Gone are the days when adding keywords in meta tags to your site produced rankings. Search engine marketing has evolved into a complex and competitive program.

Gather your Web design and marketing staff; both teams are required. Understanding search engine marketing basics will help your team execute a strategy in-house or outsource it to specialists. The sooner your site is visible for relevant keywords, the sooner future customers will find your company.

HOW DO SEARCH ENGINES WORK?

Many business owners are unaware that search engines feed their results to each other. For example, if you type a keyword into MSN Search on Microsoft's consumer information and entertainment site (www.msn.com), the Web site listings displayed could be from Inktomi, Microsoft or Overture. Overture provides search results not only to MSN Search, but also to AltaVista and Yahoo! Could a top site on Overture then appear as a top site on a distribution partner's site? Yes. Unfortunately, these distribution relationships change frequently, making it difficult to determine exactly where results come from.

The challenging part, however, is figuring out how to land a top position in the search engines. There are two complementary yet completely different types of methods: optimization and advertising.

Search engine optimization (SEO) refers to enhancing your Web site design to make it more appealing to crawler-based search engines. An automated robot, also referred to as a spider, is sent out to crawl the Web looking for site pages to add to the search engine's database. A mathematical algorithm then determines the ranking of pages in the database for the keywords consumers use. These rankings are referred to as natural or organic listings.

Search engine advertising, on the other hand, enables you to buy listings for your keywords. Positions achieved this way are referred to as paid or sponsored listings. The most popular program in this category is pay-for-placement. These programs typically allow advertisers to open an account for $5 to $50, then bid on keywords for a minimum amount of 5 or 10 cents per click. Advertisers outbid each other for a higher position by increasing their bids by 1 cent per click. Only when a consumer clicks your listing is your account debited.

Are you disappointed to learn that search engines don't magically and objectively find the "best" sites on the Web? That's understandable. However, it was always possible to influence search results. Today, it simply costs more. Yet, for companies willing to invest the time and money, it's well worth it. The plan begins with the right set of keywords.

MAKING KEYWORDS COUNT

If you have the wrong set of terms, your site won't rank well in algorithm-based search engines. Plus, you'll waste money on pay-per-placement programs by attracting browsers, not buyers. To create an effective list of keywords, start with these suggestions:

* Company names: Start with the name of your company, products and services. Include misspellings and plural forms of words, if appropriate.

* Themes: Consider related words your customers might use to describe your business. People looking for an automobile insurance company might type in "car insurance" or "auto insurance." Perhaps drivers are likely to switch insurance providers when they buy a new car or used car, which would be good terms, too.

* Profile your competitors: Your competitors are excellent sources of ideas. Study the keywords in their Web sites and their metatags. From your browser toolbar, click on "View," and then select "Source." If they're using metatags, you'll see keywords listed at the top of the page.

 

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Then, brainstorm ideas about how your customers are looking for your business. "Think like your customers," recommends Nacho Hernandez, 30-year-old co-founder of online Mexican grocery store MexGrocer.com, a La Jolla, California, firm that projects 2004 sales to hit more than $1 million. "A majority of our customers are English-speaking Americans, but most use Spanish keywords because they want the more authentic products. So they'll search for 'salsa verde' instead of 'green sauce,'" Hernandez says. "While we market hundreds of keywords equally split between Spanish and English, we were surprised to see [that] 440 percent more traffic and 200 percent more sales come from the Spanish words."

Of course, if nobody is looking for certain keywords, it's pointless to promote those. That's why a popularity check is important. Search engine marketers typically use Overture's free Search Term Suggestion Tool (www.overture.com) and the subscription-based program Wordtracker (www.wordtracker.com). These tools reveal how many people search for your keywords. Moreover, these tools and Google AdWords' free Keyword Suggestions tool (https:// adwords.google.com/select/main?cmd= keywordsandbox) will provide suggestions of related phrases consumers use. Finalize your list to include relevant yet popular keywords.

GETTING OPTIMAL RESULTS

Modifying your site to please the search engine spiders can be tedious. Be prepared to wait weeks or months for your site's natural rankings to improve. Although top listings aren't guaranteed, time-consuming efforts can pay off.

"The credibility boost is huge," says Gary Salzman, 47-year-old co-founder of coffee resource retailer site WholeLatteLove.com. The Victor, New York-based business projects 2004 sales of more than $10 million. "Consumers see that natural listings are awarded to highly relevant sites. That's the match they want."

To make your site relevant for your keywords, it's important to realize that sites don't compete against other sites for rankings. It's Web page against Web page. Therefore, each site page needs to be assigned a set of keywords. Focus on the pages that have valuable content for your visitors and are good for new visitors to land on first. A few places your keywords need to be include:

* Meta tags: This tactic alone has absolutely no impact on your rankings, but your keywords still need to be in the meta title, description and keyword tags of each site page you'd like ranked. The page title and description are often used as the Web site listing in the search results.

* Alternative text (ALT tag): Mouse over an image, and you may see a text box appear if the Web designer has used alternative text. Try to use a different, but related, phrase for each ALT tag on a page.

* Page copy: The keywords you want your site to rank well for must be in your page copy. The thought is, if your site visitors can see them, then your page is relevant for those terms.

* Hyperlinks within your site: Don't link "click here" copy to other pages within your site. Hyperlink keyword phrases instead, because search engines follow these links and the keywords in them.

Link popularity is also a chief ingredient in an SEO campaign. Your site needs to link to other related sites and, more important, well-ranked and content-relevant sites should link to yours. Run a search for your keywords in Google or Teoma (www.teoma. com) and evaluate the natural listings. Contact sites that aren't direct competitors, and offer to trade links or buy one. Marketleap (www.marketleap. com) has a free Link Popularity Check tool which shows you how many pages link to yours and how many link to your competitors.

You're not done yet. Once your site is optimized, a majority of search engines need to be notified to crawl your site. Unfortunately, most search engines now require an inclusion fee. It may be a per-URL fee, a fixed per-click fee on any site rankings you achieve, or a combination of both. Inktomi, Overture and Teoma are examples. Google is still free and will index your site on its own; however, you can use the "Add URL" form if your site isn't in its database.