Thursday, October 8, 2009

ADD VIDEO TO YOUR NEW SITE. IT'S EASY AND IT SELLS


DON'T BE SHY. BECOME A WEB STAR OVERNIGHT (OR MAYBE IT'LL TAKE A WEEK. YOU NEVER KNOW.)








Add Video to Your Website:

“Roll ‘Em”

You probably have a friend or two who still has a dial-up connection to the world wide web. They’re still out there. But broadband delivery of online services has penetrated the market to the point where e-commerce marketing and promotion can employ design elements that would be impossible for dial-ups. Too much download time. You could take a nap, come back and that little blue line would still be slowly, slowly moving to the right.

Today, you can add motion and useful, informative content through the use of a video presentation. Videos are great for demonstrating products in use, pointing out product features, testimonials from happy buyers and even you, the company owner, promising satisfaction. Guaranteed!

But even though the “big pipe” lets data flow freely from the W3 to the user’s browser, there are still things you can do to make your online vid-clips look their best. Here’s how.

1. Start with the best source material available. A third-generation dupe won’t cut it. By the time the image is further degraded in formatting and delivery to the user’s browser it’s going to look like it was shot under water – if visitors can see it at all. So, don’t use your “vacation-quality” vid-cam. You can rent the best by the day so create pristine, high-res source material to vastly improve the final product.

2. During production, keep it simple. Really Simple!

Even though there’s a George Lucas inside you waiting to get out to produce an epic film, keep it simple.

Limit camera movement. Lock down your camera on a solid tripod and avoid zooming in and out quickly. A slow zoom will work, but this is still streaming media and you can’t expect every visitor to have a souped-up video card to keep motion smooth on screen, so zoom slowly to allow for the slower refresh rate of the W3’s compressed, lower resolution videos.

Shoot against seamless. Available at any photography store, seamless is paper with a non-reflecting finish that comes in plenty of colors. And, it doesn’t have any seams.

Light it from three sides. Even if you have to rent the lights, it’s essential that the product or model be lit from right, left and front on. If you only use the front on lighting, the object or model will look “hot” while the background goes black.

Keep your subject still. A shot of a business exec, dressed in a suit and leaning against a cabinet in a nice office setting is fine. Also, the model should dress in neutral colors and avoid any flashy jewelry (Unless you’re selling jewelry. Then flash away!).

3. Have a point and get to it. Don’t put up a video just because it looks cool. There’s still some download time even with digital cable so that video better be worth the wait. Keep it short.

4. In post-production, don’t overdo it. If you’re producing a demonstration video and you need to show how tab A fits into slot B, cut away and reset the camera rather than panning and zooming in on tab A. It looks smoother and you can create an X-fade in post.

If you’re using cross fades, make each X-fade is slow to avoid a jumpy finished product.

Scrolling text may be difficult to read on some browsers. Use still text in a simple font for easiest readability.

Adding a music bed adds to load time and bandwidth usage. It can also distract from what the speaker is saying. Go with a single track, mono audio for best effect.

And speaking of FX (effects), keep them simple. Complex transitions from scene to scene only serve to confuse and, frankly, it gets annoying. Same with split screens – standard fare in most onscreen videos. Remember, some of these images are very small and when you display a four-way split in a 400 x 300 pixel rectangle, each individual image is just going to break up – even on slightly older systems.

5. Provide user controls that enable the viewer to start, stop or skip the video altogether. The worst is to have to sit through the same video every time you return to the home page. That’ll send visitors bouncing to a less annoying site before you can say “Roll ‘em.”

6. Use time-based compression rather than compressing each frame. There’s less load time. In fact, the video can start almost immediately and compress over the run time it takes to deliver the entire clip to the viewer’s browser.

7. Cut your frame rate. Drop it to 10 fps. It’ll load faster and no one will notice the lower resolution. It’s the norm on the Net.

8. Keep picture size in the 400 x 300 range. That’s large enough to see without squinting but not so large that it requires a 30 second download.

9. Compression decisions must be made before upload. Which streaming media format will be used – Windows Media, QuickTime or RealMedia, the big three in streaming media playback.

Do you need the video to run cross platform? You may have to compress the master twice – once for PCs and once for Macs – to get 100% cross platform usability.

