Google processes more than 8.5 billion searches every day. That’s more than 100,000 searches per second, thousands of which could lead a user to a purchase.
But generating organic traffic comes with challenges. Google has hundreds of billions of webpages in its index, competing for the top spots on search result pages. Not to mention, when you’re writing for search engines, you technically have two audiences: bots and humans.
Let’s look at how these audiences compare and see who you should be writing for.
Writing content for SEO: who to write for
Bots and humans are the chicken and the egg of search engine optimization. You need humans to make a sale, but you can’t get the humans without the help of bots.
The question is, which one comes first on your priority list? To answer that, let’s define each of these audiences.
Writing for humans
Human readers are the ones that can eventually make a purchase and become a customer. When making purchase decisions, humans need product details and pricing, but that type of information usually isn’t enough.
If you want to create content that resonates with a human audience, your content needs empathy, storytelling, and emotional reasoning. Studies show that storytelling, in particular, releases oxytocin in the brain, a hormone associated with positive feelings such as happiness and trust.
Storytelling also helps you structure your writing in a way that’s easy for human readers to follow and understand. Ultimately, when you write for people, you want to have a clear message that connects with humans.
Writing for robots
In this case, the robots we refer to are search engine crawlers or spiders. Unlike humans, web crawlers can’t buy a product from you, no matter how great your marketing.
But bots influence your position on Google’s search engine results pages (SERPs), which impacts whether or not human readers will see your content.
Search engine spiders respond to optimizations around indexing technical SEO. In other words, you want to use your keywords and heading structure to make it easier for bots to figure out the context of your content.
How to pick your audience
An analysis done by FirstPageSage found that the top-ranking article on Google’s SERPs receives an average CTR of 39.6%. And by the time you get to the 5th position, the average CTR drops to 5.1%.
If your goal is organic traffic, you need the help of search bots to get more human eyes on your content. But you never want to sacrifice your human audience. After all, they’re the only ones who can become your customers.
So, the answer to our question of which audience to choose is: Both.
This sounds like a bit of a cop-out, but the good news is they’re not mutually exclusive.
Google has continued to update its search algorithm to better process natural language and measure performance metrics that affect the user experience. These updates have made it easier to create an SEO content marketing strategy that works for both audiences.
How to write SEO content for humans and robots
Writing SEO-optimized content that works for crawlers and people is all about balance. You need to understand which elements impact each target audience the most and include them without ruining the experience for the other group.
Here are some steps to improve your SEO content strategy and drive more organic traffic.
Word choice
Word choice matters most for your human readers, but there are some aspects that apply to search engine bots.
For bots, you want to stay concise and make your content easier for Google to read and establish context. To do so, remove fluff terms, choose strong words over adjectives, and avoid long, multisyllabic words.
Here are some examples of how you can tailor the word choice for Google bots.
“Open the app” instead of “simply open the app”
“We’re thrilled” instead of “we’re very excited”
“Required” instead of “mandatory”
Choosing words for humans requires a little more nuance. First, avoid language that insults your reader's intelligence, such as the word “clearly”.
Second, opt for specific terms instead of general ones. For instance, “50% of respondents” is clearer than “many respondents”.
Finally, use inclusive language. Words such as “humankind” and “they” encompass more people than “mankind” and “she”.
Reading level
People search Google to find answers, not to read college-level explanations. Lowering your content’s reading level gives humans a more pleasant user experience.
Reading level doesn’t impact SEO rank directly. However, it can affect page experience metrics like dwell time and bounce rate, which impact SEO.
The Flesch Reading Ease score is a tool you can use to analyze the readability of your text. For instance, you can benefit from online tools like the Hemingway Editor that use Flesch score to test your writing.
The Flesch score uses average sentence length (ASL) and average syllables per word (ASW) to get your score, ranging from 0 to 100. The higher the score, the easier your content is to understand. Your score can also be connected to a Flesch-Kincaid reading level, which compares your writing difficulty to a school grade.
Here’s how the scores are divided by grade level:
Any score above 70 is easy for 7th grade or lower to understand
Scores between 60 and 70 are 8th to 9th-grade reading level
Scores between 50 and 60 are 10th to 12th-grade reading level
Scores below 50 are at college and professional reading levels
The Flesch-Kincaid reading level means someone at that reading level could easily understand your content. Try to aim for a score of 60 or higher, even if you’re writing for a college-level audience. Remember, your reader came to Google to find a clear answer, not read a dissertation.
Best practices to improve readability include adding transitions, writing shorter sentences, and using active verbs.
Content structure
Your content structure affects humans and bots. Headings and subheadings should make your post easier to read. If you include a table of contents at the top, a reader should be able to understand what your post is about and find the information they need.
Furthermore, your section titles are opportunities to capture your reader’s attention. So descriptiveness is not enough; you have to have a hook. For example, “10 Ways to Improve Your Time Management” is more personable and specific than “Time Management Tips.”
As for the search bot, structure helps it figure out the context of your article. To optimize for bots, include primary and supporting keywords in your headings. You can even use GPT-3 AI Tools to help generate outlines once you’ve done the keyword research.
Remember that AI tools are great for pointing you in the right direction when it comes to ideation, but you should ensure your finished text still makes sense to a human reader.
Visuals
Using images and other media to break up large chunks of text helps improve the user experience. Similar to structure, visual elements matter for both of your audiences.
When it comes to your human audience, you want to choose visuals that help readers understand the text they complement. So ensure you include images near relevant text and avoid generic stock photos.
Instead, try:
GIFs
Embedded videos
Infographics, statistics, and graphs
Screenshots with annotations
Expert quote images
To optimize images for search bots, Google recommends using high-quality images and compressing the files, so they don’t lower your page speed. Furthermore, you should add descriptive metadata (such as title, caption, and file name) that includes keyword phrases when relevant.
Finally, pay attention to your alternate text (or alt text). The alt text describes images for search engine bots and screen readers for people who can’t see. Writing descriptive alt text is an essential part of accessible content writing.
While bots scan this text, you ultimately want to create a description that helps your human reader picture what’s in the image. In other words, avoid keyword stuffing and opt for a description of what’s going on in the image instead.
Descriptive alt text: “pair of women’s sneakers in white”
Grammar, spelling, and capitalization
Proper grammar and spelling help you build trust with your readers.
According to Google Search Central, grammar is not a direct factor for search engine rankings. But, if a search bot can’t crawl your website because of errors, that’ll harm your search performance. On the other hand, proper spelling can improve your page’s authority score.
