Adwords post campaign deck cid-380-452-9139

DONOHUE
FUNERAL
HOME
Gomac Post Campaign Report
www.donohuefuneralhome.ca

EXECUTIVE SUMMARY
Founded in 1930, Donohue Funeral Home is a funeral home based in
London, ON that offers personalized and traditional funeral, cremation,
and burial services.
The GOMAC Adwords campaign ran for 21 days and included 3 campaigns
(Funerals, Cremations, and Display)
With only $170.25 in ad spend, the campaign resulted in 6 online
conversions, 6 offline inquiries, and an overall increase in qualified traffic
to the website.
Recommendations for further conversion optimization include utilizing
highly visited pages for lead generation opportunities, utilizing location
extensions, adding CTAs to website, etc.

fullertonbotanic.com
8.56%
63.39% 2.13
$162
6 Calls to Donohue
6 views to Contact, Pre
Planning Pages
Rate: 3.30% 1.7
CTR
BOUNCE RATE PAGES/SESSION
COST
CONVERSIONS
AVG AD POSITION
ACCOUNT HIGHLIGHTS
$0.89
AVG CPC
2 . 13K
182
IMPRESSIONS
CLICKS
Search Campaign (March 19 - April 8, 2018)
Google Data Studio Link: https://goo.gl/fNCgrJ

fullertonbotanic.com
0.37%
1$4.27 0 100%
CTR
PAGES/SESSIONCOST CONVERSIONS BOUNCE RATE
ACCOUNT HIGHLIGHTS
$0.33
AVG CPC
3 . 55K 13
IMPRESSIONS CLICKS
DISPLAY CAMPAIGN (March 19 - April 8, 2018)
Google Data Studio Link: https://goo.gl/3Dr1mr

Campaign
Not having Google Analytics tracking goals and
conversions at the start of the campaign.
AdWords and Analytics were not linked at onset of
campaign.
Potential Inaccurate information on post click
behavior and conversion tracking.
Location Extensions not approved in time for
campaign.
Source of incoming calls to client not investigated.
Limitations

CAMPAIGN PERFORMANCE
Funeral Home campaign
was the most successful
Search Campaign
It outperformed
Cremations in all metrics
except CPC
Generated 169 Clicks as
opposed to Cremation's 9
Clicks in 21 days
The same was apparent in
terms of Impressions, with
Funeral Homes generating
1879 as opposed to
Cremation's 190
In terms of CTR, Funeral
Homes again
outperformed Cremations
with 8.99% against 4.74%
Funeral Homes did
average a higher CPC of
$0.88 due to raised bids
on certain keywords to
increase the average
position on page
Cremation's average CPC
was $0.86, due to a higher
bid ($1.15) on keywords
such as “cremation
services” which drove up
the average.

AD GROUP PERFORMANCE
4 Ad Groups Generated 94% of Donohue's Search Campaign
Impressions
Funeral Home was the Adgroup with the highest expenses throughout
the campaign, nevertheless it was the one that generated 7
conversions in Donohue’s website. (Views to the Contact Page)

RETURN ON AD SPEND
With 6 conversions achieved, and 6 phone
calls made to the Funeral Home (as reported
by Funeral Home manager), the team
estimated that one of the conversions would
lead to an actual funeral service arranged
resulting in an average of $5500.
As discussed in the pre-campaign deck,
customers are likely to plan more than one
funeral with the same funeral home putting
the Customer Lifetime Value at $5500 x 2 =
$11,000 in revenue.
Factoring in variable costs and ad spend, the
team estimated a 176% ROAS for this
campaign.