What about image quality? The higher the quality of image, the longer the load time and the higher bandwidth usage. So, the trade off is image quality and size versus download time and bandwidth use.

What kind of streaming will you be using? HTML or true real-time? That’s going to impact compression ratios to minimize loss of picture quality and shorten load times, i.e. better image in less time.

All of these decisions are trade-offs: image quality vs. image size, stereo vs. mono, QuickTime vs. RealMedia and other decisions that, when considered as a whole, produce the best image to do the job, whatever that job is, in the shortest time. That’s download time and viewing time. Only the hard core are going to sit through a 10 minute video on why your mousetrap is better than the next guy’s.

Make your decisions regarding compression before you shoot a single digital frame. All of these decisions are related so one decision naturally leads to the next and the next so it’s smart to work out a list of each step in the development, post production and formatting of a video as your step one. Then, you’ll have a blueprint for getting your first video right the first time.

Wednesday, October 7, 2009

5 Quirky SEO Tips

5 Quirky Tips for Web Site Optimization:

Little Things Mean A Lot

Okay, you’ve just gone live with your retail site, selling services or products over the web. You’ve joined an “elite” community of one billion other web sites and you’re trying to figure out how to make a little noise in the loudest, most omni-present marketplace ever there was. The world wide web. The W3. The big game. The show.

Hate to burst your bubble but you’ve got a lot of work ahead of you to build your unknown site to profitability. Here’s a sobering fact: 94% of all web ventures implode within 12 months of launch. Most of these, of course, are undercapitalized from Day One, lack any sort of business plan and lack management that knows how the digital marketplace functions. It’s nothing like the 3-D world in which a local store drops a weekly quarter-page advert in the local Picayune. So, even if you’ve been marketing since mirror balls were all the rage, you’re in a new ball park now.

And every little bit of your web site and everything you do to market and monetize your site will be tracked, scrutinized, policed, monitored, recorded and stored by mindless bots that crawl the web. Your new venture has to be bot friendly and human eyeball friendly. Tip the scales too far in one direction or the other and your site isn’t optimized – optimized for search engine indexing or optimized for improved conversion ratios. In other words, you could be doing better.

Little Things Mean a Lot

No “so-called” SEO expert has a clue how search engines assess the quality and topicality of a site. Lots of theories but, in a recent study of Google ranking factors, 31 SEO pros were asked to rank various factors such as site accessibility and quality of inbound site links.

Of the two dozen or so ranking factors assessed by the panel of experts, not one single ranking factor received 100% consensus as a critical factor in how and why a site is spidered, assessed and, finally, cataloged in the SE index.

Tons of theories, lots of debates (some quite heated on SEO blog sites) and plenty of “sure-fire” strategies to “Get you on page 1 of Google.” Big whoop. Want to see your site on page one of Google? Use your URL as your search words.

Okay, enough ranting. There are some strategies that, under testing using Google’s own diagnostics and metrics, seem to have a positive effect on site performance. Small sites improve in reach (number of visitors factored with number of page views) in a matter of weeks and large sites see PR improvement and some of that link love all site owners are after.

It’s not the big things that separate you from web-based profits. On the W3, often it’s the little things, the quirky tactics, that make the difference between a site that looks good to spiders and humans. In other words, a successful site.

Five Quirky Tips for Improving Site Performance – All FREE

Of course, you have to do the big stuff. Create the site’s content architecture, choose the site’s look, create user-friendly navigation and all of the other macro-design elements that define a quality site, regardless of the product or service.

And, if you have deep pockets or an extensive knowledge of Flash animation and design or CSS technology, you can create a site that has visual impact – zip, zing, kaboom – even if you’re site sells rat traps in bulk. This is all pretty much the standard in the Era of Web 2.0.

But once the big stuff is taken care of and you’ve priced the creation of a Flash-based site (if you have to ask you can’t afford it), there are some small, quirky kinds of things that seem to have an impact, at least on traffic and reach rankings.

So, before you take that second mortgage on the farm to pay a hotshot site designer, try these steps. They don’t cost anything and there’s at least a consensus among SEO pros that these strategies help, or at least, they can’t hurt site performance. You decide.