Spelling is especially important when it comes to brand names. As Dale Carnegie, author of How to Win Friends and Influence People, states, “A person’s name is to that person, the sweetest, most important sound in any language.”
This might seem like a minor factor, but the brands you write about care if you spell (and capitalize) their names correctly.
Here are a few brands that people commonly misspell:
WordPress, not Wordpress
HubSpot, not Hubspot
Mailchimp, not MailChimp
Some word processors might not have brand names included in their spell check, but you can use Grammarly’s style guide feature to autocorrect for brands you frequently write about across a team of writers and editors.
Google does prioritize comprehensive answers to search terms, so long-form content may perform better. In other words, content length can indicate how well your writing meets a user’s search intent compared to the competition.
SEO optimization tools like Clearscope provide word count suggestions based on the length of the top-ranking pages. That said, don’t sacrifice quality content to create longer articles. Adding meaningless content to meet a word count goal can hurt the reader experience.
Page titles
You should write your page titles for bots and people. Writing for bots means including the target keyword in your SEO title tag and meta description. Doing so gives search engines more context and improves your chances of ranking for the right keywords.
Page titles for people should include keywords, but they also need to pique the reader’s interest so you can increase your click-through rate. You can make your titles click-worthy by including emotional words, adding urgency, and making them personal.
Here are some examples.
Emotional: “5 Proven Ways to Fall Asleep Easily”
Urgent: “How to Stop Procrastinating Right Now”
Personal: “Resume Template to Land Your Dream Job”
Titles are one of the main factors affecting how much traffic your page receives, so they’re an excellent place to A/B test.
Writing for search engines: optimize for robots or people?
When it comes to writing SEO-friendly content, it’s not a question of humans vs. robots but rather how to optimize for both. The actionable steps in this article are an excellent place to start if you want to create content that ranks on SERPs and resonates with potential customers.
As is often the case with SEO, if you’re doing it well, then you are probably already topically relevant. Topical authority isn’t new, but it’s a term that I’m seeing a lot right now in the SEO sphere.
But hey — if you’ve not yet earned topical authority, now is a good time to start.
In this article, I’ll take a deep dive into topical authority: what it is, how to earn it, and, importantly, how to strategically develop topical relevance.
What is topical authority?
Topical authority is a measure of authority built up through proven expertise and trust in your field. The more high-quality, informative pieces of content there are on your site, the more likely your website is to be perceived as a trusted source of information on a particular topic.
To be topically authoritative, your site needs to serve your web user, answer all their questions, and provide high-quality content at every step of the buyer journey. Unlike domain authority (DA), topical authority is more of a quantitative measure of how authoritative a site may be. Whilst DA looks primarily at backlinks and the number of high-quality, relevant backlinks, topical authority is proven expertise built over time by covering the breadth and depth of a topic.
Why is building topical relevance important?
If you reach out to someone for a service or product and they speak confidently and passionately about their offering, answer all of your questions, and understand your needs, then you’re more likely to trust them. Why should the internet be any different?
Your buyers are drawn to your offering, your expertise, and your passion. Buyers also want to know you can help serve them and that you understand them.
In the digital world, content is how you nurture buyers. Where Google is concerned, topical relevance proves to search engines that you’re trustworthy and knowledgeable. We all know that Google wants to show its users the best possible content from the most credible sources.
You know a thing or two about your product or service, so prove it to Google through content. Cover related topics, hit keywords, and present information in a way that’s easy for your user (and Google) to understand.
And it makes sense for this standard to be upheld across the web, especially when we consider that there are more pieces of content being published than ever before. In short: publish only the most well-written, well-informed pieces on your website if you want to stay competitive.
How does topical authority help you rank higher?
Topical authority’s impact on rank is fairly logical. Consider your own buyer journey. You want to source a good product or service that you also love. Perhaps the brand values need to align with your own.
Before making a purchase, you most likely head to Google — but even if you didn’t, you’d be looking for credibility before you make your purchase. Without Google, you would need to source referrals from friends or pop into the store and speak with an advisor. You’d ask questions and gauge if the product or service does everything you need it to. You’d likely be looking to build a rapport and to see if you trust the person or business to deliver whatever you’re thinking of paying them for. If you were torn between two vendors, you might be swayed by the more passionate person or value-driven business.
Topical authority allows you to provide this same experience online. You showcase all the reasons why someone should buy from you. If you’re saying everything your competitor is saying — plus some more — and you’ve created different types of content to appeal to your audience (videos, guides, etc.), your site is starting to look more authoritative and useful. Why would Google prioritize a competitor site when it perceives your site to have more useful information?
There’s one key thing to remember: when it comes to ranking on Google and earning favor in the algorithm, you need to use keywords in your content. As you center your strategy around creating high-quality articles, you need to be especially cautious of keyword cannibalization.
There's also what I call topical cannibalization. To build topical authority strategically, you need to know how to build out your content architecture in a smart way. I’m going to walk you through that now, step by step.
1. Research your topic
Before you can build out your content strategy, you need to research your topic. What you’re looking for are the search terms your buyers are typing into Google to solve their problems.
Here, you can turn to keyword tools like Moz’s keyword explorer. Type in a keyword (or your topic) and see what else is suggested. You will find exactly what terms are being searched in Google so you can use them within your content to earn ranks for them.
Moz shares keyword suggestions, many of which can form part of your content strategy. Remember: covering all relevant topics helps build topical authority.
Social media sites like Quora and Reddit are also useful. Within these sites, you can see exactly what discussions your audience is having. You’ll likely encounter their pain points, queries, and buyer apprehensions that you can then solve, answer, and/or soothe within your content.
Finally, it’s my favorite: people also ask (PAA). Want to know what your audience is asking? There’s a trove of information in there!
Tools like AlsoAsked make light work of PAA, allowing you to view PAA data in a visually appealing, hierarchical structure. There’s a lot of opportunity to build topical authority in any niche. Just take a look at knitting as an example!
2. Create pillars and clusters
When researching your topic, map out every single piece of content that you want to create based on what your audience is searching or looking for.
Then, you’re going to work on assigning keywords to the pieces. This is the crucial step that prevents keyword and topical cannibalization.
3. Map keywords to pillars using SERP analysis
When mapping keywords, it’s easy to assume that every keyword needs its own page. Take the knitting example from earlier: if you dig around in the keyword suggestions, you can find "what is knitting" (590 searches/month) and "history of knitting" (480 searches/month).
