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No, not like that, but in the good way! :D

The following is a guest post by Jim Kukral highlighting one of the most fundamental tips to succeeding online.

Have you ever really taken a step back from all the technical SEO stuff and thought about why Google wins? The real reasons why they have mass-market share and why they continue to dominate? It's time you should, because once you understand how to start thinking like Google, you can finally begin to go beyond just ranking better, but also how to be a master Internet marketer so you can get more sales, leads and publicity.

After all, once you've been found, you now have to convert. Otherwise, it's a waste of time.

So why does Google win? Because Google is the world's biggest, and best, problem solver. The truth is that there are only two reasons why we all go online, using Google or not. Those two reasons are:

1. To have a problem solved
2. To be entertained

That's it. Everything, and I mean everything you do online falls under one of those categories. For example, let's say you're planning on cooking your wife her favorite chicken marsala dish for your anniversary. You go online and do a search for "chicken marsala recipes". Boom, you now have recipes, and videos, and images and cookbooks and all kinds of information to help you solve your problem.

As another example, let's say you wanted to relax after work and watch your favorite musician play some of your favorite songs. You go to YouTube and do a search for "Rolling Stones Videos" and boom, you're now watching video content that entertains you.

YouTube, which is owned by Google, is already the number two most searched search engine on the Internet (behind Google of course). That means that today billions of people are actively searching the Internet for video content. That also means that because of the public's fast-growing massive hunger for content in video form, that regular people and businesses alike are now able to profit from the creation of that said video content.

The truth is, Google (and your business) has to solve problems for their (your) customers, the Internet searcher. If they (you) can't do that, they (you) lose customers. It's that black and white.

So I'll ask you again. Are you thinking like Google? Have you sat down and figured out what your target audience's biggest problems are? If you haven't done that you need to do it now. Anticipate what they need. Figure out their pain and then create products/services that take that pain away.

Just like Google.

For over 15-years, Jim Kukral has helped small businesses and large companies like Fedex, Sherwin Williams, Ernst & Young and Progressive Auto Insurance understand how find success on the Web. Jim is the author of the book, "Attention! This Book Will Make You Money", as well as a professional speaker, blogger and Web business consultant. Find out more by visiting www.JimKukral.com. You can also follow Jim on Twitter @JimKukral.

Yes, deliberate mistake :)

It grates when people write poorly, huh. When writers write well, the words almost become invisible. The focus shifts away from technical details, and onto the message.

Is there an easy way to write better blog posts? E-mails? Web copy?
Let's take a look at three guidelines for web writing.

1. If You Can Say It, You Can Write It

The Dilbert Mission Statement Generator - sadly now offline - comes up with convoluted gems this:

"Our challenge is to assertively network economically sound methods of empowerment so that we may continually negotiate performance based infrastructures"

Satire, one would hope.

However, the US Air Force uses the following mission statement:

"The mission of the United States Air Force is to deliver sovereign options for the defense of the United States of America and its global interests - to fly and fight in Air, Space, and Cyberspace"

"Deliver sovereign options"?

Who talks like this? Well, apart from the US military.

Nobody.

Good web writing is the same as good spoken language. Use short sentences, short words, simple structures and a natural, predictable flow of ideas. Avoid waffle, hyperbole and words that hide meaning. Whenever you finish a piece of writing, read it aloud. Cut or rephrase phrases that sound clunky, because they'll read clunky, too.

Your writing will sound warm and human.

The human voice is especially important online. Communicating at a distance, particularly two-way communication, is relatively new to humans. To help people connect with one another more easily, it pays to write in a warm, conversational style that mimics personal conversation when conducted in close, physical proximity.

When you think about how you would say something, especially to a specific person, you choose words, expressions and structures based on that personal context. Try to imagine that person in front of you as your write.

This approach works well for all applications - from formal legal sites, to personal sites.

2. Planning

Planning what you're going to say helps you to complete any writing task more quickly and easily.

• 1. Identify and list your goals. What is the message? What is the desired action you want your reader to take? What is the key thought you want your reader to take away?

