Last month at SES San Francisco, I was posed a question during my Roundtable Forum discussion about the sometimes non-existent relationship between search engine marketing (SEM) and search engine optimization (SEO) managers. In the case of keyword research and analysis, this is often the case. However, the knowledge share of mutually beneficial keywords is absent not because there’s a shortage of keywords, but rather because the value of sharing isn’t often realized. Today and tomorrow, as part of that roundtable discussion, I’ll be exploring the importance of communicating the findings between SEM and SEO managers during keyword research and analysis.
What Does SEM Offer SEO?
About three years ago I was managing the SEM program of a large motorcycle retailer and actively bidding on the keywords “dirt bikes” and “motocross bikes”. For SEO purposes, the landing page I was leveraging for SEM had been optimized for the keyword “motocross bikes”, since motocross was how this retailer described this particular type of motorcycle. After a couple months of keyword research and analysis, I discovered that the keyword “dirt bikes” received over twice as many paid clicks and conversions than the keyword “motocross bikes”. As a result of my findings, I submitted a keyword report to the SEO manager in an attempt to shift the SEO strategy on the “motocross bikes” landing page.
To generate more natural traffic and conversions on their “motocross” landing page, the SEO manager needed to leverage the more popular keyword, “dirt bikes”, throughout the page tags and content. Prior to implementation, this landing page had never appeared within the first five pages of natural search results for the query “dirt bikes”. A couple months after implementation, it was appearing within the top three positions on the first page of natural search results. As a consequence, natural search traffic and conversions drastically increased across this landing page.
I commonly refer to this story whenever I talk about how SEM managers can help their SEO counterparts. Sometimes SEO strategies can be limited by how businesses think about their own products (i.e. motocross bikes), rather than how customers think about their products (i.e. dirt bikes). The ability to continuously implement and test new keywords for volume and profitability enables SEM managers to discover SEO worthy keywords. When leveraged correctly, these insights allow SEO managers to increase natural traffic and acquire more revenue.
As with any mutually beneficial relationship, positive feedback is critical in promoting continuous success. If a new SEM keyword is found to perform well for SEO, it’s important that the performance metrics and analyzes are shared with the SEM manager. And don’t be afraid to proactively seek out feedback. Keep in mind that keyword research and analysis is just one of the many mutualistic strategies that SEM and SEO managers can engage in. Keeping the lines of communication open and providing positive feedback can lead to more aggressive, but mutually beneficial strategies like using SEO to absorb the cost of expensive SEM keywords. Tomorrow we’ll take a look at how SEM managers can benefit from the keyword research and analysis conducted by their SEO counterparts.