Wednesday, April 1, 2009

By the Numbers: The Decision-Making Funnel, Stage 2: Interest

Today's Column: » The Decision-Making Funnel, Stage 2: Interest 
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SEW Expert - Tim Ash
The Decision-Making Funnel, Stage 2: Interest
More SEW EXPERTS: BY THE NUMBERS SEW EXPERTS: BY THE NUMBERS

By Tim Ash, Search Engine Watch, Apr 1, 2009
Columns  |  Contact Tim  |  Biography

In "Landing Pages and the Decision-Making Process," I described the well-known AIDA conversion funnel and how it governs all Web conversions.

The key AIDA stages are:

  • Awareness
  • Interest
  • Desire
  • Action

Last time, I examined awareness. Now let's take a closer look at the interest stage.

Interest

On the Web, interest is very fleeting. A world of other Web sites is just a mouse click away. People at this stage are in an "If it's interesting, I'll check it out" mindset. The level of commitment is very low.

Interest is often tied very closely to awareness. The attention of the person flits like a butterfly across all of the available points of interest on your landing page. So awareness can also be described as an ongoing scanning process.

Interest is akin to the butterfly alighting for a moment on a particular flower. Interest can be viewed as a transient pull and concentration of the attention on a particular object.

Often, interest on the Web is expressed in a split-second decision to click on something. If the attention surge is strong enough, you'll take the action of clicking.

If not, your attention will subside back into a more diffuse scanning mode. If your needs aren't being met and you grow frustrated enough, interest can peak instead as a desire to leave the current Web page.

The key to creating the interest is to focus on the visitor. Elements of your landing page must be relevant to them, and they must self-select because they recognize this relevance.

The rules of Web interest are:

  • Understand who the visitor is.
  • Understand what the visitor is trying to accomplish.

Web interest comes in two main flavors: self-selection and need identification.

Self-Selection

In order to self-select, I must be given a discrete choice of specific classes of visitors to your site, and the appropriate path to follow. In effect, I have to raise my hand and say, "Yes, I identify with this label."

A perfect example is the home page for the University of California, San Diego, my alma mater for undergraduate and graduate studies. The main navigation method is the menu of typical visitor classes near the top of the page:

  • Prospective Students
  • Current Students
  • Parents & Families
  • Faculty & Staff
  • Alumni
  • Friends & Visitors

It allows a visitor to self-select, proceed down the correct track, and get information that is specifically tailored to them and their concerns.

Need Recognition

Another way to increase interest is to have people identify with a specific need they have. Needs can change more quickly than roles. Need recognition is another way of describing the specific task that someone is trying to complete on your landing page.

The main portion of Southwest Airline's home page prominently features a needs-based navigation section. To the right of the large graphic, visitors are invited to select among the following choices:

  • Book a Flight
  • Check In Online
  • Check Your Flight Status
  • View or Change Your Flight

Note that these choices are aimed at two roles or classes of users: prospective travelers and booked travelers.

The last three choices apply only to booked travelers. So the visitor's role alone isn't enough to distinguish among them. However, on any particular visit, a booked traveler will likely need to complete one of the three tasks.

In Part 3, we'll look at the desire stage of the AIDA funnel.

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Biography

Tim Ash is the president of SiteTuners.com, a performance-based landing page optimization company. During his Internet career, Tim has worked with companies like American Express, Sony Music, Black&Decker, eBags, American Honda, and McAfee (HackerSafe). He has chaired Internet conferences and spoken internationally at such industry events as Search Engine Strategies, PC Expo, the Affiliate Summit, eComXpo, and Internet World. Tim is a frequent columnist and writer on conversion improvement, and is the author of Amazon's e-commerce bestseller book Landing Page Optimization: The Definitive Guide to Testing and Tuning for Conversions (John Wiley & Sons Press, 2008).

Article Archives by Tim Ash:
» The Decision-Making Funnel, Stage 2: Interest - April 1, 2009
» The Decision-Making Funnel, Stage 1: Awareness - March 18, 2009
» Writing Sales Copy For Conversions, Part 2 - January 21, 2009
» Writing Sales Copy for Conversions - January 7, 2009
» Assembling Your Landing Page Optimization Dream Team, Part 4 - December 24, 2008
» Assembling Your Landing Page Optimization Dream Team, Part 3 - December 10, 2008
» More Articles by Tim Ash


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Searching for Meaning: The Search World's All A-Twitter

Today's Column: » The Search World's All A-Twitter 
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SearchEngine Watch SEW Experts Searching for Meaning
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SES Toronto 2009


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Product Marketing Manager
Marin Software San Francisco, United States

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SEW Expert - Kevin Ryan
The Search World's All A-Twitter
More SEW EXPERTS: SEARCHING FOR MEANING SEW EXPERTS: SEARCHING FOR MEANING

By Kevin Ryan, Search Engine Watch, Apr 1, 2009
Columns  |  Contact Kevin  |  Biography

When Twitter launched, it was dubbed the micro-blogging platform of the future. Two minutes later, and you're up and running. Overnight, Twitter could dispel running erroneous data points about the millions of bloggers out there.