  For example, a goal list might look like this:

  *inform people the last project went well, even though there were problems
  *highlight the good aspects about the project
  *highlight the problems
  *present ideas on how these problems can be overcome in the next project
  *get everyone revved up and excited about the next project

• 2. Think about the audience. Who is your audience? What do you know about the person or group?
• 3. Determine the right tone and format based on answers 1& 2
• 4. Write quickly. Don't edit, even if your writing is a mess. Separate out your writing and editing functions.
• 5. Draw a solid conclusion. Calls to action work well.
• 6. Read aloud what you've written. Cut, fix and tighten. Writing comes alive in the rewrite.

Solid blog posts sound spontaneous, but they're not. They're often structured, worked and reworked.

3. Hyperbole Doesn't Work On The Web

Hyperbole means extreme exaggeration. i.e. "All the perfumes of Arabia could not sweeten this little hand". Web readers tend to gloss over the flowery and the convoluted.

On the web, people scan, so the shape of your writing - how it appears on the page - can be just as important as what you say. So think about the shape and form of your writing. Can you use bullets, headings and images to break up large blocks of text? Sometimes, the best thing to do is not write at all. Can an image convey your message? If so, use it.

Also consider context. When visitors arrive on a page, a page deep within your site, do they know what your site is about from glancing at that one page? If not, consider using chunks of content to provide context. These chunks of information can be repeated on every page of your site, and should be self explanatory. Think directory entry. Your repeat visitors will become blind to it, but your first time readers will appreciate it.

We could go on all day about web writing. However, we'd like to hear your tips. How do you approach writing on your site? Do you plan? Do you wing it? What style of writing gets the best results?

Does the thought of selling fill you with dread?

If you see yourself as a technologist, or marketer, then selling may not come easy to you. But we all need to sell something, even if it is just our opinion! If you're a consultant of any description, it comes with the territory.

So it pays to know a few techniques. Luckily, sales isn't something you have to be born to do - it does not require supernatural charm, charisma, a hide as thick as an elephant, and a superhuman drive.

Selling can be like a doctors consultation.

A Visit To The Doctor

When you go to the doctor, do you expect the doctor to just guess what is wrong with you?

A doctors consultation involves the doctor asking you a series of questions. This questioning is to help determine what the problem is, and how it can best be solved. At the end of the process, the feeling is probably one of relief and assurance i.e. that the doctor has your best interests at heart, and will cure what ails you.

It's the same in business.

Any client you encounter has a problem. Like a specialist doctor, it is your job to ask a series of questions to help nail down the problem and find a solution. The very act of questioning - known as consultative selling - helps build trust and rapport with the client in the same way you may experience with a doctor. This works especially well in the field of consulting, which is based on information sharing.

The emphasis is on clients needs, as opposed to getting a signature on the dotted line. You first establish a client's needs, then you provide a solution, if you have one. You're building a relationship, based on trust, by asking a series of questions.

Not so hard, really.

The Mechanics Of Consultative Selling

Ok, so how do you do it?

First, you need to understand the buyers buying process. You then match your selling process to their buy process.

All buyers go through a specific process. For example, if a company needs internet marketing services, do they go to their established provider - possibly the web design company who built their site - or do they go direct to the SEO market? Do they attend conferences? If so, which ones? Hint: they may not be SEO conferences. Do they ask other business people in their business network? Do they go with a known brand?

It's pretty simple to determine the buying process if the buyer comes straight to your website, fills out the contact form, and requests a call-back. But life often doesn't work that way.

A prospective client may ask their web design company. Their web design company may not have had a clue, had you not been in to see them a week earlier. You asked the web design people a few questions about whether they had an SEO capability in house, found out they didn't, and found out they had a lot of clients who quite possibly needed SEO. You proposed a joint deal whereas they would refer their clients to you, for a 10% commission.

Try to find out how your prospective clients buy SEO services, and position yourself accordingly. Think business associations and clubs, their existing providers in related areas, and the other companies they have an association with.

You need to get yourself positioned correctly in their buying process.

If you've managed to get in front of them, you then need to think about the questions you are going to ask. You should be asking about their business, where they see it going, what problems they are having, their place in the market, and their competitors. Business owners typically like doing this, and will welcome your interest, so long as you're seen as a "doctor" i.e someone they trust to help. You'll also need to make a presentation, which, depending on the context, need not be formal. It could consist of showing them case studies of how you've helped solve this problem before. Let's face it, most SEO/SEM problems and solutions are going to look pretty much the same.

