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10 principles for a successful international web presence
1. 10 principles for successful
international web presence
SUSANNE DIRKS
E-VORSPRUNG CONSULTING
E-VORSPRUNG CONSULTING
2. Susanne Dirks MSc BSc
German living in Ireland
Academic background:
◦ Translation / Localisation
◦ IT / Artificial Intelligence
◦ E-Marketing / Web Technologies
◦ Business Development and Innovation
Experience:
◦ 15+ years as in MNC environment in various international consulting,
business development and management roles
◦ Recent years, working with Irish SMEs, helping them use the Internet
to reach and grow in export markets
Contact data:
◦ sudirks@evorsprung.com, Ph. 086-2375131
E-VORSPRUNG CONSULTING
3. e-Vorsprung
Consulting
Helping Irish SMEs fully leverage the Internet for sales
and marketing with focus on export markets including:
Export market research
International (e-)marketing strategy
Export market content planning and development
Web presence localization, translation, trans-creation
International e-marketing and SEO
Helping Irish SMEs
leverage the Internet to
reach, enter, and grow
in export markets
www.evorsprung.com
E-VORSPRUNG CONSULTING
5. GLOBAL INTERNET POPULATION INTERNATIONAL WEBSITE VISIBILITY/SALES
E-VORSPRUNG CONSULTING
“… the Internet is international per se …”
Source: internetlivestats, 2013
93.70%
2.80%
3.50%
6.30%
Example: www.irish-sme.ie
Ireland
UK&US
Other
International in theory,
but not in practice
6. AUDIT RESULTS OF ‘GERMAN’ EI CLIENT
WEBSITES (2013) SHOWED TRANSLATED
WEBSITES PERFORMED POORLY
1.37
0.24
0.74
1
Best Worst Average score
KEY CONCLUSIONS
E-VORSPRUNG CONSULTING
“… all you need to do is to translate
your website… “
YES, translation is important …
BUT: Translation is not a panacea
◦ No automatic visibility in export market
◦ No automatic competitive differentiation
◦ No automatic buy-in and trust
◦ No automatic support of processes
=> Translation is important, but only
one small part of the process
7. EXAMPLE 1: CLIENT WITH ENGLISH-
LANGUAGE WEBSITE OPEN TO ALL MARKETS
Ireland US UK
Visits 2572 630 91
Visits from
targeted market
73 % 9 % 47%
EXAMPLE 2: CLIENT WITH WEBSITE EACH FOR
IRELAND, UK, AND US
E-VORSPRUNG CONSULTING
“… my website is already
international…”
International = YES:
Visitors (and sales)
from many countries
Internationally
successful = NO:
Brand-driven visits
and sales only
International website = YES: Website per market
Internationally successful = NO: Poor visibility in
target markets
No investment in internationalisation,
BUT
massive unleveraged international potential
Investment in (poor) international website
that does not pay off
PLUS
Unleveraged potential
=> Lack of internationalisation
equals loss of business
opportunities
8. “… you just need to translate and
optimise your website …”
Beware: Different business environment!
Example: Google Market Finder for ‘Tractors’ opportunity in Europe (extract):
=> Web presence in each export
market needs to align with market
conditions
9. KEY CONSIDERATIONS BEST PRACTICE EXAMPLE: KERRYGOLD
E-VORSPRUNG CONSULTING
“… I’m already running some local
Google ads…”
Settings – target market, language, audience
Keywords for target market
• Local language/market keyword research
Ad text transcreation
• Local keywords
• Local value proposition / USP
• Local call to action
• Word length restrictions
Localised landing page
Tuned for
local
search
Localised
Ad
Landing
Page
=> Properly localised Google Ads
can be a useful tactic for
internationalisation
10. E-VORSPRUNG CONSULTING
“ … I’m okay, I have done it …”
Example: Organic keyword positions for client who had optimised site for US in 2012
Client competitor data on keywords during same timeframe:
=> As in home market, web presence
requires ongoing work on SEO and
internet marketing
11. 10 principles for successful
international web presence
E-VORSPRUNG CONSULTING
Strategy
Business
Environment
Competitors Culture
Technology Content Language Optimisation
Support
Special
challenges
12. 1. Start with INTERNATIONAL STRATEGY
1. Countries
2. Products / services
3. Target audience/s
4. Channels
5. Differentiators and USP
E-VORSPRUNG CONSULTING
WHERE WHAT WHO WHY WHEN HOW
13. International Internet strategy typically
requires balancing conflicting requirements
Export market/s
requirements &
opportunities
Company
requirements,
status,
constraints &
goals
An Internet Strategy that:
Aligns to the current overall
and/or home market strategy
Meets export market/s
requirements
Allows for learnings from export
markets to feed into other markets
and overall strategy
E-VORSPRUNG CONSULTING
Export market visibility
requires an export
market focused Internet
Strategy !