A quick analysis of the SERPs shows that these two keywords can perform well in SERPs used on the same page. You don’t need to write two articles. Two articles could result in what I call topical cannibalization.
4. Write high-quality, well-researched content
When planning your content, look for opportunities to write quality, well-researched, long-form articles instead of just trying to publish as many as possible.
Instead of writing two articles, consider writing one more in-depth article like sustainablefashioncollective.com did. Their article features high up on the SERPs for ‘what is knitting’ and has a featured snippet for "history of knitting".
It’s also on page one for "knitting uses" (20 searches).
The point is, more articles don’t necessarily equate to more ranks. When it comes to topical authority, Google wants to present well-written, in-depth, well-informed articles.
5. Share it with your audience
There’s no need to wait for your page one rank before you get eyes on your article or page. Share it with your audience, use social media, and present content to your subscribers through email. Try repurposing content and creating videos.
Quick tips for earning topical authority
The steps above briefly detail the steps you can take to help build topical authority over time. Here are some final steps to integrate into your content plan:
Don’t be afraid to share something new — just because it’s not on the SERPs doesn’t mean you can’t be the first to say it.
Don’t be afraid to link out to trusted sources. Referencing other materials is a great way to show you’ve done your research.
Update your content to keep it fresh. For example, if you’ve got a page about your topic in 2021, it might be time to update it and make that article relevant to 2022.
How can you tell if a website is authoritative?
There are many ways to work out if a website is authoritative. Find out how the you can use the following items to tell if a website is authoritative:
Check the domain authority
Look out for indented SERPs
Check organic keywords
Strong internal link profile
Well-written, informed content
Check the domain authority
An SEO favorite is domain authority (DA). Although we’re focusing on topical authority here, domain authority is still a measure of an authoritative website. The DA score is a number between 1 and 100 that indicates the website’s strength in search engine results pages. There are several factors that feed into this algorithm and backlinks are one of them.
Simply put, the more backlinks a site or content piece has earned, the higher the domain authority will likely be. After all, other websites tend to link to highly authoritative websites.
Look out for indented SERPs
Indented SERPs are a strong indicator that a site is topically relevant. If you search a keyword such as: ‘landscape design tips’ (90 searches/month), you might find housebeautiful.com and their indented search results.
Indented SERPs are where similar topics that exist on one website are grouped together, giving the site more prominence in search results.
Check organic keywords
Generally, the more keywords a site ranks for on a topic, the more topically authoritative it will be.
SEO tools can give you some insights into what your competitors are ranking for. They can also share topic ideas for how you can close the gap by covering the same topics.
If you do cover the same topics, remember to add more detail, more media, or a unique perspective.
Strong internal link profile
Assuming a site is using internal linking well, a strong internal link profile should demonstrate that a site is authoritative on a subject.
Take ‘beginners guide to seo’ (480 searches/month) as an example. For this keyword, Moz is in position one.
A quick internal link analysis tells me there are 26 links within content pointing to this page. Links are coming from pages such as On-Page Ranking Factors in the ‘learn’ section of the website. This is a highly relevant topic for beginner guide SEO.
Well-written, informed content
If you’re on a website and you’re discovering well-written, high-quality, original pieces of writing, then it shows that the site has some topical authority.
If the site is also updating this high-level content regularly, it’s probably earning topical relevance.
Do backlinks still count toward website authority?
Yes, backlinks still contribute to website authority. We can also predict that backlinks will continue to be helpful toward SERP rankings — but they’re not everything.
Backlinks needn’t be your goal when it comes to topical relevance. They will happen naturally as you earn visibility in SERPs and write high-quality, linkable content. Nevertheless, authoritative sites will continue to earn backlinks at a higher rate than non-authoritative sites. Plus, having topical authority can only help you attract links from other websites.
Koray Tugberk conducted an incredibly useful experiment where topical authority is concerned. To add credibility to his study he isolated E-A-T as the driving factor for success — he literally implemented no other SEO tactic. Take a look at his interview with Matt Diggity:
Tuberk claims he earned 300,000 organic users, built up from zero in just five months. And he did it all using topical authority and semantic SEO only — no backlinks.
Final thoughts on topical authority
Building authority on a subject should come easy. After all, this is the topic you loved so much you built a website to share your expertise on it, right?
Reach out to your subject matter experts, ask them questions, and get to writing.
Be creative with what you put out there, repurpose your content, answer questions, and nurture your buyer.
Follow my steps above and don’t be afraid to inject some new information into the SERPs. Your buyer wants to know you and your business! The extra efforts go a long way when it comes to content.
Remember, content and topical authority in a digital world often replace face-to-face interactions. Show your buyer why you’re an expert, what you know about your subject, and all the reasons why they should trust you.
I’m writing this after John Mueller caused a minor stir on Twitter on Monday, with this post:
The concept of toxic links is something that's made up by SEO tools -- I'd just ignore it, and perhaps move on to more serious tools.
— 🐝 johnmu.xml (personal) 🐝 (@JohnMu) June 6, 2022
Now, at Moz we do not actually use this “toxic” language in our tools or accompanying guides, so this probably isn’t aimed at us. That said, I do think there’s an interesting discussion to be had here, and our competitor Ahrefs made an interesting conclusion about how this applies to “Spam Score” third party metrics, which of course is a term we coined:
At risk of getting myself eviscerated by John Mueller and perhaps the entire SEO industry on Twitter, I want to push back slightly on this. To be clear, I don’t think he’s wrong, or acting in bad faith. However, there is sometimes a gap between how Google talks about these issues and how SEOs experience them.
Google has suggested for a while now that, essentially, bad (“toxic”) links won’t have a negative impact on your site — at least in the overwhelming majority of cases, or perhaps even all cases. Instead, the algorithm will supposedly be smart enough to simply not apply any positive benefit from such a link.
If this is true now, it definitely wasn’t always true. Even today, though, many SEOs will say this description is not consistent with their own recent experience. This could be confirmation bias on their part. Alternatively, it could be a case where the Google algorithm has an emergent characteristic, or indirect effect, meaning it can be true that something is (or isn’t) a ranking factor, and that it also affects rankings in one direction or another. (My former colleague Will Critchlow has talked about this pattern in SEO a bunch, and I have written about the distinction between something affecting rankings and it being a ranking factor.)
