Date post: | 21-Mar-2017 |
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Marketing |
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• Twisted Balloons | The Asian Hustle | Searix Solutions
Searix Solutions | B2B Growth Hacking in SG
INTRODUCTION
01
searix & i
• Online and offline growth & lead generation techniques
• Super passionate about SEO
Defining “Growth Hacking”
CONTEXT
Searix Solutions | B2B Growth Hacking in SG02
A process of rapid experimentation across marketing
channels and product development to identify the most
effective, efficient ways to grow a business.
428 ways to growth hack aSaaS in the global market.
PROBLEM 1
How about Singapore?
Searix Solutions | B2B Growth Hacking in SG03
428 ways to growth hack adigital product.
PROBLEM 2
How about
offline products
& services?
Searix Solutions | B2B Growth Hacking in SG04
Searix Solutions | B2B Growth Hacking in SG05
• >S$10b annual expenditure
• $2.8b for ICT projects in 2016
• Every available category
• Consistent opportunities
$ ingapore
GET LEADS FROM THE GOVERNMENT
ACQUISITION
GET LEADS FROM THE GOVERNMENT
Searix Solutions | B2B Growth Hacking in SG06
ACQUISITION
P.S. 22 words not included
GET LEADS FROM THE GOVERNMENT
Searix Solutions | B2B Growth Hacking in SG07
01 Register as Trading Partner
02 EPPU rating
03 GeBIZ Mall listing
04 Track & conquer
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG08
01 Register as Trading Partner
02 EPPU rating
03 GeBIZ Mall listing
04 Track & conquer
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG09
01 Register as Trading Partner
03 GeBIZ Mall listing
04 Track & conquer
02 EPPU rating
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG10
01 Register as Trading Partner
03 GeBIZ Mall listing
04 Track & conquer
02 EPPU rating
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG11
01 Register as Trading Partner
02 EPPU rating
03 GeBIZ Mall listing
04 Track & conquer
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG12
01 Register as Trading Partner
02 EPPU rating
03 GeBIZ Mall listing
04 Track & conquer
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG13
01 Register as Trading Partner
02 EPPU rating
03 GeBIZ Mall listing
04 Track & conquer
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG14
01 Register as Trading Partner
02 EPPU rating
03 GeBIZ Mall listing
04 Track & conquer
GET LEADS FROM THE GOVERNMENT
ACQUISITION
Searix Solutions | B2B Growth Hacking in SG15
ACQUISITION
$ ingapore
GET LEADS FROM THE BIG BOYS
• >S$5b annual e-POs
• ST, CAG, SATS, OCBC, DBS, SBS
• SIA, NHG, AHG, WRS,
• Consistent opportunities
Searix Solutions | B2B Growth Hacking in SG16
01 Identify opportunities
02 Sign up & pay
03 Tender away!
04 Track & conquer
ACQUISITION
GET LEADS FROM THE BIG BOYS
Searix Solutions | B2B Growth Hacking in SG17
01 Identify opportunities
02 Sign up & pay
03 Tender away!
04 Track & conquer
ACQUISITION
GET LEADS FROM THE BIG BOYS
Searix Solutions | B2B Growth Hacking in SG18
Did you know…01 PDPA doesn’t apply
02 Automated email harvesting is illegal
03 Bulk emailing laws are applicable
04 Not saying you should, but you can buy lists
ACQUISITION
EMAIL MARKETING IS NOT DEAD
Searix Solutions | B2B Growth Hacking in SG20
ACQUISITION
EMAIL MARKETING IS NOT DEAD
80% READ
67% RESPONSE
40% CONVERSION
Searix Solutions | B2B Growth Hacking in SG21
ACQUISITION
1 NEW LEAD EACH DAY
• Intent-driven
• Target SG or interest in SG
• High Quality Score
Searix Solutions | B2B Growth Hacking in SG22
ACQUISITION
1 NEW LEAD EACH DAY
