In this episode of Startups For The Rest Of Us, Rob and Mike talk about how to rank number one for a high-volume organic keyword in under 3 months. Based on a case study posted by Moz.com, the guys give their opinions on the eight steps listed in the blog post.
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Rob: In this episode of Startups for the Rest of Us, Mike and I discuss how to rank number 1 for a high volume organic key word in under 3 months. This is Startups for the Rest of Us, episode 338. Welcome to Startups for the Rest of Us, the podcast that helps developers, designers and entrepreneurs be awesome at building, launching and growing software products, whether you’ve built your 1st product or you’re just thinking about it. I’m Rob.
Mike: And I’m Mike.
Rob: And we’re going to share our experience to help you avoid the same mistakes we made. What’s the word this week, sir?
Mike: Well, I’m spending most of my time these days working on support issues and as I on board people more often, what I’m finding more often is that there’s certain usability issues that keep coming up and I have to keep going back and either help people get through them and then go see what it takes to fix them or just kind of implement the work arounds for them. Then on the other side of it is fixing some outright bugs that I found, which were not obvious. Most of them are just little things like
Mike: sorting issues or stuff like that that’s just affecting the UI, but it’s going pretty well so far. Kind of exciting I guess.
Rob: Yeah. There’s 2 sides to this, right? It’s like, on the 1 hand, you don’t want to be spending time working on this stuff and trying to work out kinks and improving usability and all that stuff because you just wish it was done. But on the flip side, you know that these are problems that, at scale, are going to be even worse, right? At 50, 100 or 1,000 users, you need to fix them now. There’s that needing to invest the time, but also it feeling really productive, you know? I don’t know. Like you’re ironing out the rough burs, the rough edges of the product and just smoothing it out over time. I think that this is where you want to be, right? You don’t want to be where you were whatever, 6 months ago and you have 0 customers and is there people using it? It’s like, you don’t know what you should be working on technically. You know? You’re kind of flailing around and it’s like, now there’s people using it and it’s probably pretty obvious what you should be fixing at what point in time.
Mike: Yeah. As you quoted, like the rough edges. That’s kind of what I’m spending part of my time on and then figuring out how to fix it. It’s 1 thing to know what is busted and where you need to spend your time, but it’s another to figure out how to do it, so that it’s clearer. Obviously, you wouldn’t design a product that you thought was confusing, but at the same time, when other people get in there and use it, they weren’t inside your head when you designed it. They don’t have the same perspective.
Rob: On my end, this actually is a pretty good week for us. We turned the corner on some scaling challenges that we’d been working on for well, I mean we’ve been working on them for years. You know? They just come back every 6 months. You get just enough ahead of them that you scale up again and then they rear their ugly head. Every time we, I don’t know. Maybe it’s 2 to 3 X, the user base, we see stuff again. In the early days like, well just add an index to the database or add more hardware. But you hit a point where you kind of start exceeding the physical bounds of a single database. You know? You’ll
Rob: get a quarter or a half terabyte of RAM and disc IOPS through the roof and it’s expensive. You still just, it isn’t making enough of a difference. We’ve had to circle back and we attack it from a bunch of different directions. We’ve re architected some things. We’ve actually piped some new relic stuff that allows us to really see some detailed traces and we’re seeing, you know? There are some query issues, but there’s also code issues that creep in as you write more stuff where you’re doing N plus 1 queries, in essence. So, we’ve just started to see those creep in and as we’ve been pulling them out, we’re seeing these incremental bumps. We’ve pushed like, 3 or 4 developers pushed 7 different performance improvements over the past maybe, there was a week where we did 7. Then this week, we’ve probably done 3 or 4. It just little by little, it is just making the throughput so much higher, so much faster. We’re sending between 2 and 4 times the volume of email right now than we were even 3 or 4 weeks ago. It’s pretty crazy when you think about it that way. It was
Rob: a bit of work to get there, but once this stuff started rolling, it really made a big difference.
Mike: Yeah, it’s funny you mention performance improvements and that. I just rolled one out this week where people can go through and they can identify who has sent them emails and who they’ve received emails from and how many of those in each direction. There was a performance issue earlier where it was just a little bit slower than it should have been and it wasn’t returning all results because there were so many. Just pushed out a fix this week where it’s lightning fast now. It’s amazing how much better the experience of the app is just from those little improvements.
