How do we push other inbound channels (like search, content marketing,
and social) forward to offer a more holistic and strategic approach to
inbound marketing that our clients can get behind? In today's Whiteboard
Friday, Rand talks about the current broken culture of SEO metrics, and
offers advice on what we can do to fix it.
Video Transcription
"Howdy SEOmoz fans. Welcome to another edition of Whiteboard Friday.
This week, I want to share an experience I had with you and then get to
our Whiteboard Friday topic, which is going to be all about metrics and
how we change this broken culture that we have in the SEO world that's
sort of carried over from the past.
I got to go to SMX Sydney, which was an incredible time and an amazing
visit, and I spoke there with Dan Petrovic from Dejan SEO, who is a
well-known SEO guy in Australia, very, very smart guy, leads an agency
down there. He asked me some questions that I think are very important
and resonated with me because they're things that I've heard from a lot
of people and seen reflected in a lot of the questions that we get all
the time.
That was: "Rand, I want to do more of this broader inbound marketing.
I want to get more strategic about the way I help people with SEO. I
want to get less focused on things like the number of links I send you
and your particular ranking report for a week. But these are things that
our clients care about. When we talk specifically with clients and we
pitch them on SEO, they tell us, 'Hey, look, you're not here for that.
You're here to get me more links. I want this many links and I want
these rankings. I want my page rank to go up. I want my DAPA to go up.'"
Those kinds of metrics have been ingrained as what SEO is all about,
and tragically that's not the way to be successful at our jobs. The way
that we really move the needle on search, on social, on content
marketing, on any of these inbound channels is to have a holistic and
strategic focus on them, not this little tactical, rinky-dink, "I'm
going to get 50 links That's going to move this one ranking up." We know
this. We've been talking about it for a long time here on Whiteboard
Friday and across the SEO world. You can find it on nearly every
reputable SEO blog out there.
So Dan and I were chatting and I said, "Well, I think what we have to
do is take that conversation a level higher and say, 'What do you want
those metrics to accomplish? Why do you want links? Why do you want your
rankings higher?'" The answer is often, "Well, we're trying to attract
more traffic and expose people to this new branding campaign," or,
"We're trying to get more people signed up for this webinar. We're
trying to get more people in our salespeople's funnel. We're trying to
convert more leads to perform these types of comparison searches and
then buy from one of our partners."
Okay, good. That is getting us all the way down from these what I call
"leading indicator metrics" down to the business KPIs. Business KPIs,
the things that indicate the performance of the business, are where we
should take our strategic initiative, our strategic lead, for any sort
of online marketing effort, whether that's SEO, whether it's PPC,
advertising. I don't care what it is that you're spending money on, it
should be focused on this, centered on this, trying to achieve these
things, and then, yes, we can use metrics like links and rankings, even
something like page rank or crawl depth, as leading indicators,
performance indicators that things are maybe going the right way, that
they're not going the right way. We can compare them against our
competition, and they're fine metrics for that. We just can't focus on
them as where we take our strategy.
If the strategy is "go get me more links," I'm probably going to do
some gray or black hat SEO because very frankly, that's how you move the
needle on that one indicator. If you don't care about potentially
getting banned or hurting your brand impression or making a bad
impression with the search engines and eventually getting into trouble
that kind of way, then, yeah, you're going to do stuff that is non-ideal
for your business metrics. So let's have this conversation first.
I'm going to start down here. Business KPIs, things that I think about
as being business metrics, and these are just a sample. I don't want
you to get the idea that these are the only metrics or that these have
to fit in these buckets. But in this purple bucket down here, I have
things like conversions. Conversions might even be a marketing KPI for
you, depending on what your true business goals are. But transaction
value, life time customer value, retention of those customers and
recidivism of customers, those are the business KPIs, typically, in most
organizations. They're trying to get people to the site, perform some
type of action that will lead to revenue, lead to a goal being
accomplished.
Marketing KPIs, these are one step up, but not yet at that level of
sort of the SEO leading indicators. These are things like visits and
traffic, tweets, shares, +1's. Those are signals of engagement and
success over social media, so is followers and fans, and these might be
in leading indicators, tweets, shares, +1's could easily be in leading
indicators rather than marketing KPIs, brand mentions, pre-conversion
action. So people, for example, visiting pages that lead to a conversion
on your site and following through that funnel that you've got set up
on your site, those are the types of marketing KPIs that the marketing
team might be reporting and that you particularly, if you're doing any
type of consulting working or if you're working in-house and trying to
help move the needle, you do want to have a dashboard that's showing you
these.
