What's in a Name?

Behind every good web page are codes only the search engines read. These codes help the search engines match your page with requests from their searchers.

There are two types of codes - or "meta tags" - that you care about. One is keywords and the other is the description.

Keywords are words and phrases associated with your site. If you're selling a book on how to housebreak your dog, for example, your keywords might include "puppy, housebreaking, house break, paper train, dogs, puppies" and others.

There are several rules of thumb you want to follow when working with keywords:

1. List the words in the order of importance. Some search engines only take the first 10 words; others the first 50 words, etc. You can't have too many keywords, but it is important to list them in order.

2. Use multiple spellings of the word if searchers are likely to use different forms. For example, puppy is different from puppies in the eyes of a search engine. Likewise, housebreak and house break are different.

3. Use the plural. If someone looks for "dog" it will be found in the word "dogs." On the other hand, if they look for "dogs" it will not be found in "dog." Be safe - use plurals.

4. Use lower case letters. With only 1 or 2 exceptions search engines ignore capitalization. So if someone looks for "Dogs" they will find "dogs." On the other hand, if they look for "dogs" they may or may not find "Dogs" since the search engine might consider it a proper name.

5. Use the language of your customers. If you're a professional you might search for "canines" but most customers are more likely to look for "dog." So while you can include the more technical term, do so last in the list.

Your description is the other meta tag you want to write. Your description is what shows in the results of the search engine. It's generally 2-3 lines long.

What happens if you don't include a description? Often the search engine will make up its own description - taking the first several lines of your web page or the first few lines of code. Neither option is as attractive as the description you will write.

Remember that the purpose of the description is to make the site sound so attractive to your target audience that they want to click on your link in the search engine. So your best benefits and reasons why they want to visit your site should be in the description.

Finally, to really help the search engines find your site, use a descriptive title on each page. The title is what shows in the top bar of your browser. It's what is listed in Favorites when someone sets a favorite or bookmarks your site. So you want the title to tell people what they will find when they visit the page.

For every page in your site, you should have a unique title, keywords for that specific page, and a traffic-pulling description. Yes, it is time-consuming to do that, but it's worth the effort. You'll be more likely to lead searchers to your page when they can see what they want in your title, your keywords or your description.

By Dr. Jeanette Cates

Unique Selling Propositions - USPs

Got one? Two? Three?

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!

We all have competitors, and the more you have, the more important it is that you have a Unique Selling Proposition (at least one).

Allow me to explain. Let's use a recent example of a company that sells laser toner cartridges... Do you think they have competition online? You bet they do, another category that is swamped with resellers. Sound like yours?

The task of coming up with a USP can sometimes be tough. But every company needs this, it sets you apart from your competitors. Let me stress this again, it is one or more reasons why prospects should work with you, or buy from you, or do business with you, instead of your competitors, period.

Let me narrow this a little further, it used to be if you had the best price, - you got the business. Although still a minor USP, price alone should not be the only consideration, it's not really that unique... Yes, you still need to be competitive, but I don't want to be the cheapest guy... we're in this to make a profit, right? So don't make price your 'only' USP. Combine it with more value, something your competition doesn't do, or doesn't offer.

O.K., back to our example. This company needed more than price, their product pricing is right inline with everyone else, so now what?

First of all, you need to know what your competitors do offer.

This is not a new concept. You can't compete if you don't know what you're up against. So take a little time and check out what they have. Do some research, you'd be surprised what you might find - or not. Special offers, free shipping, a contest, great customer support?

Take a step back, imagine you are the customer and you do buy toner from someone a few times a year. If they do not get great service or it's just average, then chances are you can sway them your way. This references "customer loyalty" another chapter, but it follows first getting the customer. So, let's get the prospect as a customer first.

Now, what do we do to sway these prospects? We offer them what the competition doesn't. This can be discovered with your competitive research. Oh, and if you still haven't found a USP or a few - then Hyperformance Media can help you with this as well.

