2. | #PubCon @navahf 2
Agenda
• Budgets By Network
• How to Make the Most of Your Budget
• Signals of Growth/Case Studies
• Work across the entire WordStream book of
business
• Started working in Digital Marketing in 2008
• I call my husband, my lovely…we’re very nerdy
A Little About Me
3. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 3
Ryan Reynolds (aka Deadpool) was asked one of the
most important questions: which ad network is
better?
4. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 4
Let’s play the Ad Network
Dating Game!
5. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 5
• Really smart, rich, and powerful.
They’re constantly changing their
look to set trends.
• Sometimes over fixates on the little
things
• Only dates power players like them.
Meet Alpha Adwords
6. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 6
• Sometimes roped into going out
with the wrong people as a favor to
the other Chris’s.
• Tries to create value for you
through experimental projects.
• Invests a lot into special effects,
that don’t always land.Meet Dreamy Display
7. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 7
• Often overlooked, but has looks
and smarts in their own right.
• Is a little nerdy and prefers a cheap
date of gaming over a night on the
town.
• Loves art and appreciates those
who draw for them.
Meet Bashful Bing
8. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 8
• Really laidback and is down to
party whenever and however you
want.
• Struggles to reconcile their love of
retro payments with forward
thinking design.
• Sometimes gets in trouble for their
openness, and doesn’t always get
taken seriously despite being
quietly loaded.
Meet Fun Facebook
9. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 9
In the Old Days, Advertising was a Monogamous
Relationship
10. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 10
It was Usually With AdWords
11. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 11
This Worked for a While, but Then Sticker
Shock Set in for All Those Expensive
Cocktails (clicks)
12. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 12
On Average, Adwords Requires at Least $750 Ad
Spend Per Month.
13. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 13
Display Auction Prices are More Reasonable
14. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 14
Bing Requires at Least $450
15. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 15
Facebook can get by on $250 (highly dependent on
initiative)
16. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 16
No One Network Should Get All Your Budget – Let’s
Shed the Confines of Budget Monogamy!
18. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 18
Let’s get to know each other
19. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 19
How Much Do You Make When A Prospect Becomes a
Customer?
20. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 20
Are All Parts of Your Business Equal, or Should We Be
Playing Favorites?
21. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 21
Can You Focus Your Advertising Efforts into Being a Big
Fish in a Little Pond?
22. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 22
Depending On Your Answers, You Will Need to Use
Some Filters
23. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 23
Pick the Right Time to Make Your Move
0
2
4
6
8
10
12
14
16
18
20
Conversions
Conversions by Day Of Week
Sunday Monday Tuesday Wednesday Thursday Friday Saturday
Saturday
CPA $9.29
24. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 24
Location Can Make or Break the Mood
25. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 25
Keyword Choices Dictate How Far Your Budget Can Go
Based on $369
spend between
October 25th and
November 23rd
2017
26. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 26
Broad Keywords Can Drag Your Budget into
Unintended Auctions
162%
More
Than
Average
27. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 27
In Many Cases, Controlling for Auction Price is Enough
to include AdWords in Initial Touch Plans
28. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 28
Sometimes the Average CPC is Just Too High…
29. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 29
Meet the Yentas of Online Advertising: Remarketing
Lists for Search Ads & Customer Match
30. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 30
• Bid more/less aggressively on
certain users.
• Target exclusively those users so ad
copy can be the perfect match.
• Begin weighting different behaviors
and interactions with your brand.
Using RLSA/Customer
Match You Can:
31. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 31
The Average User Takes 3.58* Exposures to Your Brand
to Act. Your Budget Might Need Other Networks to
Make the Introduction
*Based on 5000 accounts running AdWords and Display
34. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 34
One of the Most Costly Mistakes Advertisers Make is
Combining Search & Display in the Same Campaign
35. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 35
Display Average CPC’s Are Cheaper – Google Could Be
Fooled into Funneling More Budget into Display Than
Search
0
0.5
1
1.5
2
2.5
3
3.5
0
200
400
600
800
1000
1200
1400
Display Search
November 2017
Clicks Conversions Average cpc
10%
conversion
rate vs 4%
conversion
rate
41. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 41
Display Can Bring Users Your Branded and
Remarketing Search Campaigns are Poised to Pick-up
$16.54
Budget
168550
Impressions
701
Clicks
*Average monthly budget, impressions and clicks
across 4000 accounts (no budget over $50 and no
budget under $1)
42. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 42
• Exclude mobile apps
• Check content for brand integrity
• Audit placements for cost
effectiveness
• Have remarketing tag placed
BEFORE starting display campaign.