• Interest-driven
• Target SG
• Target by interests
• High Relevance Score
Searix Solutions | B2B Growth Hacking in SG23
ACQUISITION
1 NEW LEAD EACH DAY
• Interest / desire-driven
• Target SG
• Target by role / industry
• High Relevance Score
Searix Solutions | B2B Growth Hacking in SG24
ACTIVATION
TRACK CONVERSIONS, REDUCE COSTS
• Each has conversion tracking
• Convert bids to CPA
• Effectively calculate ROAS (Conversion / Cost)
Searix Solutions | B2B Growth Hacking in SG25
ACTIVATION
“STALK“ THEM AND ASK AGAIN
• Retargeting tracking available
• Ask again (with a different offer)
• Higher CTR, lower cost, higher ROAS
Searix Solutions | B2B Growth Hacking in SG26
RETENTION
PREP ‘EM BEFORE YOU SELL TO ‘EM
• Download “Connections” from LinkedIn
• 50.4% / 48.99% Match Rate (Wordstream, 2015)
• Customer Match / Custom Audience
Searix Solutions | B2B Growth Hacking in SG26
RETENTION
PREP ‘EM BEFORE YOU SELL TO ‘EM
• Download “Connections” from LinkedIn
• Sales become more effective
• Retarget for education, not sales
Searix Solutions | B2B Growth Hacking in SG26
RETENTION
PREP ‘EM BEFORE YOU SELL TO ‘EM
• Past / future customers
“OUTSOURCED PART-TIME SALES TEAM”
Searix Solutions | B2B Growth Hacking in SG27
REFERRAL
• 33 local chapters
• 30 – 75 members per chapter
• Referral marketing is effective
• Millions of dollars per chapter
EVENTS
Searix Solutions | B2B Growth Hacking in SG27
REFERRAL
• Meetup.com
• Eventbrite.com
• Startup Hubs
SURE WILL BARGAIN ONE
Searix Solutions | B2B Growth Hacking in SG28
REVENUE
Pricing Model
• Singaporeans love to bargain
• Create opportunities for bargaining
• Price slightly higher
• Didn’t bargain? Give anyway
Searix Solutions | B2B Growth Hacking in SG29
ACQUISITION
THE SEO YOU HAVE YET TO HEAR ABOUT
Local SEO
• Local brands compete with big brands
• The Snack Pack
• Different algorithm
Searix Solutions | B2B Growth Hacking in SG30
ACQUISITION
THE SEO YOU HAVE YET TO HEAR ABOUT
• Local brands compete with big brands
• The Snack Pack
• Different algorithm
THE SEO YOU HAVE YET TO HEAR ABOUT
• Local brands compete with big brands
• The Snack Pack
• Different algorithm
Searix Solutions | B2B Growth Hacking in SG31
ACQUISITION
LOCAL SEO
Searix Solutions | B2B Growth Hacking in SG32
Good Website
FACTORS
01
02
Citations03
Backlinks04
Google My Business
LOCAL SEO
Searix Solutions | B2B Growth Hacking in SG33
Good Website
FACTORS
01
02
Citations03
Backlinks04
Google My Business
LOCAL SEO
Searix Solutions | B2B Growth Hacking in SG36
Good Website
FACTORS
01
02
Citations03
Backlinks04
Google My Business
Searix Solutions | B2B Growth Hacking in SG37
LOCAL SEO
FACTORS
Good Website
Mobile-Friendly
• Mobile search algorithm is different
• +28% drop-off in SG
• Higher converting
Searix Solutions | B2B Growth Hacking in SG39
LOCAL SEO
FACTORS
Good Website
Mobile-Friendly Original,
Unique Content
• What the algorithm’s always favoured
• Get backlinks more easily
• Better contextual understanding
• Define canonical pages
Searix Solutions | B2B Growth Hacking in SG40
LOCAL SEO
FACTORS
Good Website
Mobile-Friendly Original,
Unique Content
HTTPs
• SSL is a ranking signal
• You don’t want this (-58%)
• HTTP/2 implementation
Searix Solutions | B2B Growth Hacking in SG41
LOCAL SEO
FACTORS
Good Website
Mobile-Friendly Original,
Unique Content
HTTPs Schema Tags
• NPL cannot be 100% accurate
• Organization, Branch, Local Business
• Childcare, Dentist, Store, Travel Agency
• Address, Contact Information, Opening
Hours, Currency Accepted, Area Served, etc.