Either way, whether links like these are negative or merely not beneficial, it’s surely useful to have some clues as to which links they are. That way you can at least prioritize or contextualize your efforts, or indeed your competitor’s efforts, or your potential acquisition’s efforts, accordingly.
This is the purpose of Moz’s Spam Score metric, and other metrics like it that now exist in the industry. True, it isn’t perfect — nothing can be in this space — as Google’s algorithm is a black box. It’s also, like almost all SEO metrics, very frequently misunderstood or misapplied. Spam Score works by quantifying common characteristics between sites that have been penalized by Google. As such, it’s not magic, and it’s perfectly possible for a site to have some of these characteristics and not get penalized, or even remotely deserve to be penalized.
We would, therefore, encourage you not to monitor or attempt to optimize your own site’s Spam Score, as this is likely to result in you investing in things which, although correlated, have no causal link with search performance or penalties. Similarly, this is not a useful metric for questions that don’t relate to correlations with Google penalties — for example, a site’s user experience, its reputation, its editorial rigor, or its overall ability to rank.
Nonetheless, Spam Score is a better clue than SEOs would have access to otherwise, as to which links might be less valuable than they initially appear. That is why we offer it, and will continue to do so.
This has to be the commonest local search FAQ, and a worthwhile answer to it will always require real analysis.
Today, I’ll teach you to assess 50+ factors and provide you with a free, copyable spreadsheet to fill out to help you discover how the business you’re marketing can reach the level of its top local competitor. I’ll provide an illustrated tutorial of each field in the sheet, and I’ll also cover how to use what you learn to create strategy, differentiation, and a philosophy for competition that exists within the positive framework of localism.
How to use the local business competitive audit spreadsheet
You’ll find four columns you can fill out within the sheet: one for the business you’re marketing, one for its competitor, one for wins, and one for notes.
Use the “wins” column like this: when both businesses are doing equally well for a specific factor, leave this column blank, but if one is doing better than the other, put their name in that column. This way, at the end of the audit, you can count up the wins of the winner and have a detailed record of which factors are likely to be giving them an advantage. Use the “notes” field to document interesting findings along the way.
Now you’re ready to begin with your copy of the spreadsheet, using the following as a key to each field:
Multi-sampled local finder rank
Your audit kicks off with these first, essential steps to orient yourself within a local market.
Identify a keyword phrase for which you most want to achieve high local visibility. You can follow this workflow for each of your important search phrases, but start with just one to acquaint yourself with the process. Enter that keyword phrase in the top field of the spreadsheet.
While located at the place of business, search on Google for that phrase and click on the local pack to be taken to the full local search results, called the “local finder”. If you are doing this audit on behalf of a client, have them perform the searches and send you the data.
Jot down the name and address of the business coming up in the top non-paid spot (ignore any paid ads that come up) of the local finder.
Scroll through the local finder until you see your business. Jot down its position.
Now repeat this process of searching and note-taking from different locations around your town or city. This is how you get multi-sampled data. You will likely notice that the rankings change as you change location, because Google personalizes results based on the location of your device. You may go to just one or two additional locales, or many, depending on the size of your community and your competitive goals.
At the end of this process, you will have a list of competitors from which you can determine the dominant player. You can perform a competitive audit for each major local competitor, but to get started, just pick the one you saw come up in the top local finder position most often.
Finally, enter the rank, name, and address of the business you’re marketing and the top competitor in the first three fields of the spreadsheet.
An alternative to manual multi-sampling of local rankings is to use a local rank tracker that emulates searching from multiple locations, with the understanding that the data you get may not be quite as accurate as what you’ll get from feet on the street. Do what works for you.
Name
Now that you’ve filled out the name field of the business you’re marketing and its top competitor, evaluate how the actual words in the name could be impacting rankings. Google has historically given a ranking boost to businesses with names containing keywords. For example, if our search phrase was “Breakfast San Rafael”, then a business named “Delish Breakfast” or “Good Morning San Rafael” might have some advantage over one named “Joe’s Place”.
However, in late 2021, Google rolled out an update commonly known as the "Vicinity Update" which appeared to significantly reduce the impact of keywords in the business name. In early 2022, they issued a second presumed update which may have softened Vicinity, meaning that keywords in the business name may still be giving a competitor an advantage to some degree. Write the competitor’s name in the “wins” column of the spreadsheet if their business name contains keywords and yours doesn’t, or vice versa. If neither or both businesses have keywords in their business name, leave the “wins” column blank.
Address, centroids, proximity, and maps
Now, take the address in row 5 and do some searches to fill out rows 6 and 7.
First, look up the city you’re investigating by searching for it on Google and clicking on the map. See if both businesses fall within the red border Google throws around your city. It’s typically harder to rank within any city when a business isn’t located inside of the perimeter.
Next, look at where Google is placing the name of the city in its knowledge panel. That is considered the “centroid” of the city. Estimate the distance each of the two businesses is from the centroid. You can do so by looking up directions between the business address and the approximate address of the town name on the map.
When you multi-sampled the market, you may have discovered that the dominant competitor was coming up regardless of where you moved around town. Perhaps they are located in part of town, like an auto row, that Google appears to strongly associate with an industry, or they are in the densely-populated center of town, while your business is located on the outskirts or even beyond the mapped borders of the city.
Note down if one business is inside the border while the other isn’t, and if one is closer to the centroid than the other.
GBP categories
Now, get the free GBP Spy Chrome Extension and look at the categories both businesses have chosen. If your competitor has categories that you don’t, mark a win for them and make a note of any categories you are missing. Correct categorization is key to local search rankings, and the category you choose as your primary/first category is believed to have the strongest impact.
Co-location
You already know whether the company you’re marketing is sharing a location with other businesses in the same industry. Look up your competitor’s address and zoom in on the map to see if any other businesses within the same industry are at that location. This matters because businesses in the same category at the same address may experience Google filtering them out of the results. This behavior has been especially noted since the 2016 Possum update. It’s important to understand that if the brand you’re marketing is in a shared space with another with the same category and you are not able to see your business on the local finder map unless you zoom in, Possum may be to blame.
Next, examine the surroundings within a few blocks of both businesses to see if any other companies with the same categories are on the map and note this down, as filtering can sometimes occur in this scenario, too. If either of the two businesses you’re investigating has no competition for a few blocks around them, note that as a win for them in row 11.
Domain Address
Next, notate the website URL of each business. As with keywords in the Google Business Profile title, having the search term in the domain name may give the business a bit of a boost.