1. Embed an ultra-optimized page deep in your site. This page will be indexed by search engine bots and, because it’s optimized for bots and not people, it’ll simply be a page of HTML code optimized for bot consumption only.

To a human, this page is meaningless code with tags and HTML conventions designed as bot bait to rank highly with search engines. This is the page that will appear on the first or second SERP – the link on which visitors will click. But wait, visitors don’t want to look at code. They want pizzazz or understated elegance or shock value.

So, when a visitor clicks on the deeply-embedded, ultimately-optimized site page, s/he is immediately redirected to pages designed for human consumption. This way, you can focus on perfectly optimizing one page for SERPs while developing other pages for human views.

Ahh, but bots don’t like redirects, right? They indicate something suspicious. Wrong. Redirects are used all of the time. When you post to a blog thread, you’re often redirected to a “thank you for you submission” page before returning to the blog itself. Bots encounter redirects all the time. Just make sure your super-optimized bot bait agrees with the rest of the site’s content.

You will get slammed if the redirect takes a professional CPA from a link promising the latest in CPA news (whatever that may be) to your faux flower on-line boutique. That’s a bad idea. However, if the redirect stays true to the site text, it’s an acceptable practice by consensus of SEO professionals.

2. Embed text links. One of the most difficult things for a new site owner to do is to get all site pages indexed. You may have 200 pages on your site, but if only five of them have actually made it into the search engine index, you aren’t getting your due.

Easy to fix if you don’t abuse the practice. Bots follow links. Keeps ‘em moving forward instead of spidering the same page in perpetuity. You don’t think bots are smart do you? They follow links.

Create an intra-site link structure that will lead the spider deeper and deeper into your site, but be careful. An overabundance of these embedded text links is confusing to humans.

Try at your own risk: If you believe in tempting fate, you can create links that don’t appear to humans but do appear to bots. Simply create the link then change the color of the type to the color of the text that surrounds it. Humans don’t know there’s a link there unless they accidentally mouse over it. But bots will find those links. Of course, you may also get slammed for trying to deceive visitors, but some SEOs do employ this quirky tactic with success. Toss of the coin, here. Your call.

3. Use your prime keywords in headers. HTML code offers a range of type sizes from

to
which is like 20-point type in the real world. Any way, sprinkle your top five keywords in headers. This gives more weight to the keyword and makes it easier for bots to decide what your site is all about.

Word of caution: Everything in moderation. There’s a debate raging (okay, it’s not raging) among SEOs about the use of this tactic. If overused, it’s called header stuffing and it’s as bad as body text with a 10% keyword density.

4. Italicize, underline and bold keywords. Yep, it’s a little thing but spiders do give more weight to these indications of content value or differentiation. Quirky, incremental and free. And while a step like this won’t set your site on a jet-fuelled rocket ride to page 1 of search engine SERPs, it’s the compilation of these little things that do have an impact on site performance with both SE spiders and site visitors.

5. Do NOT use the same keywords as the stiffer competition. Yes, this runs counter to every SEO download e-book you read. All the SEO pros tell you to go with the keywords that work for successful sites. But consider the logic behind that strategy.

Let’s say you’re a car dealer – a regional business trying to reach a geo-specific demographic. If you use the same keywords as CarMax and all of the other leaders in this market segment, your site will be buried under dozens of links to bigger and better known competitors.

Instead, employ “second tier” keywords – lesser used keywords. They won’t be used as often by search engine users but when they are, your site, optimized for these second tier keywords, show up on page 1 of Google’s SERPs. You can even use Google’s Keyword Generator to develop a list of lesser-used keywords. You eliminate the bigger competition. The trade-off is fewer search engine users entering the magical combination of keywords to bring your site to the top.

Another tactic is to employ “long-tail” keywords – keyword phrases. In the case of our car dealer above, a keyword phrase like “quality used cars Portland Oregon” will deliver local traffic to both the dealer’s site and to the dealership.

Conclusion? Don’t follow the conventional wisdom. It’s so…so conventional. Be creative. Don’t think outside the box – eliminate the box completely.