Rob: Yeah. It’s super cool. Sometimes it’s noticeable by users and other times it’s not, but you know that even if users aren’t noticing yet that it’s eventually going to catch up with you. It’s nice to get that done. I remember the days where we’d have a customer with 3 or 400,000 emails in their account. They’d do a big send and we’d be like, man we can totally handle this, but as long as another big sender doesn’t send at the same time. Now it’s just common place. I mean, for 3 lists of 3 to
Rob: 500,000 to send within minutes of each other. We’ve gotten to the point now where it’s like, we can hammer through that stuff. It really is just like climbing that mountain and doing things that you never think you’re going to have to do. Denormalizing databases, starting to shard things. Right now considering stripping a table out and literally putting it into a different kind of data store. I mean, just crazy stuff you would never architect from the start when you’re building an app. It would be gold plating when you don’t have any users, but when you do hit scale and you have tens of thousands of people using your app, it is necessary.
Mike: Yeah. I was talking to somebody. I think it was Help Scout at Micro Conf and he was asking me about how some of the back end stuff of Blue Tick was done and I didn’t tell him because it just didn’t occur to me, but the back end data store for the mail, I rewrote it 4 times over the course of 8 months just because it needed to go bigger and faster and it just wasn’t doing it at the time.
Rob: Yeah. It’s crazy how the stuff that you need to do in order to make it work from an engineering prospective, you wouldn’t ever want to do because you’re like, I want to have referential integrity on these things. At some point, you realize that
Rob: speed trumps that.
Mike: Yeah. We interviewed a [UNKNOWN] architect this week. We have an open position for that right now to just help handle this because we’re trying to build the product and it just really is a completely separate discipline of being able to scale things to this level. One thing he brought up, which I hadn’t heard of, but as soon as he said it, it made sense. He brought up CAP theorem. C A P. C is consistency. A is availability and P is performance and you get to pick 2. He said, in most databases or most apps, you go for C and P and your availability is 99 point whatever percent and it’s fine because if you were to go down for like, an hour, it’s not catastrophic. But if you pick the other 2, it’s just trade offs, but he said at a certain point, once you scale, there’s a bunch of big companies in town, like Target and Best Buy who run these massive e commerce sites and he was saying once you scale one of those sites, you have to give up some consistency. You have to have availability because it’s millions of dollars per hour and you have to have performance because obviously being slow is costing money.
Mike: So, you give up consistency and you have to dealing with that. You have to start writing code and you have to start thinking about what happens when it all doesn’t sync up? There isn’t referential integrity in this certain instance and data consistency in the reports are just not going to be exactly matched across everything. It’s pretty fascinating. Today we’re going to talk about how to rank number 1 for high volume organic key word under 3 months and this is based on an article on moz.com, actually on their blog. It’s a case study that Pipe Drive co wrote with Moz and it was the former Director of Content Marketing at Pipe Drive is where the case study took place. This article is detailed. It’s very long. We actually won’t be able to cover in depth every step, but there are 8 steps that they talk about and we, at a minimum will cover the 8 steps and then go into as much detail as we can, given the time constraints. Then you, of course can come to the show notes at startupsfortherestofus.com. This is episode 338 and click on the link if you want to read the entire article. This thing,
Mike: I didn’t do a word count, but it’s got to be like 4 or 5,000 words. Pretty cool. The article starts by outlining the 8 steps and we’ll go through those 1 at a time. They talk about how much more difficult SEO has gotten and that SEO these days is much more about content and content marketing, whereas it used to be more about just straight up link building and it was a lot easier to game and Google has done a really good job of essentially closing those loopholes, much to the chagrin of a lot of marketers I know. Let’s dive right in with these 8 steps. They basically said they got a top search engine ranking position, which is a SERP spot. It was a focus of a 3 person team for a better part of 3 months to get this. It’s pretty crazy. They invested a lot of energy in it. Step 1 is to find a good topic, one that has significant key word volume and he goes right into the Google key word planner where he said when they ran the search, they picked a key word with 9,900 searches per month and we’ll go into why that’s enough later on. Now, the key word planner doesn’t even get you that close. It gives
Mike: you like, 1 to 10 K range, which is like, horrendously helpful. He said the same key word, how to search volume of 1 point 7 to 2 point 9 K in the Moz key word explorer in case you have a Moz account. They give you tools to help do this kind of stuff to help rank for key words. He looked at a chart that Moz had published and they said that if you ranked 1st for a term, you’re likely to get, it was like 30 or 32 percent of the clicks. If you rank 2nd, it’s about 14 percent and if you’re a 3rd, it’s about 10 percent. They figured that if they can rank 1st for this 9,900 search term, they would get around 3,000 visitors a month for a top position. If they could convert 5 percent into leads, which I’m assuming they are trying to email capture. I’m assuming they’re thinking about that. That would net them 1,800 leads a year, which they said it would justify the time. That’s kind of the 1st part of the 1st step of finding a good topic, is to make sure there’s enough volume that if you rank 1st,
Mike: given whatever it is you’re email capturing or trial rate or whatever it is you think you can do that it’s going to be justified time wise and financially.
