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Keyword bidding…for all the wrong reasons

By Bob DeLong, AMS Manager Technical Services

Have you been using keyword bidding to boost your rankings in the search engines?…Have you set a monthly budget to do so?…Have you spent more and more money?…Have you looked at the results?…If you are like many innkeepers, you may be using keyword bidding for all the wrong reasons, and the results may not be what you expect.

As in any marketing plan, there must be a balance, and keyword bidding should be just one of your strategies, balanced among paid inclusion search engines, bed and breakfast directories, reciprocal links, pay-per-click, and many other marketing options on the world wide web. However, if you are using keyword bidding, you should understand the basic concepts of managing a successful campaign so that you can maximize your return on investment.

Several years ago, keyword bidding was in its infancy with not many innkeepers participating in it. This was great for the innkeepers that were. It meant low cost bid terms and lots of traffic to their site. They could easily maintain top ranking positions with little cash outlay. Then in 2002, the word started spreading and everybody was jumping on the bandwagon. In 2003, we now see bitter competition for key phrases that are driving the cost-per-click up and limiting the amount of traffic seen by each website. So what can an innkeeper do with a limited budget and who is constantly being outbid by the competition?…Bid Smarter!

To successfully utilize keyword bidding as a tool to increase your rankings in the search engines, you must first understand 2 key points:

1) Keyword bidding companies are in it to make money. Yes, you can always direct more visitors to you website by spending more money on additional keyword and phrases, it is that easy!…But, why would you bid on a term that has little relevance to your product  and pay for someone to visit your your website when you know they are really not interested?…
2) Be Specific, NOT Generic. Bidders who use specific terms rather than generic terms are more successful, receive a better return upon their investment, and are most likely to convert the visit into room sales. That is your goal isn’t it? If you are bidding to get one-up on the competition just to say you’re the best, you’re on top, then your bidding strategy is drastically in need of help.  Your bidding should be for a specific reason, to find a visitor that is looking for the exact product you have to offer.

The best search engines are designed to give the best possible results relevant to the search phrase. That is why people use specific search engines over and over again…the goal is to provide the best possible match for that particular search. When people find what they are looking for, they will return to that search engine over and over again. The same holds true for keyword bidding. If you are bidding on the specific terms relevant to your inn you will be more successful in converting the visitor to a guest. Let’s look at a simple example of a generic bid vs. a specific bid:

A New York innkeeper, whose inn is just minutes from Times Square in Manhattan, bids on the term “bed and breakfasts” using Overture.com as their bid portal. They can be in the number one position for $.60 a click-through to their site. Great!

A visitor searches for “bed and breakfasts” on Yahoo.com and sees the NY innkeeper’s link in the number one position. The visitor clicks on the link and is directed to the NY innkeeper’s website. The visitor then decides he is not looking for a NY inn, he really wanted to go to Alaska. The NY innkeeper has just paid for someone that is not interested in his product. Had the NY innkeeper been more specific, he may have saved his money for someone that was at least interested in New York. Now we will take that one step further…

Travel industry studies have always shown that travelers decide where they are going before they decide where they are staying. This holds true for internet searches as well. The NY innkeeper now bids on the term “New York Bed and Breakfast” at  $.78 per click.

A visitor searches for “New York Bed and Breakfast” on Yahoo.com and sees the NY innkeeper’s link in the number one position. The visitor clicks on the link and is directed to the NY innkeeper’s website…but the visitor really wanted to go to a country inn in the Finger Lakes region of Upstate NY, not an inn in Manhattan! The NY innkeeper has again paid for someone that was not interested in his product.

As you can see, the search term “New York Bed and Breakfast” is still too generic to produce a good return on the innkeepers investment., so the innkeeper decides to try again…This time The NY innkeeper now bids on the term “Manhattan Bed and Breakfast” at  $.30 per click. The cost is significantly less since the innkeeper is no longer competing with every other NY innkeeper for a generic phrase… rather, he has chosen a specific keyword phrase relevant to his inn and area.