Write down every idea that you and your team come up with. Please don't worry about how silly they might seem (at the time), just brainstorm with the data you have gained. The reason I say to include the silly ones, and others is because sometimes those little ideas that you laughed at can actually be morphed to create your USP. No idea is too far fetched at this point, and usually the ideas you laughed at are, in fact, some things your competitors don't offer. That's where we go next.

On the toner company we came up with all kinds, some were already offered by competitors, some were not. The idea is to initially come up with as many as possible. Here are some of what we narrowed the field to (we started with about two dozen);

* Price (of course) * Free Shipping (varied by quantity/price) * Great Customer Service (so everyone says) * A Contest / Promotion (a what?) * Free Gifts (vary) * Referral Savings (with parameters) * Reminders? (to buy)

The next step is again to nail down our list, get creative, really think here. This alone still makes us more competitive (once implemented), even if others use the same approach. Why? Because before we did this, there was a ton of competition, and as we add these USP's we now narrow the list of our 'real' competitors. We are now more competitive within our industry, because we now offer things that (most) of our competitors do not!

We are getting more competitive immediately by implementing some simple offerings. Let's take each one in this example and see how we can use it or discard it to our advantage.

* Price - Still very important in any market, but very tied to customer value (or perceived value). If your product or service is not competing here - it does not necessarily rule you out, more on this later. However, this is usually where a shopper starts (because it's easy), and you want to be considered with this group. In this example, we agreed that (based on our research) we were in the market on price. So our price is competitive and that's great, but not unique enough to get the business.

* Free Shipping - In our research, we found that most of the company's who were offering this service were just a couple dollars higher in price (covering their "free" offer). So while it may have some perceived value, it was not enough for this company to offer that, so we discarded this one. If however, your costs are such that you can ship for free and still be competitive and profitable, this is a worthwhile USP.

* Great Customer Service - This is stated everywhere, making it tough for the consumer to know what is reality. It is hard to judge until you are a customer. It would be more valuable to offer testimonials of Great Customer Satisfaction. Not Customer Service, but Customer Satisfaction. There is a big difference here. So we DO want to take some of our really satisfied customers and put together, or request their testimonials. This is much more powerful than the words or promise of "Great Customer Service". So we will use this, but focusing on satisfaction with testimonials in our advertising pieces and website, etc.

* A Contest/Promotion - This covers a broad area, but can be extremely successful when implemented and marketed properly, so be creative and if possible, develop one for your business, product or service. After our discussions, and research, we have begun developing this idea. Example: Every time you buy from us, you get another chance at winning "Free Toner for a Year". I know you're saying... free toner for a year - what are you crazy? Bear with me on this... first of all, most of their customers use 4 to 6 toners in normal use in one year (In our contest, we can actually cap that in our rules, i.e., "Not to exceed 6 cartridges". So we associate our costs to that, which does not make this a cost prohibitive program at all, depending upon the program success. Again, the mileage and customers we gain from our contest is potentially huge, and if it works well, we continue it... at a maximum cost of 6 toners per year for a Grand Prize.

* Free Gifts - Don't discount this one, many people grab hold of these 'offers' to feel like they are making out. All else being the same, the customer does get something for nothing. Now, if the item truly has no value, then the customer has little to no interest. And, it actually 'cheapens' the image

of your firm (be careful). We decided with our products and business customer profile, this would not work for this business. But it could work for you or your products.

* Referral Programs - Another potential attraction (savings) for your customer. I say potential because this type of referral program, like price, should not be the only USP. When used in conjunction with others, this can steadily grow your business (sales) as well. You need to develop a program that somehow rewards referrals. For example, it can be something simple like "Refer a customer to our business and when we ship their order you will receive or accrue credits, dollars, points, or 5% off your next order". Get the idea? The key is to make it of value, and still keep it cost effective.

* Reminders - This was it! The big one, it was unique, it has great value to the customer, and it reinforces our Customer Satisfaction! This was also laughed at when first mentioned.

So? What was the plan? We acquire a software program that can be set to automatically e-mail each customer based on their own usage when their toner and supplies were potentially running low (i.e., 30 or 90 days or any date we choose. Once set-up it is all automated (cost effective)! It also gave us their e-mail address (important anytime) and with our reminders we could include any special or seasonal offers that might further attract more sales.