Google Business Profile Landing Page URL
Now, click through on the website link on the Google Business Profile for each business and record that address. Often, businesses link from their profile directly to their website homepage, but it’s also common to see some types of businesses linking to a different landing page on their site. If you’re linking to a landing page but the competitor is linking to their homepage, mark it as a win for them, because the homepage is usually the strongest page on a website.
GBP name, address, phone matches NAP info on website?
Next up, check to see whether the NAP (name, address, phone number) on the websites of you and your competitor exactly match what’s on the Google Business Profile. Small discrepancies like “street” vs. “st.” don’t matter, but a difference in the business name, its street address, or phone number can make Google feel less “trusting” about the identity of the company, possibly decreasing its visibility.
Google Business Profile reviews
Here, we dive into the many powerful aspects of reviews to fill out rows 15-21 of our sheet.
Begin by looking at the oldest review to estimate how old the Google Business Profile is. It’s debatable whether listing age is a local ranking factor, but it’s unquestionable that an older listing has had more time to accrue reviews, photos, and other important elements.
Then, note down the overall star rating for each competitor. Star ratings are a major conversion factor because consumers look at them as a way to decide whether or not to patronize a business.
Next, record the total number of reviews each business has earned.
Then, analyze the sentiment of the two bodies of reviews and note down whether reviews are mostly positive, neutral, or negative. While you are doing so, look at the place topics labeled “People often mention” (see screenshot, above) and write those down to see if your competitor is earning good mentions of aspects of their business which you have yet to earn.
Write down the date of the most recent review each business has received, as recency may be a ranking factor.
Finally estimate the percentage of reviews to which each business has responded, as owner responses are key to local search marketing.
GBP Web Results links
Examine the links to third parties that Google is surfacing in the “Web Results” section of the listings. Write down your competitor’s links in the “notes” section of your spreadsheet, and evaluate whether the websites linking to your competitor are more prestigious than those linking to you.
Date of last Google Post
Look at each profile and record the date on which each business last wrote a Google Post. Though not a direct ranking factor, posts are a good signal of how actively and comprehensively a competitor is managing their Google Business Profile. Give the business with the most recent post a “win”.
Google Q&A count
Record the number of questions each business has received. In our screenshot, the business has received four total questions. Mark a “win” for the business with the most questions, because their audience is the most engaged with this feature.
Business response to Q&A percentage
Estimate the percentage of questions that have received a direct response from the business owner, as shown in the above screenshot. The owner with the highest percentage of responses wins, because the alternative is ignoring customer service opportunities and leaving a customer to the vagaries of receiving public responses of uncertain quality, or no response at all.
GBP attributes
There are multiple types of attributes which can appear in different areas of the Google Business Profile, in profile overlays, and on Google Maps. For example, our screenshot shows safety and service attributes, but other possibilities include attributes like “Black-owned”, “Wheelchair accessible” or “Late-night food”. Attributes can be the result of information a business has given directly to Google in creating their listing, or feedback Google intakes from the public. Rather than this row in your spreadsheet having a clear winner, use the notes section to record any positive attributes your top competitor has that you would also like to have.
While you are looking at attributes, include the “$” price attribute, and make a note of how this metric is representing your business vs. the competitor. For example, note it down if you feel that having a greater or lesser price attribute than the competitor could be impacting public perception of the business you’re marketing.
GBP photos
Fill out rows 27 and 28 in your spreadsheet by counting the number of photos each business has, calculating the percentage of them that have been uploaded by the owner (see the identity of the uploader in the upper left of the larger dessert photo), and make a judgment of the overall quality of the photo set. For example, has your business or the competitor uploaded images more recently, and are those images of high quality? These are your basic checks.
Photos have become one of the most important and powerful elements of listings. For a more advanced audit of these assets, read Mike Blumenthal’s three-part series on visual search to learn about the “find places by photos” feature, multisearch, Google’s Cloud Vision AI, Google Lens and all the other developments that are making it clearer every year that visual media will play an increasing role in local searching and shopping.
Menu link
Next, note whether either business has taken the time to enhance their listing with a menu, be that a traditional restaurant menu or a menu of services. In the case of the former category, I also like to record the URL that the menu link is pointing to in order to understand whether a business is hosting their own menu or linking to a third-party service which they don’t directly own.
Hours of operation and popular times
There are four tasks here. Record the hours for both businesses and note whether the competitor is open at different or more hours, which might be giving Google extra reasons to make their listing visible more often. Second, verify that the hours of operation listed on the profile match those displayed on the website. Third, assess whether the display of hours meets Google’s guidelines; for example, business models which operate by appointment only are not supposed to list their hours (see guidelines for more examples).
Finally, look at how your popular times compare with those of the competitor, and assess whether your hours of operation and patterns of foot traffic might need to be remodeled if you want to compete in the same time slots as the top competitor.
Use of GBP Products and other shopping features
Like photos, shopping is one of those areas of SEO audits that just keeps expanding. At a basic level, check to see if either business has taken the time to add products to their listing.
At a more advanced level in appropriate industries, Google Business Profiles and the Google Merchant Center are becoming increasingly linked. If your competitor has taken the steps to set up a Pointy feed of inventory and is enjoying the resultant “See What’s in Store” section on their listing, this is a big win for them which you may need to replicate if you’ve not yet fully “transactionalized” your listing.
Justifications appearing on listing for query language
As I’ve covered in-depth here in my column, justifications are a big deal and you can influence them. If the query you’re investigating is triggering justifications on either your listing or your competitors, write down the exact language and source. Justifications come in many flavors, including website, review, sold here, services, menu, in-stock and posts. In the above example, in a local search for “fiestaware”, Google’s display of a website-based justification is a strong signal to us of just how highly they associate this entity with our search term. Mark a “win” for the competitor if they are earning a justification, and you are not.
Any obvious signs of GBP spam? (Name spam, fake address, fake reviews, etc.)
This can be one of the more skillful areas of a local business competitive audit because you may need a practiced eye to spot spam. Increase your abilities via a careful study of the guidelines for representing your business on Google and the review guidelines. What you are trying to diagnose is whether a competitor is attaining their top position with any help from prohibited practices. For example, they may be stuffing keywords in their business name, using a string of employees’ homes as fictitious business locations, or some of their reviews may appear to stem from incentivized reviewers or be the product of review gating.