It's all about trust relationships. It's a fact of life that people buy more readily from people they trust.

But how do you know if you can trust your prospective buyer?

Screening Buyers

Consultative selling is also a great way to screen out tire kickers. A person who is just pumping you for information will reveal very little about themselves. The conversation will be one sided.

If they are genuinely interested in your service, they are more likely to answer questions. They do have to trust you first in order to do this, so try to think like a doctor if you encounter resistance. i.e. "I want to help you get more traffic, but I can't do so if I don't know more about your business before I can devise an appropriate solution".

Be prepared to walk if they don't volunteer the information you need. Even if you did land the job, you may end providing a substandard solution to their problem, which will likely end in tears. Better to find clients who you can work with, rather than against.

Another method of screening is to pre-close the sale. When you are gathering needs, ask that if you can solve their problems to their complete satisfaction, as a result of this discussion, that they will buy your services.

This will sound to them like a fairly safe bet i.e. you have to propose something that solves their problem. However, it also creates an implied obligation on their part to do so. There is no risk on your side, as you can either solve the problem, in which case you'll likely get the business, or you can't, in which case you'll walk anyway.

If they are hesitant, it is either an opportunity to walk, and thus stop wasting your time, or an opportunity to find out something more about their buying process.

In short, when thinking about sales:

• You are not a salesperson. You are a "doctor"
• Focus on the needs of the client, not landing the job. Sale hucksters typically focus on the close too soon, which can destroy trust
• It's ok to walk away. You won't be able to help some clients
• Insist that the client engage in conversation. A client who asks you questions, and volunteers little information, might be pumping you for information

These consultative sales techniques are covered in various sales theory books. Check out "Consultative Selling", by Mack Hanan, Jay Abrams "The Sticking Point Solution", and "Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales" by Linda Richardson.

One of the best ways to track Google's strategies is through visualizing & analyzing their acquisitions. Which is what the following image helps you do. Click on it for the full enlarged version :)

via Scores

Alexa, a free and well-known website information tool, recently released a paid service.

For $199 per site Alexa will audit your site (up to 10,000 pages) and return a variety of different on-page reports relating to your SEO efforts.

It has a few off-page data points but it focuses mostly on your on-page optimization.

You can access Alexa's Site Audit Report here:

http://www.alexa.com/siteaudit

Report Sections

Alexa's Site Audit Report breaks the information down into 6 different sections (some which have additional sub-sections as well)

• Overview
• Crawl Coverage
• Reputation
• Page Optimization
• Keywords
• Stats

The sections break down as follows:

So we ran Seobook.com through the tool to test it out :)

Generally these reports take about a day or two, ours had some type of processing error so it took about a week.

Overview

The first section you'll see is the number of pages crawled, followed by 3 "critical" aspects of the site (Crawl Coverage, Reputation, and Page Optimization). All three have their own report sections as well. Looks like we got an 88. Excuse me, but shouldn't that be a B+? :)

So it looks like we did just fine on Crawl Coverage and Reputation, but have some work to do with Page Optimization.

The next section on the overview page is 5 recommendations on how to improve your site, with links to those specific report sections as well. At the bottom you can scroll to the next page or use the side navigation. We'll investigate these report sections individually but I think the overview page is helpful in getting a high-level overview of what's going on with the site.

Crawl Coverage

This measures the "crawl-ability" of the site, internal links, your robots.txt file, as well as any redirects or server errors.

Reachability

The Reachability report shows you a break down of what HTML pages were easy to reach versus which ones were not so easy to each. Essentially for our site, the break down is:

• Easy to find - 4 or less links a crawler must follow to get to a page
• Hard to find - more than 4 links a crawler must follow to get to a page

The calculation is based on the following method used by Alexa in determining the path length specific to your site:

Our calculation of the optimal path length is based on the total number of pages on your site and a consideration of the number of clicks required to reach each page. Because optimally available sites tend to have a fan-out factor of at least ten unique links per page, our calculation is based on that model. When your site falls short of that minimum fan-out factor, crawlers will be less likely to index all of the pages on your site.