So, what did this company find?

In a nutshell - Their products are priced well to compete. In this case, we discarded free shipping as not really cost effective. We stressed Satisfied Customers in all of our marketing materials with testimonials and real-life examples. We are also developing a contest to further set us apart from our competitors. We could not find a free gift we thought would add any value to the customer (but continue to look). They are considering a Referral Program as well.

The real USP in combination with the others was our unique E-mail Reminder System. At that time, no other competitor was offering anything like this! This IS a Unique Selling Proposition and was perfect for our example. Put all these together, and this company has numerous 'edges' on their competition. Once customers are aware of these differences that set you apart from all the rest - growth is almost certain! That company is in a much better position to 'own' their market online, or at a minimum increase their market share.

The more you get the word out, the more you're sure to benefit from these type ideas.

I understand this was a pretty broad example but you should get the idea.

You won't always come up with an idea that no competitor has or offers, but if only 3-6 competitors offer that same USP, you are still in the top tier of your competition instead of lost somewhere un-noticed while buyers continue to purchase through your competition. You decide.

Use this article for your training, website, or newsletter by simply adding the following footer;

Written by and Copyright © Scott Sedwick

SEO 101 - The Basics of How to Get to the Top of the Search Engines

Depending on your site's subject matter, you might even be able to start earning a significant income purely from the popularity of your site. For example, if you have a site on jokes you might be able to get a substantial amount of traffic, but you're unlikely to earn a huge income.


On the other hand, if you have a top ranking site on Google for the keyword phrase "web hosting", you'll be able to earn at least $1-2 million (probably more like $3-4 million) per year from that site alone. However, to get into the top 10 in Google for the phrase "web hosting" is extremely difficult, you would need to be a search engine pro to do it - even then, it might take you two years to get there with a team of 5 people working around the clock.




A profitable site will be based on a good keyword phrase, a good topic (or subject material) and be different enough to stand out from the competition. If you can combine these elements successfully you'll increase you chances of turning a profit from your site.




Keep in mind that there are a number of niche areas where there is not so much competition but still the opportunity to make a decent profit. There are hundreds of such areas where you have the potential to earn $500-2000 per month. We'll talk about keyword research and finding profitable niche areas in later issues, but for now, let's look at the basics of how to get a site to the top of the search engines.




I'm going to focus on SEO for Google because it's the largest (and the best) search engine which will generate the most traffic, especially if you can master all of the right optimization methods. Google has a very complicated system for determining which sites make it to the top of the search engine. There are many factors involved and there is no precise formula. A further consideration is that Google often changes its formula so you can't rely on it being the same from month to month. However, there are a few key factors which are unlikely to change dramatically:


Keywords phrases should be one of the most important considerations when you are optimizing your site (remember that for each page of the site you should concentrate on one or two keyword phrases).

Keyword phrases (which you want to get to the top of the search engine for) should be well researched. For more information on researching keywords, have a look at http://www.profitpuppy.com/keyword-research.htm where you can find links to useful keyword tools.




Key factors for getting to the top of Google:

1. The keyword phrase in the title of the page - you should have the phrase in the title of the page.
2. The keyword phrase in the text of the page - you want the keyword phrase to be up the top of the page, preferably as high up the top of the code on the page as possible. You also want the phrase repeated a few times on the page. Don't worry about how many times, just at least 3-4 times and more if you think it fits in naturally with the content of the page.
3. Include the keyword phrase in a large font heading with H1 tags (this may make a small difference).
4. Links into your site from other sites (covered in more detail below).
5. Links within your site (covered below).
6. Links to other sites (covered below).


Links into your site from other sites

This is probably the most important factor for getting good search engine listings. You need to have good links coming into your site from other sites. You want those links to be from popular sites that also have lots of links coming into them. Google uses a Page Rank system which is a rough measure of how many links are coming into your site. You want links from sites that have good Page Rank. Creating 50 of your own sites and interlinking them won't increase your page ranking.




