the story your analytics are telling you
TRANSCRIPT
The Story Analytics Are Telling You
Becky Livingston President & CEO
Penheel Marke:ng February 27, 2014 AAM NYC Mee:ng
ü Speaker ü Author ü Educator ü Social Media & Digital Marke:ng Consultant
ü 15 yrs. in the financial services field
ü KPMG, CPA2Biz, my clients
©2014 Penheel Marke:ng
Becky Livingston
Who is Penheel Marketing? Social media and digital marke:ng consul:ng firm for CPA firms, small businesses, and non-‐profits.
hTp://Penheel.com
Marke&ng Analy&cs Website analy:cs, online adver:sing analy:cs. See which sources are genera:ng the most leads.
Email Send personalized, segmented Emails based on any informa:on in your contact database.
Search Engine Op&miza&ons Improve your rank in search engines by finding and tracking your most effec:ve keywords.
Lead Management Track leads with a complete :meline-‐view of their interac:ons with your firm.
Blogging Create blog content quickly while ge]ng SEO :ps and best prac:ces pointers.
Social Media Publish content to your social accounts, then nurture leads based on their social engagement.
Agenda Gain a beTer understanding of what your firm’s website, email, and online adver:sing analy:cs are telling you. Learn ways to use that informa:on in your marke:ng efforts.
Basic Web Analytics Tells You
ü How many visitors come to your site on any given day, week, month (or other period of :me)?
ü Is there a correla:on between other marke&ng efforts and increased web traffic?
ü What pages (and types of content) are most popular? ü Where are people entering your website? (It shouldn't always be your homepage.)
Basic Web Analytics Tells You ü What keywords are people searching on to find you (and what important terms aren't bringing any traffic)?
ü What sites and blogs link to yours? ü How much is social media driving traffic to your site? ü Are people using mobile devices to access your site? ü How much &me are people spending on your site? And where are they spending most of it?
What else? ü Decide what you want people to do on your site (such as download an ar:cle or fill out a form) and track how many people do it (these are called "conversions").
ü Track how people move through your site. ü Monitor how the behavior of visitors from different ci:es, states or countries differ (who spends more :me on your site, for instance).
ü Set up an A/B test for two landing page varia:ons and track which version performs beTer.
What else? ü Track pay-‐per-‐click campaigns. Discover which pages load slowly (poten:ally discouraging visitors).
ü Track how many people download specific files and documents (such as PDFs).
ü Determine which sidebar offers perform beTer. ü Discover how much revenue and new business is your site producing.
How do people Dind you?
Firm’s Goal: Increase organic search by X% over a period of two quarters. Result: We watch the Organic Search referral traffic closely to note the increases & decreases over a period of :me. We then align campaigns and other inbound marke:ng techniques to determine the best method to increase organic search.
Analytics Overview
Channels bringing in the most visitors
Channels bringing in the most engaged visitors
Channels bringing in visitors who convert
Channels
Take the informa:on you see here to influence the links you put in future emails for new customers.
Setting Goals 1. Consider the ac&ons a person may complete on your site,
such as: • Download a whitepaper • Register for a webinar, conference, event • Contact us • Click to view a video • Social media share buTons, etc. • Blog post comment
2. Assign a dollar value to each event/ac:on
Setting Goals 1
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1. 157 Goal Comple:ons 2. 13 Joined the mailing list – remarket using a welcome message 3. 38 registered for a self-‐study course 4. 105 clicked on the live webcast link
Email Tracking Code For Email marke:ng the parameters I recommend are: • utm_medium: medium used for marke:ng, i.e., email • utm_campaign: campaign name, e.g. EnewsNovember • utm_source: This is usually the media owner, but for email marke:ng can be used to specify the source of email list or type of email, e.g. COSO, Welcome email, SOC Webinar, etc.
