Will Hanke

Back when I first got out of the military, I got a job at a local copier repair shop.  We tore down used copiers to their frame and then rebuilt the entire thing from the ground up with new parts.  We had one entire 4-shelf setup for each copier, storing parts that were still good, along with every screw, roller and rubber grommet that went back in. A good sized machine could take three or four days to complete.

It was very important for the repairmen to have nice tools, including a magnetized Phillips screwdriver.  Without this tool, it was pretty much impossible to get into those little nooks and crannies to tighten screws.

From time to time, the magnetism in the screwdrivers would wear off, and we’d have to ‘tune them up’.  We did so by taking apart an old solenoid and putting the tip of the screwdriver in the middle of it, then plug that bad boy in.  The magnetic forces created by the coil would help the magnetic particles refocus and realign, and by morning we’d have a kick-ass screwdriver again.

The Two Versions of Marketing

For years and years, marketing has been all about outbound (or Interruption) marketing.  Companies would interrupt people through email blasts, radio or tv commercials, telemarketing and more to try to get their brand in front of potential customers.  That was the old way.  It’s no fun, not trackable, and most companies weren’t really thrilled with doing it.  A necessary evil.

As the Internet continues to mature, new communication paths and opportunities are coming to business owners, including a great new way to market to potential customers - inbound marketing.  Think of inbound marketing as a lot like a magnet; you create content that people are drawn to.  People want to read your blog because it is interesting and provides insight to an industry or product they have never had access to before.  Can you see where I’m going with this?

If you aren’t doing inbound marketing, well, shame on you.  The time is here (actually, it’s passing you by) to get involved.  Creating content should be something you all the time.  This new content will pull in visitors that are looking for just what you’re talking about.  Yeah, thanks to search engines, RSS feeds and social media, it pulls them in.  You don’t have to go stand on a corner with a megaphone and beg people to come into your store, they’ll come because they are simply interested with what you have to say/provide.

Inbound marketing methods

Blogging - if you aren’t blogging at least once a week for your business, you are missing out on some major traffic.  From ranking your site for ‘long tail links’ to providing your customers with info they need, blogging is by far the number one way to increase your website’s overall footprint on the Internet.

SEO / SEM - If you’re reading this blog, chances are you’ve already been exposed to SEO in some amount.  Search engine optimization is an awesome way to increase your rankings in the “big three” as well as all the thousands of other smaller search engines out there.  SEO also means you understand and watch what your website visitors are doing, and if they’re not buying, how to adjust accordingly to prod them along.

Social Media - Today its all about relationships and community.  From mySpace to Facebook to Twitter and beyond, people are creating their own inbound marketing channels through these websites and methods of communication.

RSS - I had a hard time grasping RSS when it first came out.  It’s a tough one to explain, but once you understand it, you’ll never believe you could have made it through a week without it.  Good thing is, if you’re blogging, you’ve probably already got RSS capabilities, you just need to promote them a bit more.

Viral Media - YouTube used to be something that people visited because they were bored or just wanted to see themselves online.  However, when it sold to Google for 1.6 billion dollars, businesses soon figured out that there is huge potential in video.  Creating videos that people want to share can result in literally thousands of visitors to your website.  Be creative, think it out, and watch it grow.

Tools - As you start to grow your website, you’ll probably start to see some recurring themes.  People will be using search terms that push them to your website, and the information they seek you have.  Smart businesses are creating tools for these visitors, and thus cornering a part of a market that their competitors don’t have.  Examples? Sure.

• An online mortgage calculator on a real estate agent’s website
• A wine grading worksheet for wannabe connoisseurs
• A downloadable town reference guide on a bed and breakfast owners’ website

So how’s your magnet working for you?

Is it focused and aligned, pulling in those customers (and dollars), or is it too weak (or non-existant) to hold onto your goal at all?  Your inbound marketing magnet should be on full blast, and if it isn’t, now is the time to get it tuned.

Will Marketing, SEO, beginner sem, business blogging, content, free stuff, small business, social media, traffic, trending, twitter, videos

I ordered some new business cards for the big festival this weekend.  My old ones didn’t mention my Missouri SEO website, and I kinda want to start promoting that more than the hosting one.

What do you think, too girly?

Will conferences, free stuff, local marketing

Yesterday was my first seminar of the fall 2008 season.  I may end up doing another, I’m not sure.

I’ve been teaching Internet Marketing now for 4 years. Originally the size of the seminars/class were packed out, but now they are waning.  I was teaching one every month, now it looks like maybe 4 a year.

I think part of the problem is perceived value.  The seminars are free, and therefore not much value is passed on.  I bet if I charged $50 for the seminar, people would be more likely to come.  Problem is, I can’t do that as a library volunteer, since its a library sponsored class.  I’d have to find another venue, which means costs for me.

I received only good feedback from the class, which is always nice, but I often wonder what happens after the people leave the class.  Are they simply overwhelmed by the volume of information they got, and don’t know where to start?  Are they overwhelmed to the point that they just say ‘forget about that’ because its so time-intensive?  Or do they simply file this in the ‘I need to do this stuff’ category, and probably never do.

I was asked about my fees, which are comparable to most local SEO firms, probably a little cheaper.  However, as usual, the fees are received with an “Oh wow” or “Oh my gosh” kind of tone.  This probably goes back to the classes being free.  The people that do show up are not those that are apt to spend a lot on their business marketing.

It’s a bummer, really.  There are so many local businesses that could use SEO to their distinct advantage.  I’m continually very surprised by the lack of big businesses that are doing this, giving small businesses in the area a HUGE opportunity to profit, but they don’t see it.

A local furniture store owner, however, has seen it.  He hired me late in 2006 after attending one of these seminars, and has seen record months for nearly a year now.  Record months, month after month!  They are on track to a record year, and they’ve been in business for over 20 years.  They attribute this to SEO, no bones about it.  They’ve dropped their YellowBook ad size significantly, they’ve added some more ‘hip’ products (like organic mattresses - who knew?) and they’ve ramped up their SEO spending.  They are outranking some big furniture stores in the area, and even nationally.  They’ve started drop-shipping some items because of their sudden national exposure.  All these things have resulted in their best year ever, even with the economy in the dumps!  Why don’t other businesses get it?

I implore everyone who has taken my class to take advantage of the information I’ve given you.  I don’t care if you hire me, but use the techniques I’ve shown you and watch your business grow.  It’s really that easy.

As for upcoming seminars, I will be on an SEO panel for an upcoming blogging convention in St. Louis in September, and I may do another free SEO seminar in October.  It may be my last.

Will SEO, St Louis, competition, free stuff, local marketing, seminars, site ranking

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