CREMATION
KEYWORD PERFORMANCE
FUNERAL HOMES
Phrase and Broad Matched versions of the word "Funeral
Home" within the Funeral Home Ad Group performed best
In particular, “funeral home” phrase-matched had the highest
number of clicks (42) with a CTR of 8.48% and the highest
amount of impressions (495) but a high amount of the users
searching this keyword query were unqualified;
Users resulting from this keyword were bouncing at a rate of
87.77% and were searching terms in relation to obituaries or
competitors e.g. “haskett funeral home” or “funeral home
obit”.
By making the keyword more geo-specific, duplicating it, and
changing match types from broad/phrase to exact, the search
terms became more relevant (e.g. London ON funeral homes,
funeral homes London), and the bounce rate decreased to
37.93%.
The cremation keywords failed to gather substantial
impressions or clicks.
+crematorium gathered the most impressions (20) and clicks
(3) averaging a CTR of 15%.
All three clicks were deemed highly relevant as the search
term queried was “london crematorium”.
The cremation search terms turned out to be far more
relevant/qualified than the funeral home search terms.
The keywords maintained an average quality score of 7/10
indicating that users had a relevant landing page experience
and that its ads were deemed highly relevant.
Despite its relevance and high quality scores, the cremation
campaign ultimately underperformed due to low search
volume and a low overall CTR, and was paused in the second
week to reallocate funds to the Funeral Home campaign.

We ran 2 Campaigns (Funeral and Cremation) each with 6 different ad groups. Of all ad groups the “Funeral
Home” Ad Group outperformed all other ad groups significantly, accounting for 90% of all impressions and
95% of all clicks.
This is due to the fact that the search term “funeral home” is searched far more by users than any other terms
found in our other ad groups, such as cremation, pre-planning or burial.
Thus, it is likely that many of our ads did not get much rotation due to low search volume.
AD COPY PERFORMANCE

Users were most interested in finding local funeral homes and for this reason, ads that contained geo-modifiers in
headlines performed best. Quality ads should contain geo-modifiers and USPs such as free consultations, 24/7
availability, etc.
“Funeral Home London, ON” was the most successful ad in terms of providing more traffic and new users, and
resulted in the most conversions on the website (views to the contact page).
The “Donohue Funeral Home London” ad attracted less overall users but it had a 38% lower bounce rate, an average
of 3.73 pages per session (1.97 higher than “Funeral Home”) and a higher average session duration.
This suggests that although the landing pages were the same the ad copy from “Funeral Home London, ON” was
more efficient at garnering clicks but the visitors coming in from “Donohue Funeral Home London” spent more time
interacting with the site.
AD PERFORMANCE

In terms of the Extensions, for the Funeral Home campaign, the callout
extensions generally outperformed sitelink extensions (with the exception
of Grief Resources) which suggests that the visitors were more interested in
the unique features that Donohue Funeral Home had to offer.
The fact that the Grief Resources extension received the most amount of
impressions and clicks across all campaigns suggests that, as an offering,
there is a relatively high interest for it amongst the visitors and is
something that Donohue can capitalize upon.
The low number of clicks on Call Extensions suggests that the users aren’t
directly looking to call Donohue in order to communicate but instead prefer
to go to the website, try to see if they can obtain the information there and
then call from the number available on the page if necessary.
EXTENSION PERFORMANCE

Campaign: Cremations
Campaign: Funeral Home
EXTENSION PERFORMANCE

DETAILED ACCOUNT ACTIVITY
Week One
March 21 to March 27th, 2018
2 campaigns on the Search Network
Funeral Home and Cremation
1 on the Display Network
Bidding Strategy
Automatic Bidding with a Max CPC of $1.08
FUNERAL HOME
EXPECTED COST $56.88
ACTUAL COST $61.98
CREMATION
ACTUAL COST $6.63
ACTUAL COST $61.98
DISPLAY
SEARCH
Budget Spend: After Week One
16% of the allocated weekly budget was left over to be used in the
following weeks.
"The Funeral Home campaign
overspent its budget in week
one with the cremation and
display campaign spending
less than half of their
respective budgets."

Week 1 Performance Metrics
The Funeral Home campaign was immediately
more effective in garnering clicks, impressions,
and consequently, a better click through rate.
The Cremation campaigned underperformed in all
concerned areas but still resulted in the most
highly relevant traffic (re: search terms).

