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Relevance is King
Content Built to Save Money,
Build Qualified Traffic,
and Create Conversions
Dane Saville
Reunion Marketing | Brand & PR Manager
Who Is This Guy?
Relevant Stimulus Marketing
Programmatic Bypasses the
Waste of Traditional
Channels
Hypothetical Scenario: Television
Total Audience 1,000,000
People Outside Target Market and Audience 750,000
Net Target Audience Reached 250,000
CPM $15
Cost Per Net Target Audience Impressions $60
Total Spend $10,000
Increase Frequency More Budget
You’ve Indexed.
Here’s the
Problem.
Traditional Media
Hypothetical Scenario: Video Pre-Roll
Total Audience 300,000
Net Target Audience Reached 300,000
CPM $15
Cost Per Net Target Audience Impressions $15
Total Spend $10,000
Increase Frequency Hyper-Targeting
No Indexing.
No Problem.
Programmatic
This
deserves
a second
look.
Wait … Traditional vs. Programmatic
Channel Traditional Programmatic
CPM $15 $15
Total Audience 1,000,000 300,000
Net Target Audience Reached 250,000 300,000
Cost Per Net Target Audience
Impressions
$60 $15
Total Spend $10,000 $10,000
Increase Frequency More Budget Hyper-Targeting
Programmatic Targeting
Demographics
Geo-Targeting
Behavioral
Look-Alikes
Metric Bounce
Rate
Time on
Site
Facebook Ads
w/ Clean CRM
Data
38.2% 1 min. +
Other Stimulus
Channels
90%+ 10 sec. or fewer
Brand CPC Frequency CTR
Ford Store $00.21 2.63 1.53%
Nissan Store 1 $00.29 5.8 2.23%
Nissan Store 2 $00.33 2.4 2.13%
Automotive Dealership Industry Averages
CPC: $2.24 | CTR: 0.8%
Programmatic Targeting Part 2
Paid Search
3 Pillars to Capture
Highly Qualified Traffic
The Right Ads
Ad Campaign | Ad Groups | Ad Extensions | Ad Copy | Mobile Friendly
The Right Impression Share
Intent-Focused Searches
Ads with High Impression Share
Broad Searches
Expect Lower Impression Share
Still Find a Way to Win
The Right Targeted Market
Website Content
Content Matches Search Intent
Search Console Data
• Based on Search
Queries
• Right-to-Win
Searches
• Keyword Rankings
Match Dealership
Goals
• Marry Content with
Search Intent
Google Ads Data
• Ads That
Convert Best
• Keywords from
Ad Campaigns
High-Priority Keywords
Dominate SERPs with Relevance
Relevance is King
• The Right Content
• The Right People
• The Right Places
Filling a Porsche Consumer Need
Conversion Rate Optimization
Fulfill the Potential of
SEO and SEM
The True Meaning of CRO
WHAT
CRO IS
WHAT
CRO
IS NOT
CRO: Remove the Friction
CRO: Make It Happen Across Devices
CRO Is Needed on Purpose Pages
CRO Is Needed
on Purpose
Pages
An Example of CRO Implementation
Schumacher Chrysler Dodge Jeep Ram
• May/June 2017
•70
• Form Submissions
May/June 2017
70
Form Submissions
May/June 2018
167
Form Submissions
That’s a 97% increase!
15 more cars sold!
(at a closing rate of 15%)
How CRO Affects SERPs
• More Conversions
• More Time on Site
• Lower Bounce Rate
Google Rewards with
Rank
CTR Drops with Each
Position Lower in SERPs
It All Starts with

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