SEO: the Missing Business Model

From my limited perspective there are a couple major recurring flaws in the buying / selling cycle of selling SEO services.

  1. Client ignorance of pricing: some clients view SEO as free money. This leads them to hire a cheap guy or someone who heavily markets the free money angle. Either of which stand a good chance of leading to fraud.

  2. Client ignorance of process: some clients assume they know how to do it or that SEOs are messing it up based on slow feedback loops.
  3. Rapid changes: this kinda goes hand in hand with the ignorance of process since most available information is dated. Some search algorithms are changed in ways that could best be described as random.
  4. Big leap of faith:

many SEOs want to sell a $10,000 + package right out if the gate.

Not that I am actively seeking lots of clients (because I am still bad at pricing and still am not sure what I want to do when I grow up) but I have found that by being not available demand is much higher.

Another thing which works well for me is to do an hour long or couple hour phone consultation. Then when you are done go through the clients site and write a report for them giving them specific action points for improving their sites visibility.

In doing that you can easily sell a $500 to $2,000 review package where you might be able to make a few hundred dollars an hour while still avoiding the longterm commitment of performing ongoing SEO services.

You get to feel the client out and they get to feel you out. At the end of that report you can say that if they have any questions or need any help they can get ahold of you.

By charging a decent bit off the start you help the client assume there is value which filters out many of the worst clients.

As long as the suggested improvements report and phone call do not sound like a sales pitch you start to build trust. If you and a client click you can go forward from there with a bit of trust built up.

I see tons and tons of sites sell full service SEO solutions, but few people seem to be looking for that middle ground where they can still deliver good value without expecting a longterm or big dollar commitment from the clients.

What are some of your favorite business models or sales techniques within the SEO space?

Google Sandbox & the Problems with Link Analysis Software

When I was new to SEO I did a bunch of on the page analysis to try to figure out exactly what other people are doing. The problem is that it gets you focused on things that do not matter. A site may end up ranking high at the sacrifice of conversion.

As search algorithms advance basic link analysis tools, at least for Google, are starting to become what keyword density tools are: a waste of time.

Link analysis software was cool, especially when Google used to show all of the PageRank 4 and above links, back when their search relevancy algorithm was a bit more dependant on raw PageRank.

Now Google only shows a limited random set of backlinks, and the other search engines also limit the search depth to 1,000 results, which makes it hard to do useful analysis with the various link analysis tools on the market.

If it were quick and easy to query a database deeply (deeper than 1,000) then the link analysis tools would be much more useful. None of them currently on the market really make that a quick and easy process.

The other problem mentioned above, of harder relevancy algorithms, is not one that is going to go away. WMW supporters forum has a thread about the Google "Sandbox". A friend of mine just got through reading the whole thing, stating that most of it was of little value, but he found a couple posts enlightening. The second post here by Ron Burk has some good tidbits

To keep improving the results, you find more variables for the algorithm-creating machine to use, and you add to your store of human-ranked pages for it to "learn" from. What you don't do is bother understanding the actual algorithm -- it was constructed by a machine and is way too complex for anyone to keep in their head.
...
Psychologists have shown repeatedly that when you give people a system to optimize, all you have to do is secretly introduce a delay between their actions and the results of their actions, and they will go bonkers. In fact, in a very simple (single variable!) model in which people are trying to control the temperature in a virtual refridgerator, you can get some of the same irrational responses you see in these forums

and the first post here by Captain CaveMan (which incidentally is the name of an awesome cartoon character) does as well:

Without giving away the store, I don't know how else to say it. There is no sandbox. People speak of it as though it were some simple 'thing' that stops new sites from being seen. That has simply never been true. What was true was that in its early days, some of the algo elements and related filters were so tight that only a very few new sites got past them (some accidentally; some methodically). Over time that changed; more sites started getting out, presumably as G worked to surface more new, higher quality sites.

There is no sandbox. There is only a serious of rotating algo's and related filters, that make it far harder for sites launched after spring of '04 to be widely seen in the SERP's. Not impossible. Harder. And certainly not as hard now as was true seven months ago. This has been hashed and rehashed so many times that it's hard to understand why it's still confusing.

If you can only see a few of the variables and overexert effort to satisfy those variables you may end up tripping filters and not satisfying other criteria.

Headed to the Desert...

On the first part of the journey
I was looking at all the life
There were plants and birds and rocks and things
There was sand and hills and rings
The first thing I met was a fly with a buzz
And the sky with no clouds
The heat was hot and the ground was dry
But the air was full of sound
- America

Going to the desert for a couple days... should be back Tuesday :)

Thanks to Stoney for reviewing my ebook

Thanks to Fantomaster for his good posts in this thread.

Feedback on Competing Services

By targeting certain terms / phrases / concepts / ideas you can target overtly biased consumer feedback which appears to be unbiased information.

