The value of a television mention for a startup website

Our friend and advisor Scott Rafer has a short post on why startups shouldn’t focus on SEO or SMO (social media optimization on Twitter and Facebook), but should develop their own independent channels to create customer demand so that they aren’t beholden to a big company that could care less.

This is a post about traffic that I paid for, and the results, and traffic that I didn’t pay for, and the results.

The former: Early on at FanFeedr, I had big-company-itis, and I paid $2,000 for 10 radio spots, or $200/per spot. This was for sports talk radio, obstensibly, but my bookers placed me on shows that had little to do with sports, so I cancelled the contract at the halfway point.

When I did appear on a demographically-accurate radio show, I could see the number of users on the site in real-time, as we use a betaworks‘ portfolio company, Chartbeat, to monitor our real-time traffic flows. This was shortly after our alpha launch, last summer, so any customer was a good customer. This is what we did, across five interviews that averaged eight minutes apiece in markets like Los Angeles, New York, Providence, Hartford: 10 extra visitors to the site. The CPA (cost-per-acquisition) was a highly-absurd $200, regardless of the number of shows, as my $2,000 partial deposit was not refundable.

There is one hurdle in mentioning our site name on radio: it is missing the trailing “e” in FanFeeder, as you would say it naturally, and my efforts to stress that missing “e” did nothing to encourage intrepid radio fans across the country from coming to the site. Since they clearly had no previous exposure to the site, as we had launched a week earlier, this entire strategy was a waste of money.

Then, this Monday, 1 March 2010, I got a message from a producer of ESPN2′s SportsNation that we would be mentioned as one of their “Sites We Like,” as you can see below:

Based on the radio experience, I didn’t expect anything traffic-wise based on 10 seconds of exposure before cutting to a commercial, but they actually showed the site name in a fashion that is clear enough to read. And here are the numbers, based on our appearance at the 33m mark, in the middle of a one-hour show:

1 March 2010 | 04.33p ET (initial broadcast)

• 93 extra site visitors

1 March 2010 | 11.33p ET (repeat)

• 34 extra site visitors

2 March 2010 | 01.33a ET (repeat)

• 37 extra site visitors

Simply put: those incremental 164 visitors came from 10 seconds of television exposure on ESPN2 at odd hours. Those visitors, however, have been more highly engaged, surprisingly, on the site, than traffic that we get from social networks, which tends to be flightier (less time spent per visit) than traffic that we acquire through organic search. Specifically, these new visitors spent 27 seconds longer on the site than traffic from social networks.

Additionally, they engaged with our Pick’Em game at a higher rate than social networks or search engines. The latter makes a lot of sense, as the search engine traffic is much more directed and less around general sports topics of interest than the traffic from social networks. The Pick’Em game (“Who do you think will win, Arsenal or Portsmouth?” (Only the dimmest of bulbs would chose Portsmouth, BTW)) reflects picks, results and badges back on Facebook, and thus is one of the most pandemic (a hyper-form of virality that we just made up) channels that we have for acquiring new customers. This channel is based on prestige, which we have discussed before.

Scott is right in his advocacy for finding other channels for audience development outside of Facebook, Twitter and the search engines, but I cannot begin to suggest that happenstance mentions on television networks are a marketing channel.

But when it does happen, it can provide a nice, small bump for a web site that is seeking a much larger audience. Connecting through video with people who are fanatical about sports has potential as a marketing channel, and the good thing for us is that even if we don’t get the direct traffic, we can power other sites with sports-related goals through our API (which has aggregated news and information as well as the Pick’Em game.)