Tuesday, October 6, 2009

The Worst Copy Writer Mistakes In the World

10 Words and Phrases That Have to Go

Like most web copywriters I spend more time in the 2-D world than in the 3-D world, aka The Matrix. So I see a ton of horrible (and I mean horrible) writing posted on big and small websites. Now, I’m not a member of the grammar police and chills don’t run down my spine when a sentence ends with a preposition. But, folks, there are some words and phrases that are like fingernails on a blackboard. So, my top 10 copywriters’ crutches that should never, ever be used again.

10. FOR FREE!!!! It’s not the word. There are two problems. First is the use of the word ‘FOR’. It’s not FOR FREE. It’s just FREE!!! The second problem is the formatting. Copywriters generate enthusiasm through the use of exclamation points – the more the better!!!!!!!!
(Do you feel more excited?)

9. Absolutely Free. A variation on the above. It’s either free or it’s not. Absolutely free is akin to ‘somewhat pregnant’. You either are or you’re not.

8. As we speak. This annoying phrase began to pick up steam with mainstream media during ’07 and now is in common usage. Couldn’t you just say ‘now’.

7. Leading edge and variants: cutting edge, bleeding edge, ahead of the curve, et al. Come on, everything can’t be leading edge.

6. Amazing, which can be tied to any number of words: Amazing Product, Amazing Results, Amazing, SECRET Formula. Ummm, I don’t care how good it is, hand cream is NOT amazing. World peace would be amazing.

5. Discover, which is grossly overused by web writers because it sounds better than ‘learn’. What would you rather do? Learn the Secrets of Investing Success or Discover the Secrets of Investing Success. Discover has the whiff of adventure.

4. Best Business Practices. This utterly meaningless phrase appears on a lot of coaching and consultant websites. What the hell are best business practices? Same for ‘Reputation Management’, ‘C-Level’ and ‘outside the box’. Biz babble.

3. Completely Unique. Please see #9 above. It’s either unique or it’s not. This one is everywhere and it’s usually FOR FREE!!!!!

2. “Who Else Wants To Make A Million Bucks Before Supper!!!!! The bane of every copywriter’s existence – the long form, Dan Kennedy sales letter. Page after page of endless hype, changing type fonts and “testimonials” from Delores M., Los Angeles. Yeah, try to track down Delores to verify the veracity of her endorsement. Good luck, suckers. And finally, the absolute must-delete phrase is:

1. At this point in time. It’s either “at this point” or “at this time.” Redundantly redundant and intended to, somehow convey importance. All it conveys to me is smiles at some other hack using this brain-piercing, ear-poking phrase.

Monday, October 5, 2009

DON'T SETTLE. BUY THE BEST.

GETTING FROM HERE TO THERE ON SITE

Changing Course:

Updating Site Navigation The Easy Way

Things change. Websites change. Often. And when you’re managing dozens, if not hundreds, of pages of content, the most time-consuming job isn’t developing new blog entries or replying to customer e-mails. It’s changing the site’s navigation – even a little bit. To visit each page of a large site and add a new link to the navigation menu isn’t just time-consuming, in many cases, it’s just not practical. Your site’s navigation may or may not function properly during these changes and your smooth-running e-business is suddenly an HTML mess.

HTML Frames

HTML frames enable you to place all of your navigation data in a single frame. The concept of frames is simple. The browser window – what the visitor sees – is divided into frames. Each frame contains its own HTML page. Using HTML frames, you’d place all of the content in one frame and use a separate frame for all of your navigation code.

You simply update the HTML frame of the navigation page, upload the changed frame to your host server and the change is made across the whole site.

Many coders are reluctant to employ HTML frames for a few reasons. First, they make search engine spiders crazy. Because several frames (HTML pages) appear on a single browser screen, spiders have a tough time determining what each frame is for and their relationship to one another. This can result in a mis-indexed or partially indexed site. The problem can be somewhat mitigated through the use of a site map which directs spiders to site links. This way, spiders don’t have to figure out the purpose of each HTML page (something they aren’t very good at) because the site map provides all of that information to them.

Even so, many site designers don’t employ HTML frames fearing that even a site map won’t rectify the incomplete indexing issue. So, there are other ways to go – especially if your site is really dynamic (changing often) and interactive with visitors.

Server Side Coding

Better web hosts provide a server side system that enables programmers to upload files to the host server that are then executed on the server itself. Using this method to update site navigation, you’d create a separate text file that contained all of your navigation HTML code. Then, you’d direct the server to include the contents of the text file whenever your site is accessed.

