Internet Marketing

Getting Paid to Hand-Pick Your Co-Workers: A LinkedIn Ads Experiment

Using LinkedIn Ads with Recruiting Referral programsWhat if you could hand-pick your co-workers, and make money in the process? The idea isn't original. Many great companies offer referral bonuses because they know that talent attracts more talent. And yet referrals only account for about a third of new hires at many companies. Recently I tried an experiment to see whether I could use LinkedIn Ads to turn myself into a de facto paid recruiter for my company.

How to Set Up a LinkedIn Ad for Recruiting Referrals

When I heard about some new openings in my department recently, I had an idea to use LinkedIn Ads to help me recruit for the new gigs. The goal was to scale my efforts in finding qualified candidates so that I could invite them to apply for these new jobs. If I could get someone hired through this process, I'd be eligible for a referral bonus. The setup consisted of three steps:

Step 1: Create a LinkedIn Ad Campaign

First I signed up for LinkedIn Ads and created ads targeting candidates based on the positions available. I created two cost-per-click ads with the goal of learning what I could from the differences in the ads.

Ad 1 "Broad" - This ad cast a wide net across all marketers in the Twin Cities with a few years of experience. I used geography, experience (via age as a proxy), and industry in my ad targeting.

LinkedIn broad targeted ad

Ad 2 "Narrow" - This ad honed in on just marketers with experience in higher education. It contained all the parameters of the first ad, as well as some specific company-level targeting to restrict the ads to showing only within the higher education market.

LinkedIn referral program ad with narrow focusAfter creating my ads, I created a budget, pointed them at a special landing page I created on my blog, and launched my campaign.

Step 2: Sending LinkedIn Ads to a Landing Page

The ads began receiving impressions and even sending a few folks to the landing page I created to promote the openings via clicks. This landing page wasn't anything special. It contained some basic information about working for Rasmussen College, a list of links to all the open jobs, and a contact form where I instructed interested parties to direct their queries.

Landing page for LinkedIn Ads

Step 3: Screen and Submit Referral Candidates

Once candidates contacted me, we'd exchanged a few emails to see which positions appealed to them the most, and where their experience might fit in best with the company. I gathered a resume and cover letter from candidates who were a good fit and submitted them through our company's referral submission process. If there wasn't a good fit, I reached out to my LinkedIn network to see if anyone was looking for someone like my candidate.

The Results of the LinkedIn Ad Experiment

At this point, I have some very encouraging results, but I haven't hit a home run. The ad with a narrow focus has received 1700+ impressions, but hasn't yet earned any clicks despite several changes to the image, headline and ad copy. On the bright side, this ad hasn't cost my any money, so it's been a free learning exercise.

LinkedIn Ad results

On the other hand, the more broadly targeted ad has received over 19,000 impressions, 18 clicks, and 2 contacts. One candidate was qualified, while one wasn't suited for the positions we had available. What did we learn?

  • With 18 visits and $56.38 spent, I averaged $3.13 per click
  • Of the 18 visits, 2 contacted me, for a visit-to-lead conversion rate of 11%
  • With 2 contacts, I averaged $28.19 per candidate
  • With 1 qualified candidate, I'm averaging $56.38 per qualified candidate
  • Hypothetical: I may have to recruit five qualified candidates before someone lands a job. In that case, I'd average a cost-per-hire of $281.90

If the qualified candidate lands the job, I have found a rock star for my team and have earned $1,000 (referral bonus) on an investment of $53.16 (at a humble ROI of 1,781%). Even if I have to recruit a total of 5 candidates before someone gets hired, I'll still be looking at an ROI of 255%. In fact, at this point I would only need one candidate out of 19 to land a job in order to break even on the investment. 

Taking LinkedIn Ads to the Next Level

Given the preliminary results from my campaign, the outlook is promising. Yes, there are multiple areas for improvement as I look ahead. I'm going to continually tweak my ad campaigns for both targeting and ad creative. I also want to refine my landing page to increase my visit-to-lead conversion rates. But overall, I may have just stumbled upon a great way to hand-pick my new co-workers and get paid a like a professional recruiter in the process.