In some cases, guideline violations are so obvious that they’ll be easy to recognize once you know the rules and reporting them to Google may even result in the removal of elements that have been giving a competitor an unfair advantage. Unfortunately, in many other cases, certain types of spam can be hard to see and prove, and difficult to get Google to act on. For the purpose of a basic audit, simply record if you see anything overtly suspicious on either listing and mark a “win” for either business if you believe spam may be contributing to their success.
Percentage of Local Finder spam
While you are sleuthing for spam, take a few minutes to dive deeper. Look at all of the listings that stand between you and the top competitor in the Local Finder, and do a basic estimate of the percentage that feature obvious spam tactics. If you’ve never done this before, read my column on Simple Spam Fighting: The Easiest Local Rankings You’ll Ever Earn. While this exercise is not a direct assessment of the distance between your business and its top competitor, it is an evaluation of the muck you will have to wade through to move up in the local search rankings.
DA, PA, and links
Domain Authority (DA) is a Moz metric for predicting how likely a website is to rank in the search engine results. Page Authority (PA) evaluates the same scenario, but for a single page on a website. Top Linking Domains are based on the DA of the websites doing the linking from one site to another and how those links may contribute to rankings.
Moz Pro customers can do an advanced audit of all these factors in their paid dashboard, but if you’re not yet a customer, use Moz’s Free Domain Analysis tool for a basic audit and to fill out the next several fields in your spreadsheet. *Note that if the GBP landing page is different than the domain and is not revealed by this tool as one of the top pages of the site, you can download the free Moz Bar or use Moz Link Explorer to find that information about any page. I’ve linked to a variety of free resources in this section of the spreadsheet for ease of discovery. Fill out fields 39-43 regarding DA, PA, and links on your sheet and evaluate whether a competitor’s better metrics may be supporting their win.
Age of domain
There are many free tools like this one that will let you quickly look up the age of your domain and that of your competitor. Google reps have repeatedly stated that domain age is not a ranking factor, but I look at it anyway, to let me know how long a competitor has had to work on their website and build its authority. While it’s absolutely correct that a brand new website can outrank an old one with a great campaign, mark a win for the older domain in this row of your sheet, regardless of ranking.
Organic rank for search phrase
Look at the organic (not local) results for your search phrase. Subtract the listings that aren’t for actual businesses (in our above example, theculturetrip.com is lifestyle site rather than a restaurant) and record the true organic rank of your site and your competitor’s. Mark a win for whichever business has the highest organic rank.
Search phrase in title tag of GBP landing page?
Is the complete or partial search phrase present in the title tag of the page being linked to from the Google Business Profile? Note it down and mark a win if one business has it but the other doesn’t. Pay attention to how this language may be supporting rank for this keyword phrase.
Search phrase in main body content of GBP landing page?
While you are on the GBP landing page, check to see if the complete or partial search phrase is mentioned on it. Mark a win for whichever business is remembering to include their keywords in their copywriting. If both are, don’t mark a win here, but do write down what you observe in the “notes” section. You might also like to notate how the search phrase is incorporated. For example, is it in the headings or subheadings of the page?
An advanced content audit will typically be a project of its own. For now, do a quick review of the GBP landing page for both businesses to grade the effort that has been put into publishing useful, optimized multi-media content. Some things to look for would be complete and accurate contact information, helpful text that incorporates many appropriate phrases related to the search term in natural language, excellent spelling and grammar, photos, videos, reviews and review requests, maps, directions, social media links, a strong internal linking structure, and a strong call-to-action. Make notes on your observations and grade the efforts present on the two pages as “weak”, “medium”, or “strong to find your winner.
Mobile friendliness
Run both domains through Google’s free mobile-friendliness test tool. Mobile and local are inextricably linked, and if one domain is performing properly on people’s cell phones while the other isn’t, you have a clear winner.
Secure HTTPs
In 2018, Google began marking domains that hadn’t made the move from HTTP to HTTPS as “insecure”. SEOs had been touting the benefits of secure sites for some years, but if your site is displaying that warning and your competitor’s is not, you are likely losing customers as well as ranking opportunities.
Moz Check Presence Score
Now, evaluate the health of citations across the local search ecosystem by looking up your business and your competitor in Moz’s free Check Presence tool. In just seconds, you will be able to see whether the distribution of local business information to a variety of listing platforms is contributing to your competitor’s win.
Yelp ranking, rating, and review count
It’s likely that Google looks at Yelp as part of its assessment of local business authority, so we’ll finish up our audit by looking there, too. Document where you and your competitor rank for your search phrase in Yelp, what your respective ratings are, and how many reviews each of you has earned. The winner is typically easy to see, in all three rows.
Now you’re ready to total up the wins!
Congratulations, you’ve just made it through the audit. Your last step is to count up the wins for each business name you entered in the “wins” column (your top competitor will typically have more of them), make your own list of the fields in which they won, and pair this with the notes you took to understand the efforts that are likely contributing to their top visibility. For example, you may have discovered that reviews, content, and mobile-friendliness are clearly underpinning the exemplary performance of your peer.
It’s from gleanings like these that you’ll create an informed strategy for the business you’re marketing, to get its metrics up to a competitive level. There are some factors, like location, that you can’t typically control, but with most of your findings, a to-do list will have surfaced from the audit process. The more experience you accrue working in local SEO, the better you’ll get at prioritizing the factors on that list, based on each client and market.
Bear in mind that the purpose of a competitive audit isn’t solely to show you how to match and surpass a peer’s metrics. Examine your notes and findings for clues on how to differentiate yourself within your market. For example, your audit may have enabled you to realize that reviews indicate a local desire for something your competitor either doesn’t provide, or doesn’t do well. You could fill that gap. Or, maybe you’ve just realized that a change in hours of operation could make the business your marketing the go-to spot on Mondays and Tuesdays when its competitor is closed. A good audit shouldn’t generate a mere carbon copy - it should point the way to creating a uniquely powerful local identity.
Whew, if this was a basic local competitive business audit, what would an advanced one cover?
We’ve hinted at this throughout the basic audit, but typically, a more advanced audit is likely to dive more deeply into factors like:
Evaluation of current communications strategy, including live chat, SMS, messaging, Google messaging, email, forms and more
Assessment of e-commerce and other digital shopping functionality
Assessment of offline performance and opportunities including in-store metrics, traditional media, policy and more
Other areas that are specific to the industry or market of the business you’re promoting
Final thoughts on local competition
Most local businesses you market can’t reach their full potential without achieving a competitive level of visibility in Google’s local packs. But how we think about competition and, more specifically, about the people who are our competitors, matters.
