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Was SEO mit Personal & Produktmanagement zu tun hat

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SEO Tipps sind nie universell anwendbar. Was hier hilft, kann dort schaden. Und Google ändert ständig die Spielregeln. SEO-Einsteigern wird daher oft geraten, im Zweifel Google's Sichtweise zu antizipieren, was aber gerade unerfahrenen Webseiten-Betreibern schwer fällt. Fast immer hilft dann ein Bild ...

 

Der Google-Außendienst: 100 Millionen Mal am Tag vor Ort

Stellen Sie sich Google als Vertriebsorganisation vor, deren Vertreter auf Anfrage (100 Mio. Mal am Tag in D/AT/CH) ausschwärmen, um eine Auswahl der besten Lösungen für die gestellte Aufgabe zu liefern. Mit diesem Bild lassen sich wichtige Fragen rund um Google & SEO auf anschauliche Art beantworten:

 

Frage Wie schafft es der Vertrieb, oft gerufen zu werden? Antwort Indem er - schnell und zuverlässig - für das konkrete Problem geeignete Lösungen (bzw. zur Anfrage perfekt passende Antworten) anbietet.

 

Wie stellt Google das Präsentationsprogramm zusammen?

Frage Wie stellt der Vertrieb sicher, dass er die besten Lösungen liefert? Antwort Indem er permanent alle Verbindungen der Reihe nach prüft, um neue sowie überarbeitete (Problemlösungs-) Optionen und deren aktuellen Empfehlungsstatus zu berücksichtigen, darauf basierend die besten Angebote mitbringt und auch die Reaktion der Interessenten (Was wird ignoriert, was gewählt, was wieder umgetauscht?) auf seine Präsentation in die künftige Auswahl einbezieht.

 

Der Blick durch die Brille des hochmotivierten Vertreters macht auch deutlich, wie demotivierend es ist, wenn ein potenzieller Kunde endlich eines der präsentierten Angebote eingehender betrachten will - und sich dann herausstellt, dass es nicht verfügbar ist (404) oder die Wartezeit (Page Speed) abschreckt.

 

Was zählt mehr: Selbstdarstellung oder Lob von anderen?

Frage Wie wichtig ist das Angebot selbst und wie wichtig ist dessen Ruf? Antwort Das Angebot muss zwingend einzigartig und geeignet sein, das Problem der Person zu lösen, die den Vertrieb gerufen hat. Die Anzahl und die Art der Hinweise auf ein Angebot ist ein wesentlicher Anhaltspunkt für den Vertreter, ob er es freiwillig präsentiert bzw. an welcher Stelle. (Google lässt sich dafür bezahlen, dass Angebote, die mangels Attraktivität bei konkreten Anfragen nicht freiwillig präsentiert würden, dennoch dabei sind.)

 

Aber allen Unkenrufen von wohlmeinenden SEO-Kollegen zum Trotz: Der Vertreter kann und will auch NICHT in jedem Einzelfall prüfen, mit welcher Motivation eine Empfehlung ausgesprochen worden ist - und inwieweit diese freiwillig war. Der Vertreter wird stattdessen Empfehlungen aus der Nachbarschaft bzw. dem sozialen Umfeld des Kunden, dessen Feedback sowie die Reaktionen der Kunden allgemein künftig verstärkt berücksichtigen, um seine Präsentation kundenindividuell optimal zu gestalten.

 

SEO ist die Kunst, die richtigen Vertreter zu finden & binden

Wenn Sie Google als Vertrieb für Problemlösungen sehen, dessen Mitarbeiter bei ihren Hausbesuchen immer mehrere Angebote, die eine Lösung für die jeweilige Problemstellung versprechen, präsentieren, folgen daraus 2 wichtige Einsichten, die sich auf SEO übertragen lassen:

  • Sie müssen die passenden Vertreter auswählen und motivieren
  • Sie müssen bessere Problemlösungen anbieten als der Wettbewerb

SEO hat also einiges mit Personal- und Produktmanagement gemeinsam.

 

Ein guter SEO sollte Headhunter und Vertriebsmanager sein

Bevor Sie als Headhunter starten: Lösen Sie alle internen Bremsen, die verhindern, dass Ihre Angebote vom Vertrieb optimal präsentiert werden. Stellen Sie sicher, dass Ihr (Online-) Angebot stark fokussiert sowie sinnvoll strukturiert und dass jedes einzelne Element optimal sichtbar und leicht zugänglich ist.

 

Laden Sie wichtige Google-Vertreter zu sich ein und lassen Sie sich die Angebotsauswahl präsentieren, um die eigenen Angebote anschließend entsprechend zu optimieren. Je attraktiver Ihr Auftritt insgesamt und je besser Ihr Ruf, desto erfolgreicher das Headhunting. Erst Köder präparieren, dann jagen gehen.

