Paid search and social session on strategies and structures to find and convert your perfect leads using audiences, extensions, ads, and landing pages.
5. | @navahf @HennesseyDgtl 5
Curtain #1: “The Pig in Lipstick”
• Meets very few or none of your
“good customer” criteria.
• Never going to buy, but
engages with sales team
anyway.
• Engages with all free content.
Sometimes complains on social
media about your marketing
efforts
7. | @navahf @HennesseyDgtl 7
Curtain #2:“Beer Goggles”
• Meets most of your “good
customer” criteria.
• Not ready to buy now –
discovering the options for 1-2
years down the road.
• Engages with your free content.
10. | @navahf @HennesseyDgtl 10
• Round 1: Identify Your Best Customers
• Round 2: Business Operations
• Round 3: Ad Copy + Landing Pages
Let’s Play PPC Matchmaker!
11. | @navahf @HennesseyDgtl 11
• The two questions you must ask yourself:
• What types of businesses are you after?
• What types of “bogus” leads make your blood
boil?
Industry Identification
12. | @navahf @HennesseyDgtl 12
• How might the ideal
customer search?
• How does the wrong
customer search?
Put Yourself In Their Shoes
14. | @navahf @HennesseyDgtl 14
Different Ways Of Searching Have Different
Auction Prices
Based on $369
spend between
October 25th and
November 23rd 2019
19. | @navahf @HennesseyDgtl 19
Revenue Tiers For Prospects
Has Need, No Funds
Limited Need, Has Funds
Has Need & Funds
20. | @navahf @HennesseyDgtl 20
• Within target industry,
who are the decision
makers?
• Who usually contacts
you first, and who
ultimately buys?
Position Of Prospect
21. | @navahf @HennesseyDgtl 21
• Write ads that speak
directly to your
target!
Position Of Prospect
25. | @navahf @HennesseyDgtl 25
Taking Two Hours Off Schedule Can
Dramatically Increase CTR
0.00%
0.50%
1.00%
1.50%
2.00%
2.50%
3.00%
3.50%
4.00%
All Hours & Days Business Hours Focus on Power Hours
CTR Jan 2019-March 2019
CTR
3.5%Average taken from 100
client accounts
27. | @navahf @HennesseyDgtl 27
Location – Pick Winning Markets
Bid modifiers focus the budget on
your best markets and protect your
budget from underperformers!
28. | @navahf @HennesseyDgtl 28
Location – Account For Variations in CPC &
Searches
Don’t target more than
one country in a
campaign!
29. | @navahf @HennesseyDgtl 29
Round 1: What Did We Learn?
✔ Start by Identifying Your Top Verticals
✔ Choose Keywords that Show Buying Intent
✔ Focus Marketing Efforts on Prospects in Ideal Revenue Tiers
✔ Write Ad Copy that Speaks to the Position of the Prospect
✔ Schedule Your Ads For Power Hours
✔ Leverage Location Targeting to Focus Your Budget
30. | @navahf @HennesseyDgtl 30
• Round 1: Identify Your Best Customers
• Round 2: Business Operations
• Round 3: Ad Copy + Landing Pages
Let’s Play PPC Matchmaker!
31. | @navahf @HennesseyDgtl 31
Let’s Start With A Basic Equation
(100 Clicks X .25 CPC) X 35% Conversion Rate
Budget!
=
32. | @navahf @HennesseyDgtl 32
Who’s Better At Closing Your Leads?
• Customer confirms business need
themselves
• More automatic process – scale is easier
• Relationships close the deal
• Education process important
VS.
Site/Tool Sales Team
33. | @navahf @HennesseyDgtl 33
Figuring Out Volume of Clicks Needed
(100 Clicks X .25 CPC) X 35% Conversion Rate
Budget!
=
34. | @navahf @HennesseyDgtl 34
How Many New Customers Can You Support?
Last time I go out
with this
loser…he’s lost my
business for good!
36. | @navahf @HennesseyDgtl 36
Campaigns For Sales Teams & High Touch
Retargeting
Demos/Consultation
Whitepapers/Webinars
General Service
37. | @navahf @HennesseyDgtl 37
Campaigns For Trials & Low Touch
Retargeting
Trial
Affiliate Programs
General Service
38. | @navahf @HennesseyDgtl 38
Figuring Out Conversion Rate
(100 Clicks X .25 CPC) X 35% Conversion Rate
Budget!
