Linking for Conversion

While this is not going to be a mind blower for most people, I just wanted to reiterate how important it is to place links in your content. If you (rightly) assume that many visitors will ignore your navigation then you will make a site that converts much better. Place your calls to action and your action item within the high-attention portions of the page.
Why are some affiliates ticked off at Commission Junction? Why does Google mostly push textual links with their AdSense product? Why does Google teach AdSense publishers to blend their AdSense ads with the content AND place the ads in the content area? It is all about conversion.

Just like duplication is a form of waste, not using your content area to push your offers is exceptionally wasteful. When looking at some top notch affiliate sites, I have spoke with smart friends who said "but this page has no ads on it" when the site was nothing but ads! The ads were so well blended that they did not look like ads. That is the key to doing well. A good at does not look like an ad that should be ignored. A good ad looks like content that should be acted upon.

If you can lower the amount of space you give to ads but have them convert more then why not do it? Who cares if a page does not have too many ads if that means it converts better?

Outside of conversion there are also other benefits to using link rich content:

  • If you link to a few authority sites from within the content it helps engines know what community the page belongs to. Although you do not want to link out too heavily on your main core conversion / offer pages. Hopefully you could create other linkbait pages and other content which helps carry the authority of those other page. If you do link out to other authority sites on pages highly focused on conversion perhaps it makes sense to do it below the fold.

  • If you link to your own conversion items and to some of your other content then if anyone lifts your article wholesale they are building your link equity, and perhaps helping you convert from their site.
  • Linking to your own other pages from within the content area makes you less dependant on navigational links and allows you greater anchor text diversity. As automated content generation evolves search engines may look for ways to footprint automated content. One of the easiest footprints most likely is no links in the content area.

Since search is the predominant mode of navigation make conversion easy to do right near the top of your content. If they were already converted don't make them scroll to convert. Also follow up the early conversion link with another near the end of the content area in case people need more selling to buy.

Make each page focused on reinforcing that the customer is on the right page and reinforce that the product is the right choice for them. You may care to place some comparisons to other things on the page to pick up comparison traffic and reinforce that the item people are looking at is the best for their needs and wants, but make sure the main goal is to convert them on one main idea.

Fore example, if you put a sitewide warning for fraud against a type of product or service do not be surprised that if the pages also try to push the service you warned off as being fraudulent that your overall conversion for both offers is going to be far lower than your conversion for a single page more focused on selling just one item. If you are going to talk about things like fraud or poor customer experience in great depth it may make sense to make those be their own pages and just link to them rather than featuring that content too prominently in your main conversion oriented content.

Why You Should Post About Politics

Jim recently asked if he should post about politics on his blog. Rand recently posted why he thinks politics should stay out of your content. I strongly disagree with Rand's position. Why?

  • Almost anything that I have been told was stupid to write, I also had others tell me that they thought it was cool. To me, I would much rather ensure I was memorable over avoiding risk.

  • When you go outside of the conventional framework of what you are expected to do you are probably going to be more memorable than when you subscribe to a framework that everyone else subscribes to.
  • People who have a strong emotional appeal to what you write are going to be far more likely to remember you and/or want to talk to you. Most others will just let it go.
  • People subscribe to their own biases. We are constantly seeking things which reinforce our worldviews and identities. As long as you are fairly rational with what you write, those who disagree with it will usually tune it out. Those who agree with it will be more likely to remember it.
  • People use language (and thus search) using queries that will likely indicate their biased worldviews. Thus they are not as likely to find your opinion if your political views differ from their own.
  • People are more likely to link at things they can identify with. Just look at the most popular political blogs. Most of them are extremely biased.
  • Many political bloggers are link rich. If you can create something that they will link at you soon will be too.
  • People are more likely to link at thinks they think are totally screwed up. Even if people think your position is full of crap they may cite it because they want to say just how wrong you are.
  • Politics generally is nothing but marketing and a game of double speak. The very fact that people react to it emotionally shows how strong the marketing is and how strongly people identify with it. It is important to understand how that language relates to marketing.
  • If you let fears control your actions then you are guaranteed to produce watered down stuff.
  • If you are full of crap in your worldview and have intelligent readers who care about you then audience feedback will help you quickly see other ways of viewing the world.

The four potential downsides with occasionally posting on politics and religion I have encountered thusfar are

  • It may cost you some top down support, but I think it will get you more bottoms up support from people who find it easy to identify with who you are and where you come from. The bottoms up support will more than make up for the lack of top down support if you are small and passionate.

