Research firm BIA/Kelsey reports that 97% of consumers use online media to shop locally
.
If you’re a multi-location business, this means it’s more important
than ever to be visible to Web users in all your business locations.
This column tells you how to crush it.
Based on daily searches, it’s clear to that many local
businesses (especially brick-and-mortar multi-location businesses) are
not optimized for local search marketing. If you’re a business with
multiple store locations, with a dealership network, or with multiple
state or national branch offices, there’s a good chance you don’t have
100% local coverage in the areas you service. If you’re operating below
100% coverage, you have what marketers call “a Local Market
Opportunity.”
Many large enterprise businesses tend to conduct their online operations
separately from their in-store counterparts and are thus missing out on
the synergies for driving additional in-store foot traffic and online
conversions from their digital store locator/finder.
Revenue Growth Opportunities:
Stakeholders in charge of large multi-location businesses often
remain blind to the revenue growth opportunities available. They
continue to operate as if they’re doing fine and nothing has changed
with the Internet and user behavior in the last 2-3 years. It’s a
remarkable phenomenon.
Local business listings with reviews, map directions, photo images,
etc., are currently being displayed on top of organic search listings,
making it both desirable and important for each individual business
location to be found through local searches on all the major search
engines. For instance, if a national brand is missing 10% of its 4,000
store locations in cities with physical locations, 400 stores go
unrepresented. There’s a cost there — and a market opportunity. Even for
a smaller chain with just 50 stores, having 5 stores unrepresented is
unnecessarily leaving money on the table.
It’s also worth noting that consumers have been choosing local search
results over organic and paid search results. Sixty-one percent (61%) of
online searchers considered local search results to be more relevant,
58 percent considered them more trustworthy and only 10 percent of
online searchers considered paid search results relevant.
Step 1: Identify Your Local Market Opportunity:
First, you have to identify your local market opportunity. When your
individual stores, dealerships or offices can’t be found on the first
page of search results for their strategic keywords in the cities where
they’re located, shoppers searching in those cities won’t find them on
desktops, smartphones and tablets. Thus, it’s important to get a sense
of your local market coverage.
Identifying your local market opportunity can be labor-intensive. The
process is as follows and the result for a multi-location women’s
clothing retailer is shown below:
- Create a list of all the cities where you do business
- Research and identify your top 5 high-volume topics or keywords
- Estimate your local monthly search volume for those topics or keywords
- Estimate your Market Share, (percentage of local purchases)
- Determine your Average Order Value (AOV)
- Multiply Market Share x AOV to get your total market opportunity
- Determine percentage of cities with no 1st page coverage (each keyword)
- Multiply total market opportunity x percentage with no coverage.
Step 2: Optimize Business Listings For Accuracy & Consistency
Even if you think your brand is optimized for local search in Google+
Local, Yahoo! Local, and the Bing Business Portal, it is likely you are
not as fully optimized as you can be. Rendering your business data
consistently across all devices gives you maximum optimization.
Desktop, smartphone and tablet data delivered to users and to search
engines must be accurate for each location and display your relevant
business information (NAP, business hours, promotions, etc.)
consistently across all devices for each and every one of your
locations.
Beef up your listings with as much data as you can provide — directions,
payments accepted, localized description, categories, images, local
coupons, photos, social network links and links to individual store
pages can really make your listing stand out. I call it good data
fidelity. This data — when accurate, current and consistent across
locations — helps search engines deliver optimum results to user
queries. And search engines live or die by delivering a good user
experience through accurate results.
Additional business data you must control and optimize are your
unmanaged URLs (unclaimed pages). Unclaimed pages occur when online
directories like SuperPages and YellowPages index and publish business
pages for your business without your knowledge (through scraping the Web
or by purchasing business data that is outdated).
Once these pages are published, Google may create a business page
from this data — and until you claim it, it’s floating on the Web with
your name on it with data that may not be accurate or current. This
likely means the correct category for your business has not been
selected, your keywords have not been targeted, and other information
may be inaccurate as it was obtained from outdated, unreliable sources.
You must claim your listings on all online directories and maintain them
for all your business locations as changes occur.
Step 3: Optimize, Publish & Distribute
Almost all the data feeds provided by clients and vendors to
Information Services, IYPs and Local Maps are not enhanced for the local
search engines. You must be able to optimize and update data feeds
daily or weekly with accurate, current location data changes, new store
info, business hours, holiday hours, etc.
The process of local map optimization involves direct management and
optimization of the three major search engine map programs. Google+
pages and Bing Business Portal Maps use bulk feeds, whereas Yahoo! Local
pages uses a manual feed.
Optimization of these feeds is an essential component to the bigger
picture of local search optimization. It’s important to understand that
providing a vendor with the basic location data requested by the engines
is not enough. There are several very important fields within the data
feed that must be optimized and kept updated: categories, descriptions,
images, coupons, phone number, links to store page, links to mobile
page, etc.
Your entire local search optimization effort is at risk when your brand
is not fully optimized for all locations in IYP listings. Optimization
includes location data changes, new store openings, store closings or
moves to new locations, business hours changes, holiday hours, etc. This
is all essential data to be kept current and fed to IYPs as search
engines cross-verify their data with IYP data — when the data matches,
it becomes trusted verified data, resulting in better rankings.
Remember, 97% percent of consumers use online media to shop locally.
Consumers are using search engines, smartphones and tablets to find
information about your local businesses brand on demand. A fully
optimized store locator/finder for desktops and mobile devices has
proven to drive incremental increases in online traffic and in-store
foot traffic. The three steps above provide a roadmap for multi-location businesses to
achieve maximum profitability: determine your percentage of coverage,
make sure your data is accurate and consistent across all devices, and
update your business data with search engines and IYPs periodically.