19. QS is Based on Your CTR vs. Expected CTR
@larrykim #mpb2b
20. A Crazy Hack To Increase Quality Scores
• Allocate 10% of Budget To
Raise Account Average
Quality Scores
• Delete the Bottom Third of
Your AdWords Account
(Shift budget to
Remarketing instead)
@larrykim #mpb2b
21. Example Crappy Account
• 2/3rd of Keywords
Underperform
Expected CTR,
• 1/3rd of Keywords
Beat Expected
CTR
22. The Junk Keywords Kill The Account
• Even the above
average CTR
keywords have
very low Quality
Scores!
23. Example Amazing Account
• 1/3rd of Keywords
Underperform
Expected CTR,
• 2/3rd of Keywords
Beat Expected
CTR
24. High CTR Keywords = Get Out of Jail Free!
• Even the
Keywords with
0% CTR have
Quality Scores of
7/10 or 10/10!!
26. Typical Quality Score Distribution
• Today, Average
~5/10
• Previously it was
7/10
• As average values
drift lower, above
average QS worth
up to 200% more
than before!
27. So What To Do With My Keywords?
@larrykim #mpb2b
• If Your Keyword’s Quality Score is…
– 1to 3: Delete Immediately
– 4 to 6: Fix / Optimize
– 7 to 10: Don’t Mess with Success
28. But.. High Quality Scores Aren’t
Possible In my Industry!!
@larrykim #mpb2b
34. Quick Recap
• Below Avg. CTR = Low QS
• Low QS means…
– Less prominent ad positions
– Very low impression share
– Huge CPC penalties (+400%
Tax)
– High Cost Per Conversion
(+64%)
35. The HIGH CTR Game for AdWords
@larrykim #mpb2b
• Be Very Picky. Bid on Only the Best
Keywords and Get HIGH CTRs.
• Delete Junk Keywords (Bottom Third of
your Account)
• PRO TIP: Use impression weighted
average quality scores for Campaigns &
Accounts (ignore keyword-level QS)
37. @larrykim #mpb2b
Which Ad Wins?
• Ad A
– 2,423 Impressions
– 453 clicks (1.4% CTR)
– Average Position: 2.8
• Ad B
– 36,223 Impressions
– 760 clicks (2.1% CTR)
– Average Position: 3.0
38. Trick Question! They Both Suck
@larrykim #mpb2b
• Neither ad is worth
declaring a
“Winner”.
• Not even the 2.1%
CTR in the 3.0 Avg.
Position.
• Why??
39. What’s a Good CTR These
Days?
(It’s Higher Than You Think)
42. Crap Ads Vs. Unicorns!!
Percentile Vs. Expected
CTR
Name
Bottom 50% Below
Expected CTR
CRAP ADS
Top 15% 2X Higher Awesome
Advertisers
Top 5% 3x Higher Super
Awesome
Advertisers
Top 1% 6x Higher!! Unicorns!!!
57. Ad Unicorns are Rare & Beautiful Creatures!
Name Percentile Relative
Abundance
Vs.
Expected
CTR
Awesome
Ads
Top 15% 1:6.7 2X Higher
Super
Awesome
Ads
Top 5% 1:20 3x Higher
Unicorns Top 1% 1:100 6x
Higher!!
62. What’s a Good Conversion Rate for PPC?
@larrykim #mpb2b
63. The Top 10% of Landing Pages Have 3-5x
Higher Conversion Rates
@larrykim #mpb2b
Distribution
Point
All accounts Ecommerce Legal B2B Finance
Median
Conversion
Rate
2.35% 1.84% 2.07% 2.23% 5.01%
Top 25%
Conversion
Rate
5.31% 3.71% 4.12% 4.31% 11.19%
Top 10%
Conversion
Rate
11.45% 6.25% 6.46% 11.70% 24.48%
65. The Great Landing Page
Optimization Fairy Tale
@larrykim #mpb2b
• We Changed the:
– Font Type
– Spacing
– Button Color
– Image
– Etc.
• We got a 5%
Increase in Conversions!!*
67. Conventional Landing Page
Optimization is Over-Rated
@larrykim #mpb2b
• Small Changes Result In
Small Changes
• % Change You Think You
Got is Often Just Noise
or Wishful Thinking
91. The Hack: Think of PPC More Like Email
@larrykim #mpb2b
Marketing
Email Marketing
• Limit Number of Blasts To Reduce
Unsubscribes
• 0.5-2% Unsubscribes Each Blast
• People Need To Opt Into Your List
• Tons of Unqualified Emails on the
List
People Based Marketing
• N/A
• N/A
• N/A
• N/A
93. Mobile Changes The Flow In a Big Way
OMG a
Call
Button!!
@larrykim #mpb2b
94. Mobile Changes The Flow In a Big Way!
Desktop Search Conversion Funnel
1. Sees Ad 1. Sees Ad
2. Clicks On Ad
3. Visits Website
Landing Page
4. Captured Lead
Mobile Conversion Funnel
2. Calls
Business
3% Avg.
Conversion
Rate
3. Lead
Captured!!
Calls to Businesses worth on Average 3x More Than
Clicks to Websites!!
95. The Hack: Forget about Mobile Sites and
@larrykim #mpb2b
Landing Pages!
102. 5% of Articles Generate 50% of Social Media
@larrykim #mpb2b
Engagement
103.
104. The Hack: Same Emotions Make People
Click on Ads and Content
105.
106. Mark Your Calendar!
• Remarketing and Retargeting in 2014
• Wednesday 3:50, Salon F
– Erin Sagin – WordStream
– Tim Mayer – Trueffect
– Sean Dolan – PushFire
– Rob Garner - Advice Interactive Group
@larrykim #mpb2b
108. Remarketing Lists for Search Ads (RLSA)
• Customize Ads To
Users Who Previously
Visited Your Site
• On Average Doubles
Click Through Rates
(Raises Quality Score)
and Cuts CPC’s in
Half!!
112. A Thousand New Features Each Year
@larrykim #mpb2b
• Over 1000 New Features
in last 12 Months
• Innovation is Accelerating
• Much more if you Include
Bing Ads, Twitter,
Linkedin, Facebook, etc.
113. +Post Ads on Google+
@larrykim #mpb2b
• Released in April 2014
• Google+ Updates Show
Up All Over The Web as
Ads!
114.
115. Impact on G+ Page Visibility Before &
@larrykim #mpb2b
After
After
Before
116. The Flywheel Effect: Paid Social Promotion
Generates Organic Engagement
@larrykim #mpb2b
117. TrueView Ads on YouTube
@larrykim #mpb2b
• People spend 6 Billion
Hours on YouTube /
Month
• Pay Nothing if People
Click “Skip Ad”
• Ridiculously Powerful
Targeting Options
119. Summary: The Top 10 AdWords Hacks of All Time!
@larrykim #mpb2b
1. Say No to Low CTR!
2. Unicorn Ads Get Up To 6x
Average CTR
3. Unicorn Offers Get 3-5x
Average Conversion Rates
4. Forget About Mobile
Websites and Landing
Pages
5. Quality Score has Huge
Impact on Display Ads
6. Use RLSA to Double Click
Through Rates / Reduce CPC
in Half
7. Expand Display Ad Reach with
In-Market Segments
8. Get in People’s Gmail
Inboxes!
9. Target Specific People on
Facebook and Twitter
10.Always Be the First Mover!
120. Flywheel Effect: Paid
Don’t Settle For Average – Be a Unicorn Among a Sea of
Donkey Advertisers!
@larrykim #mpb2b