This document discusses how search and social advertising can be better integrated to improve digital marketing campaigns. It notes that search and social have complementary strengths and weaknesses, with search having better engagement but less audience control, while social allows broad targeting but with lower engagement. The document advocates using social data like interests and behaviors to improve audience targeting in search campaigns. It also recommends remarketing strategies across networks to keep people engaged in the customer journey. Overall, the key message is that search, display, and social campaigns work best when integrated and leveraging the same audience insights from each network.
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Mark Irvine
WordStream, Senior Data Scientist •Analyzes trend data of
22,000+ WordStream Client
AdWords, Bing & Facebook
Accounts.
•6 Years of PPC experience
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State of Digital Advertising in 2018
• 10 Million+ advertisers rely on Google
AdWords, growing every year since 2001.
• 88% of all of Google’s revenue comes from
advertising
• Google’s ad revenue grew $16 Billion
USD in 2017.
• 7 Million of advertisers have joined Facebook
in the past 2 years alone.
• Nearly all of Facebook’s revenue comes from
advertising
• Facebook’s ad revenue grew $13 Billion USD
in 2017.
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Search Ads Have Distinct Strengths and Weaknesses
Your Product
• Search ads have relatively
good engagement – with
higher CTRs and CVRs!
• However, search is a
highly reactive medium.
• We have little control over
the audience who sees our
ads.
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Social Ads Have The Opposite Strengths
• Social ads are native and can
pique interest in unknown
products.
• Social ads can target any
audience our minds can
imagine.
• But, users are specifically not
looking for their product on
Social – and CTRs and CVR
are generally lower.
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Campaigns Provide Value Beyond CPA
This campaign
produced a lot of
traffic – but rarely
ever converted.
1,400
1,600
1,800
2,000
2,200
2,400
2,600
300,000 400,000 500,000 600,000 700,000 800,000 900,000 1,000,000
SalesfromALLother
Campaigns
Reach of Poor Campaign
Original Performance
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Campaigns Provide Value Beyond CPA
Without making
major changes to
any other
campaign, we saw
conversions from
other campaigns
begin to fall off as
a result.1,400
1,600
1,800
2,000
2,200
2,400
2,600
300,000 400,000 500,000 600,000 700,000 800,000 900,000 1,000,000
SalesfromALLother
Campaigns
Reach of Poor Campaign
After Pulling Back on the Campaign
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Campaigns Provide Value Beyond CPA
•In this case, not only did reducing this “poor converting”
campaign reduce direct sales. It also:
• Reduced the reach of other campaigns by 10%.
Many campaigns stagnated.
• Reduced the conversion rate of all website traffic by
12%.
• Total online sales suffered an
18% drop.
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Reach of Major Networks (US)
Facebook:
207 million
YouTube:
180 million
Google:
246 million
Pinterest:
58 million
LinkedIn:
133 million
Instagram:
77 million
Twitter:
60 million
Bing:
141 million
Snapchat:
61 million
YouTube:
180 million
Facebook:
207 million
Google:
246 million
Bing:
141 million
LinkedIn:
133 million
Instagram:
77 million
Snapchat:
61 million
Twitter:
60 million
Pinterest:
58 million
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Perfecting Your Audience Targeting Cross-Network
High Intent
Searchers on
Google
Sophisticated
Audience Targeting
on Display & Social
Search Display & Social
Winning
Combination!
Perfecting your Audience Targeting Cross-Network
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Search isn’t Perfect Alone
Average CVR:
3.75%
Top 10% CVR:
11.3%
Top 1% CVR:
22.9%
Even the best don’t convert most of the time!
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97% of all visitors to your site won’t
complete your goal on their first visit.
70% of visitors who add an item to
their shopping cart will abandon their
cart without purchasing.
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Facebook is Highly Engaging
•Facebook users visit Facebook
more than any other site –
averaging 14 visits a day.
•Social users spend more time –
averaging almost an hour
every day.
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Keep People in your Funnel Longer with Remarketing
0.00%
0.05%
0.10%
0.15%
0.20%
0.25%
0.30%
0.35%
0.40%
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AverageEngagementRate
# Times User has Seen an Ad
Remarketing
Other ad
targeting
Remarketing ads not
only have higher
engagement rates
but also fatigue at
half the rate of
other ads!
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0
0.2
0.4
0.6
0.8
1
1.2
1.4
1.6
1.8
2
2.2
2.4
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RelativeConversionRate
Number of times a user has seen ad
Conversion Rate Increases with Exposure
More than 2x
more likely to
convert after seeing
your ad 6 times!
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Use Email, Phone, & Email Data to Your Advantage
Customer Match allows you to target users by email, phone
numbers, and addresses on Google and Facebook. This allows
you to leverage more data to improve your targeting!
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Keep People in your Funnel Longer with Remarketing
These audiences you’re
currently already in
contact with are often
your most valuable.
Using customer match
increases conversion
rate by 300%!
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Use your Google Analytics Time Lag Report to determine how long users
wait before they buy.
Give Them Time
Make sure you’re
reaching these audiences
long enough to capture
95% of these conversions!
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We Discover on Social – Later, we Search on Google
Laurel
Recent search interest for “Laurel” or “Yanny”:
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Social Trends Predict Search Trends
Within 1 hour of
trending on Twitter,
searches for that
subject double.
0
1
2
3
4
5
6
-2 -1 0 1 2 3 4 5 6 7 8 9 10 11 12
RelativeSearchInterest
Hours Since First Trending on Twitter
Within 6 hours,
searches for that
subject increase
fivefold.
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Social Trends Predict Search Trends
0
1
2
3
4
5
6
-2 -1 0 1 2 3 4 5 6 7 8 9 10 11 12
RelativeSearchInterest
Hours Since First Trending on Twitter
Promoted Hashtags
All other hashtags
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We Discover on Social and then we Search on Google
Tweet @Google
Google Search result for NHL scores.
Tweet @Google
Google Search result for local weather.
Tweet @Google
Google Search result for
“Pizza nearby”
Tweet @Google
Google Search result for
“Pizza nearby”
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We Discover on Social and then we Search on Google
Historical search interest for “Pizza near me”
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We Discover on Social and then we Search on Google
Historical search interest for “Pizza nearby”
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Keywords Don’t Always Capture Intent
School Trips Abroad
Parents Students School
Groups
Teachers
& Admin
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Targeting On Search: Expanded Targeting on Social:
Age
Income
Gender Parental Status
Remarketing InterestsIn-Market
Job EducationRelationship
Life Events
Get More Targeting Cross-Network
Traveling
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Targeting your Social Audiences in Search Campaigns
Specific audience: Secondary School Teachers
Target social
campaign toward
audience:
$0.63 average
cost per website
click
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Create audience lists from your social campaigns and target them
in your search campaigns to improve your PPC targeting!
Perfecting your Audience Targeting Cross-Network
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school trips abroad
Targeting your Social Audiences in Search Campaigns
Specific audience: Secondary School Teachers
Target social
campaign toward
audience:
$0.63 average
cost per website
click