A neat feature in this report is the ability to download your URL's + the number of links the crawler had to follow to find the page in a .CSV format.

This is a useful feature for mid-large scale sites. You can get a decent handle on some internal linking issues you may have which could be affecting how relevant a search engine feels a particular page might be. Also, this report can spot some weaknesses in your site's linking architecture from a usability standpoint.

On-Site Links

While getting external links from unique domains is typically a stronger component to ranking a site it is important to have a strong internal linking plan as well. Internal links are important in a few ways:

• The only links where you can 100% control the anchor text (outside of your own sites of course, or sites owned by your friends)
• They can help you flow link equity to pages on your site that need an extra bit of juice to rank
• Users will appreciate a logical, clear internal navigation structure and you can use internal linking to get them to where you want them to go

Alexa will show you your top linked to (from internal links) pages:

You can also click the link to the right to expand and see the top ten pages that link to that page:

So if you are having problems trying to rank some sub-pages for core keywords or long-tail keywords, you can check the internal link counts (and see the top 10 linked from pages) and see if something is amiss with respect to your internal linking structure for a particular page.

Robots.txt

Here you'll see if you've restricted access to these search engine crawlers:

• ia_archiver (Alexa)
• googlebot (Google)
• teoma (Ask)
• msnbot (Bing
• slurp (Yahoo)
• baiduspider (Baidu)

If you block out registration areas or other areas that are normally restricted, then the report will say that you are not blocking major crawlers but will show you the URL's you are blocking under that part of the report.

There is not much that is groundbreaking with Robots.Txt checks but it's another part of a site that you should check when doing an SEO review so it is a helpful piece of information.

Redirects

We all know what happens when redirects go bad on a mid-large sized site :)

This report will show you what percentage of your crawled pages are being redirected to other pages with temporary redirects.

The thing with temporary redirects, like 302's, is that unlike 301's they do not pass any link juice so you should pay attention to this part of the report and see if any key pages are being redirected improperly.

Server Errors

This section of the report will show you any pages which have server errors.

Making sure your server is handling errors correctly (such as a 404) is certainly worthy of your attention.

Reputation

The only part of this module is external links from authoritative sites and where your site ranks in conjunction with "similar sites" with respect to the number of sites linking to your sites and similar sites.

Links from Top Sites

The analysis is given based on the aforementioned forumla:

Then you are shown a chart which correlates to your site and related sites (according to Alexa) plus the total links pointing at each site which places the sites in a specific percentile based on links and Alexa Rank.

Since Alexa is heavily biased towards webmaster type sites based on their user base, these Alexa Rank's are probably higher than they should be but it's all relative since all sites are being judged on this measure.

The Related Sites area is located below the chart:

Followed by the Top Ranked sites linking to your site:

I do not find this incredibly useful as a standalone measure of reputation. As mentioned, Alexa Rank can be off and I'd rather know where competing sites (and my site or sites) are ranking in terms of co-occurring keywords, unique domains linking, strength of the overall link profile, and so on as a measure of true relevance.

It is, however, another data point you can use in conjunction with other tools and methods to get a broader idea of your site and related sites compare.

Page Optimization

Checking the on-page aspects of a mid-large sized site can be pretty time consuming. Our Website Health Check Tool covers some of the major components (like duplicate/missing title tags, duplicate/missing meta descriptions, canonical issues, error handling responses, and multiple index page issues) but this module does some other things too.

Link Text

The Link Text report shows a break down of your internal anchor text:

Click on the pages link and see the top pages using that anchor text to link to a page (shows the page the text is on as well as the page it links too):

The report is based on the pages it crawled so if you have a very large site or lots and lots of blog posts you might find this report lacking a bit in terms of breadth of coverage on your internal anchor text counts.

Broken Links

Checks broken links (internal and external) and groups them by page, which is an expandable option similar to the other reports:

Xenu is more comprehensive as a standalone tool for this kind of report (and for some of their other link reports as well).