How do you get links from other sites?
The main ways are to: Create a great site that people naturally want to link to, Get an affiliate program so people can link to your site and get paid, swap links with other sites, get listed in directories such as dmoz.org and buy links from people who have sites with a high PR (Page Rank). Again, we'll be talking about this in more depth in another issue of the newsletter.


The most important consideration with incoming links is that you need to have the keyword phrase in the link that directs traffic to you your site. Getting listed in directories such as DMOZ (Open Directory Project) can also help you significantly in getting a good search engine ranking in Google.


Links within your site

It helps once again if you have the keyword phrase in the links to each page of your site. For example, let's say you have a site on baby products and you have one page where you are trying to optimize for the keyword phrase "cheap baby supplies". You should make sure that links that come into that page have the phrase "cheap baby supplies" so that your links look like this: Click here for cheap baby supplies


Links to other sites

You can improve your page rank if you link to other sites that have high search engine listings for the phrase that you are trying to optimize for. Note: it can also hinder if you link to pages that are off-topic. For example, you don't want to link to a chemical arms factory from your baby supplies site.

Some other things you don't want to do (and some things that make no difference at all) are:


1. Repeating the keyword phrase multiple times on the page unless it makes contextual sense.
2. Placing hidden links on your site - for example, links that are the same color as the background of the page won't be recognized by Google.
3. Optimizing your site too carefully - if it's obvious that you have optimized your site for Google (for example, if all your incoming links use the same keyword phrase) you may be penalized. Google looks for sites that are more 'natural' in their structure, so if all links look the same this won't look like an organic site to Google robots and you may be penalized for it.
4. Despite popular opinion, Meta tags don't really help at all. However, the description tag is important because that is the description that will appear in your listing on Google.

Finally, you may have heard of people using automated pages and or 'cloaked pages' to get high search engine rankings in Google. Personally, I don't believe in taking this approach as it's a non-sustainable way of getting high search engine rankings (that's not say that some people who aren't very successful at it). I know of atleast 3 highly successful companies who generate automated pages using this software http://www.profitpuppy.com/traffic. This is a sneaky way to make it to the top of of the search engine rankings, but it can work; one guy I know is earning several million dollars per year using this technique. So it can work, but as I mentioned before, I don't think it's sustainable and the Google engine doesn't take kindly to it.





How do I submit my site to the search engines?

My personal philosophy is that if your site is not found naturally by following links then it is unlikely to rank in the search engines - I don't usually bother submitting to search engines.


So that's the basics of how to get to the top of the search engines. We'll have a look at the more advanced stuff later on. It takes a lot of time knowledge and dedication to get there but once you master it, SEO is a fantastic way to get traffic and make money on the web.

By Robert Rawson

The Link Swapping Trap

If you want to make money on the web, you must get traffic
to your website. If you want to get traffic to your website,
you must have a high rank in google's search results. Google
ranks websites based upon the number of links that point to
the site.

Many novice webmasters believe they can trick Google into
giving their website a high rank by swapping links with
other webmasters. One reason they believe this, is because
"wanna-be" web marketing "experts" keep spouting that trash.

It's only partially true that Google ranks websites based
upon the number of links that point to the site. Google
uses a highly sophisticated page ranking formula that keeps
changing and evolving all the time. Google caught onto the
link swapping trick years ago.

Novice webmasters put all their link swaps on one
gigantically long page referred to as a "link farm". When
Google's robot finds a link farm, their ranking formula
penalizes the websites listed in the link farm. If Google
finds the same site listed in many link farms, they remove
that site from their search engine.

Just about every week I get an email message saying
"I placed a link to your website on my website. Please put
a link to my website on your website. Here's where you can
find your link on my website" ... followed by a link to a
single webpage containing hundreds of links ... a link farm.

I usually reply to such a message with a request to remove
the link to my website from their webpage. The novice
webmaster often responds with a message of pure astonishment.
Link swap requests have become so common lately that I have
been responding by clicking on the "Delete" button.

Every webmaster that wants to swap links has a website
with zero traffic. Even if Google didn't penalize websites
for being listed in a link farm, why would I want to send
traffic away from my website to a website that can't return
any traffic?