  • If you post about politics too frequently it could alter the perception of your brand to be more about politics than your core value.
  • You get death threats, etc. Some idiot has already offered me a dual. hehehe
  • The death threats and ideological asshats may start to eat up some of your time and attention, and try their best to undermine your views of humanity and evolution.

But in the end, do I really want to help this person spread their belief system and control my life? Nope.

On Rand's blog he mentioned

The current political environment has exacerbated sterotypes and tensions in the political spectrum such that overarching assumptions about a person's qualities are built around even the smallest admission of idealogical leanings. For example, in the US specifically, those who put themselves far to the right of the political spectrum may create stereotypes of amorality, anti-family attitudes and military appeasement for those on the left. In the reverse, the accusations might be homophobia, racism, close-mindedness & lack of education. When you claim political affiliations of any kind, some of your readers/clients/colleagues are prone to jump to these type of conclusions.

There is an endless stream of amoral profit driven sources that will try to use fear to control your activities so that they may gain further wealth and influence. Why subscribe to thought control? Why let the close-mindedness and ignorance of others limit how you express yourself? I took to the web precisely because I didn't want to let others control my actions, how I express myself, or what I could say.

Only a couple hundred years ago slavery was an accepted practice here in the land of the free. Things are able to become much worse and take a much longer time to get better if people are afraid to talk about them. When you need to be a comedian to be honest doesn't it mean there is something wrong with our perspective of the world?

I probably post political stuff a bit more often than I should if I were focused on optimal conversion. I think if you do something rarely, but do it really well then you really get to drive home your desired message. Like take Danny Sullivan when he roasts Google or another engine. He is typically so mild mannered that when he roasts them you are pretty certain they deserve it. Or take Keith Olberman's recent take on the president. It really doesn't get much better than that.

We are all human, and thus are all biased and hypocritical, so of course we are going to look stupid to some of the people some of the time, but at least they looked. Feel free to throw stones and/or flames below ;)

Update: Paul Graham has a cool article called What You Can't Say, from which I will quote:

Do you have any opinions that you would be reluctant to express in front of a group of your peers?

If the answer is no, you might want to stop and think about that. If everything you believe is something you're supposed to believe, could that possibly be a coincidence? Odds are it isn't. Odds are you just think whatever you're told.

...

If you believe everything you're supposed to now, how can you be sure you wouldn't also have believed everything you were supposed to if you had grown up among the plantation owners of the pre-Civil War South, or in Germany in the 1930s-- or among the Mongols in 1200, for that matter? Odds are you would have.

....

obviously false statements might be treated as jokes, or at worst as evidence of insanity, but they are not likely to make anyone mad. The statements that make people mad are the ones they worry might be believed. I suspect the statements that make people maddest are those they worry might be true.

....

I think many interesting heretical thoughts are already mostly formed in our minds. If we turn off our self-censorship temporarily, those will be the first to emerge.

Thinking outside the framework others set up, predict, and control is what allows you to create your own for profit framework (and by profit I do not mean only money).

Who Has the Best Portal?

Why waste resources creating a full fledged portal when others will build the pieces for you, and user selection of the pieces will give you a greater understanding of their desires? Creating a framework is much cheaper than building everything because it allows you to test and change as quickly as needed with minimal expense. It also means that people who create things to extend your network evangelize your network when they market their extensions.

Is it more valuable to have paid workers acting as cogs, or to have passionate people building your network gadgets as a way to express and share their passion?

The More You Know (the Better You Can Target Ads)

Via SEW, Google has a new customized homepage module called interesting items for you.

Based on your search history (and perhaps toolbar feedback if you have a Google Toolbar installed) Google will recommend related searches, related web pages, and related homepage gadgets. Right now here is what the interesting items for you module recommends for me:
Google Related Searches.

Google Related Pages.

Google Related Widgets.

For Google to be building technology to recommend all types of things I should be consuming you know that eventually that sort of technology is going to work to enhance what ads I see while searching and while on content sites. Thus, Google will be able to exploit for maximal profit potential whatever profitable flaws I may have in my identity (see the recent Bob Massa interview for more info on how that works).

What I find frightening about automation and creating maximally efficient ad networks is that inevitably they promote the businesses with the deepest pockets. Like corporate structures, capital is amoral, and you don't get the deepest pockets without doing some shady stuff. More often there is more money in deceiving people than in truly solving problems and helping people. Plus, as marketing continues to evolve, and it is easier to test and gain feedback, it will be easier to control people through instinctive predictable animal behaviors.