Rob: I think the thing I take away from this, in selecting the right topic is more about doing the back of the envelope calculations to figure out what you should be going after based on what your return on that is going to be and it’s not so much about a specific raw number that you’re going for in terms of the search volume. It’s more about how many of those people you can convert to leads because if you’re conversion rate is higher than other peoples based on your content, then target search terms that have lower search volume because they’re going to be worth just as much or more to you than they would be to somebody else, assuming that you can convert them better. I kind of like that idea of starting from this side of it and not focus in solely on, what should we focus on for content or what should our ad line be or anything like that? It’s really about what your ROI is going to be on that.
Mike: Continuing with step 1, which was finding a good topic, the 2nd thing they looked at was to pick a winnable topic. This is actually where Moz is really handy. They said for example, if you’re trying for content marketing,
Mike: the 1st page is dominated by the Content Marketing Institute and they have a domain authority of 84 and that is very high. It’s a scale of 1 to 100. What they did is they looked at Moz Bar, which is just like a Chrome plug in and you can check domain authority and page authority on the fly. It overlays them in Google. There’s a screen shot of it here in the post. They looked at a bunch of different key words that had search volumes between, I think it was like, at least 3 to 10,000. That’s kind of where they were thinking. They were searching for like, sales management. They were using page authorities in the 30’s and 40’s. Domain authorities, there was 40’s, 70’s, 30’s and 20’s. Given that some of these 20’s and 30’s, they knew that they could kind of get in and then they used Moz key word explorer to look at the actual difficulty versus the potential scores. Then they kind of outlined some loose ranges. You want your opportunity to be above 50 and your potential to be above a certain amount. There’s obviously a bunch of different ways to do this. I have always used Moz for
Mike: this kind of stuff. I know there are other tools that do it, but their data is solid and they’ve been around a long time. At this point, they wound up with 4 key words. Sales techniques, sales process, sales management and sales forecast. One of them has 4,400 searches and then it goes up to in the 8’s and 9,000’s and they said any of the above would work for them, but for added impact, they added a 3rd and final filter to help them pick the key word and that is strategic relevance. If you’re going to turn your visitors into leads, they say it’s important to focus on key words that are strategically relevant to your conversion goals, and in their case, sales management is the optimal key word because Pipe Drive is a sales management tool. It described them perfectly. In contrast, sales techniques and sales forecast are key words a salesperson would search for, not a sales leader or a small business owner who would be a decision maker to decide to buy Pipe Drive. It’s pretty in depth here, but it’s something to think about, right? If you see a key word with low difficulty and high search throughput you think you can rank for, it may not actually
Mike: be that helpful, right? If it’s not strategically relevant to your business.
Rob: I like the fact that they point out in the article that you’re looking for a competitive score of under 50 and a potential or opportunity score of above 50. I don’t know if that side of it is so important to me or at least it wasn’t when I started out, but knowing that under a score of 50 for difficulty is a lot easier to rank for and it is possible to get it than going over that. I mean, even trying for things that are in the 50’s or 60’s, those can be very, very difficult to get, especially if you’re going against certain types of companies, trying to rank against them for those terms can be really, really hard, but anything below 50 is not actually all that difficult to do, especially if you are kind of limited in the amount of time that you can spend on it in your budget, those things are definitely attainable for the average person.
Mike: Step 2 is to write a bad ass piece of content. That’s the words they use in the article. Theirs is broken up into multiple parts. The 1st is extremely thorough research of the
Mike: existing ones that rank in the top and they kind of look through them and figured out what works, what doesn’t, what are they like both from a reader’s perspective and with an SEO eye in mind? When the pages had way too many headlines, it was over key word stuffed, basically. Then they looked for anomalies and 1 thing that caught their eye was 2 of the top 10 results were dedicated to the key word sales manager, so they realized all right, we know that we’re going to want to talk about at least sales managers in our article. Then this was 1 I hadn’t seen before. I went all the way down to the bottom of the SERPs and there’s a related searches thing that Google puts there. They looked through for those terms and they realized we probably want to include some of these in there. Part 2 of this, of writing the piece of content is the actual content creation. They say you don’t need to be a subject matter expert, but if you do a lot of research, you can put something together and they go through some steps on how to write, I don’t think it’s super relevant here, but it’s like, don’t multitask and work alone and put on some play lists and such.