Duplicate Content

The Duplicate Content report groups all the pages that have the same content together and gives you some recommendations on things you can do to help with duplicate content like:

• Working with robots.txt
• How to use canonical tags
• Using HTTP headers to thwart duplicate content issues

Here is how they group items together:

Anything that can give you some decent insight into potential duplicate content issues (especially if you use a CMS) is a useful tool.

Duplicate Meta Descriptions

No duplicate meta descriptions here!

Fairly self-explanatory and while a meta description isn't incredibly powerful as standalone metric it does pay to make sure you have unique ones for your pages as every little bit helps!

Duplicate Title Tags

You'll want to make sure you are using your title tags properly and not attacking the same keyword or keywords in multiple title tags on separate pages. Much like the other reports here, Alexa will group the duplicates together:

Low Word Count

Having a good amount of text on a page is good way to work in your core keywords as well as to help in ranking for longer tail keywords (which tend to drive lots of traffic to most sites). This report kicks out pages which have (in looking at the stats) less than 150 words or so on the page:

There's no real magic bullet for the amount of words you "should" have on a page. You want to have the right balance of word counts, images, and overall presentation components to make your site:

• Linkable
• Textually relevant for your core and related keywords
• Readable for humans

Image Descriptions

Continuing on with the "every little bit helps" mantra, you can see pages that have images with missing ALT attributes:

Alexa groups the images on per page, so just click the link to the right to expand the list:

Like meta descriptions, this is not a mega-important item as a standalone metric but it helps a bit and helps with image search.

Session IDs

This report will show you any issues your site is having due to the use of session id's.

If you have issues with session id's and/or other URL parameters here you should take a look at using canonical tags or Google's parameter handling (mostly to increase the efficiency of your site's crawl by Googlebot, as Google will typically skip the crawling of pages based on your parameter list)

Heading Recommendations

Usually I cringe when I see automated SEO solutions. The headings section contains "recommended" headings for your pages. You can download the entire list in CSV format:

The second one listed, "interface seo", is on a page which talks about Google adding breadcrumbs to the search results. I do not think that is a good heading tag for this blog post. I suspect most of the automated tags are going to be average to less than average.

Keywords

Alexa's Keyword module offers recommended keywords to pursue as well as on site recommendations in the following sub-categories:

• Search Engine Marketing (keywords)
• Link Recommendations (on-site link recommendations

Search Engine Marketing

Based on your site's content Alexa offers up some keyword recommendations:

The metrics are defined as:

• Query - the proposed keyword
• Opportunity - (scales up to 1.0) based on expected search traffic to your site from keywords which have a low CPC. A higher value here typically means a higher query popularity and a low QCI. Essentially, the higher the number the better the relationship is between search volume, low CPC, and low ad competition.
• Query Popularity (scales up to 100) based on the frequency of searches for that keyword
• QCI - (scales up to 100) based on how many ads are showing across major search engines for the keyword

For me, it's another keyword source. The custom metrics are ok to look at but what disappoints me about this report is that they do not align the keywords to relevant pages. It would be nice to see "XYZ keywords might be good plays for page ABC based on ABC's content".

Link Recommendations

This is kind of an interesting report. You've got 3 sets of data here. The first is the "source page" and this is a listing of pages that, according to Alexa's crawl, are pages that appear to be important to search engines as well as pages that are easily crawled by crawlers:

These are pages Alexa feels should be pages you link from. The next 2 data sets are in the same table. They are "target pages" and keywords:

Some of the pages are similar but the attempt is to match up pages and predict the anchor text that should be used from the source page to the target page. It's a good idea but there's a bit of page overlap which detracts from the overall usefulness of the report IMO.

Stats

The Stats section offers 3 different reports:

• Report Stats - an overview of crawled pages
• Crawler Errors - errors Alexa encountered in crawling your site
• Unique Hosts Crawled - number of unique hosts (your domain and internal/external domains and sub-domains) Alexa encountered in crawling your site

Report Stats

An overview of crawl statistics:

Crawler Errors

This is where Alexa would show what errors, if any, they encountered when crawling the site

Unique Hosts Crawled

A report showing which sites you are linking to (as well as your own domain/subdomains)

Is it Worth $199?