A visitor searches for “Manhattan Bed and Breakfast” on Yahoo.com and sees the NY innkeeper’s link in the number one position. The visitor clicks on the link and is directed to the NY innkeeper’s website…This is exactly what and where the visitor is looking for and books a room for New Year’s Eve…at the bid cost of $.30 to the innkeeper, a $.48  savings over the previous generic search. The innkeeper has further qualified the visitor with his search phrase. The visitor was looking for a Bed and Breakfast and the bed and breakfast was to be in Manhattan. The Innkeeper’s keyword phrase was relevant to his product and relevant to a search that would be performed to find his inn. 

If your traffic is highly qualified you will end up booking a greater number of rooms. Because you bid on more terms, it doesn’t mean you have the best and you can often generate much more interest in your product with a more accurate representation of what you have. Concentrate on what is relevant and specific to your inn, and let additional marketing efforts be supplemented by the various directories and organizations that you are a member of.

Although these are simplistic examples, the basics of keyword bidding do not change. How would a visitor find your inn?…What would they be searching for?…Are you qualifying your searches?…Are you bidding on terms close to home, relevant to your property and non-generic? If you are, chances are good that your traffic will increase, your costs will decrease, and you will see a greater conversion of website visitors to reservations.

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Background Music on Your Web Page?…is it hurting more than helping?

By Bob DeLong, AMS Manager Technical Services

Have you been surfing the internet and stumbled upon a website that automatically started playing music? Has that music started blaring un-announced at a decibel level that was sure to wake the neighbors? Have you been able to curtail it before your co-workers asked “What are you looking at!” …That wasn’t your  B&B’s site, was it?

Recent trends have shown us that one of the things that has a high annoyance level to those viewing web pages is a task that starts by itself without any interaction from the viewer. This is exactly why so many Virus & Spam fighting programs are now “eliminating those annoying pop-up ads.” Background music on your site is rapidly falling into this “annoying” category.

Consider that the piece of background music you have chosen for your site may be well loved by you, however, synthesized classical music may not be for everyone and a in fact a deterrent for some. If viewers immediately dislike what they hear, or the volume, or pitch isn’t what they prefer, the next step will be a quick exit from your site, without even viewing the site details.

And consider the thousands of potential guests viewing the web in public libraries. Will music add to their experience or distract? What about those surfing the web while the rest of their families are asleep. Will sound enhance these viewing experiences? Think of the many employees that view websites while at work? Will loud music book that room? Don’t assume that your viewer knows how to turn down the sound. They may have never been to the “Control Panel” of their computer or have a “Volume” icon on their tool bar. Design your site for the commonplace, not the techno-geek.

And…If you still feel that music will enhance the viewing experience of your site, you may consider giving the viewer a link to click on to choose whether or not they would like to hear the music or not. A choice is welcomed by any viewer.

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Email 101

By Bob DeLong, AMS Manager Technical Services

Understanding email and the capabilities of your email client (program) can streamline your duties as an innkeeper and save you time as well. In the next few issues we’ll take a look at the different components of email.  We'll begin with the absolute basics for those of you who may just be getting started, and by the end of the series will be teaching even the seasoned veterans some valuable and time saving tricks.

Headers:

To start out, we should understand that email, like a written letter has distinct sections: the header, the body, and the footer (or in the case of email…the signature). This week we will focus on the header.

The email header has several purposes and often looks like this:

To: 
From:
Subject:
CC:
BCC:
Attached: 

This is what these do:
To: This is where you type the email address to whom you are sending the message.

From: This is your email address. Your program sometimes automatically fills it in.

Subject: This is what your message is about. It gives the reader an idea of the content. Always fill this in. Although you can send email without a subject, recipients often scan the subject line to determine if the email is spam (junk email). 

CC: Carbon Copy. You can send a copy the message to more than one person by placing their addresses here. Everyone that receives the email will see exactly who else received the message.

BCC: Blind Carbon Copy. You can send a copy the message to more than one person by placing their address here, however the email address will not be seen by the other recipients. 

Attached: You can email someone a file that resides on your computer by attaching it to a message.

You can create an address book with most email programs and place your friends and important email addresses in it. Each address can be assigned a nickname, and you can type that nickname into the header instead of trying to remember the exact email address. The program will automatically expand the nickname to the full address entered into the address book. 