The benefit of using server side storage of navigation code is that all code is located in a single file – a real benefit when reprogramming an expansive site . And because all of this code is isolated in a separate text file, you simply open the file, make the code change and close the file. Update the navigation one time, in one place. Easy. Even better, because the navigation code is executed on the server, you won’t have to worry about confusing spiders or visitors. And your site never goes off line.

Use Other Scripts for Navigation Code

PHP, which stands for Hypertext Preprocessor, is open source software (OSS) that has dedicated community support. It’s used to create dynamic site content – content that changes on-the-go. This can include everything from hourly specials to updating site navigation quickly.

The popularity and widespread use of PHP enables PHP navigation to interface with a number of compression formats and Windows API.

ASP is another HTML compatible technology designed to simplify and speed up the process of making changes to dynamic content. ASP stands for Active Server Pages. ASP employs server side scripts that won’t be impacted by various browser configurations employed by site visitors. ASP web pages, identified by the .asp extension, must be delivered through a server that supports ASP on a request from a visitor – a click on the navigation menu, for example.

PHP and ASP solve the problem of changing virtually any aspect of a site, from navigation to the look of the presentation layer. And because ASP is stored and run on the host server, no ASP ever gets passed to the user’s browser. This not only makes changing navigation easy, it also speeds up downloads and speeds up response times to user requests. There are numerous PHP and ASP sites that contain cut-and-paste code that you can use to create a fully dynamic, more interactive website.

Search and Replace Software

This software is low cost and is most useful for sites that are active and sites that contain template-based pages, which is the case for most start-ups. Because a template was used to create the site, the navigation code will always appear in the same location on every site page.

Search and replace software allows site owners to make changes to their sites simply. The change is made once within the software GUI and the software then goes to each page making the same change over and over. A job that would normally take hours, even days, can be done in just minutes.

There are a number of search and replace software packs, each with its own list of features and limitations. Some of the better known are “Search and Replace for Windows” from Funduc Software, Alias Find and Replace from Alias and Wildcard Search and Replace from Wildcard. All of this software searches any text or HTML file and replaces the letter strings you designate with the new letter strings you supply.

For site designers and experienced webmasters, make sure that whichever search and replace software you purchase provides a “confirmation option” that equips you to view each letter string before being replaced. You also want the option to open that particular HTML or text file to hand code the web page itself.

Indeed, things change, particularly on the W3. Using search and replace software simplifies making changes. PHP and ASP can be interfaced with a database to create truly dynamic pages – pages that welcome a visitor by name, for example. And for simple, low cost efficiency, consider the use of HTML frames.

Keep your site fresh and keep you navigation simple and up to date. If your metrics analysis indicates confusion on the part of visitors, e.g. an inordinate number of bounces, use any of these means to update your navigation, improve content accessibility and watch that conversion rate rise.

Sunday, October 4, 2009

HOW TO WRITE GREAT SITE TEXT WITHOUT GETTING HURT



"THE DIFFERENCE BETWEEN THE RIGHT WORD AND THE "ALMOST" RIGHT WORD IS THE DIFFERENCE BETWEEN LIGHTENING AND A LIGHTENING BUG."

MARK TWAIN











How to Write Great Site Text

Without Hurting Yourself

With the do-it-yourself web site construction tools available today, anyone with an opposable digit can design an attractive, professional-looking site complete with dancing animations, way cool graphics and even video downloads. Easy.

What’s not so easy is writing site text that sells - text with sizzle, as industry insiders like to say. And if you think what you remember from 8th grade English is going to get you through, it’s not. The world wide web has changed everything, including the way we communicate in writing.

They’re, their & there

Do you know which one is a possessive? Which one’s a contraction and which is an adverb? If not, you’ve just met your first problem.

Site text that’s loaded with spelling errors is not a site that instills trust, at least not in literate visitors. Grammar and punctuation are a different story.

In fact, the traditional rules of grammar and punctuation are ancient history on the Internet. Most of us were taught (though few remember) to never start a sentence with the words ‘And’ or ‘But’. Remember that? Well, throw that rule out the window. Not only do the conventions for developing site text accept sentences that start with ‘And’ or ‘But’, today it’s even okay to start paragraphs with these once-forbidden words.