I haven’t been able to shake the memory of a marketer I heard boasting about helping one local business put another out of business. For me, the conversation conjured up stark images of a small business owner and their staff thrown into unemployment amid the desperate insecurity of the pandemic and an already-harsh economic structure. This type of swagger may have become normalized in parts of the business sector, but it’s antithetical to localism, which seeks to offer a diversity of options and resources for everyone within a community with the goal of human well-being.
The point of learning to perform a competitive local business audit does not have to be to analyze and destroy the livelihood of your esteemed neighbor down the road; rather, it can be a study of how they have succeeded in the SERPs so that you can create an informed strategy for finding your own strong niche on the nearby business scene. This is a healthy and caring mindset local business owners can share with their marketers and vice versa - one that can make the work you do more fulfilling because it’s contributive instead of merely extractive. Good luck in bringing a new level of attention to something great within a community, with your professional skills!
The average SEO-focused product page converts at only 2.9 percent, which is among the reasons many companies pursue paid advertising traffic to achieve their goals and KPIs.
But creating custom, campaign-specific landing pages is resource-intensive, and not every team has the necessary tools, expertise, or personnel to build the content. So, how do you know if you need a custom page or if you can safely send paid traffic to an organic page and still achieve your KPIs? This three-step, data-driven evaluation helps answer this question.
Paid vs. SEO landing pages — why have both?
Before diving into the evaluation process, you need to understand why having paid and organic pages is crucial and some of the drawbacks when you send paid traffic to your organic pages without analyzing them beforehand.
First, search intentions often differ between paid and organic users, and each group will have different content needs. We can classify these users into two groups based on whether they use high-intent or low-intent keywords.
In comparison, WordStream defines low intent keywords as navigational or informational in nature instead of transactional.
For example, somebody who wants to learn about a specific topic is more likely to use a longtail keyword and less likely to commit to a purchase because they’re gathering information rather than making a decision. Organic results are better suited for longtail terms, so the user will more likely engage with the organic SERP result rather than an ad.
These behavioral differences create a challenging situation for users and content creators.
Because organic content must play by Google’s rules, paid users are forced to sift through irrelevant information, which can increase bounce and exit rates and decrease conversion rates. And sadly, you can’t simply remove the extra information from the page because organic users and search algorithms need it.
Second, mixing paid and organic traffic on the same page makes it difficult to separate and track audience-specific user behavior, content performance, and conversion rationale. Without data clarity like closed-loop analytics, you can quickly get a misleading picture of content performance and miss crucial KPIs because of your clouded judgment.
Consequently, in most cases, directing the paid traffic to a custom-built, campaign-specific landing page produces higher quality conversions. You can ignore all SEO rules, which empowers you to accommodate user intentions and elicit specific user behaviors.
With the forewarning out of the way, let’s break down how organic page performance can determine if you need custom landing pages to achieve your goals.
Step 1: Gather and analyze performance baselines from multiple data sources
The first task is to gather and analyze a lot of data — from multiple sources — that shows you exactly how well your organic page is performing. Ideally, you want to scrounge up analytics data, user behavior insights, and keyword rankings. Even if you wind up making a custom paid page, this effort still pays dividends by highlighting the strengths and weaknesses of your organic content.
Analytics data
You’ll start by collecting a smattering of classic analytics data points from your preferred analytics platform to gain insights about page performance over time.
If your content is old enough, gather the following data in three-month, six-month, and one-year intervals. The breadth of data makes it easier to spot recurring themes and create a more educated guess about what will happen if you send paid traffic to the page.
Remember to filter the metrics so you’re only getting data from organic traffic sources.
Pageviews and unique pageviews
Imagine you have a well-optimized product page that converts with organic visitors at an even three percent. However, you need the equivalent of a five percent monthly conversion rate to reach the year’s KPIs and maintain a healthy company.
You can use pageview data to calculate how much missing traffic you need to conjure, either targeting new keywords or starting a paid campaign. For example, suppose you currently get 100 pageviews every month and three conversions. In that case, you’ll roughly need an additional 67 pageviews per month to get five conversions at the three percent conversion rate.
If that traffic growth is not feasible with new or improved keyword rankings, then paid traffic is a solution to consider.
Should you decide to send paid traffic to that page, you can also calculate the difference between pageviews and unique pageviews to estimate how many returning users you can effectively target in a PPC retargeting campaign.
Time on page and bounce rate
Paid landing pages are designed to be simple, straightforward, and action-oriented. The following image is an excellent example of this concept:
Lengthy or complex paid pages generally suffer from high bounce rates and low conversions. If people are spending more than one or two minutes on the page without converting, it’s a sign the content isn’t convincing enough to convert, and it needs alterations.
On the contrary, organic pages can thrive with relevant content, internal links, and other information to capture rankings and keep people interested.
You want a high time on page because that means people care about the content you provide, which sends positive ranking signals to search engines.
If you’re seeing an average time on page three minutes or more from your organic page, it’s likely not a good fit for paid users. You can always redesign or reorganize the page to accommodate paid traffic, but you risk isolating your organic users by being pushy with conversion-focused information so early.
Previous page path and conversions
Among the most challenging aspects of organic conversions is understanding what stage of the buyer’s journey somebody is in.
Are you converting with high-funnel users? Or do your users first view a case study or blog post and then visit the product page, only to leave and return later? Knowing the answer lets you see what type of content matters most from a conversion standpoint and helps determine if your content is reaching the right people at the correct time.
If your organic conversions rely heavily on return visits or high page depth, sending paid traffic to the page likely will not improve your conversions. Paid users will lack the previous knowledge and feel overwhelmed or dissatisfied, with many bouncing from the page.
Event and goal tracking data
Event and goal tracking are two types of user behavior insights you can use to determine what content users care about the most. This process also illuminates what content users often disregard, which can then be removed from the page. Knowing this information helps you determine if time-starved paid users will be interested in your existing content.
Set up the following metrics as events or goals in your analytics tool to lay the groundwork.
Hyperlinks
Do you know how many clicks each hyperlink on your page gets? If not, how do you know users find them helpful?
Traditionally, paid pages don’t have any engagement options that take people away from a conversion point. However, most organic pages do.
