Marketing Myopia

Written By Dr. Naveel

In 1960, a landmark paper called “Marketing Myopia” was published in the Harvard Business Review. It challenged the way businesses look at themselves and raised the question, “What business are we really in?” For example, should a railroad company focus exclusively on railroad production or is transportation the bigger opportunity?

Should an oil company be focused exclusively on oil, or is energy the more appropriate focus?

Put another way, is the company focusing on what it is (product focus) or the solutions it provides (customer focus)?

In the SEO ( search engine optimization) industry, we come across many clients that engage in what I like to call keyword myopia — when a company focuses on what they offer instead of what the consumer is searching for.

Take, for example, the Wachovia Vehicle Loan webpage. From an internal perspective, this webpage probably makes perfect sense to Wachovia. They offer loans for any type of vehicle: cars, boats, motorcycles, etc.

Therefore, they think the webpage should focus on “vehicle loans” because it encompasses loans for many types of transportation.

This is clearly communicated to both search engines and customers with prominent placement of “vehicle loans” language throughout the webpage.

But are “vehicle loans” what consumers are searching for?

A Google Trends analysis illustrates that this isn’t necessarily the case.

It’s a safe bet that most people are not going to leave a car dealership thinking, “Wow, that vehicle I test-drove today was great! I better start searching for a vehicle loan.” Instead, they’re probably searching for their needs using their own language: “auto loan,” “car loan,” “boat loan,” and so on.

So where does Wachovia rank for auto loan, car loan, boat loan and motorcycle loan searches?

Wachovia is not in the top 100 search results of any major search engine for these terms. Clearly, they are missing an opportunity for search engine traffic by focusing on what they offer instead of what their prospective customer is searching for.

In sum, keep keyword myopia at bay by..

 focusing on the bigger picture –by optimizing your website with the consumer in mind, you create a broader opportunity to capture your target audience.

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Amira’s Comment :

This article written by Dr.Naveel on his website (www.searchviews.com) explained the origin of that term (Marketing Myopia ) , using very famous medical terminology (Myopia )which is (Nearsightedness) as Those with myopia see near objects clearly but far away objects appear blurred.

Thus, after working in Marketing field for years I can say that Marketing Myopia is not just to look at the bigger picture of customers needs BUT it also imply that you have to look at the wider picture of the whole Market focusing on what your Competitor offers

 

It’s my own theory but it works.. doesn’t it ???!!