But (See?) gross misspellings, improper use of words and garbled sentences aren’t going to cut it. Visitors click, they look, they leave when your text is confusing, loaded with goofs and knee-deep in typos. It’s not coolness; it’s careless.

What’s the purpose of the text?

Some text is intended to persuade the visitor to buy something or perform the MDA – the most desired action. Other text, like what you’re reading now, is intended to inform, elucidate and even educate. Can the two be mixed?

Sure. Informational text can sell a concept, the importance of your products or the value of your services. Conversely, sales copy often imparts a lot of useful product information. So, before you set pen to paper (or sit down at the keyboard) know the purpose of the text you’re writing – to sell, to inform or some combination of the two.

Who’s going to read the text?

The same text that appeals to senior citizens isn’t going to appeal to the neighbor’s 16-year-old skate-boarding, head-banging, green-haired kid. Before you write a single word, determine the ideal reader – your perfect customer or client. Serious businessperson, well-trained medical professional, hunting enthusiast or a shredder like the neighbor’s kid? Then, target the tone of the text to something that appeals to your market demographics.

Your Most Valuable Digital Property

It’s the home page of your site, above the fold. The space visitors first see without scrolling. Your most powerful text belongs right here.

Start with a compelling or intriguing headline – something that absolutely captures visitor interest. Words like ‘Discover’, ‘Save’, ‘Protect’ and ‘Free’ are all words that tend to attract attention. There are plenty of others. In fact, you can find books that tell you how to craft text for every page of your new site. Check out anything by Internet sales poo-bah, Dan Kennedy. He’s a god to many on-line business owners, though there are others with differing theories of what constitutes good site text.

10 Tips for Laying Out Site Text

1. Avoid long paragraphs. Break up the text into smaller blocks.

2. Use single sentences to highlight key points. Use bulleted lists for groups of important points.

3. Visitors scan web pages, they don’t read them. Provide headings and subheads to draw the reader’s eyes to the specific information they’re after. This also helps SEs determine what your site is all about.

4. Use negative (empty) space around text to make it stand out.

5. Place product descriptions close to product pixs. Product descriptions should be detailed and 100% accurate to reduce time processing returns.

6. Keep it simple. The average American reads at an eighth-grade level so don’t pull out the thesaurus to impress readers with your extensive vocabulary.

7. Provide visual clues. Dark blue text indicates a link. Mouse-over boxes also indicate links. Make sure all links are clearly labeled to avoid sending the visitor down the wrong search path.

8. Don’t use SEO text within graphics. Spiders can’t read graphics, only letter strings.

9. Select a simple font, one that’s easy on the eyes. Also, avoid placing yellow text against a white background, or gray text against a black background. If it’s hard to read, it won’t be read.

10. Finally, make sure to include a call to action on every page, usually toward the bottom of each page so it’s the last thing readers see. A call to action is something like “Call today” or “Act now before it’s too late.” The call to action is motivational text. It also provides directions on what the reader should do now. “Don’t’ delay. Call today”.

Write like you talk.

If a customer asked you to describe the benefits of your products, you could rattle off a dozen selling points, no problem. But sit down at the keyboard to write out those selling points for the home page and you freeze up. Writer’s block or plain old brain freeze.

So, don’t try to write it. Try to “say it” in writing. Forget spelling. Forget everything you were ever taught. Instead, sit down and type the exact words you’d say to a customer, face to face. This’ll make writing a million times easier. More importantly, it will make a personal connection with visitors, making them feel as though you’re talking just to them.

Good writing in the first draft; great writing in the final draft

No one gets it perfectly the first time. Shakespeare, Hemingway, Tolstoy – all the greats got that way through the constant writing, re-writing, editing and proofing of their text. That’s just the way it works and though it’s not a great deal of fun, it’s absolutely necessary.

Edit. Then edit again. Smooth out a sentence here; replace a word there. Bounce it off your friends and business associates to make sure you’ve captured the right tone for your market, you’ve hit all the key selling points, you’ve laid out the text for easy visitor scanning and you’ve proofed everything for errors that erode visitor confidence.