There might be millions of bloggers, but most of them sign up for accounts and abandon their efforts or have very little activity. Actual activity over hypothetical numbers is almost always a good thing.

Still, many people don't know what to make of Twitter. What is it? What's the point? Honestly, why would anyone care what you had for breakfast, or how many times your visited the restroom? Last week, Twitter confirmed plans to monetize with paid accounts and adverts so there has to be more to it than that, right?

Sure There Is

@GuyKawasaki's keynote at SES last week got more than a few people talking about the ups and downs of Twitter. Some people say Guy is spamming the conversation. Spamming Twitter is a hobby for many and it's always entertaining for me to see spammers complain about other spammers in an attempt draw attention away from themselves.

Spam, particularly in the instance of Twitter, is still pretty loosely defined. Is it spam to use an application like TweetDeck to facilitate information dispersal? Is it spam to have five full-time underpaid/unpaid interns Tweeting and building your Twitterbase on your behalf?

For me, the spam conversations as it relates to Twittter were oddly reminiscent of the early days of search marketing conferences when people got together to discuss better ways to "rank-up." Later, some of those techniques were labeled "spam."

I've heard opinions on both sides of this issue. The top complaint is that the "voice" of the person Tweeting isn't their own. True enough, but does it matter as long as the Tweets are relevant?

Plausible Relevance Deniability

I'm sure there are one or two purists out there who can't stomach the possibility that someone might not be tweeting in their own "voice." Isn't it great that we can have purists for platforms that are so new?

Then again, by the same logic, if you're a social media trade professional being paid to establish Twitter accounts, Tweet, and build an audience for your clients, aren't you violating the "spam" ideal?

It's an undeniable guarantee that when you adopt something new and make it your own, someone will be there to wave a finger to explain that you're doing it wrong. Personally, I don't care if @TimOreilly's tweets are his own or not (He says they are). I almost always find the nuggets of info interesting, so I follow. Tim's 185,000 plus "followers" with only 500 or so "following" is in stark contrast to @GuyKawasaki's 96,000 plus "followers" with over 105,000 "following."

Guy's stated philosophy is to follow those following him, without exception. It's also a pretty common practice to go out and follow a bunch of people with a lot of followers. At least I've heard it's a pretty good way to build your Twitterverse.

@KevinMRyan, is Twitter a Search Engine?

Twitter is a search engine that indexes conversations about content. Popularity isn't determined by backlinking in the traditional SEO sense, but self-designated by the number of retweets and followers.

One must also consider those who are updating and paying attention at the moment you happened to be interested in searching. Depending how alert settings are established and how public one chooses to make updates, finding a week-old Tweet without a link isn't much good to anyone.

In between sessions last week, I could swear that I overheard Twitter CEO Evan Williams on NBC referring to Twitter as a search engine. To that I can only say, come on in, the water's just fine.

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Biography

Kevin M. Ryan is chief marketing officer at WebVisible, Inc., a leader in local interactive marketing dedicated to helping small businesses leverage the Internet to acquire new customers. Founder of strategic consulting firm Motivity Marketing, he is also the chairman of the Search Engine Strategies Advisory Board. He's a seasoned search and advertising industry veteran. Kevin's former roles include VP, Interactive Media for the Interpublic Group agency Wahlstrom Interactive, and CEO of Kinetic Results, an Advertising Age Top 20 search engine marketing firm.

Kevin has published more than 200 articles on search and interactive marketing. His former client roster includes notable brands including Rolex Watch, USA, State Farm Insurance, Farmers Insurance, and the Hilton Hotels brands. Additionally, Kevin has volunteered his time for the Interactive Advertising Bureau (IAB), Search Engine Marketing Professional Organization (SEMPO), and several regional non-profit organizations.

Article Archives by Kevin Ryan:
» The Search World's All A-Twitter - April 1, 2009
» Search Goes Global - March 26, 2009
» What Should You Do When You Get Canned? - March 11, 2009
» The End of the Beginning - March 4, 2009
» Maximum PPC - February 25, 2009
» Top 5 SEM Industry Frustrations - February 11, 2009
» More Articles by Kevin Ryan


Send us Feedback | Technical Questions or Bug Reports | Legal Notices, Licensing, Reprints & Permissions | Privacy Policy

Incisive Interactive Marketing LLC. 2009 All rights reserved.

To unsubscribe via postal mail, please contact us at:
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120 Broadway, 5th Floor, New York, NY 10271
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