Friends Don’t Let Friends
Party With Display Without
A Game Plan.
44. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 44
Bing Works Because a Lot of the Search Rules of
Engagement are the Same
45. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 45
It Can be As Easy as Hitting the Import Button
46. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 46
• Ad group level location and
schedules
• No “unknown” demographics (just
can’t completely exclude).
• Target specific search partner sites.
Budget-Saving Bing Unique
Traits
47. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 47
• Not all bidding strategies carry over
– make sure you’re bidding to rank!
• Bing serves ads in the time of the
user – audit your schedule!
• Extensions can lead to conversions
– make sure they’re set up
correctly!
What to Check For:
48. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 48
Bing Empowers Other Networks to Be Better:
49. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 49
It’s Much Easier to Own 90%+ Impression Share on
Bing Than AdWords
51. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 51
Facebook Takes Us into Uncharted Structure Territory
– the Ad Set, Not the Campaign Holds Strategic
Control
52. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 52
Given that Facebook
Charges in CPM – the Most
Strategic Energy Should be
Focused on the Copy (Don’t
Reuse Your Display Ads)
53. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 53
Too Broad
54. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 54
If You’re Working With
$500 or Less, Use At Least
One Prebuilt Audience
55. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 55
The key is Getting Your
Message in Front of the
Right User (and Not
Lumping Your Users
Together)
56. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 56
Same Copy: Drastically
Different Results!
• 19 conversions vs 0
• 2,144 impressions vs. 3,782
• 76 clicks vs 179
57. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 57
Always Include at Least One Location Target (Ideally
More Focused Than a Whole Country)
58. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 58
Average CPC is a Good Indicator if Your Copy is
Engaging or Getting Friendzoned
59. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 59
Facebook is a Safe-Haven for Many Disapproved
Industries
61. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 61
We’ve Explored Each Network’s Budget Optimization Powers
62. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 62
But as Ryan said, “we want all the scoops...with pine
nuts on top!”
63. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 63
Sync in Audience segments for analytics to capture cross
network audiences
64. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 64
You can either overcome the reason your
organic traffic bounced, or outright
exclude them (since they’re coming to
you anyway)
65. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 65
In-Market Audiences Now Available on Search and Display
*On Google Ads
and Bing
67. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 67
Client Story: The Facility
68. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 68
• Focused optimization efforts on
prime prospects, and layered in
demographic targeting/bid
adjustments.
• Launched Facebook lead campaign,
which allowed for branding and
acquisition
• Supplemented winning search
campaign with Bing
Main Action Items:
70. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 70
Client Story: A & A Machinery
71. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 71
• Segmented giant campaign into
micro campaigns focused on
specific locations.
• We audited each location for how
users searched and paused
variations driving up the spend.
• Imported successful campaign into
Bing (allowing for further location
targeting).
• Ran Facebook look a like campaigns
on services that were too expensive
to achieve on search.
Main Action Items:
72. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 72
A & A Machinery
Benchmark (1/13/16)
• Spend: $2,726.42 (AdWords)
• Impressions: 14,041
• Clicks: 435
• Average CPC: $6.27
• Conversion Rate: 1.61%
• CPA: $389.49
Post Optimizations (11/1/17)
• Spend: 357.78 (AdWords/Bing)
• Impressions: 1,537
• Clicks: 74
• Average CPC: $5.44
• Conversion Rate: 32.43%
• CPA: $14.91
73. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 73
But Navah, They Eventually Grew Their Spend Past
$1000…
74. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 74
Of Course They Did – Once You Get the Machine
Working, Putting More Money in Means More
Leads/Sales
75. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 75
The Goal of Most Businesses is to Grow Scalably
77. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 77
Action Item #1: Audit All Networks for Auction Prices
That Could Be Running Away With Your Budget.
78. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 78
Action Item #2: Build in Remarketing Lists So Your Ad
Spend Can Empower Itself Rather Than Live in a
Vacuum
79. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 79
Action Item #3: Audit Your Copy For Each Stage of the
Buying Cycle
80. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 80
Action Item #4: Conduct an Honest Audit of Your
Business’s Profit Centers, Lead Values, and Growth
Trajectories
81. | #SFIMA @navahf Grade Your Account: wordstream.com/sms 81
Action Item #5: Create Criteria for Campaigns That
Account for Growth – and Don’t Be Afraid to Take Your
Relationship With Your Budget To the Next Level!