In my last post, I addressed the metrics that should be a part of your content marketing KPIs. Today, I’d like to dive into what to look for in the marketing metrics you are measuring.
1. Think Motion Pictures, Not Snapshots
Perhaps the most important concept you can take away from this column is the truth that although data points can be valuable individually, you’ll gain the most insight from your KPIs by tracking them over time.
This will generally give you a more accurate picture of the health of your online marketing efforts since the trends can help you filter out more of the noise. The shorter the period you’re examining the more likely something anomalous will impact the accuracy of your data.
Over time, you’ll see trends develop and you’ll gain an understanding about the metrics where small changes are important and the metrics where even wild swings aren’t cause for alarm or celebration.
2. Think About Context
Here again, I am suggesting that you not look at individual data points discretely, but rather as part of a larger whole. For example, seeing an important page on your site with a higher-than-average exit rate might look alarming, but it might simply be the nature of that page’s content combined with the fact that it is a more popular page.
That’s not to say that you shouldn’t try to decrease the exit rate on your key pages, but you probably shouldn’t be comparing a page like that to a low-traffic page that appeals only to a small segment of your overall audience.
3. Understand the Metrics
Most metrics are going to be fairly straightforward and easily understood even by those not already familiar with reading analytics, but as a marketer, you’d be wise to assume nothing, and work an explanation of key metrics into your presentation so more senior people don’t have to ask.
You should also make sure you and your team really do know what, say, bounce rates are and how they work. This keeps you and anyone who reviews your metrics from reacting to results incorrectly.
For example, we frequently see contact pages with bounce rates that are higher than the average for the site overall. Invariably, a client will ask about this – isn’t it a “bad” signal? In fact, it’s probably not. As you can imagine, a fair amount of your contact page traffic may be from folks who search for how to contact you by phone or email. So what do they do?
- They go to their favorite search engine and enter, “phone number for Andigo” or “Andigo email address.”
- They click on the link to your contact page
- Once they get to your page, they pick up the phone or send you an email.
That’s it. And that’s good. Actually, that’s great since it means they’ve “converted” and moved their relationship with you beyond simply consuming your content.
4. Looks For Gaps in Attribution
While we’re on the subject of contact points, you should look for gaps in attribution that open email addresses and phone numbers can cause. If your contact page simply has “email@example.com” as a way to contact you, you’ll never be able to tell whether the email that lands in your “info” inbox is from the website or elsewhere. (To say nothing of spam you’ll be receiving.) Instead, use a mail form that can be coded to let you easily identify the inquiry as having come from your website and even feed it directly into your CRM, alerting the appropriate team members based on information in the form. (Zip code or area of interest, for example.)