You can spend well under $100 creating a system which erodes brands of competing business models. Just use AdWords to market a blog requesting feedback about the company or its products. Generally people are going to be more inclined to research and speak their mind if they are not satisfied.

This may not work well against smaller companies since they are going to be more inclined to accept and look for feedback, but if large companies place themselves ahead of their customers it is exceptionally easy to make that known.

If the feedback site does a good enough job it can garner many free links from other people who may not like the service. Eventually you can use the site for cheap link popularity and to do comparitive advertising for a broad range of terms surrounding a competitors names and / or products.

For example, I could create a site about feedback on the services of various SEO companies. That site would garner both positive and negative feedback. Even though it would have both, it would cast a shadow of doubt over SEO services which might make my ebook look more appealing to a wider audience base.

With all of the people who market SEO services based on the ethics and best practices angles I am surprised nobody has cashed in by creating an SEO service feedback blog.

Sure some firms would shun it, but those would likely be some of the same firms who don't give a crap about their customers.

If I created that sort of site I would not market anything but the feedback off the start. Each page would link out to the reviewed firm for that page. Companies which had great reviews would likely link in. People who hated some of the firms would likely link in.

links links links... !!!!

Disclaimer: Of course you can go too far with this, and it can result in significant social or legal expenses.

WordTracker Easy to Spam? Questioning Keyword Research Tools...

WordTracker sells access to its keyword database based on the concept that meta search engines have data which is much cleaner than regular search results.

Regular search engines have screen scrapers, rank checkers, bid management tools, click bots, webmasters, and all sorts of interesting tools scouring through their networks.

WordTracker collects its data from Dogpile and MetaCrawler, a couple smaller meta search engines. The sales angle is that the keyword data is clean, but is it?

A couple problems with the WordTracker database:

  • As far as I know it does not store historical data (just the past two months search volume)

  • It has a small search database compared to the search volume seen on large engines. The small sample size means errors will be blown out of proportion.
  • Most people who know of and use the database are marketers, who surely could take advantage of the limited search volume by spamming it

Spamming for Profits:
A friend just recently searched and saw a particular SEO firm spamming a ton of fake search referals for their services. I guess that is fairly cheap marketing if you are looking for money from a bunch of naive webmasters.

Smokescreen Spam (Hiding Your Keywords):
Lets say you find out that the phrase gold nuggets is profitable. You run a search bot to search for golden nuggets. You do it over and over and suddenly golden nuggets looks like the money maker.

Your competition trips over each other trying to optimize for golden nuggets (where there may be little to no money), while you are headed to the bank to cash your check.

You cash your check and can afford to go buy more gold nuggets :)

Much like pay per click, some SEO markets are based on working the margins. If you can get your competitors to get in an SEO war in an area of lower profit then eventually they may get frustrated and quit or go after other markets.

Many people focus on improving their sites, but once you get near the top providing competing sites adequate amounts of disinformation may help keep you there. In SEO the only numbers you can trust are the dollars in the bank account at the end of the day (assuming they are not there from a fraudulent transaction).

LinkWorth to Sell Presell Pages / Content Hosting

From thee LinkWorth blog

Today LinkWorth is proud to launch its newest advertising product called, Billboard Link Ads. This new and exciting technology takes text link advertising to an entirely new level by allowing the advertiser to create a very effective write up about their product or service being promoted, embedding targeted linked keywords and/or phrases throughout the content and having the entire dedicated page hosted on one of our partner websites. So instead of buying a simple text link from someone, you are purchasing an entire page with up to 10 text links included throughout the content.

I am a bit surprised that nobody has tried to set up a marketplace for this until now.

As long as people have been buying and selling links for you would think that many more people would pick up on this idea. WeBuildPages has been marketing this concept, but the idea of being able to chose amongst an open marketplace makes the idea much more scalable.

I know search engines can probably pick up on more patterns than most webmasters realize, but many people selling links through LinkWorth link back to LinkWorth on their site using affiliate links, which likely makes it both easy and appealing for some search engines to give less weighting to links from those sites or decide to not want to count those ads.

LinkWorth should protect their inventory partners and advertisers better than that if they aim to create a longterm solution.

There are many affordable programmers and many marketers are sitting on stacks of cash. There should be more people pushing these types of solutions.

Yahoo! Tests Contextual Banner Ads

from Eweek

A Yahoo Inc. spokeswoman confirmed this week that the company's search-marketing division, formerly known as Overture Services, has started testing graphical banner ads displayed based on their relevancy to a Web page's content.

"We're always looking at ways of enhancing our services," Yahoo spokeswoman Gaude Paez said. "There are a number of things we're looking at doing [in search advertising], including tests we've begun for putting sponsored listings in a banner, graphical format."

The test is running on Yahoo's network of sites, rather than on partner sites, she said. The ads are dynamic, initially appearing as a banner ad and then transforming into a sponsored link.