Visitors don’t expect transcendent prose that lifts their spirits and opens new paths of enlightened thought. They want the facts and the information in bite-sized, easy-to-digest nuggets.

So, give the customers what they want and watch your conversion rate climb.

Saturday, October 3, 2009

YOU'RE BEING RIPPED OFF AND YOU DON'T EVEN KNOW IT





WEBWORDSLINGER HARD AT WORK PUTTING AN END TO CLICK FRAUD.








Click Fraud:

You’re Being Ripped Off (and You Don’t Even Know It!)

Whether e-commerce is new to you, or you’ve been active in the W3 marketplace for some time, if you use pay-per-click advertising, e.g. Google AdWords, there’s a fairly good chance that you’re being ripped off – totally!

What’s PPC?

Google AdWords is probably the best known pay-per-click program out there. You see Google AdWords under the Sponsored Links heading on search engine results page. You’ll also discover contextual AdWords on thousands of web sites. Contextual adverts are placed on sites that are, somehow, related to the topic of the site. So, for example, if you’re selling farm supplies on line, you’ll see a lot of AdWords on your site for farm equipment, feed and grain supplies and other ads of interest to farmers. In other words, the AdWords are placed within the context of the site’s main focus.

It’s a good way to advertise because visitors to the site where a contextual ad appears are buyers, looking for information and an outlet that sells the products or services they’re after. But there are lots of ways to cheat the system.

Fake Clicks

There are lots of PPC services so we’re not singling out Google AdWords as the culprit in any particular fraud scheme, though Google’s numbers certainly don’t jibe with those of independent researchers.

There are two kinds of click frauds about which you should have some concern:

PPC Fraud #1: Easy as pie. PPC charges you on a per click basis. So, each time a potential customer clicks on one of your AdWords placements, you pay anywhere from five cents to fifty bucks depending on the keywords on which you bid. The more popular the keyword, the higher the PPC cost.

Now, once you’ve placed your PPC with Google, there’s nothing from preventing an owner of a competitor site from clicking on your AdWords link, costing you money with each click. And as long as these competitors are ripping you off and sapping your promotion dollars, why don’t they ask a few of their friends to click away, as well? In no time, you’re out a few thousand bucks for bogus clicks. And for a start-up, a few thousand bucks may be an entire year’s marketing budget.

PPC Fraud #2: Site owners subscribe to a PPC plan and agree to have adverts placed on their sites to generate additional revenue. Again, AdWords places contextual ads on thousands of sites and each click through generates money for the site owner.

However, many site owners click on these links themselves, using a variety of means, generating fraudulent revenues from the placement of the contextual ad. And despite the fact that Google and other PPC programs take a dim view of PPC fraud, the practice continues unabated. In fact, regardless of the type of click fraud, many unscrupulous (criminal) site owners employ programmed scripts, or “bots,” to steal your marketing dollars and (hopefully) put you out of business. Major, beaucoup rip-off.

Is Anybody Doing Anything About the Problem?

Yes, though the effectiveness of these efforts is certainly questionable.

An organization called SEMPO, the Search Engine Marketing Professionals Organization (www.sempo.org) tracks the activities of online marketers. Recently, SEMPO conducted a survey of 86 different online organizations and businesses and, frankly, the results were unsettling. All 86 test subjects reported some degree of click fraud. That’s 100%. Admittedly, 86 is a small sampling but 100% of that sampling certainly provides a look into just how pervasive the problem is.

Fair Isaac

You might have run into Fair Isaac when applying for a home loan or credit card. FICO, Fair Isaac and Company, developed the algorithm and software to calculate an individual’s credit score, also called a FICO score, back in the ‘80s and they’ve been collecting and collating data on all sorts of topics ever since.

Joe Milana is a number cruncher at Fair Isaac who’s been studying the click fraud problem. Milana reports that this type of fraud across all PPC ad networks runs as high as 20%, or one out of five. That’s costing online business owners a lot of money.

It also costs the company placing PPCs money, even Google. Why? Because these online ad placement services use metrics analysis to tout their return on investment or ROI. The higher the ROI, the more the placement agency can charge – if the numbers are legit. They’re not, which skews ROI and rates charged per click by Google and other PPC models. If you can’t trust the validity of ROI stats, you can’t trust the validity of your anticipated ROI. And that can hurt – a lot.