Then those leading indicators, those are much more of a, "Hey, I think
this is a signal that we might be on the right path," or, "This is a
test. Let's see if moving the needle on links actually moves the needle
on these other things that we care about and these business metrics that
we care about," or, "Boy, you know, sometimes it seems like it
doesn't." Sometimes it seems like other things that we might focus on,
perhaps social is really moving the needle, because you're finding that
you're having a huge brand impact that's biasing clicks in the search
results, that's moving you up in positions through usage and user data
types of algorithms, and that's really doing a much better job for you
than raw links and raw rankings.
Maybe you're expanding your portfolio of content, and that's what's
moving the needle for you. You could easily put things like content
production in here. You could put that in a leading indicator, or you
could put it in a marketing KPI. You could put content engagement,
things like comments or registrations. Those could fit into marketing
KPIs. It's okay to have different things in these different buckets.
Just know what they are and make sure if you're working with someone,
that you're getting the right answers here so that you can make the
right decisions here.
Don't focus on these. If you focus on these from a strategic point of
view, your tactics are probably going to lead you in the wrong
direction, and, by the way, those of you who might be buying consulting
services or hiring an in-house SEO or an in-house marketing team and
having them focus on this stuff, you're really going to be misleading
your marketers, and they're going to be focused on the wrong kinds of
things that aren't going to move the needle for the business. They need
to be up here.
Let me show you in a more precise fashion how I love to see this
visualized and illustrated, how I love to see this done. We actually do
this right now at Moz. We've got an internal tool that does some of this
stuff, and then we have a big Google docs spreadsheet that I would love
to make more sophisticated, and we probably will after we release some
of the big, new things we're working on here. But basically, there are
three categories up in this leading indicators column that I pay
attention to, and those are things like I want to look at the leading
indicators, whatever they are, and compare them versus my budget and my
goals.
So I might have, okay, this was our goal, and we are +x over that
goal. This is our goal and we're -y over this goal, and this is our
other goal, we've got +c over here, compared to last year this time, Q1
2012. Q1, January 1st to April 1st of 2013, here's what we've done so
far, and here's how far ahead we are of where we were this time last
year, what we performed in Q1 of last year. I like doing this because
seasonality plays a big role in many, many businesses, not every one but
many, many businesses. So comparing year over year is really healthy
for this.
Then compare versus the competition. The wonderful thing about leading
indicators, and often one of the big reasons why a lot of folks use
them is because we can compare. We can see where our competitors are
ranking. We can see what sort of links they're getting. We can see their
DA and PA. Maybe we can't see their crawl rate and depth, but those
other sorts of leading indicators, even things like tweets and shares
and +1's, followers and fans, those indicators we can put in here, and
we can compare against our competition.
Once we get down a layer, and I would encourage you to have the top
layer, which we care about and it's interesting, but it's not the focus.
It's just a leading indicator. When we get to the marketing KPIs, we've
got, again, budget year over year and competition. Then when we go to
the business KPIs, we almost never can get competition, the data on what
the competition's doing. So we just have budgeting year over year. But
being able to see this, being able to visualize this, it doesn't
necessarily have to be in this funnel view, but being able to see this
and compare and then to show your clients, your managers, your team
members what you're doing and how that stacks up against what the
business is trying to accomplish, this is incredibly powerful. It's so
much more powerful than saying, "I want links and rankings."
If you're hearing from folks, "I want links and rankings," please have
them watch this whiteboard video, have them leave comments, have them
e-mail me. My goodness, I don't think that this is going to be how
successful SEO gets done in the future. This is how tactical SEO was
done in the past, and, unfortunately, it's how a lot of black and gray
hat SEO became the norm – well, I don't want to say "the norm" – but
became very popular in our world. By focusing on bigger things, we can
be smarter. We can accomplish a lot more.
All right everyone, look forward to your comments, and we will see you
again next week for another edition of Whiteboard Friday."
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