14. Developing an international e-marketing
strategy benefits the home market too!
BEFORE
Website no longer reflected business strategy
2 websites, 4 domains
Duplicated content
Same content for all countries:
Distributor: 29 distributed products
Manufacturer: 3 manufactured products
Expertise: 6 sectors
All products, markets, sector treated equal
Website did not address target market needs
Same content and design for all markets
Same marketing and SEO for all markets
AFTER
E-VORSPRUNG CONSULTING
New international website and e-marketing
reflecting new business strategy
Focused targetting of prioritised markets
1 domain with country subfolders
Core value proposition for all countries
No duplication of content
Varying content elements per country
SEO-optimised content
e-Marketing variances between countries
Opportunity-driven growth
Out of date, diluted value proposition on website
Same content for all with limited impact
E-Marketing for all with limited impact
Strategic company-driven growth
Strong core value proposition on website
Relevant high-impact content per country
E-marketing choices based on country, product,
and channel requirements
B2B CLIENT EXAMPLE
15. 2. Prepare for a different micro and macro
business environment
E-VORSPRUNG CONSULTING
Macro
environment
Micro
environment
Internal
Company
• Economy
• Demographics
• Cultural forces
• Social factors
• Legal structure
• Political structures
• Technology
• Suppliers
• Distributors
• Competitors
• Customers
16. 3. Embrace your new competitors
E-VORSPRUNG CONSULTING
Get to know your new
competitors
Learn from your new
competitors
17. Get to know your new competitors
Example: “Ladies shoes”
IRELAND (GOOGLE.IE): LADIES SHOES GERMANY (GOOGLE.DE): DAMENSCHUHE
E-VORSPRUNG CONSULTING
18. Get to know your new competitors
Example: “Tractor parts”
IRELAND (GOOGLE.IE): “BUY TRACTOR PARTS
ONLINE”
GERMANY (GOOGLE.DE):
“TRAKTORTEILE ONLINE KAUFEN”
E-VORSPRUNG CONSULTING
19. Learn from your new competitors
TYPICAL AREAS TO EXAMINE
Weaknesses and strengths of competitor
Specific business aspects, e.g.
◦ Terms and conditions
◦ Pricing
◦ Value proposition
Specific web presence aspects, e.g.
◦ Keywords
◦ E-marketing tactics
◦ Social media strategy
◦ Best practice
EXAMPLE: BENCHMARKING CLIENT
E-VORSPRUNG CONSULTING
C
O
M
P
E
T
I
T
O
R
S
20. 4. Tune into local culture
CULTURE INFLUENCES HOW ALL
OF ITS MEMBERS:
Perceive
Think
Value
Act
E-MARKETING AIMS AT GETTING
PEOPLES’:
Attention
Interest
Desire
Action
E-VORSPRUNG CONSULTING
“The web is not a culturally
neutral medium … a website has to be
designed for a targetted customer segment
… Local adaptation should be based on a
complete understanding of
a customer group’s culture …”
21. Standards and conventions:
When in Rome …
WEBSITE FUNCTIONALITY
Measurements
Currency
Symbols and icons
Formats for specific text items
Word and text length
WEBSITE MARKETING
Overall look and feel
Layout and navigation
Colours
Pictures
Content
Bank Holidays
E-VORSPRUNG CONSULTING
23. All pictures should be checked for
suitability for their new market
E-VORSPRUNG CONSULTING
Draft for German market
Final version for German market
Spot the
issue!