Some programs give you the option of inserting a sender’s email address automatically into you address book. Although this can be a time saving feature, make sure you choose the option to chose which names to insert. Otherwise, you will quickly find that your address book is composed of 1000’s of email addresses from people that have sent you junk mail.

Your task for this week: start setting up your email address book or clean out bad addresses if you already have one, then send a message to someone and carbon copy yourself to see how it looks. Send one bcc, too. Until next week…

Body:

Understanding email and the capabilities of your email client (program) can streamline your duties as an innkeeper and save you time as well. In the next few issues we’ll take a look at the different components of email. Last week we covered the “header.” This week we will focus on the “Body”.

The “Body” is the area of an email where you type your message. Your email program may give you many options to control the look of the message or “text”

Font: a font is the style in which your text is written. Each mail client has a “default” font. That is a font that is used when one is not specifically chosen. If you do not like your default font, you can change it in your program settings. Make sure the font is easy to read. A “script” font is usually not a good choice when sending email because script fonts are often difficult to read. The font used should allow the reader to quickly skim over your message, not work at having to decipher each word. You can enlarge the font, make it bold, italic, underline or color it.

Format: You can format an email message similar to any word processing document. Center the text, left justify, right justify, indent, bulleted list, and more.

Stationery: If you send the same message over and over again, you can create email stationery to save yourself from typing the same thing multiple times. Regular inquiries and reservation confirmations can benefit by the use of email stationery. More on stationery in upcoming issues…

Images: You can insert an image into your email message. This is known as “embedding an image”. Or, you can attach an image file to your message. More on attachments in upcoming issues…

Links: you can add hyperlinks to your email message so that someone can click on the link and be automatically directed to a particular website.

HTML: Many email clients allow messages to be composed using HTML or hypertext markup language. This is one of the styles that define webpage elements on the World Wide Web. The use of HTML allows for a broad spectrum of creativity, but not all email clients allow the reader to view html-formatted messages unless that option is turned on. It is extremely important to have anti-virus software installed on your computer if you are viewing email messages in html format. This newsletter is created as an HTML message.

Your task for this week: send an email message using some different styles and color in the text, then try to embed an image into your message or send a hyperlink following your email client’s instructions. Until next week…

Footer:

Understanding email and the capabilities of your email client (program) can streamline your duties as an innkeeper and save you time as well. In the next few issues we’ll take a look at the different components of email. Last week we covered the “Body.” This week we will focus on the “Footer”.

The “Footer” is the area of an email where you type your Complimentary Close and your email client often refers to it as the “Signature” or “Signature File”. Your email program may give you several options to control the look and the ability to add several versions of your signature file. You should not overlook this important feature as an additional tool in marketing your inn utilizing email correspondence.

The email signature enables you to sign an email messages with the same information each time without retyping it. Your signature should contain more than your name if you want to take advantage of its use, however you may decide to set up several different signatures for different situations. You may have one signature for personal use, one signature for family use, one signature for business use, or whatever occasions you choose.

Typically, a signature is a text file, however a signature file may be set up using html or have html code embedded in it. This code may enable the viewer to link directly to your web site. Your signature should contain your basic contact information and may contain a small marketing message in a sentence or two. Any lengthy signature marketing message may be overlooked and considered Spam itself. 

A basic signature may look like this:

John & Jane Doe, Innkeepers
The Inn Name Here
The Street address here
City, State, Zip code
http://www.yourinnswebsitegoeshere.com
mailto: youremailaddress@yourwebaddress.com

“Voted best for Corporate Travelers, Arrington’s BnB Journal 2002” (your short marketing message)

It is important to use “http://” and “mailto:” as they are html directives allowing viewers to link directly to you if their email client allows html messages. Creative use of the signature file will save you time and peak the interest of viewer, so start now and take advantage of marketing your inn with every message.

Your task for this week: Read your email client’s help file to learn how to compose a signature file. Develop a signature file and send a test message to yourself including the signature file. If all is well, begin sending all email message utilizing your signature file(s). Until next week…

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