She declined to provide further details about Yahoo's plans for the graphical, pay-per-click ads.

Defense of SEO, Ask Jeeves Profits Increase, Yahoo! Think Big Contest

Needed:
Danny Sullivan writes Worthless Shady Criminals: A Defense Of SEO

Decry a particular SEO tactic, if you want -- but don't decry the entire SEM industry as being rotten. If you want to do that, then here are some other stereotypes you'd also better buy into:

  • All car salesmen are crooks

  • All lawyers are crooks
  • Teachers teach because they can't do
  • Bloggers don't check facts

  • [Insert Race/Culture/Nationality Here] is [Insert Derogatory Comment/Stereotype Here]

Ask Jeeves:
Profits increase 35%

Yahoo!:
Think Big contest gives away 10,000,000 Yahoo! ad impressions. I think Jeremy Z should win with the Viagra Rolex Watches.

Yahoo! also thinks small. Cutting up ads on stored My Yahoo! web pages. Webmasters are already complaining about how My Yahoo! stores web pages.

Charity:
Google foundation may invest in for-profit firms. Am going to apply for a grant soon. Will let you know how it goes :)

Stocks, Insider Info, & SEO

< sorta off topic post >
Due to tax charges and technology investments Amazon reported quarterly results which the market generally thought sucked. This weighed down tech stocks.

Oil futures dropped based on increased US oil inventories & the Saudi Crown Prince Abdullah recent visit to President Bush’s Texas Ranch.

These two forces (Amazon & oil) moreless offset each other. Earlier today InfoSearch Media was up nearly 10% and is now up two cents on the day.

Earlier today DigitalGhost, one of their star researchers, announced his retirement from SEO:

I want to pursue pure research regarding etymology, LSI/LSA, philology, etc. Parallels can surely be drawn with regard to search tech I’m sure, but I want to pursue words. So, I’m leaving the SEO/SEM game.

I was not sure whether or not that means he is staying with InfoSearch Media, but NickW asked on his blog, and Digital Ghost already replied saying he is leaving them.

While I don't know enough about the stock market to compete in it on general stock buys, I am wondering if my tidbits of knowledge here and there can allow me to understand market forces within the SEO space better than the average investor?


insm.ob
and thk are a couple SEO / SEM related stocks on the market. There are not many publicly traded SEO stocks, so it would not be that hard to keep up with them.

With the current market atmosphere of:

  • mergers and acquisitions
  • the falling dollar

  • the uneven trade balance and huge federal debt
  • the impending float of the Yuan
  • many ad agencies behind the ball on search
  • search engines crossing into traditional ad markets
  • the rapid growth of search

I am sure this will be an interesting space in the financial markets for the next couple years.

Like people, companies are born and die. SEO is just manipulating information systems. The stock market is just a large information system. Stocks, options, futures, and shorts are just a bet for or against what people think will happen.

Insiders have the house advantage, but can traditional individual investors compete with the market? I think if you know a market well enough and can emotionally separate yourself from it then you can, not sure if I would be any good at that though.

Not sure if I will participate much in the market, but I do find it interesting that ISHM.ob has been up or at even the whole day on a relatively flat day when they just lost one of their star employees.

Yahoo! My Web Beta

Quickly on the heals of Google's personalized offering, Yahoo! offers a search storing system.

My Web allows you to import your bookmarks, unless...

My Web currently does not support bookmark import from this browser.

We currently Support Internet Explorer Favorites and Yahoo! Bookmarks.

We are looking into extending support for additional browsers soon.

Some of the interesting things from this new offering:

  • Save an exact copy of any page you like - from Yahoo! Toolbar or directly from your search results

  • Searching across full-text and your notes enables instant retrieval
  • Create categories for your saved pages - travel, projects, events
  • Share your favorites with friends and colleagues - via email, IM, and RSS
  • Accessible anywhere, not just from your own computer
  • Save both an exact copy and a link - the content you save will always be there when you return

Not sure how appealing it is to webmasters for Yahoo! to be storing dated cached copies of web pages. What happens if your content was incorrect and you later change it? What happens if your advertisers change? Google autolink really shafted webmasters, and it appears other search engines will only follow suit.

It looks like they are also using this launch to promote their toolbar (which for some reason beyond me still lacks a connectivity measurement). The toolbar will make it quick and easy to save pages.

The social / sharing concept is rather interesting, and is an area where Yahoo! seems to be well ahead of Google. I also believe that Yahoo! only store things you request to be stored, while Google stores whatever you click on when logged in. Google later lets you remove things if you want to. Unlike Google, Yahoo! also stores a cached copy of each page that you chose to save.

I have not tested this out yet, but I will start playing here soon :)

I am fairly certain these bookmarking and sharing system are going to open up many new creative ways to spam.

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