What Does Google Say?

Obviously, it’s in the best interests of Google to put a sunny face on the click-fraud fiasco. So, Google pegs click fraud at about 10% rather than the 20% found by SEMPO. In fact, Google has gone to great lengths to dispute the claims of SEMPO and FICO. Why not? Google can afford to protect one of its major money makers.

Even so, Google has stated that it estimates click fraud costs advertisers some $500 million each year. That’s a whole lot of money circling the drain.

Marketing Sherpa, a top source for online marketers, has published numerous studies

on click fraud and has provided some additional, jaw-dropping statistics from its Click Forensic files. Recently, Marketing Sherpa reported that click fraud had reached a new yearly high of 14.2% and calculated the cost in lost revenue dollars at around $1.3 billion dollars annually.

Cash Settlements from Google and Yahoo

In ’06 and ’07, both Google and Yahoo (another huge player in PPC advertising) agreed to pay significant fines in excess of $90 million. Did you see any of that money as a Yahoo or Google PPC client? Probably not. And the chances of ever seeing rebates for click fraud from these two PPC giants is pretty slim.

The money has been paid, and if you feel you’ve been victimized, you can stake a claim to a portion of it – if you can prove you’ve been defrauded. Good luck. It’s a tough case to make based purely on empirical observation. So what can you do to make sure each click-through is legit?

Track Your Site’s Conversion Rate by Source

Any good metrics software will provide this information. And if the numbers game isn’t your game, hire a marketing wizard to perform the analysis. It may cost a few bucks, but the information you receive will tell you all you need to know about the usability of PPC to market your site.

Read the Fine Print

Google and other PPC companies love fine print – really fine print. And when you sign up for one of these PPC packages, you’ll be asked to accept the company’s TOS or terms of service. Buried in the boilerplate are the rules for click fraud reimbursement. Most top tier search engines (you know them well) have no provision for reimbursement for click fraud, even when you can prove it six ways from Sunday.

So, before you click on the “Accept” button, read every line of that contract. If there’s no provision for click fraud reimbursement, move on.

Click Fraud Software

The problem of click fraud is so serious, many companies now offer software and PPC auditing to help site owners get the ROI they deserve for their promotional dollars. Several of the better known click fraud software packages include: Lyris, which provides site navigation metrics, PPC counts and accurate ROI as part of its analytics package.

If money is tight, use the open source software called VeriClix. VeriClix also provides free auditing services. One caveat: online, as in life, you get what you pay for. VeriClix is free but you may not get the detailed reports provided by paid services and software.

Are you a big-time PPC advertiser? Then you’ll be interested in Keywordmax, a tracking service that costs $20 a month. ClickAuditor looks for the tell-tale signs of click fraud including:

  • Tracking of competitor activity

  • Spikes in PPC activity (you go from two clicks to 100 in a single day)

  • Sales-based geography (if your business is focused in the US but you’re receiving a lot of click-throughs from Bora Bora, something’s up.)

  • Suspect IPs (shows IPs that have clicked on your PPC ad a few thousand times in the past week. It’s usually a competitor trying to run you out of business by running up your PPC bill).

Other click fraud software worth checking includes:

adgooroo – a little pricey, so may not be appropriate for start-ups

whosclickingwho – which detects click fraud and delivers other benefits like SEO metrics

TrafficSentry – works with a wide range of PPC programs if you use more than one

AdWatcher – saves up to 50% on fraudulent clicks and recovers your marketing dollars from the PPC firm – automatically.

There are others, each with its own list of features, each with its own price tag – from free OSS to “forget about it, it’s way too expensive” and everything in between.

Be Prepared

Before you sign a PPC contract, read the fine print and install some kind of PPC fraud detector – even a freebie.

There is no way to stop click fraud completely, but you can sure put a hurting on some competitor who’s defrauding you and costing you money. A quick note and back-up data to the PPC placement service will usually take care of competitor fraud by banning that fraud site from the search engine’s rankings. You know that’s going to leave a mark.

Being prepared prevents click fraud, so take steps before you sign up to ensure you’re getting the highest ROI for your promotion dollars.