I gave our team the following objectives, stepped back and let them loose. You can be the judge of how well these have been achieved. A taste of our new marketing is featured in the February 2011 issue of CT&L and we needed to coordinate our new web with that release date. The directives were as follows and can act as a helpful guideline for anyone in the process of updating their site.

Message first - It’s great to be clever but it’s critical to communicate…if you can combine the two it becomes memorable and creates impact

Front door message-  Lead with your strength which in our case is 22 years of experience marketing  the transportation industry. It’s important not to cast too wide a net and weight your product offerings so that people get a real sense of who you are and what you do…in short order

Side door message - Leave the door open to other opportunities which for us is the fact that our process works for any industry. You need to back that side door message up with hard facts to make it believable.

Easy to navigate - With the help of Google Analytics you can track how customers are reacting to your site through a number of metrics. Most come to your site to get contact info and get an overall impression if this is a company they want to deal with. Ease of navigation is a key element.

Warm and personal – Our clients are becoming directly involved with a higher proportion of our staff. It’s a function of running lean and streamlining communications. In general terms, we believe it is important that your web has a personality that reflects your company. A few real shots mixed in with a stock library can help accomplish this. Yes people leave but the web can be updated very easily. It’s a more dynamic and flexible media that you can measure a return on.

Assess the brand – Take a look at your brand elements. Do they need a tweak. Is your tag line unique and does it help establish a persona for the company. In B2B you can change elements of your brand without so much as a ripple in the stream. Be open to subtle change. It can breathe new life into your marketing.

Incorporate social media – We continue to experiment in this area. Our blog efforts have shown the most return. You need a champion to lead this charge. Anything that brings fresh content to your site helps promote your company and raise your ranking on search engines

Engage SEO (search engine optimization) – There is an expense to this and it varies on the size of the site and how deep you want to go with. We plan on taking it all the way. Why? It works and you can clearly measure the results (With Google Analytics) and fine tune it for even greater benefit in the future

Meet the Deadline - It’s important to set a date and work towards it with diligence. You get a certain flow that takes the project to a higher level. When too much time goes by where the project is parked on a shelf, it’s increasingly hard to get it off the bottom of the pile and successfully launched.

Lee’s quote for the day

“Change is good and engaging proper SEO powers your site like fuel powers your vehicle. Doing one without the other doesn’t make much sense or get you any further down the road”

1.  Give your web some personality.
   Many companies put website development in the hands of their IT department. Although they certainly play a big role, there should be a second set of eyes directing your look and message to the marketplace.
2. Take a message first approach.
   Don’t keep what you do best a secret. Make sure your value proposition is front and center. Narrow your focus and increase overall results by speaking specifically to your 80% strength and customer target.
3. Use an effective combination of Flash and HTML text in your web layout. Too much of one or the other can leave the viewer either frustrated with download time or bored from lack of effective design and text heavy layouts. A “picture is worth a thousand words” applies to websites too.
4. Optimize your site.
   Having a site without SEO (Search Engine Optimization) is like having a hot dog without the bun. Proper SEO can dramatically change your presence on the web through increased rankings.
5. Keep your news or blog category current.
   Having original news and/or blog content will increase rankings and customer interest, while copying others verbatim and having out of date entries can work against you. The more you update your site, the more reasons search engines such as Google will have a reason to visit.
6. Attention to detail is important.
   Use quality photos and well written and proofed text. Make sure your logo and tagline are reproduced consistently and correctly throughout your site and please avoid extended “under construction” postings.
7. Make your site customer centric.
   Make it easy to navigate. Tell your message quickly and concisely. Have applicable customer log-in portals front and center. For new visitors, the majority are looking for contact info so make it easy to find.
8. Benchmark your activity before and after.
   Use Google Analytics to better understand traffic demographics. Review regularly and make changes to your site based on the data received. Set targets to better capture your viewers’ attention and increase frequency and lengths of visits in the future.
9. Use a combination of push and pull strategies to increase your web presence.
   Don’t wait for business to land in your lap. Push out your information. Promote your website to customers and prospects.
10. Use one capable marketing provider. Your results will be more cohesive, cost effective and less demanding on your time. Taking a “too many cooks” approach (within your company and by using multiple vendors) could result in poor overall delivery and lack of consistency with your branding efforts.

 Lee’s quote for the day,
“To catch the big fish, your marketing needs to have the right hook, line and thinkers.”

From my perspective, there is no shortage of marketing related topics to write about. I find it somewhat therapeutic as a matter of fact and enjoy putting my digital pen to paper as a regular part of my weekly ritual. At this point, we haven’t seen direct comments in response to our blogs but they are being read and shared. As we gain more experience in this venue and with time, we hope our efforts will be helpful to others and that eventually we’ll get more interaction and collaboration on the various subject areas posted.

This past 4-day week we had two sales leads that materialized as a direct result of our web marketing. One where we weren’t the right solution (company was looking for canned newsletter content) and one that was right up our alley and turned into an appointment. Not all that significant maybe, except that 1 branding/web appointment for us can turn into 20-50,000 dollars of immediate work and a customer for life.

In the B2B environment, I believe getting your web ranking higher organically is (at a minimum) like having another full time sales person on the road and at a fraction (3%) of the cost. Similar to adding a new sales person it takes time to see the results. In this past economy it can be 6-9 months before you see the benefit…but there are soft benefits in the meantime. Now more than ever, the purchasers of your services are forming opinions of your organization based on your presence on the web. Your message needs to be clear; your look professional and when someone searches, ending up on the first page in your category doesn’t hurt.

