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Strategy

Facebook Marketing Strategy: Get Automated

Using RSS Feeds Cuts Labor While Testing Results

Facebook automationA solid Facebook marketing strategy can increase traffic to a Web site, but it also is possible to spend too much time on social media platforms and end up disappointed  in the results.

Automation can save time and increase ROI.

Companies everywhere are dedicating greater resources to social media such as Facebook and Twitter.

The fact that Facebook has the largest audience of any Web site in the world is part of the allure.

Another part is how easily Facebook services integrate into another Web site.

A Facebook marketing strategy provides at least four measurable benefits — likes, shares, comments and Web site visits. Together, these four metrics contribute to brand engagement.
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Stored in Online Marketing and tagged , ,

Web Site Profit Starts with Solid Plan

Web Site ProfitWeb site profit requires good planning — even something as simple as one page — and consistently sticking to the plan. Planning is more important than revenue itself.

Classical management planning often includes eight major sections: vision, mission, values, strategies, goals, objectives, tactics and actions.

Major companies including media businesses emphasize many of these elements in the annual budget process. But building a complex and profitable Web site — or even a small one — requires sticking to some simple but important parts of the plan throughout the entire year. Otherwise, a site will eventually run into slower growth because of inefficient work and lack of focus. (more…)

Stored in Website Management and tagged

Sales Staff Incentives

Online sales people need to be more persevering than traditional media AEs because of the extreme peaks and valleys of the business.

Compensation is one way to help them through the valleys and boost their performance even higher during the peaks.

Management should consider two critical questions about a new hire. Is the AE experienced with online sales or not? Will the AE fill a strong existing desk of business, a weak one or a new one? The answers help determine the structure of the compensation for the early months on the job.

A new AE who has to develop a desk of business from scratch needs some kind of financial guarantee to stick with the job during the early months of development. The techniques include salary only, salary with bonus, salary with commission or draw against commission (guaranteed payout, sometimes even if the goals aren?t met).

Most AEs without previous online sales experience seem to need at least six months getting comfortable with client questions and objections. Experienced AEs of course need less.

Managers often believe that salary only is a poor option for any sales person, even when they are given months to settle into a new job. So an introductory phase of high salary and low commission, or salary and commission with draw, are options to consider for inexperienced AEs with weak or new desks. Salary with bonus or salary with commission are good choices for the experienced AE.

Once the desk is running well, other options include straight commission or commission with bonus. These options seem to work best with salespeople who are highly motivated, risk tolerant and willing to work extra hours. But these kinds of salespeople are rare.

Stored in Website Management and tagged

Developing Productive Staffs Takes Critical Thinking

Media sales staffs are used to dealing with numbers that track their productivity, such as budgets, pipelines and close ratios. Journalists tend to abhor the idea.

Tracking the productivity of online journalists in a complex, well-managed environment is unavoidable. It?s by tracking the number of articles they manage and the page views they generate that managers can determine if they should hire more staff.

Imagine a site with a content staff of 10 that generates 10 million page views a month or a million PVs per staffer. Let?s assume about 1,000 stories a week ? mostly from the print side but some purely online ? automatically flow onto the site, with the biggest spike on Sundays. Among many duties, the staff produces original content, develops slide shows and is responsible for making sure all stories get on the site, flow into the proper sections, receive additional packaging, etc.

A new annual budget comes along with a 25 percent increase in revenue. Can ad rates go up 25 percent? Unlikely in this environment, but a rate increase can solve part of it. Can 25 percent more ad positions be created? Unlikely again, for most sites already have fleshed out their ad space. Other ideas are possible, but the obvious one is a major boost in page views, which will increase ad inventory at the same rate.

Let?s settle on a 20 percent increase in page views. You probably can?t make your content staff work 20 percent harder or put in six days a week. If you are convinced that they are fully productive, then the rational choice is a 20 percent increase in staff or two more full-time people in order to achieve the new PV target.

Those two new hires won?t join the others in checking the story flow. They must be focused on creating new content, sections and applications that will be major factors in boosting the site that extra 20 percent.

Tracking content staff productivity and developing well-defined job descriptions linked to those goals will go far in building a balanced and fairly managed online operation.

Stored in Website Management and tagged

Cost of Sale Helps Manage Advertising Staff

?Cost of sale? is just as important to managing the profit goals of a Web business as gross margin, which is profit after content and production.

At least in some operations, cost of sale is defined as the sum total of all sales and marketing costs, including staff, commissions, benefits, promotions, research and other related expenses.

There are many variations to the cost structure of a company or operating unit, but one lengthy and profitable experience allowed me to set a target of sales and marketing costs at 30 to 35 percent of revenue.

Just like with content and production costs, when the cost level drops below 30 percent, it was a signal to invest more in sales and marketing, while a cost level above 35 percent raiseed questions about either overinvestment of funds or sales staff falling short of appropriate goals.

So with 30 to 40 percent of expenses going to content and production, and another 30 to 35 percent going to sales and marketing, the remaining 25 to 40 percent goes to administration, technology, taxes, other expenses and finally to net profit. Managing these two important components of cost went a long way toward achieving profits in an extraordinarily high growth environment.

Stored in Website Management and tagged

Affiliate Marketing Strategy Adds Extra Income

moneyAffiliate marketing has been quite a popular subject on the Internet for a number of years because of its potential to generate big revenue for anyone who masters it.

But few people actually master it. Part of the challenge lies in the fact that millions are trying it.

For newcomers, an affiliate marketing strategy is a way to generate revenue for a Web site publisher by marketing the products and services of other companies. If a site visitor clicks on a text link or banner add, goes to that company Web site and makes a purchase, the originating Web site gets a commission on the sale. (more…)

Stored in Online Advertising and tagged ,

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