Psychology Today published an article about Why We Hate, which stated:

Researchers are discovering the extent to which xenophobia can be easily—even arbitrarily—turned on. In just hours, we can be conditioned to fear or discriminate against those who differ from ourselves by characteristics as superficial as eye color.

And, to me, that becomes frightening when I think about how I just played a video game for a few hours, and Microsoft bought a video game ad targeting company. It is even worse when you consider how much money the military spends on marketing, and that they use their own high end shoot em up video games and pizza parties as recruitment devices on 13 year old children.

What really concerns me about Google (and others) continually improving social recommending engines is that they may make it harder to realize our own prejudices.

The guilt of mistaking individuals for their group stereotype—such as falsely believing an Arab is a terrorist—can lead to the breakdown of the belief in that stereotype. Unfortunately, such stereotypes are reinforced so often that they can become ingrained. It is difficult to escape conventional wisdom and treat all people as individuals, rather than members of a group.

How long until machines know us better than other people do? Are you comfortable with a profit agenda driven machine making life suggestions for you based on your categories and flaws? How much will we let a machine's interpretation of conventional wisdom make choices for us?

How long until there is a Luddite backlash? And should I register LudditeMarketing.com so I am ahead of the curve?

What is an Authority?

If you thought a link would drive targeted traffic, lead to additional readers, and perhaps lead to other editorial citations would that be an easy way to define an authority link? Before the Google Florida Update I was ranking at ~ #6 for search engine marketing even though I really didn't know much about the topic. Within 9 months of being on the web, and on a few hundred dollars of ad spend I had a ranking that I soooo did not deserve (thank you primitive search technology!!!). After the Florida Update my then low grade link spam was rendered ineffective.

When the Florida update happened I read everything I could about it and started testing pages to see why I though they dropped. Danny Sullivan mentioned my article in one of his articles. Before he mentioned me in his article I basically got told two words when asking for links fuck and off. After Danny mentioned me, many of the sites which brushed me away were more willing to link to my sites.

After I noticed a few citations driving good traffic I thought that while I had a bit of credibility, a few minutes of mindshare, and the decent traffic that goes with it, that I ought to consider that ripe time to hunt down more well trusted authoritative links. And it was exceptionally easy. Some people who would generally reject me in the past said things like "Oh, you are that Aaron. We will get your link up today."

Within a few month my other site was again ranking for search engine marketing. Through that one article and the authoritative links it made possible I gained the authority I lacked. (Note: About a year later that site ranking later dropped a good bit likely due to a lack of anchor text diversity and me spending most of my time promoting this site as a stronger brand).

The amount of information is growing much faster than the available attention to consume it. There is far greater opportunity during periods of instability, as long as you allow yourself the flexibility to be able to read the market and are willing to be wrong with what you say. And if you find some type of success it is important to build off that success while the iron is still hot.

The weak point of the top reporters is not laziness, but vanity. You don't pitch stories to them. You have to approach them as if you were a specimen under their all-seeing microscope, and make it seem as if the story you want them to run is something they thought of themselves.

Our greatest PR coup was a two-part one. We estimated, based on some fairly informal math, that there were about 5000 stores on the Web. We got one paper to print this number, which seemed neutral enough. But once this "fact" was out there in print, we could quote it to other publications, and claim that with 1000 users we had 20% of the online store market.

Stats are just arbitrary numbers used to make news sound well researched and legitimate.

An Interesting Narrative

Long ago I mentioned that even if I didn't usually agree with Michal Martinez, that I thought he was exceptionally citation worthy. He recently offered up a blog post explaining his view of the recent evolution of SEO and link building in an article called Who Does Google Trust Now? I don't agree with many of the statements in the article, like:

Neither age of site nor age of links pointing to the site should really matter to how much a site can be trusted.

I believe that age matters. At least to some degree. I have an old domain which had no relevant anchor text (other than internal navigation) and few (perhaps no) quality links that ranks quite well in Google for competitive commercial queries.

In spite of not agreeing with some the article (and thinking portions of it might be a bit self-aggrandizing), I think Michael did a great job with the end of the article. The last few paragraphs rocked.

Simply getting links from free directories, article submission sites, reciprocal links, and other popular link sources will probably gradually extend the length of time new sites require to earn trust if for no other reason that they will only very slowly naturally attract links from trusted neighborhoods.