Four categories of search queries became apparent:
Relevant search terms - terms that were meaningful and would result in qualified traffic.
Donohue search terms - terms that were branded and related to Donohue’s services.
Competitor search terms - terms that were related to competitor’s services
Irrelevant search terms - terms that were not related to donohue’s services or competitor’s services and would not result qualified traffic.
The team began negative matching Donohue, Competitor, and Irrelevant search terms based on different reasonings.
Donohue search terms were negative matched as it was determined that these search queries could be fulfilled with organic
listings and would therefore be a misuse of ad dollars.
Competitor search terms were blatantly concerned with competitors and these search terms resulted in a high bounce rate at
almost 100% - largely underperforming traffic.
Irrelevant search terms also contributed to a high bounce rate and the team quickly learned to be extremely granular in negative
matching any words and phrases that were deemed irrelevant including: england, readings, cheap, etc.
Most of these search terms resulted from the keyword “funeral home” phrase-matched.
The team chose to continue using this keyword to accrue a broad list of search terms for optimization further into the campaign.

Week 1 Search Terms
The search terms in relation to the cremation
campaign were few but mostly relevant with
only one competitor search term apparent
within the first week.
Search terms such as london crematorium,
crematorium london ontario, and cremations
affordable funerals resulted from the broad
modified keyword +crematorium and
+cremations +funerals.

Week Two
March 28th to April 3rd, 2018
Starting Point: In addition to the 16% of the budget left from week one,
the team acquired $100 CAD of additional funding from an AdWords
Credit which was reallocated towards each campaign with a preference
towards the Funeral Home campaign; the initial expected spend for
Week 2 went from $65.51 to $106.27
Bidding Strategy
Automatic Bidding with a Max CPC of $1.08
FUNERAL HOME
(60% of budget)
ACTUAL COST $57.82
CREMATION
(40% of budget)
ACTUAL COST $1.10
EXPECTED COST $4.00
ACTUAL COST $0.61
DISPLAY
SEARCH

Kept the cremation campaign running despite its underwhelming performance in the first week.
Some optimization and bidding changes were made in attempt to improve performance but after two more days of
underperformance with a low CTR of 1.59%, the campaign was PAUSED and its remnant budget reallocated to the
funeral home campaign.
Display campaign was underperforming at a CTR of 0.54% with less than half of the budget spent in the first week.
For this reason, the team decided to PAUSE the campaign and allocate the remaining budget to the funeral home
campaign which was driving clicks, impressions and conversions.
For both campaigns, the team decided to change to a manual bidding strategy with Enhanced CPC.
Impressions dropped across both campaigns after the bidding strategy was changed, suggesting that some of the
manual bids set were below first page requirements.
The team decided to optimize by increasing bids on the most meaningful keywords in which impressions were
being lost due to rank with hopes to accrue impressions and clicks on those keywords.

Week 2 Search Terms
The team diligently monitored competitor-related search queries and
continued to negative match these terms. As a result, relevant search
terms increased from 10 in Week One, to 14 in Week Two.
The keywords “funeral homes”, “funeral home”, and +funeral +home
drove the most clicks with a mix of relevant, competitor, and
irrelevant search terms.
At the end of the week, the team was able to glean variations of
relevant search terms that had resulted from these keywords with
broader match types and create exact-match keywords such as
[london ontario funeral homes], [funeral homes london ontario],
[funeral home london on], [london funeral homes], etc.
The phrased and broad modified search terms were then paused.

Week Three
April 4th to April 10th, 2018
Changed match types as the team realized that the way to still get
traffic from funeral home related queries without the name of a
competitor attached to it, was to create more keyword variations of
funeral home with an exact match to them.
Lowering the bids for keywords that had a good quality score and ad
position that could take a decrease on the bid without losing our
position.
FUNERAL HOME
(100% of budget)
BUDGET REMAINING $212.90
ACTUAL COST $29.65
SEARCH

Noticing a rise in the avg. CPC of the Funeral Home campaign from last week, the team’s priorities
this week were to reduce the CPC and increase relevant clicks.
In order to reduce the CPC, the team experimented with 10% decreases on max bids of keywords
with high quality scores (8/10) such as [funeral homes London Ontario], [funeral home], etc.
The team also manually decreased bids on keywords that had bids above the top of page/first page
bid.
Executing these two tactics effectively drove down the CPC from $1.07 to $0.80 within the
campaign’s last week.