What do you think of the LinkedIn Ads approach to recruiting through referral bonus programs?

28 Marketing and Business Books to Read in 2012

A man reading business and marketing books.At the beginning of 2011, my friend and digital PR expert Arik Hanson posed a challenge on his blog: read a book every other week all year long. I took Arik up on his challenge, and discovered nearly thirty amazing marketing and business books this year in the process.

And now that I've gotten into the habit of regular reading, 2012 will be no different. Will you join me next year? Here's a few tips and 28 marketing and business books to encourage you to join me in the 2012 26 Book Challenge.

How to Read a Book Every Other Week

Getting through 26 books in a year doesn't just happen. It's the type of thing you have to plan for, both in terms of the time it will take and medium that will work best for you.

First, where do you find yourself having chunks of time where your brain isn't engaged? Nearly everyone has that half an hour or more per day where they're stuck in traffic, on the bus/train, walking on a treadmill, etc. 

Next, what's the best medium for you to consume books during this free time? Between good old-fashioned paper books, electronic books (e.g., Kindle) and audio books (e.g., Audible), there's a way for nearly everyone to find time in your existing schedule where you could be reading and learning new things. Personally, I listen to books via Audible to and from work during my half-hour commute. That alone is responsible for most of the books I read this year.

28 Marketing and Business Books to Read in 2012

Some folks read for pleasure or simply to escape. I use my reading time to get through books on marketing and business. If you're looking to take the 26 Book Challenge in 2012, consider some of the gems* I read this year (you can also read my ever-growing list of Internet marketing book reviews):

General Online Marketing and Marketing Books:

 Content Marketing, SEO, and Social Media Books:

Marketing and Business Psychology Books:

Personal Branding and Business Philosophy Books:

*Note: there are Amazon Affiliate links contained in this list. Please buy something to subsidize my own reading habit. :)

A Complete List of 2012 Marketing and Business Books

What do you think of the books on this list?  I need your help to figure out what's missing, what deserves to be there, and what people should avoid. What great marketing and business books can you recommend? Leave a suggestion (or a few) in the comments to help my readers and me as we set our sites on the 2012 26 Book Challenge. Be sure to also leave a comment if you plan on being a part of the challenge in 2012.

Image credit: Flickr 

Is Squarespace V6 the Future of Landing Page Testing?

Squarespace conversion ratesThe next chapter in Internet marketing will be about coversion rate optimization (CRO) and landing page testing, the process of getting more people to take action on your website by testing out different versions of the same page. And although it's still in beta, Squarespace version six (v6) might soon emerge as the most powerful tool available to landing page optimization (LPO) professionals. Let's take a look at why Squarespace v6 might help boost your conversion rate.

What's so Big About Squarespace Version Six?

Squarespace recently launched beta testing on the long-awaited next version of acclaimed hosted website and blog building solution, which comes after a huge round of funding worth nearly $40M back in 2010. Squarespace has always been known for their intuitive web building tools, and now they've gone a step further. 

Squarespace v6 will feature, among other things, a new grid design interface, allowing web designers (and marketers!) to quickly build pages with custom layouts without using custom CSS stylesheets. Watch this video to see how building any page layout for a landing page in Squarespace will soon be a matter of drag-and-drop (about 28 seconds in).

Squarespace 6 from Squarespace on Vimeo.

Building Landing Pages Quickly in Squarespace V6

The key to landing page testing is the ability to quickly build two or more versions of the same page and see which one leads to the best outcomes on your site. You can use software such as Google Website Optimizer to test pages against each other and determine which one produces more sales, leads, whatever it is that's important to you with scientific evidence and facts to know for sure. For example, which of these pages do you think would lead to the most amount of new Squarespace sign-ups?

Squarespace landning pages(This is a common layout for landing pages.)Squarespace landing page optimized(Squarespace v6 will provide easy options to make major layout changes.)Squarespace conversion rate opimtization(Squarespace v6 can help test whether videos or images are more effective on your site.)