Mike: Personally, I like Spotify’s Deep Focus. They have a different one. Then they talk about going through and adding images and adding headers, subsections and all that. That really caps out step 2. As I said, they go into more detail, but it’s almost like its own little article on just how to write a decent piece of content.
Rob: Yeah. The 1 piece that I took away from this is paying attention to the part at the bottom where it says, searches related to, in this case, it was sales management and you can use those for kind of off shoots. If you want to create dedicated pages for each of those. In this case, they’ve got objectives of sales management and sales management PDFs. Those are the types of things you could target as a secondary page with a different article and trying to drive related traffic to those pages as well. I think that’s a perfectly vital strategy, especially when it comes to things like where people are searching for PDFs and you can give them a PDF of, like a template or something like that. Lots of people have used that strategy where it’s like they drive people to that page
Rob: using SEO because they’re specifically looking for something that they can download. You give it to them in exchange for an email address and that’s one way to drive up the level of your email list.
Mike: Step 3 is to optimize on page SEO and engagement metrics. This is the steps they took to optimize the on page SEO. Number 1 is to fix the title. They wanted traffic from people searching for words related to sales management, such as sales management definition, sales management process, sales management strategies, sales management resources and so, their headline, their title and their H1 tag is Sales Management Definition, Process, Strategies and Resources. So, they covered them all right there in the headline. It says Google is now smart enough to know that a single article can cover multiple related key words. The common [UNKNOWN] to the list, they said should work for them.
Rob: I wonder how long it is before Google realizes that people are key word stuffing into headlines now.
Mike: I know. Well, it’s interesting because if that’s all you’re doing, it’s not going to work. You know? It’s all this other stuff they did that then propels that to work. You know?
Mike: It’s writing this massive piece of content, spending months doing all this optimization. So, part 2 of that is to fix section headings. One example is instead of writing Sales Management Definition as a header, they actually wrote the header as, it’s a sub heading, but it is, So, What is Sales Management, question mark. It’s an actual question a reader might ask. 1, it makes the article easier and better to read, but 2, it’s a natural question, which makes it more likely to rank for voice searches and for Google’s answer. This is good stuff. They also peppered related key words in the headers throughout the article. Later on, they realize they key word stuffed, basically. They actually go back and roll this back a bit. Then the 3rd step was to improve content engagement, like they have colons and line breaks and internal links and outgoing links. They just make things kind of easier to skim and easier to read. The 4th thing, I had heard this as kind of a rumor that this might exist in the Google algorithm, is to shorten the URL. There’s this graph they include where the longer your URL,
Mike: the less likely you are to rank for number 1. It’s fascinating. They have these really long blog URLs. They just shorten this way down. They essentially just have sales dash management, aside from the date in the URL. Then they improve the key word density. Obviously including the key word in the 1st hundred words of your content is kind of a well known thing, but then they talk about going through it and adding a glossary at the bottom, so they can include a few more key words. They do point out how important it is to make these as organic as possible because otherwise, it looks and feels like key word stuffing and Google and users are pretty smart about this stuff. They said, as a result of the on page key word optimization that their traffic went up and they have a screen shot of 19,000 page views. As they say, we over optimize key word density in the beginning, which slightly hurt rankings, but once we stopped this, we changed things around and saw an immediate improvement. We’ll get to that in a step or 2 later. They don’t show that 19,000 page views, they don’t show what the time frame is on that, but they did indicate
Mike: that this definitely had a positive impact on the post.
Rob: You know, I do wonder if adding, what is blank and adding in the key word is something that Google specifically looks for. The reason I think that is, or at least I kind of have an inkling of that is when I was doing Audit Shark, I had a bunch of pages that said, what is blank. So, for example, what is compliance management and if you would look around for compliance just in general, then that’s a very difficult thing to rank for just because there is all these different compliance institutions and it’s government regulations and it’s really difficult to rank against those, but if you go out and search for, what is compliance management, Audit Shark’s website actually ranks higher than the fdic.gov website for, what is compliance management system.