Exactly. When you focus on as much as you can get for free without building any value (and valuing your time at nothing) it takes an awful lot of pricing your time at free to catch up with established sites. Perhaps more time than you have left in your life. Why race toward the bottom?

The real question comes down to this: if I am correct, or close to correct, in my analysis, how long will it take for spammers and SEOs to develop methodologies that effectively poison the "good" (trusted) neighborhoods and force Google to develop some filtration methodology?

SEO and search constantly co-evolve. What Google trusts now is only temporary, and some SEOs have been building AHEAD of Google's shifts. And the search results show what is going on, so they will continue to be forced to change their algorithms. Nothing new there.

But poison is a harsh word. I don't think we should fault people for gaming the system. Google creates the game...we are just pawns that must move with the ebb and flow. As SEO gets harder those who know how to do it will get paid more. And one can argue that by manipulating search results we are helping keep the search engines sharp, forcing them to improve their algorithms.

Google is more profitable and has a larger effect on the web than you or I. People do not link as naturally as they once did (worrying about what the all powerful Google may think), Google is training some people about how to link to benefit Google, and Google has some people so brainwashed that they consider anyone disagreeing with Google's for profit agenda as spammers poisoning the web. Who's actions are poisoning the web?

Johnon.com - Great Blog

I am sure many of the readers here already read Johnon.com, but if you do not yet read it check out John Andrews's blog on Competitive Webmastering. A couple of my favorite recent posts on his blog

Go Words - he describes a bit about LSI type technology, while also beating up an old and outdated definition from one of my other sites :) Also check out his comments on that page for his explanation of how having too much keyword proximity throughout your copy could flag the page to be filtered as an irrelevant attempt at manipulation. I have been trying to hammer away at Google with a page ranking for a wide basket of keywords, and have been having a bit of fun with this...am ranking in the top 5 for 11 of 12 target phrases thusfar, but only 12 for 12 is acceptable. :)

Nobody wants to be a Tool - John talks about his love for toolbars :)

Does it Matter?

If you enjoy consuming something, but you later find out that you found or experienced it under a false pretense, does it matter how it came into your stream of consciousness? Many people who search probably do not realize search results have paid ads on them, or that some engines may bias their regular results toward informational websites to increase ad clickthrough rate.

Few people understand that the organic search results are manipulated by people like you or I. Google states that some kinds of manipulation are acceptable while others are not. But who gives Google that authority when they sometimes do not even follow their own guidelines or policies? How can they freely add links to other's websites, buy links, sell links, and state that buying or selling other types of links is somehow wrong?

Google teaches publishers to blend ads in their content, and funds the placement of ads on what many call low quality content. Yet some people land on those pages, click on the ad that describes what they want, and end up somewhere they want to be.

Many magazines blend ads to look like content, and/or have insertion fees which is basically a way to buy exposure.

People create and spin controversies to get media exposure. In some cases both parties involved in the controversy will have off the record chats to talk about how the story should be spun for maximum benefit to both sides.

I have seen people give away tens of thousands of dollars worth of their books because their book was nothing more than thinly disguised self-promotional marketing material. And I have seen some of these books become best sellers!

Some people watch Fox News even though it is blatantly and obviously biased. Many news channels show packaged video press releases as being part of their news program. And many news networks work with one another to present a highly biased view of the world that promotes the agendas of affiliated businesses.

Generally any form of content creation, publishing, aggregation, or information sorting is going to be biased toward the goal of self preservation and the beliefs of the power sources within that organization (and affiliated organizations). Goal #1 of any business or organization is self preservation.

Right now there is a diary video series on YouTube which is fake, and will likely a lead in to some sort of movie or marketing message (or maybe all content is somehow a form of marketing). Yet each of the 27 videos in the series (thusfar) has averaged around 200,000 views.

Many artists write abstract song lyrics which have entire sites devoted to what the hell did they mean?

People have got other ideas out of things I have wrote and called me a genius or brilliant for their (mis)interpretation of what I wrote. If I meant what they thought I did, then I would indeed be far smarter than I am. :)

Every human action, every thought pattern, and just about every piece of information is likely somehow flawed (during creation and during interpretation / consumption).

Does it matter if information was created via pure intentions that matched why the audience like it?

Does it matter if information is ranked, sorted, placed, or found via the force of a person who bought the exposure or gained it through gaming some authority system which claims to be relevant even though it doesn't understand why?

Outside of ignorance, is purity anything more than a myth?

