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HOME > ARTIGOS > COMO FAZER SEU PLANEJAMENTO DE SEARCH ENGINE MARKETING PARA 2008

Em Mercado SEM

Como fazer seu Planejamento de Search Engine Marketing para 2008

29/11/2007 - 15:01

Por Thiago Bacchin

O Search Engine Marketing já está consolidado no Brasil, isso é fato. Praticamente todas as maiores empresas no país já realizaram ações de longo ou curto prazo envolvendo sites de busca, além das milhares de médias e pequenas empresas que trocaram a publicidade convencional pela online.

O mercado de Search Engine Marketing (SEM) no Brasil está bastante aquecido e as previsões para 2008 são otimistas. Este ano, a mídia online no Brasil deverá crescer no mínimo 41% em relação a 2006, segundo o Projeto Intermeios (www.projetointermeios.com.br). Os buscadores lançam com freqüência novas opções além do link patrocinado textual convencional, como as Gadgets, que agora são veiculados na rede do Google. Vídeos, banners e outros formatos já não são mais novidade e diversos anunciantes já utilizam estes padrões.

Outros veículos oferecem formatos diferenciados, como a empresa HotWords, que além do link patrocinado contextual diferente, que mostra anúncios no próprio texto das páginas dos sites de sua rede, agora também mostra vídeos e rich media.

Mas o link patrocinado não é a única estrela do SEM. A Otimização de Sites (ou Search Engine Optimization), servico de consultoria que tem como objetivo a inclusao e melhora do posicionamento de sites nos resultados orgânicos (ou naturais), está com uma demanda cada vez maior, alavancada pelo crescimento dos próprios links patrocinados e a conseqüente inflação dos custos dos cliques devido ao leilão livre das palavras-chave. Como o resultado natural é muito mais clicado que o resultado patrocinado, o SEO oferece resultados superiores.

Entretanto, Links patrocinados e Otimização de Sites possuem características muito diferentes de tempo de resultados e curva de desempenho. No exemplo do gráfico abaixo, simulei o desempenho de investimento de 10 mil reais mensais em cada serviço. Pode-se visualizar como são diferentes os resultados de em termos de visitas ao site.

gráfico evolução desempenho links patrociandos e seo

Considerando o mês de dezembro apenas para planejamento de SEM e iniciando ambos serviços em Janeiro de 2008, os links patrocinados dão retorno imediato e crescente geralmente até o terceiro ou quarto mês, tendendo a manter seu desempenho depois de pelo menos 3 ou 4 meses initerruptos de campanha, se não houver mudança de foco da campanha, inclusão de novos produtos, retirada de produtos, etc. Ela evolui nos primeiros meses porque, mesmo com o investimento mensal igual, é possível baixar o valor do CPC (custo por clique), rendendo, assim, mais cliques.
Isso é possível fazer sem perder posicionamento, mas só acontecerá se a campanha conseguir aumentar a taxa de clicks (CTR) dos anúncios.

Já o serviço de SEO leva até 4 meses para começar a apresentar resultados, mas em pouco tempo ultrapassa o número de visitas em relação aos links patrocinados, apresentando um ROI superior ao cliente.

Os primeiros passos para fazer um eficaz planejamento de SEM são:

a. Histórico: Faça um levantamento de número de visitas e vendas que você obteve pelos buscadores em 2007, tanto de busca orgânica e patrocinada. Se tiver este dado, descubra também quais palavras-chave geraram mais visitas qualificadas, cadastros, leads, vendas, etc;
b. Objetivos: Tenha em mãos os objetivos globais de vendas e de Internet da empresa e traçe as metas para o desempenho do seu site em 2008, em termos de visitas, cadastros, novos leads, vendas, etc.
c. Informação: Frequente eventos, faça cursos e converse com quem já faz, há pelo menos 1 ano, link patrocinado e otimização de sites, em diferentes áreas de atuação. Se quiser, passo a lista de algumas empresas ;-)

É, é só o começo e não é um trabalho fácil, pois envolve as áreas de TI, marketing e Internet da empresa. E na hora de planejar SEM, tenha em mente o seguinte:

- Otimização de Sites entrega resultados superiores a médio e longo prazo, em relação aos links patrocinados. Reserve uma verba fixa para SEO na sua empresa, pois são raros os casos em que um serviço pontual irá mantê-lo sempre bem posicionado nos resultados orgânicos, que são altamente dinâmicos. Ferramentas de busca estão em constante mudança e evolução, SEO tem que ser parte integral de suas atividades de marketing do dia a dia.

- Não construa seu site com empresas que não permitem alterar o código fonte das páginas, opção que muitas empresas fazem ao construir seu e-commerce com lojas pré-prontas, bem mais baratas, porém completamente amarradas ao fornecedor.

- Se tiver que optar por fazer SEO ou Link Patrocinado, faça o que for dar maior retorno no prazo que você possui, e garanta um aumento de verba para o ano seguinte, pois seu concorrente invariavelmente vai ocupar o lugar que você deixar nos resultados de busca.

- Campanhas pontuais de links patrocinados (de 1 a 3 meses) vão provavelmente render menos clicks e ROI do que campanhas de longo prazo, que têm mais tempo para crescer de amostragem, realizar testes de diferentes descrições e palavras-chave, desempenhando um melhor resultado;

- É recomendável pelo menos 3 meses de campanha de links patrocinados para sites de e-commerce, pois o valor do clique, principalmente no varejo, está bastante concorrido e será preciso testar diferentes veículos, entre buscadores e comparadores de preços, para conhecer o comportamento do consumidor e quais palavras-chave geram mais compras.

- Esqueça aquela ferramenta simples de estatísticas de sites. Você precisa de uma ferramenta robusta de web analytics, como Google Analytics, que é gratuita (e agências SEM oferecem consultoria). Se o seu site possui e-commerce, nem pense em começar uma campanha sem isso.

- Assim como você não construiria seu site com uma agência de publicidade, faça Search Engine Marketing apenas com agências especialistas nesse mercado. Consulte a página www.SEMBrasil.com.br/conteudo/agencias-sem.html para saber quem são as agências associadas ao Comitê SEM na IAB Brasil.

- Contratar o veículo diretamente pode parecer mais barato mas não é. Você não terá o mesmo atendimento que em uma Agência SEM. Só as agências SEM fazem SEO, então você não terá acompanhamento global das ações de SEM. Fora que os veículos não vão sugerir cancelar os investimentos para passar para outro veículo com melhor ROI...

- SEM, e-mail marketing, banners, e outras mídias online não vão fazer seu site vender mais se ele próprio não se ajuda. Você precisa ter uma agência digital ou uma equipe competente de comunicação digital para que sua empresa passe a mensagem correta ao visitante e lhe dê todo suporte para facilitar a pré-venda e a pós-venda. Neste ponto uma ferramenta de web analytics ajuda muito também, pois você descobre, por exemplo, em que parte do seu site o usuário desiste e vai embora.

Boa sorte e bom planejamento!

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