fewer employees tend to see the highest gains in traffic when they publish more blogs. The average company can expect 45% growth in traffic from increasing total blog articles from 11-20 to 21-50 per month. And B2Cs can expect a 59% increase in traffic from growing total blog articles from 100 to 200 total.
  • 85. How Do You Manage Time And Resources? 1. Identify All Your Assets And Resources 2. Create An Outline Of Time Available (Be Conservative) 3. Do Your Research And Build Your Plan 4. Set Realistic Expectations 5. Hire HELP To Make It All Come Together
  • 86. That’s Enough For Now… Whew!...
  • 87. Social Web Tactics Questions And Answers Social Web Tactics is a digital marketing and sales agency focused on providing businesses and organizations the ability to connect with their audience using the latest and most effective digital technologies and tools. We are interested in working with your company on your sales and marketing projects. www.socialwebtactics.com @socialwebinc We live in an age where mass messaging rarely works. You need to go – not just where your customers are – but where they are most receptive to you as a company and to your story and where they can share their own stories. Services Include: • Customer Persona Identification • B2C, B2B and B2G Marketing and Lead Generation • Social Media Strategy and Management • Content Marketing / Blogging • Information Architecture • SEO / SEM