Mike: That’s crazy. Should you sell that? You should sell it to the FDIC. Hey guys. I have this site that ranks above you.
Rob: Right. But I wonder if that is something that specifically Google looks for. What is blank and whatever that key word is.
Mike: Yep. Totally. I would totally imagine that’s part of it, I think. More and more of these voice searches are happening in the Google answer stuff. I think it’s become more common for people to search like that as it has worked better. So, step 4 is to build internal links to the article and that means linking to this article from other articles that you have. It talks about how Google bot discovers your content by crawling your links and it also tells Google that this page is important if a lot of your pages link to it. You don’t want to just put a link in a header or footer. You actually want to link from individual pages in your site and kind of pick the right key words to link through. You look for high traffic. You look for high page authority and then they have a kind of site colon search you can do on your own website to find these key words that you want to use that appear in your other posts. You can link them out. This gives you just that basis of page authority on this new article.
Mike: Step 5 is stepping out and finding external link targets, meaning external links that will target you.
Rob: So, just to kind of clarify what Robert said, this is a little bit different than putting a footer on your website and having pages that you basically put a site map in place. This is specifically looking through your site where you refer to these terms whether it’s in your blog posts or in different articles or white paper pages, point those back to the page that you’re trying to rank for. It’s very slightly different, but it kind of achieves the same thing. It gets those internal links back and forth inside of your website.
Mike: And as I said, step 5 is finding external websites to link to this new article and they outline using open site explorer, which is a Moz thing, I think. They allow you to crawl the top 10 search results for this term and look at those back links. They dug through a few pages of that, built up a list of a few hundred prospect websites they thought might link to it and it’s a very raw list. Then they
Mike: only look at domain authority above 30. They eliminated sites that are free hosts, like BlogSpot and wordpress.com and put it in an Excel file. Then they go through finding the email addresses for people on these sites. They used Email Hunter, which is at hunter.io and they did their outreach. They don’t go through specifically what text they use or whatever. This is kind of a slog, right? It’s called outreach and I’m sure that most people, because I get these emails and I just delete them. But I think if you have a compelling case, apparently whether it’s the Pipe Drive name or whether it’s their approach, they said they just outreached like crazy. They used tools like, you could use one of these tools like Mix Max or Lead IQ or Tout, Perspectify. I suppose you could use Blue Tick as well. DO you allow outreach like this?
Rob: Yeah, it is because it’s going out through your own email server, so you could use that. I was actually going to recommend Links Spy, which is linksspy.com from Christoph Engelhard, who has [UNKNOWN] several times and been our scribe on a number of occasions and taken copious notes.
Rob: So, I would probably point to that instead.
Mike: Instead of open site explorer, right? Because Links Spy views your competitor’s back links.
Rob: Yes, it does. You could use it in conjunction with it as well, but Link Spy also has the built in capabilities to reach out to people who have those other sites, so you could use it to do that outreach step.
Mike: Yep. I’m glad you pointed that out. I remember him building that in. I think he has like, boiler plate templates and everything to make it super simple.
Rob: Yep. All the templates and stuff are there already.
Mike: Awesome. This whole outreach step, I’m actually going to skip. I’m going to say you can look at it if you like or you should just go use linksspy.com. That’s links with an S at the end, and then another S for spy. Step 7 of 8 is, they say be prepared to guest post. Guest posting and then when you guest post, you can link back to, within the content of your guest post you can link back to this article. I was doing a ton of guest posting with the aid of the growth marketer, Zack that I’d hired at Drip and it was doing stuff for us. It was sending traffic.
Mike: Traffic that converted. It was also building up some SEO juice in our blog and guest posting is most certainly not dead. I know at one point, Google said they were going to start penalizing guest posters, but high quality posts on high quality domains, we have never seen any negative repercussions from all of that.
Rob: Yeah. I’m not sure how they would really find out, other than a manual review that it was done by somebody else. It just seems kind of crazy. I mean, don’t get me wrong. Google has got some really smart people that are way smarter than I am.
Rob: Yeah. I don’t know how you would do that at scale.
Mike: I think it’s like byline stuff, right? You can say, this post was written by blah or this was a guest article, this was a guest post. There tends to be certain phrases that are used. They use machine learning. They’re like, translating languages to hundreds of crazy, exotic other languages. I feel like this is a pretty solvable problem using technology like that.