Conversion Rate Optimization Made Easy With Squarespace V6

The tough thing about landing page optimization has traditionally been that very few tools allow you to 1) build the pages, 2) split up the traffic a page receives and divvy it up to the various landing pages and 3) keep track of all the math in order to tell you which page won. Tools like LiveBall and Unbounce support these tasks, but they can require an additional investment that many don't have.

Squarepace v6 and free landing pages like Google Website Optimizer (GWO) could be used together to build and launch tests quickly and with minimal effort. All Squarespace has to do at this point is to pair their new grid-based page design tools with the ability to embed some simple page-level GWO JavaScript into the HTML page head.

If the Squarespace team is wise, they'll see the power of this untapped market and act accordingly. A simple tweak to what can be embedded on each landing page (i.e., the GWO JavaScript) and Squarespace v6 becomes a powerful option and one of the cheapest tools for conversion rate optimization and landing page testing on the web.

Have you looked at Squarespace in the past for landing page testing? What was your experience? 

Will Squarespace V6 Surpass Current Limitations?

Squarespace limitations report by usersFans of Squarespace have been looking to the long-awaited next version of the web publishing platform to address current Squarespace limitations and a growing number of requests for new features. Will Squarespace deliver on customer requests or have the expectations been set too high after a few years of pent up demand?

What Changes Should Squarespace Make?

Squarespace has a pretty broad user community ranging widely in interests, abilities and areas of knowledge. Customers vary from small business owners, to marketers, to designers and developers due to its overall strength as a web platform. These differences were incredibly visible when looking at the responses to my recent survey of the Squarespace community.

Over the summer I asked over a hundred Squarespacers their opinion of the content management system, and what they'd change about the platform if they could. Opinions of Squarespace were generally quite postive, but there were requests for advances in a few major categories:

Squarespace improvements as requested by users

The responses for Squarespace improvements were varied. An equal thirty percent are looking for advancements in customization and extensibility of the Squarespace platform. Sixteen percent are looking for more intuitive and informative tools to help them use Squarespace, and close to ten percent didn't want any changes at all. How will Squarespace Six deliver in these areas? 

Customization - Squarespace six will introduce new and amazing ways to customize our websites. Squarespace has revealed some details about the new template development kit system that will allow designers to create fully customizable and portable templates that can be applied to many different sites. 

Extensibility - Extensibility is another major area of expansion for v6. While you can plug and play nearly any type of widget or JavaScript-enabled third-party code already on Squarespace, there isn't a direct integration with these third parties. Squarespace v6 will directly integrete with Google Docs for data collection and MailChimp for email delivery. This new technology will also enable Squarespace to tackle more robust functionality in the future, such as ecommerce.

Help & How-To - While the designer and developer community are antsy for customization and extensibility, a large number of casual Squarespace users are looking to make the current tool more polished and easier to use overall. Making tools like the WYSIWYG editor more reliable, along with hiding sophisticated options when you don't need them are examples of the changes non-developer types are looking for in version six. They also want more and better tutorials on how to use the platform.

Other - The "Other" bucket of responses consisted of a hodgepodge of issues that illustrate how important a handful of other issues are to some people, ranging from specific Squarespace product improvements such as multi-language support and more mobile support, to issues with the company itself, like customer communication planning and pricing of certain features.

Will Squarespace Version Six Deliver?

The challenge for Squarespace becomes clear after a simple glance at the pie chart summarizing the community's requests. Squarespace must advance the tool to meet the needs of sixty percent of its users while not confusing or upsetting those that want Squarsepace to be simpler and/or not to change at all.

Having built a new site on Squarespace six for their Friends & Family beta, I continue to be impressed by how thorough Squarespace has been in their approach to rethink the needs of their customers. I think they're in the process of nailing the changes we've all been asking for, however great and varied they may be.

What is on your wishlist for Squarespace v6? Is a specific change you'd like to see, or do you just have problems with a current feature or process in Squarespace? Share your Squarespace limitations, aspirations and expectations for version six with our community here in the comments.