24. Pictures are an opportunity for subtle
localisation to new market
ORIFLAME IN LATVIA ORIFLAME IN KENYA
E-VORSPRUNG CONSULTING
25. Hofstede’s 6 cultural dimensions:
Power distance
Individualism
Masculinity/femininity
Uncertainty avoidance
Long-term orientation
Indulgence
E-VORSPRUNG CONSULTING
Can and must be addressed via:
Web design, content,
features/functionality
Ireland in comparison…
Cultural dimensions
26. KEY PRINCIPLES
Minimal ambiguity
Clear navigation
Structured information
Predictable user journey
No pop-ups
No non-essential info
Explicit language
Clear images
EXAMPLE:
Example:
Addressing uncertainty avoidance
E-VORSPRUNG CONSULTING
27. AVERAGE CONNECTION SPEED SMARTPHONE PENETRATION LEVELS
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6. Be tech-savvy
Differences in technology infrastructure
29. Example: Germany Example: China
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Different countries,
different social networks
30. 6. Provide locally relevant content
Articulates your value proposition in …
Differentiates you from competitors in …
Meets the content needs of …
Uses standards and conventions in …
Uses content formats preferred by …
Uses design, colours, graphics used in…
Builds trust with local users in…
Speaks the ‘language’ of …
E-VORSPRUNG CONSULTING
Your
Target
Market
31. Aldi Süd Germany value proposition:
Quality products, cheap price guaranteed
E-VORSPRUNG CONSULTING
32. Aldi Nord Germany value proposition:
Top quality food at consistently low price
E-VORSPRUNG CONSULTING
33. Aldi Austria value proposition:
Cheap style with a conscience
E-VORSPRUNG CONSULTING
34. Aldi France value proposition:
Low cost, quick tasty food for singles
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35. Aldi UK value proposition:
Fresh food with a British twist
E-VORSPRUNG CONSULTING
36. Aldi Ireland value proposition:
Buy Irish quality and support Ireland
E-VORSPRUNG CONSULTING
39. Content for special requirements:
Legally required content
Example: MicksGarage.de, Germany
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40. 7. Speak the right language
Search
Read
Listen
Evaluate
Order
Ask
questions
Write
reviews
E-VORSPRUNG CONSULTING
Only ¼ of Internet
users are English
speakers
41. Considerable country variances !
Question asked:
“Do you use a language other than
your own to read/watch content
on the Internet ?”
E-VORSPRUNG CONSULTING
English language proficiency is lower than you
think
44. A big part of translation is planning and
prioritising
E-VORSPRUNG CONSULTING
Decide
at start
Scope
Messages
Style
Formats
Ensure
always
Quality & consistency
Keyword focus
Fresh content
Standards & conventions
Avoid like
pest
Think
carefully
Keywords
Taglines
Ads
CTAs
Non-text content
Google Translate & Co
Translator wannabes
Mixed-language approaches
Creating valid,
fresh,
persuasive,
relevant quality
content for local
users and search
engines
45. Don’t forget to ‘translate’ English content
E-VORSPRUNG CONSULTING
Website text and SEO text needs to reflect the ‘language’ used
by your target market
◦ Official language
◦ National ‘dialect’
◦ Words
◦ Spelling
◦ Usage patterns
Search:
UK: 77%, US: 14%
Search: UK: 23%, US: 86%
46. 8. Make your website easy to find
• Give local signals for search engines
• Optimise your website for local search engine/s
• Select best keywords for search engine marketing: SEO and PPC
• Be seen in the ‘right places’ online
• Decide, where and how to ‘socialise’
E-VORSPRUNG CONSULTING
47. Local signals for search engines
Domain URL and domain strategy
Webmaster Tool settings
Sitemaps and hreflang tag
Server Location
Website – content and metadata language
Currency and address formats
Inbound links
E-VORSPRUNG CONSULTING
48. Don’t confuse Google with your domain
strategy
CLIENT EXAMPLES
Client example 1:
Target markets: 4
Domain names: 2
Generic top-level domains: 2
Country code top-level domains: 5
Country subfolder: 1
Client example 2:
Target markets: 3
Domain names: 2
Generic top-level domains: 1
Country-code top-level domains: 2
Country sub-folders: 2
DOMAIN STRATEGY
Domain name
Meaningful
Works internationally
Available internationally (if ccTLD approach)
Approach:
Consistency is key: Country-code OR subfolders
Decision criteria:
International strategy – countries
Domain name availability
Resources for SEO
Domain history of company
E-VORSPRUNG CONSULTING
49. Social Media
Optimisation
Search
Engine
Optimisation
Search
Engine
Advertising
Keywords for SEO and SEA, SMO for
target market
◦ Alignment with value proposition and USP
◦ Target market language
◦ Target market usage
◦ Regional aspects
◦ Cultural aspects
Keywords !!!