The more recognized the brand the more you can concentrate on information and functionality. In our case, building sites for the B2B world, our customers are well known but in smaller circles. With an emerging  change of the guard in decision makers (younger, more educated, more  internet savvy and increasingly more female) we feel injecting some clear messaging and marketing spin is a critical ingredient.

Within our transportation niche, customers put online management tools and real time visibility ahead of everything else. They feel the need to compete with big integrators like FedEx and UPS and many put their website on hold for years until this functionality is in place. As much as these online tools are now a necessary part of doing business, I think this is a mistake. Here is why…

First. Your website makes an impression on several  markets. Existing customers, potential customers, existing and prospective employees, partnership opportunities and possible strategic alliances. Your web development approach can address all these elements now while your back end functionality is being developed. When they are ready to marry up, we’ll arrange the wedding and your IT department can take a well deserved honeymoon. The “front end” can work for you immediately and needs to be developed independently anyway….why wait?

Second. Your customers could use FedEX or UPS now. Why don’t they? In the same way you can’t offer the same level of online functionality (they have 30,000 people in their respective IT departments)they cannot offer the same level of customization and personalized service that smaller companies excel at. That’s the slingshot that can bring the giant down. Keep it loaded.

Third. Your customers ‘ requirements are as unique as a top ten song or a Picasso.  There is a reason you exist. Recognize that uniqueness and speak to it. With the help of a well developed site and the latest search engine marketing you can pull customers in that need your brand of service. It’s not immediate, it may take 6-9 months to see results…but it’s time well spent.

So the question becomes, what is the next “standard”?

If you had asked me this question a couple of years ago, I would have answered without hesitation, as the next resolution for 4:3 aspect ratio screens after 1024×768, is 1280×1024. Things were a bit simpler to figure out back then. Over the past decade, the most common screen resolutions were 640×480 (VGA), 800×600 (SVGA), 1024×768 (XGA) and 1280×1024 (SXGA), that is, until widescreen (16:9 aspect) monitors came along. Along with the widescreen monitors, we saw an explosion of portable devices such as laptops, netbooks, tablets and even cell phones utilizing the new aspect ratio, and varying  screen resolutions such as 1280×800, 1440×900, 1680×1050, 1366×768 and the list goes on.

So when it comes to developing the next standard consider a width that is divisible by 3, 4, 5, 6, 8, 10, 12, 15, and 16. A year ago, Cameron Moll gave several suggestions for the next ideal width on his blog, being most comfortable with 1080. This is the most likely resolution that we will switch to.

Keep in mind though, that not everyone will surf the web at full browser width, so the 960 pixel standard may stick around for a while. In addition to this, many big sites such as Yahoo!, Youtube, CNN, and the majority of corporate websites are still designed for 960. If you wish to make your website design slightly more unique, you may want to experiment with unique backgrounds that extend the limitations of the 960 design space. In the meantime, we just might upgrade to 980, which is the upper width limit for 1024×768.

Happy Web Designing!

What does this mean in terms of Search Engine Optimization (SEO)? Well, the answer is quite simple, you should primarily focus on optimizing for Google above all others, but don’t forget about Yahoo and Bing, because if the market shifts unexpectedly, it means that you have your bases covered. We all remember when AltaVista was king back in the late 90’s, only to be driven into irrelevancy by its failed portal attempt and the rise of Google. Whatever SEO marketer you choose, make sure they optimize for Yahoo and Bing as well.

Our own Google Analytics data pretty much mirrors the NetMarketShare report, with the only difference being that Safari and Chrome hover at around 8%. Whatever browser you choose, happy surfing!

Our face and our butt have different functionality… for most of us at least. The front end (the face of your company) can still serve a valuable function in marketing your unique message to the marketplace even if your backend (online track and trace etc.) is dragging behind…so to speak.

Hartland Bridge New Brunswick Canada

In all fairness, Canadian transportation companies are trying to compete with the technology of the big integrators like UPS and FedEX whose IT departments likely have a higher population than my home town of Hartland NB (the smallest incorporated town with the longest covered bridge in Canada). How can a 1-5 person IT department hope to implement that degree of functionality while still dealing with their daily duties. Especially when the wish list is always growing and changing.

All I can say is we’ve seen a dramatic increase in the importance of the web over the last two years. Our advice is to get the right image and message out there now. You are missing opportunity, especially as the economy recovers and the web plays an increasingly significant role in the carrier selection process. Drive prospects to your site through updated search engine marketing and social media. Show them a confident and professional face that speaks to your strengths as a company…your butt can join in when it’s ready

<?php include “include_menu.php” ?>

You could also include other common elements, such as footer elements and navigation (which you can also drop in your Google Analytics code into) and certain meta tags (Keywords, Description). So the final product would have several include statements which would reference these external files. I’ll include a basic example of a template, with a really basic menu.
Here would be the source code for any of your main pages:

<pre>
<html>
<head>
<title>Sample Page</title>
<?php include “meta.php”>
</head>

<body>
<div id=”Menu”><?php include “menu.php”></div>
<div id=”Content”>This is a sample Page</div>
<?php include “footer.php”>
<div id=”Footer”><?php include “footer.php”></div>
</body>

</html>
</pre>

And your menu.php page would have the following:

<a href=”link1.html”>Sample Link 1</a> <a href=”link2.html”>Sample Link 2</a> <a href=”link3.html”>Sample Link 3</a>