Not only are these novice webmasters not experienced in the
way of the web, they seem inexperienced in the way of the
world. The first rule of the universe is "you never get a
free lunch". If you want your website to rank high in Google,
you have to pay them. If you can't afford to pay them, you
have to do the work.

It's hard work to get traffic to your website. There is
only one method I know that works: put valuable, original
content on your website. Other websites, blogs, and forums
will post links to the valuable content on your website,
not with a link swap, but as a resource to their audience.

When someone places a legitimate link to valuable content
on their webpage, the webpage has low link density.
Google's page ranking formula gives the page a high score.
If a link to your webpage is found on a high scoring
webpage, that raises the rank of your webpage.

On the other hand, a page with a high link density, with
hundreds of links and little other content, gets a negative
score from Google. If a link to your webpage is found on a
webpage with a negative score, that lowers the rank of your
webpage.

Don't try to scam Google by swapping links, and don't
cooperate with foolish webmasters who think there is a
"free lunch". If you want to get a higher ranking in Google,
resulting in more traffic to your website, there is only
one way - good old fashion hard work.

Avoid Search Engine Blacklisting

The best way to avoid being blacklisted by the search engines is to avoid using some questionable techniques that were once popular to gain high rankings. Even if your website is not blacklisted by using some of the techniques below, it may be penalized (buried in the rankings) so your traffic will suffer all the same. When a search engine blacklists a website it will throw your listing off their site and block your site from coming aboard again. This can be done by blocking the domain name, the IP address or both.

Here are a few techniques to avoid, so that your site will not be blacklisted:

Mirror Websites

Mirror websites are sites with identical content but different URL's. This was once a method used to gain high rankings in the search engines, but since search engines are smarter now, this will only get you penalized or blacklisted.

Doorway (gateway) Pages

Doorway pages are pages with little real content for your visitors that are optimized to rank highly within the search engines. These pages are designed so that visitors will move deeper into the website where the real content lies. Navigation to the doorway pages are usually hidden from the visitors (but not the SE robots) on the homepage.

Invisible Text and Graphics

Using invisible text (text the same or a very similar color to the background) was once used to spam a homepage and some inside pages with non-stop keywords and keyphrases. Also links to doorway pages and hidden site maps can be done with invisible text (or invisible graphics). Some designers will create a graphic link with a 1 pixel by 1 pixel raster image and link this to a hidden inner page such as a hidden site map.

Submitting Pages Too Often

Submitting the same pages to the search engines within a 24 hour period can get you penalized and may delay your website from being listed in the rankings. Some search engines believe that pages submitted sooner than every 30 days is too much. The 30 day rule is a good rule to follow when submitting to multiple search engines.

Using Irrelevant Keywords

Using irrelevant keywords in a website's metatags and / or body copy in order to achieve high rankings will most certainly backfire. Search engines now want to see parity between these two areas and if your site is thought to be spamming with irrelevant keywords, you site will be penalized or blacklisted.

Automated Submissions to the Major Search Engines

Using an automated service or software to submit your website to the search engines can be extremely counterproductive. Most of the major search engines and directories accept manual submissions but do not like to be spammed with the automated ones.

Cloaking

Cloaking is the practice of deceiving both the search engine and the visitor by serving up different pages for each. The visitor sees a nicely designed and formatted page and the search engine robot scans a page of highly optimized text. Any practice that is deceptive should be avoided and the downfall of cloaking is that, if caught, the website can be banned permanently.


Using a Cheap or Free Web Host

Using a cheap or free web host can hurt in the search engine rankings. Frequent downtime, pages taken down for exceeding the bandwidth deter robots from indexing your site. If a robot cannot access your site often enough, your site will be dropped from the search engines. Hosting is cheap, so if you are serious about your website get your own domain name and host not one like: geocities.com/yoursite.

Sharing an IP Address

Sharing an IP Address even from a legitimate web host can get your site in trouble. If you have cleaned up your website from all of the techniques mentioned above and your website still does not get relisted by the search engines in a couple of months, check with your host to see if you are sharing an IP address with other sites. If so, you may consider moving your website to a new host who will give you your own IP address or at least one that is not shared with another company who has had their IP address (an yours) banned by the search engines.

