While there are many types of paid search marketing, this article will focus on PPC (pay-per-click) advertising, and specifically Google AdWords, the most important, and most popular, and usually most effective type of paid search. Nevertheless, many of the ideas presented here apply to other forms of paid search such as Bing Ads and retargeting.
The Anatomy of a Google AdWords Campaign
Google AdWords campaigns have four levels:
It’s important to organize and think about keywords in this way. When you track clicks and conversions from your campaign, you need to know which keywords and ad groups produced them; otherwise, you will not be able to effectively adjust and optimize your campaign as time goes on.
Campaign Setup
Campaign Monitoring and Continuous Improvement
As you track the results of your campaign through Google’s AdWords platform, you will see certain keywords outperforming others. A great feature of AdWords is you can make adjustments to your campaign quickly, enabling you, for instance, to bid more frequently on high-performing keywords and eliminate non-performers. In addition, you can optimize in other settings, such as displaying ads only on days that produce the most clickthroughs.
Speaking of clickthroughs, the three most important metrics for evaluating your campaign are:
The most common technique for optimizing campaigns is split testing. For instance, you might test one ad offer versus another; the ad producing the most clickthroughs or conversions becomes the new standard. Other common campaign elements to test include landing page copy, and days or times when ads display.
Besides optimizing campaign settings and split testing, improving your Google Quality Score is another crucial factor in improving campaign metrics. The more relevant your ads and landing pages are to the targeted keywords, the better.
As a final note, give your campaign time to succeed; six months to a year is a good test period. What matters is not how you start, but how your key metrics improve over time. Most campaigns pick up steam as they go, since predicting customer behavior is not an easy task — as any small businessperson well knows!
Brad Shorr is the B2B Marketing Director of Straight North, an Internet marketing firm offering PPC Management Services to middle market companies throughout the U.S. You can read Brad’s work on PPC Hero to learn more about paid search.
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