=
39. | @navahf @HennesseyDgtl 39
Let’s Talk Conversion Value
Have you found the one? Let’s convert them!
40. | @navahf @HennesseyDgtl 40
Lead to Conversion Ratio?
Odds are, you won’t have 100% conversion rate – know your lead to conversion ratio by phone
call/form-fill.
Your sales game is
weak, no way I’m
giving you my
number!
48. | @navahf @HennesseyDgtl 48
Round 2: What Did We Learn?
✔ How To Solve Your Budget Equation!
✔ Questions That Govern Success In PPC!
✔ Best Campaigns For Your Best Closer!
✔ Calculating Conversion Values & CPAs
49. | @navahf @HennesseyDgtl 49
• Round 1: Identify Your Best Customers
• Round 2: Business Operations
• Round 3: Ad Copy + Landing Pages
Let’s Play PPC Matchmaker!
50. | @navahf @HennesseyDgtl 50
• Serves as the final
point of security
between search
queries and the click
you pay for
• Write copy that speaks
directly to your ideal
customer
Ad Copy
51. | @navahf @HennesseyDgtl 51
• A/B test ads that
include pricing vs ads
that don’t
• Prevent clicks from
imposters who won’t
pay the price
Ad Copy Can Be Self-Selecting
52. | @navahf @HennesseyDgtl 52
• Improve CTR by extending ad and highlighting intriguing
options like product videos
• Send qualified clicks directly to conversion actions like
demos, trials and white paper downloads
Ad Extensions: Sitelinks
53. | @navahf @HennesseyDgtl 53
• Gives ad an extra line of description
• Perfect for listing services offered
Ad Extensions: Structured Snippets
54. | @navahf @HennesseyDgtl 54
• Force competition out of
the picture
• Share pricing upfront
• Exact pricing not
necessary
Ad Extensions: Price Extensions
56. | @navahf @HennesseyDgtl 56
Display Average CPC’s Are Cheaper – Build Your
Perfect Audience to Be Picked Up By Search
Remarketing
10%
conversion
rate vs 4%
conversion
rate
57. | @navahf @HennesseyDgtl 57
Display Can Bring Users Your Branded and
Remarketing Search Campaigns are Poised to
Pick-up
$500
Monthly
Budget
168550
Monthly
Impressions
701
Monthly
Clicks
*Average monthly budget, impressions and clicks across
4000 accounts (no budget over $50 and no budget under
$1)
58. | @navahf @HennesseyDgtl 58
By running campaigns on other networks, you can
expand your Google market:
60. | @navahf @HennesseyDgtl 60
• Allow navigation
• Prospects will likely
need information and
a feeling of familiarity
with your business
before deciding to
convert
Landing Pages
61. | @navahf @HennesseyDgtl 61
• Utilize trust symbols and
testimonials
• Establish credibility with
industry-specific sources
Landing Pages
63. | @navahf @HennesseyDgtl 63
• Place phone number
prominently and
throughout site (if
phone calls are desired)
• Clickable from mobile
devices
Landing Pages
64. | @navahf @HennesseyDgtl 64
Round 3: What Did We Learn?
✔ Use Pricing to Write Self-Selecting Ad Copy
✔ Create Expanded Text Ads for More Engaging Ads
✔ Enable Ad Extensions to Send Qualified Visitors Directly to
Conversion Actions
✔ Send Clicks to Transparent, Informational Landing Pages that Make
it Easy for Prospects to Convert When Ready
65. | @navahf @HennesseyDgtl 65
• Round 1: Identify Your Best Customers
• Round 2: Business Operations
• Round 3: Ad Copy + Landing Pages
Let’s Play PPC Matchmaker!
67. | @navahf @HennesseyDgtl 67
A Profitable Partner!
• Meets all of your “good customer”
criteria.
• Has a business need that coincides
with average selling cycle.
• Engages with free content, and
once a customer, shares their love
of your amazing product.
69. | @navahf @HennesseyDgtl 69
• Round 1: Identify Your Best Customers
• Round 2: Business Operations
• Round 3: Ad Copy + Landing Pages
We Hope You Enjoyed Playing PPC Match-
Maker!