E-VORSPRUNG CONSULTING
Need for multi-disciplinary
approach and skills: market
insight, linguistic skills,
internet marketing
Keywords need to be given special attention
50. 0 1000 2000 3000 4000 5000 6000
health shoes (IRL)
gesunde schuhe
bequeme schuhe
extra breite schuhe
weite schuhe
Monthly search volume
E-VORSPRUNG CONSULTING
0! Search volume for the Google Translate term
Search terms are thinking patterns
that often DO NOT translate one-to-one
Example: Selling “wide fitting shoes” in Germany
52. Competitive differentiation of keyword
varies between markets
E-VORSPRUNG CONSULTING
Keyword Irish search result
(google.ie)
German search result
(google.de)
butter
Page 1 (Place 5) Page 5 *
* Organic search results only, Google ads shows earlier
** First product in the listing
Example: Kerrygold in the search engine results
53. E-VORSPRUNG CONSULTING
Monthly search volume (Google)
English termUK Germany German term
house exchange 14,800 1,600Haustausch
home exchange 4,400 0Eigenheimtausch
house swap 5,400 NANA
home swap 4,400 0Haus Swap (Google Translate)
flat exchange 110 2,400Wohnungstausch
apartment exchange 10 10Apartment Tausch
The business environment influences demand
and search
Example: Checking market for ‘house exchange’ in UK and Germany
54. 9. Plan for the long haul
E-VORSPRUNG CONSULTING
74.7 % say availability of
after-sales support in
own language influences
their buying decision
Web presence in export markets requires time, budget, resources
Initially – localisation, SEO, e-marketing for launch
On an ongoing basis – SEO and e-marketing
A website is for life, not just for Christmas
Fresh content
Internet is a 2-way channel
Enabling and answering incoming queries
55. 10. Face up to special challenges
E-VORSPRUNG CONSULTING
56. Provide answers and options for queries
Rich and localised information on website, e.g.
Sitemap
FAQs
Brochures
Downloads
Product selector/configurator
Delivery tracking option
Product availability information
Options for getting answering specific questions
Choice of contact options
Interactive and instant contact options
E-VORSPRUNG CONSULTING
57. Building trust: Basics
Contact data
◦ Address, phone number, email, fax etc.
Provide information about company
◦ About us
◦ History
◦ People
◦ Achievements
Provide locally expected or legally mandated
information
◦ E.g. Germany: Impressum
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59. 10 principles for international web
presence at a glance
1. Start with strategy
2. Prepare for a different business environment
3. Embrace your competitors
4. Tune into local culture
5. Be tech-savvy
6. Provide locally relevant content
7. Speak the right language
8. Make your website easy to find
9. Plan for the long haul
10. Face up to special challenges
E-VORSPRUNG CONSULTING
61. Typical internationalisation project
Phase1
• Strategy review
& development
of international
web presence
strategy
Phase2
• International
web presence,
optimisation &
localisation
planning
Phase3
• International
web presence
implementation
Phase4
• Internet
marketing
strategy and
approach for
export markets
Phase5
• e-marketing
implementation,
incl. ongoing
refinement and
skills transfer
Launch of SEO-optimised
export website/s based on
strategy developed
International e-marketing
Strategic web presence internationalisation