• * utm_term: In AdWords used to iden:fy the keyword used to trigger the ad, can be used in email marke:ng to iden:fy individual links (op:onal), e.g. Offer1, can be based on click text summary
• * utm_content: Used to track an individual or segments response (op:onal), this could be based on any field in database, e.g. user-‐id, user email, etc.
Email Tracking Code, cont. Use an URL link builder to create the email link, such as:
hTps://support.google.com/analy:cs/answer/1033867?hl=en
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hTp://www.vitbergllc.com/Professional-‐Services-‐Marke:ng-‐Digest/blog/bid/69770/The-‐Top-‐5-‐Most-‐Effec:ve-‐Tac:cs-‐Used-‐by-‐Aggressive-‐Progressive-‐CPA-‐Firms-‐for-‐Lead-‐Genera:on?utm_source=hs_email&utm_medium=email&utm_content=11960096&_hsenc=p2ANqtz-‐9bC-‐t1_QA4oRpZ3qDGuNBAOFEycmKv-‐ExQN_KNn-‐TUTINIZewxZYS1nsuGMACYnKlNahUeYA1QPfBX9G9aj_VM7zeV7A&_hsmi=11960096
Tracking Beyond the Click Tracking that occurs once the visitor has clicked through from your email to the website.
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Behavior
Looking at email by region. We could split test on a region and look at the behavior for each region. Then determine if the same email went to each region how far down the behavior path did each region go? Which region converted more oxen?
Set Up eCommerce Tracking 1. Link AdWords with Analy:cs Account 2. Turn eCommerce tracking on in Google Analy:cs or other
analy:cs account 3. Setup the eCommerce tracking script on your site
• Thank you, order success, confirma:on, order received, etc. 4. Create a custom report showing cost vs. revenue and/or
profit margin
Campaigns
Engagement Level Timeline
Tip: If a set of keywords is cos&ng you too much in terms of revenue generated then don’t be too hasty to remove it.
Quality Score Components 1. Click-‐thru rate 2. Relevancy – how well it relates to a keyword 3. Landing page quality – relevant, original content, easily
navigable, quick load :me, minimum to no pop-‐ups, transparent about nature of the business
Max Bid x Quality Score = Ad Rank and Posi&on
[Video: hTp://www.youtube.com/watch?v=qwuUe5kq_O8]
Impact on Price per Click
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The story – you may not need to spend the most money to get the best ad loca:on. Focus rather on the quality of the ad, the landing page, and keywords associated with the ad to decrease costs and increase ad rank.
How do I Dix it? • Keyword relevance on ads and site content / landing page
• Make few, strategic changes to ad text
• Include keyword(s) in the ad itself
• Include keywords on the landing page (back-‐end code & front-‐facing copy)
• Follow the best prac:ce ad guidelines
Take Aways 1. Know the firm’s goals prior to dissec:ng informa:on 2. Create a marke:ng plan to demonstrate the efforts taking
place; include SMART goals 3. Assign dollar values to events/ac:ons, such as downloads,
clicks, contact us, etc. based on priority 4. Look at all repor:ng methods for website, email, CPC/PPC,
etc. for alignment 5. Note any dras:c changes and align with key marke:ng
ini:a:ves 6. Tell the story using metrics, correla:on to marke:ng efforts,
and images [infographics are great story tellers]
References • Google Tip of the Week by Daniel Waisberg • “Google Analy:cs: What Story Do Your Numbers Tell?” by Conversa:on Starter
• “6 New Google Analy:cs Features for Marketers” Social Media Examiner • “Elements of Modern, Professional Marke:ng” Hinge Marke:ng • “The Importance of Web Analy:cs: The 3 Ques:ons Google Analy:cs Can Answer” Hinge Marke:ng
• “Se]ng Up eCommerce Tracking for AdWords” Hallam Internet Unlimited • “Search Adver:sing With Google: Quality Score Explana:on” Google Chief Economist, Hal Varian
• “Email campaign tracking with Google Analy:cs” Dave Chaffey