So, if you’re going to use an organic page for paid traffic, you’ll need to only provide internal links that add significant value and actively engage users. Otherwise, if paid users stick around, they may get lost down the rabbit hole and then abandon the site without converting.
Videos and completion rates
If you have video content, particularly content that explains your product or service, it’s crucial to know how well that video performs and how often people complete it.
If the video has high engagement and completion rates, it’s useful to include it high up on organic and paid pages. However, if most users only watch 25 percent or less of the video, then pushing it further down the organic page and omitting it from a paid page is a smarter choice.
Forms
Forms are often a high-friction page element that can easily frustrate users, especially when visiting a page with conversion intentions. Your forms need to be flawless.
CTA location, text, and purpose dictate a lot of your page’s conversion potential. If your organic page has multiple CTAs, you need to accurately track which one gets the most engagement. If you choose to send paid traffic to the page, then the highest-engagement CTA should be the first CTA option shown.
Additionally, every CTA should be:
Visually distinct
Above the fold (in most instances)
Actionable with precise copy
Avoiding generic statements like “learn more,” “buy now,” or “subscribe”
Giving users an idea of what happens after interacting with the CTA
If you have too many competing CTAs, or for whatever reason, your organic page can’t meet these requirements, then you need to create a custom paid page instead.
Navigation interaction
Most paid pages include a link back to the main website but not full navigation options. Organic content doesn't have this luxury. Knowing how many of your users interact with the navigation after landing on the organic page in question is crucial to predicting what a paid user may do.
For example, suppose your page gets 2,500 organic visitors per month and 1,963 of them leave the page via navigation options. In that case, that’s a great sign that the page is either lacking conversion intent or doesn’t have enough information to convince users to convert. Either way, it’s not the behavior you want to see from paid traffic.
Heat mapping and click-tracking data
Once you’ve gathered your analytics data and set up event tracking, the next step is to collect and analyze data from a heat mapping tool like Hotjar or Mouseflow. The goal is to discover how users interact with the existing page, notice troublesome areas, and determine if those behaviors align with paid landing page best practices.
Let’s break down the types of information you’ll want to collect and how to evaluate it.
Heat mapping and scroll depth
Do you know how much of your organic page is seen by the average user before they leave the page or convert? Heat maps will tell you.
Paid pages are purposefully short so users don’t have opportunities to get distracted or disappointed by the content. If your scroll depth is deep enough that more than 75 percent of users see the most important content on the page, then the page layout and content priority may be okay for a paid user. However, if you’re seeing 30-plus percent of users leaving after scrolling just past the hero region, then paid users will most likely follow suit and you’ll either need to design a new page or alter the existing one.
Click tracking
Click tracking is a great way to visualize and confirm the event tracking data you set up previously. The maps can also pinpoint engagement issues or opportunities you may have overlooked.
The goal of click tracking is to figure out what content users care about the most. If you can naturally surface that information at the top of the page, then your paid users will be more likely to stick around. If that’s not possible, then you can design a paid page using the most popular organic page elements as inspiration.
Mouse flow
Mouse flow lets you observe the mouse movement of your users. Sometimes users hit friction points that we can’t detect by monitoring scroll depth, clicks, or other common engagement factors. These scenarios are where mouse flow reigns supreme.
While a mouse flow report is often an erratic mess of multi-colored blobs and squiggly lines, you can use it to understand what content your users may spend more time looking at or read more carefully based on where the mouse moves.
For example, in the following image, the mouse flow shows that more users hover their cursor in the “Inner Circle Guide to Next-Generation Customer Contact” section than any other content block.
Although the CTA associated with this section isn’t showing a high click density, the mouse flow report determines that users have some level of interest in the topic. If this example was on your website, you could shuffle the content order to prioritize the popular content or run A/B tests to determine if the language or information needs to be changed or simplified for a paid user’s short attention span.
Session recording
Watching actual users interact with your organic page is by far the most valuable way to determine what does and doesn’t work about your content. Most heat mapping tools let you set up recordings based on triggered events, such as clicking into a form.
You can observe the user’s entire interaction with your page and determine if the behavior is consistent among converting customers. If the behavior is consistent, it’s feasible that paid users may act the same way. However, if the recording behavior is erratic (and it likely will be), then you’ll want to build a custom page to provide a more “hand-held” experience.
Step 2: Map user behavior data to your KPIs
Now that you’ve collected and analyzed all of your data, it’s time to start looking for patterns and mapping the desired user behavior to the actual user behavior your data shows. If the two align, you’re in a great position to send paid traffic to your organic page and hopefully reap more conversions.
However, suppose there is a discrepancy between the desired and actual behaviors. In that case, you’ll need to map user behavior with specific stages of the customer journey and sales funnel, and then build a paid page that amplifies the desired behavior based on how you see users interacting with your organic page.
Let’s break down an example.
Recently, one of Portent’s clients chose to design a PPC version of an organic product page because the page wasn’t converting at their desired rate — despite already funneling paid traffic to it.
Before the client could design the new campaign content, they needed to determine what conversion-focused information users engage with most on the organic page. Otherwise, they risk supplying users with unnecessary information and wasting ad spend.
I analyzed three months of event tracking data from Google Analytics and Hotjar to determine exactly how users interacted with the product page. To narrow the results, I only focused on page elements with a call to action or internal link to pages that may lead to a conversion, such as the client’s demo page or case study archive.
Once I established which page elements get the most attention, I then isolated the users’ behaviors by using Hotjar’s filters to watch session recordings that contain the chosen events.
I watched 20 recorded user sessions to see what information people interacted with first and which they ignored, how long they took to digest the content, friction-causing UX elements, and what additional pages or resources they viewed. I then took these learnings and built a PPC campaign page that told the client’s story in the order converting users demonstrated.
The client is still building the page, so I can’t report on how well it performed. However, in theory, they should earn higher conversion rates on the paid campaign page because I isolated the content that converting users interacted with, which eliminated any non-esstial information.
Step 3: Make your choice
Now that you understand how your users interact with your organic page and some of the restrictions and considerations that come when sending paid traffic to organic content, you can choose. Invest the time and resources into building a custom paid campaign, or modify your organic content to try and target two user groups in one fell swoop?
Creating the paid page will likely give you better and more consistent results, but there is also little harm in trying your organic page first if you think it’s good enough. Run a small test, say 20 percent of your advertising budget for this project, and see if the page performance improves. If it doesn’t, then you have a definitive answer and you’re prepared with the resources you need to build a stellar paid landing page.