FAST's Director of Business Development and Marketing, Stephen Baker, has stated that globally there are approximately 30 million crawl-able servers and approximately two-thirds have been banned by the FAST network for spamming. If these numbers are correct, your site may be blacklisted or penalize for "guilt by association."


By Kevin Kantola

What is Froogle?

Keeping in touch with other sites like Amazon.com, Buy.com and Yahoo.com, Google created a new shopping search tool called "Froogle". It has been called one of the most innovative price conscious tools on the Internet. Using the same technologies of Google.com, Froogle employs direct data received from merchants and through web crawls alone. Depending on the successes of the beta testing phase will provide adequate information as to whether Google continues with Froogle.

Housing over 15 different products and categories ranging anywhere from electronics, computers, food and gourmet, health care products, books, music and video, sports & outdoor equipment as well as toys and games, the list will only continue to grow in the coming months. Its searching capabilities mirror its mother page; it can be found at froogle.google.com and items can be found either in their product categories or by a dynamic keyword search. The results published are limited to one item per store. Every item appears with a thumbnail attached as well as a detailed product description, which includes price. Google doesn't bias any website and often you will find products that exist on Amazon and Yahoo. This approach mirrors the Google philosophy of less details, more products.

The remaining products are crawled throughout the Internet as most other keywords are sought. Currently merchants can setup their accounts and sell on Froogle right away! There is no cost or cost per click through associated with adding your products to Froogle. Merchants can sign up for free and monitor how Froogle displays their product. This technology is open to the public at no initial cost or commissions. 

Depending on how many items your company may want to sell on Froogle; you have to create a data feed file, which can be done with any spreadsheet software or by a text file. The opportunity to get involved with Froogle is incredible; chances are if you are selling a product and are optimized on the Internet for Google, your product may already exist.

By Jakob Jelling

Donuts Anyone?

When we ran the contest back in 1998 we had a idea there would be a few visitors but we got a big surprise. We had up to 1000 people per hour from the local area sitting on the web site waiting for the cop to come in the drive thru. We ran the contest for 2 months and it was the best advertising we had ever done. It produced more then 500 new customers per month and caused a bunch of people to get involved in a contest we felt was going to be middle of the road. As I met with a marketing guru 2 months ago we had sat and chatted about advertising that worked and the Donut shop cop came back to life.

We had been looking for a way to bring customers to our new products that we had been offering on the net www.nostingkypits.com & www.growumgreen.com these products needed to get out to the public and get know we felt this could be accomplished with donutshopcop.com. as we had a list of emails that I had collected from jokes friends and family had sent me I sent out a email inviting them to have a look and see if they wanted to join and play the game.

After I sent out a total of 1500 emails personally addressed we got a whopping 85000 hits. It may have to do with the fact of offering win your weight in donuts. Also the fact is when the friend who you referred wins you also get the same prize. This month we are doing some test advertising for a company in Cambridge. It seems to be going ok and people are hitting the site just fine.

Some of the equipment we are using for this can be bought off the shelf if you have the desire to set this up. We used a ATI all in wonder pro for capture. For the camera we used a Samsung video cam on a video cable back into the card. The computer is a old p3 500 with 128 megs ram on Windows XP. The cam software is Webcam32 it is a breeze to setup. It pushes a still back to the server every 60 seconds. It all sits on a cable connection for a local business. There are from 3 to 9 cop cars in the donut shop each day and your chances of winning are high.

For the first win we give them a Tee shirt and some product samples with all names going into the draw for the monthly prize. We plan to offer bigger and better things as we go along. Internet access (1 year DSL connection), lease on a car for a year, boats , bikes and other products as we get rolling all it takes is a little imagination and the sky is the limit.

On our next venture we are going to setup other cams in fast food places and it may be a cop or who knows !!!!

The cam is setup on the Tim Horton's in Waterloo Ontario Canada.

Looking for help or more info you can contact me directly


By Richard Willis