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CTA Optimization

Dave Schwartz
VP, Marketing & GM, Product Ads
@davesch7

04.08.13
Overview

1. To CTA or Not To CTA?

2. Solving For The Right One

3. Common Mistakes We Make
Does Every Ad We
Write Need A CTA?
Consumers Want Information!




                              70% Higher
                                 CTR
                          2x Conversion
                                 Rate
How Do We Ensure
We Have The Right
      CTA?
Is This Kind of Analysis
      Enough?
How About Now?

  Conversions per 1,000 Impressions
Other
Considerations?
          Brands
  Keyword Attributes
      Class of CTA
  Actual Text of CTA
In Titles or Description
        In Sitelinks
Common Pitfalls to
      Avoid
1. Multiple Intents in
   an Ad Group

    adidas shoes
  buy adidas shoes
deals on adidas shoes
2. Excessive variation
              between test and
                       control ads

Adidas Shoes at Walmart             Adidas on Sale at Walmart
Better selection and pricing than   Better selection and pricing than
Foot Locker. Buy a Pair Today!      Foot Locker. Get Free Shipping!
www.walmart.com                     www.walmart.com
3. Too much focus on
        brand terms

“I get most of my revenue from
    brand terms so that is my
      creative test bed…”
4. Ignoring location
      and device




Buy In Store   Ships Free
Thank You!
@davesch7

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Dave schwartz ppc hero conference

Editor's Notes

  1. If we do take it at face value that every ad message needs a CTA, then how do we know we are using the right one?
  2. Can take this along way but based on the size, sophistication of your campaigns, you can decide where to draw the line. Key point is that CTAs should not just be an art or a science…needs to combine both in order to generate strong ones but also to analyze them in a consistent way.
  3. Customers who are familiar with your brand will respond a lot differently to a message than those who are unfamiliar with your brand. On non-brand terms you can
  4. Customers who are familiar with your brand will respond a lot differently to a message than those who are unfamiliar with your brand. On non-brand terms you can