Searix Solutions | B2B Growth Hacking in SG42
LOCAL SEO
FACTORS
Good Website
Mobile-Friendly Original,
Unique Content
HTTPs Schema Tags
<h1>Fish & Co.</h1>
Seafood in a pan. The best fish & chips in town!
23 Serangoon Central, #B1-05/06, NEX
Singapore 556083
Phone: 6634 4230
<div itemscope itemtype="http://schema.org/LocalBusiness">
<h1><span itemprop="name">Fish & Co.</span></h1>
<span itemprop="description">Seafood in a pan. The best fish & chips in
town!</span>
<div itemprop="address" itemscope itemtype="http://schema.org/PostalAddress">
<span itemprop="streetAddress">23 Serangoon Central, #B1-05/06</span>,
<span itemprop="containedInPlace">NEX</span>,
<span itemprop="addressCountry">Singapore</span>
<span itemprop="postalCode">556083</span>
</div>
Phone: <a href="tel:66344230"><span itemprop="telephone">6634 4230</span></a>
</div>
Searix Solutions | B2B Growth Hacking in SG43
LOCAL SEO
FACTORS
Good Website
Mobile-Friendly Original,
Unique Content
HTTPs Schema Tags Exorcise Spam
Techniques
• Seriously, exorcise them
• Private Blog Network Links – OUT
• Keyword Stuffing – OUT
• Like & Comment Spamming - OUT
Searix Solutions | B2B Growth Hacking in SG44
LOCAL SEO
FACTORS
Good Website
Exorcise Spam
Techniques
• Seriously, exorcise them
• Private Blog Network Links – OUT
• Keyword Stuffing – OUT
• Like & Comment Spamming - OUT
Searix Solutions | B2B Growth Hacking in SG45
LOCAL SEO
FACTORS
Good Website
Exorcise Spam
Techniques
• Seriously, exorcise them
• Private Blog Network Links – OUT
• Keyword Stuffing – OUT
• Like & Comment Spamming - OUT
Google Support
Searix Solutions | B2B Growth Hacking in SG46
LOCAL SEO
FACTORS
Good Website
Exorcise Spam
Techniques
• Seriously, exorcise them
• Private Blog Network Links – OUT
• Keyword Stuffing – OUT
• Like & Comment Spamming - OUT
AdWeek
LOCAL SEO
Searix Solutions | B2B Growth Hacking in SG47
Good Website
FACTORS
01
02
Citations03
Backlinks04
Google My Business
Searix Solutions | B2B Growth Hacking in SG48
LOCAL SEO
FACTORS
Citations
• News sites
• Award sites
• Directory listings
• Job sites
LOCAL SEO
Searix Solutions | B2B Growth Hacking in SG49
Good Website
FACTORS
01
02
Citations03
Backlinks04
Google My Business
Searix Solutions | B2B Growth Hacking in SG50
LOCAL SEO
FACTORS
Backlinks
• Google Alerts for brand mentions
• Immediate network
• Competitor research
• Legit guest posting
Searix Solutions | B2B Growth Hacking in SG51
LOCAL SEO
FACTORS
Backlinks
• Google Alerts for brand mentions
• Immediate network
• Competitor research
• Legit guest posting
Searix Solutions | B2B Growth Hacking in SG52
LOCAL SEO
FACTORS
Backlinks
• Google Alerts for brand mentions
• Immediate network
• Competitor research
• Legit guest posting
Searix Solutions | B2B Growth Hacking in SG53
LOCAL SEO
FACTORS
Backlinks
• Google Alerts for brand mentions
• Immediate network
• Competitor research
• Legit guest posting
Searix Solutions | B2B Growth Hacking in SG54
LOCAL SEO
FACTORS
Backlinks
• Google Alerts for brand mentions
• Immediate network
• Competitor research
• Legit guest posting
“write for us”
“submit a guest post”
“guest posting guidelines”
“guest post by”
Searix Solutions | B2B Growth Hacking in SG54
LOCAL SEO
FACTORS
Backlinks
• Google Alerts for brand mentions
• Immediate network
• Competitor research
• Legit guest posting
Offered by Vulcan Post,
Shopify, Forbes, HubSpot,
e27, TSL, etc.
Editorial and unique only.