Rob: All right. Well, let’s leave our idiocy in the dust and go on to step 8.
Mike: Totally. The 8th and final step is something I’d never heard of. They say fine tuning content with TF IDF. TF dash IDF, and it is Term Frequency dash Inverse Document Frequency. I won’t really go into what that means here, but basically it’s a way to analyze a document to figure out, what are the important terms based on how many times they’re used and in what context. They just simply counted up the number of times that sales management occurred in their article. They said it occurred 48 times and their article was 2,500 words and they thought that was just way too much. They hypothesized that they were actually being, not penalized, but they weren’t ranking as high as they should because they looked like they were key word stuffing. They backed it off to 20 and they replaced it with terms that have high lexical relevance to sales management, but were not the exact phrase, sales management. They said that it
Mike: bumped them up. Their organic page views went from 0 when they started, to over 5,000 in just over 8 months. So, they ranked number 1 for the term in 3, I guess based on the headline of the article and then got these 5,000 recurring page views in 8 months.
Rob: I think if you’re trying to be objective about this, it’s a little difficult to take every single piece of this at face value when it walks through and says this is what we did and this is exactly what happened because there’s so many factors that come into play. Over the course of 8 months, there’s a lot of different things that can happen. Even though they backed off the number of times that sales management came in to the article at a certain time and yes, the search volume went up after that, but it is hard to say that’s exactly why because if you look at the graph that they show, it went up for 2 months and then it went down. Then it kind of meandered a little bit and then it went back up. You know? Over that time period, lots of different things can happen and a lot of them are just
Rob: completely out of your control. You don’t have any control over the rest of the internet. It’s hard to say definitively like, hey we did X and Y happened, but there’s certainly correlations that you can make between them to say this is the general direction that we wanted things to go. These are the things we did and yes, it went that way. But you can’t put a velocity on those things or a hard metric on every single one of these things.
Mike: Yeah. I mean, that’s SEO. That’s been organic SEO since it became a thing. It’s gotten a lot harder over time. It used to be easier to gain, but you’re right. There is no way to know that this specific change actually did this or was it just coincidentally just something else? You know? So much of it is correlation and if you do it enough times and you can say I’m confident that it’s causation until Google does their next update. But yeah, you’re never going to know for sure, which is tough. That said, there are these best practices. I mean, there’s a lot of things in this article as I read through that I thought yes, that’s what I would do. That’s what I would do. Then there were a bunch of things that were, I kind of called them out. I was like,
Mike: I hadn’t heard this, but this must be kind of a newer thing. I haven’t been knee deep in SEO for, I mean it was 2 or 3 years ago. I was doing it for Drip. It was a couple years before that, I did it for Hit Tail and I tend to do it in little bursts of, I get up to speed and do it, make a bunch of decisions and then kind of move away and work on the product, but people like this who are literally doing it full time, they’re going to always have, doing so many experiments that they’re going to be kind of at the bleeding edge of these tactics. I think there’s something to be said here, like yeah. You could game Google and you could try to get a piece of crap article up to the top of the results, but it’s like, I’ve always felt like we should all be trying to make the internet a better place. Even when I have used SEO and I’ve optimized to get there, I always thought my content was amazing. Like, it was really high quality content. I would either write it myself or pay a lot of money to have a good writer do it. I feel like if you’re trying to push crap to the top of the results, don’t bother. Don’t do it. It actually makes us all, it makes the results crappy, right?
Mike: Then it makes the internet a worse place to be. I guess that’s kind of my recommendation. There’s certain people that say you shouldn’t do SEO at all because it just pollutes the internet and I believe that you can do SEO, but in an ethical and high quality way.
Rob: Yeah. That’s not really any different than how some people view marketing. I don’t want to do marketing because it feels sleazy or I don’t want to do sales because it feels scummy and SEO is exactly the same way. I mean, you kind of have to do some level of marketing in order to get your product out there. There’s wrong ways to do it and there’s right ways to do it. This article outlines a mechanism that works so long as you have content that is appropriate to be promoted. That’s it. I think we’ll wrap it up today. If you have a question for us, you can call it into our voicemail number at 1 888 801 9690 or you can email it to us at firstname.lastname@example.org. Our theme music is an excerpt of We’re out of Control, by Moot used under creative comments. Subscribe to us on iTunes by searching for Startups and visit startupsfortherestofus.com for a full transcript of each episode. Thanks for listening and we’ll see you next time.