Great Salesmanship

Andy Jenkins & Brad Fallon have released some tutorial videos to help promote an upcoming video and training offering of theirs about improving search rankings and site conversion.

Andy is probably one of the best salesmen in the market...you know he knows conversion well just by listening to the content of his videos. If you can create ads that inspire confidence AND are good enough content to be citation worthy then you are going to be a few steps ahead of most competitors.

Out of the 3 videos they released so far, the only thing I don't really agree with is the idea of showing single page sites ranking as something that is easy or common...especially if you use an official movie site as one of the examples, because the odds are pretty low that most people new to internet marketing looking for internet marketing information are building a site to push a $50 million dollar movie.

But the rest of the videos are of high quality. His tips at the start of video 3 about lemmings and building the perception of trust are quite useful. The tutorials are packaged and marketed in a way that it is conducive to conversion and viral spreading. If you give them your email to get a special report they then give you the option of sharing the video with a dozen friends.

I also think the idea of showing numbers from specific stores adds a ton of credibility when you are selling how to information. One of the hardest things to do as a consultant is to have concrete examples and verifiable results that you can share.

If you do much client work, they typically do not want to share it (and why would they if they are paying you top dollar?). If you do exceptionally well selling your how to product you get so much customer feedback that it is hard to keep up with it all while: still being willing to take risks, and having the time to build out other wildly successful ideas. Plus a glut of success can make you less hungry and/or lazy. My recent trip to Amsterdam is the first time I have been off the web for a week straight since 2002.

I have a good number of sites making a few hundred or a few grand a month, but have not hit too many homeruns as for having examples that I would be willing to openly share as examples of how to make lots of money, plus I cringe at the thought of having employees. Growing a highly profitable longterm business on the side via partnerships without having to manage employees is no easy task. I still have a couple really cool ideas that I (and friends) are building, but it has been a slower process than I have wished. One of my biggest flaws with my current model is that most of my income still comes from selling high end consulting and my information product. Which makes it quite hard to hit a homerun or two outside of my current market, but I still intend to.

If you have decent street credibility AND can create a story about making stupid money it is killer easy to get links because so much of the value system in US culture seems to revolve around money. I bet PlentyOfFish.com at least tripled his link equity and solidified his market position by doing interviews about how much money he makes.

The more you can sell your theories as proven facts with numbers to back it up the less they look like selling and the more they look like content. I got about 4 really cool ideas to launch, but it takes time. Hoping to have at least 3 of them rocking by the end of the year.

Here is also a freebie to anyone looking for a market worth exploiting for huge profits. Be the person who is known as the video marketing expert. With so many companies fighting for marketshare on the video front, and Google soon to be pushing video ads just about everywhere I would bet that if you were branded as one of the original video marketing experts it wouldn't be hard to make deep into 7 figures within a year or two.

Video as a medium is probably far better at showing empathy and rewiring associative connections than text is. Plus most people have limited attention to spare and are a bit lazy on the reading front. The text stuff won't last forever. It has only been as successful as it has because it is cheap to make, there is so much of it, search is still so primitive, and it is taking time for search engines to forge distribution partnerships that do not undermine the authority of established intermediaries.

Search works so well because of the great targeting and the user feeling they are in control of where they go. Soon all types of media will have that targeting and perception of control.

Google's Gmail Spam Filters Blatantly Suck

Why are the Gmail spam filters so pathetic?

For example... I hate the letter I: Some asshat (who can be described using no other word), has sent me about 1,300 spam emails in the last week. Every email has the subject line of I and the from name of I. After labeling over 1,000 of these in the past week as spam how is it possible that Gmail has not picked up that footprint? How many real messages have 1 letter in both the sender name and the subject line?

Same Spam Name: Another asshat (or maybe the same one) is doing a spammer phrase dictionary attack. Surely they know the person named Buy Viagra Online Discreetly who uses the same thing as the subject line is a spammer? Yet I get about a hundred of these random spammer keyword emails in my inbox each day as well.

Many of my blog comments are not spam: Gmail is now sending many of my blog comments to the spam bin, in spite of me not labeling them as such. I even set up a custom filter for them to label it as important.

Good job starring the messages and spending them straight to the spam bin. I am sure you realized that is what I wanted when I set up a filter requesting the messages be starred as important. What is even dumber is that after I report dozens of these as not spam they still star new ones and send them to the spam bin. Why isn't there a filter to prevent something from being labeled as spam?

If Gmail doesn't improve I am probably going to have to try something new pretty soon.

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