 

Headhunting bedeutet, für eine konkrete Aufgabe den passenden Kopf zu finden. Ein guter Headhunter findet die Person, deren Qualifikation perfekt zur jeweiligen Herausforderung passt, die mit der Aufgabe weder unter- noch überfordert ist.

 

Gute Suchmaschinenoptimierung heißt: Wählen Sie die Suchbegriffe bzw. Google-Vertreter aus, bei denen Sie gute Chancen haben, an erster Stelle präsentiert zu werden. Manch ein Vertreter wird 1 Mio. Mal am Tag gerufen. Aber wird ein solcher Spitzenvertreter mit Ihrem Angebot Erfolg haben?

 

Nein? Dann setzen Sie besser auf Vertreter, deren Portfolio Sie mit Ihrem maßgeschneiderten Angebot bereichern können und die Ihr Angebot entsprechend engagiert präsentieren. Vergessen Sie Vertreter, die ausrücken, wenn Antworten auf Schuhe oder Sportschuhe gefragt sind. Ihr Mann besucht Kunden, die günstige Nike Tennisschuhe Damen suchen.

 

Ein SEO sollte Produkt- & Portfoliomanagement beherrschen

Damit die Motivation beim Vertrieb erhalten bleibt, müssen Sie bereit sein a) Angebote zu überarbeiten, wenn sie häufig präsentiert (Views), aber selten geprüft werden (Clickthroughs), b) Angebote aus dem Portfolio zu nehmen (und die entsprechenden Vertreter ziehen zu lassen), wenn die Optimierung nicht den gewünschten Erfolg bringt und c) immer wieder neue, erfolgversprechende Angebote nachzulegen.

 

Wer sein Angebot stetig verbessert und erweitert, erhält mehr Empfehlungen. Der Ruf wird insgesamt besser, das Finden und Binden motivierter Vertreter wird leichter, eine positive Spirale kommt in Gang.

 

Ein guter SEO beobachtet die Konkurrenz, erkennt Trends, Chancen & Risiken, Stärken & Schwächen und reagiert. Ein guter SEO weiß, wann ein neues Thema besetzt, wann eine Position gesichert oder ausgebaut und wann ein (Problemlösungs) Angebot mit Blick auf Inhalt sowie interne und externe Verlinkung und mit Unterstützung von Social Media gepusht werden muss.

 

Je besser das gelingt, desto

  • mehr Aufmerksamkeit (Traffic) erhalten Ihre Angebote
  • mehr Empfehlungen (Mentions & Links) erhalten Ihre Angebote
  • mehr Standing (Trust & Authority) haben Ihre Angebote beim Vertrieb
  • mehr Vertreter wollen Ihre Angebote aufnehmen (-> Longtail Suchanfragen)

 

Ein guter Manager kennt seine Stärken und kann auch delegieren

Falls Sie kein guter Headhunter & Portfoliomanager in Personalunion sind oder keine Zeit dafür haben: Stellen Sie am besten einen guten SEO auf Zeit an, der Ihnen dabei hilft, von 100 Mio. Hausbesuchen, die Google täglich macht, zu profitieren, die richtigen Vertreter auszuwählen und "ideell" zu motivieren.

 

Hier wird auf eher traditionelle Weise erklärt, wie die Suche funktioniert - und wie gefährlich ;-) Spam ist:

 

Ein guter Manager weiß, wie er die Ressourcen am besten aufteilt

Natürlich können Sie Google auch mit Geld motivieren und auf AdWords-Anzeigen setzen - ergänzend oder auch alternativ zu SEO, selbst oder über einen externen Experten. Aber auch im  Bereich SEA gilt: Je weniger Sie den Vertrieb durch gute Abschlussquoten motivieren, desto höher der Preis pro Erfolg.

 

Hier wird erklärt, wie Adwords (also bezahlte Ads über/rechts von den kostenlosen Listings) funktioniert:

 

 

Ähnliche Artikel:

Diesen Artikel verlinken? Einfach Code im Fenster kopieren - und dann z. B. im eigenen Blog einfügen:

Der Link sieht dann so aus: SEO: Google geben & von Google nehmen Linktext ist natürlich frei wählbar

 

Um im Bild zu bleiben: Weitere Tipps für das Finden und Binden der richtigen Außendienst-MA bzw. den effektiven Auf- und Ausbau der Suchmaschinen-Vertriebsmannschaft?

Erfahrungen mit anderen Bildern, die "SEO Dummies" beim Verständnis von SEO/SEA helfen?

 

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