Some of the report functionality is handled by free (in some cases) tools that are available to you. Xenu does a lot of what Alexa's link modules do and if you are a member here the Website Health Check Tool does some of the on-page stuff as well.

I would also like to see more export functionality especially in lieu of white label reporting. The crawling features are kind of interesting and the price point is fairly affordable as one time fee.

The Alexa Site Audit Report does offer some benefit IMO and the price point isn't overly cost-prohibitive but I wasn't really wowed by the report. If you are ok with spending $199 to get a broad overview of things then I think it's an ok investment. For larger sites sometimes finding (and fixing) only 1 or 2 major issues can be worth thousands in additional traffic.

It left me wanting a bit more though, so I might prefer to spend that $199 on links since most of the tool's functionality is available to me without dropping down the fee. Further, the new SEOmoz app also covers a lot of these features & is available at a monthly $99 price-point, while allowing you to run reports on up to 5 sites at a time. The other big thing for improving the value of the Alexa application would be if they allowed you to run a before and after report as part of their package. That way in-house SEOs can not only show their boss what was wrong, but can also use that same 3rd party tool as verification that it has been fixed.

Do you want Google to tell you what you should be doing? Mr. Schmidt thinks so:

"More and more searches are done on your behalf without you needing to type. I actually think most people don't want Google to answer their questions," he elaborates. "They want Google to tell them what they should be doing next. ... serendipity—can be calculated now. We can actually produce it electronically."

Of course the problem with algorithms is they rely on prior experience to guide you. The won't tell you to do something unique & original that can change the world, rather they will lead you down a well worn path.

What are some of the most bland and most well worn paths in the world? Established brands:

The internet is fast becoming a "cesspool" where false information thrives, Google CEO Eric Schmidt said yesterday. Speaking with an audience of magazine executives visiting the Google campus here as part of their annual industry conference, he said their brands were increasingly important signals that content can be trusted.

"Brands are the solution, not the problem," Mr. Schmidt said. "Brands are how you sort out the cesspool."

"Brand affinity is clearly hard wired," he said. "It is so fundamental to human existence that it's not going away. It must have a genetic component."

If Google is so smart then why the lazy reliance on brand? Why not show me something unique & original & world-changing?

Does brand affinity actually have a hard wired genetic component? Or is it that computers are stupid & brands have many obvious signals associated with them: one of which typically being a large ad budget. And why has Google's leading search engineer complained about the problem of "brand recognition" recently?

While Google is collecting your data and selling it off to marketers, they have also thought of other ways to monetize that data and deliver serendipity:

"One day we had a conversation where we figured we could just try and predict the stock market..." Eric Schmidt continues, "and then we decided it was illegal. So we stopped doing that."

Any guess how that product might have added value to the world? On down days (or days when you search for "debt help") would Google deliver more negatively biased ads & play off fears more, while on up days selling more euphoric ads? Might that serendipity put you on the wrong side of almost every trade you make? After all, that is how the big names in that space make money - telling you to take the losing side of a trade with bogus "research."

Eric Schmidt asks who you would rather give access to this data:

“All this information that you have about us: where does it go? Who has access to that?” (Google servers and Google employees, under careful rules, Schmidt said.) “Does that scare everyone in this room?” The questioner asked, to applause. “Would you prefer someone else?” Schmidt shot back – to laughter and even greater applause. “Is there a government that you would prefer to be in charge of this?”

That exchange helped John Gruber give Eric Schmidt the label Creep Executive Officer, while asking: "Maybe the question isn’t who should hold this information, but rather should anyone hold this information."

But Google has a moral conscience. They think quality score (AKA bid rigging) is illegal, except for when they are the ones doing it!

"I think judgement matters. If you have something that you don't want anyone to know, maybe you shouldn't be doing it in the first place," - Eric Schmidt

Which is why the blog of a certain mistress disappeared from the web. And, of course, since this post is on a blog, it doesn't matter:

If you're ever confused as to the value of newspaper editors, look at the blog world. That's all you need to see. - Eric Schmdit

Here is the thing I don't get about Google's rhetorical position on serendipity & moral authority: if they are to be trusted to recommend what you do, then why do they recommend illegal activities like pirating copyright works via warez, keygens, cracks & torrents?

Serendipity ho!