Week 3 Search Terms
After introducing variations of exact match
keywords and pausing broad/phrase match
keywords in Week 2, the team noticed a decrease
in impressions - this was expected as the
keywords had become more granular and narrow.
However, an increase in highly relevant search
terms and qualified traffic was noticed
immediately with a 50% increase in conversions
resulting from exact match keywords alone.

AUCTION INSIGHTS
Donohue’s avg. position increased over time
from 1.6 in its first week to 1.3 in its second
with inconclusive auction insights in its third
week.
This indicates that the optimizations made to
keywords and bids throughout the campaign
were successful in increasing ad rank.
For the course of this campaign, Donohue
maintained an average impression share of
27.69% with an average position of 1.4, higher
than its major competitors on the SERP.
Donohue’s ads were mostly served next to Harris
Funeral Home’s ads at an overlap rate of 36.35%.

EXPERIMENT #2
The team increased bids within the Pre-Planning ad group in order
to increase impressions as the data suggested that several
keywords were losing impressions due to their ranking.
After three days of running the experiment with 30% of the weekly
Funeral Home campaign budget allocated to it, the team decided
to stop the experiment as it drove impressions within the general
funeral home ad group unrelated to pre-planning keywords.
The team concluded that the search volume for pre-planning
related keywords was not high enough to accrue impressions and
stopped running the experiment.
EXPERIMENT #1
Running Just Paused Ads Cremation
When the campaign began, only 2 of 3 ads for each ad group were
activated.
The purpose of this experiment was to test the cremation ads that
were not running during the first week and determine if a change
in ad copy would increase the clicks and CTR within the cremation
campaign.
Over the course of the 4 day experiment, the expected results were
not achieved with the experimental campaign generating a total of
0 clicks and 10 impressions with the other metrics (CPC, CTR)
following at 0.
The team concluded that the ad copy was not deemed as highly
relevant by Google and stopped running the experiment.
RESULTS

CAMPAIGN PERFORMANCE EVALUATION
Although the AdWords campaign only utilized 66.7% of the budget, it achieved 84% of the expected clicks (195 clicks of
expected 231.5), 79% of its expected impressions (5,673 of expected 7,716), and had a higher CTR and lower CPC than
expected. The team believes that with continual monitoring and optimizations, these campaigns can continue to be
delivered at a low cost with similar significant results.

POST CLICK
BEHAVIOUR
ACROSS
CHANNELS
Paid traffic resulted in the highest conversion rate from the top website traffic
sources during the campaign period. It’s bounce rate, 62.4%, performed better
than the overall bounce rate at 67.03%.
CAMPAIGN PERFORMANCE EVALUATION

RECOMMENDATIONS
Google AdWords Recommendations:
● Continue Running the current AdWords campaigns
● Focus majority of the resources to the Funeral Homes campaign
● Keep running the cremation campaign but run experiments with varying bids to investigate
the resources required to successfully maintain a presence
● Run display ads only for pre-planning and only on local websites using placements
● Accumulate data over time and identify the best days and times to run ads
● Keep Negative matching competitor funeral homes as and when they appear on search
terms for Donohue’s ads
● Experiment with differing ad copies, include different permutations and combinations of
Donohue’s Unique Selling Propositions on their best performing ad groups
● Avoid phrase matching keywords related to Funeral Homes in order to avoid getting
irrelevant clicks from competitors
● Maintain top of page bid for best performing keywords
● Consider using a different phone number for the ads in order to help gauge the
performance of different ad groups
● Link the Google MyBusiness account to AdWords in order to populate on the Location
Extension

RECOMMENDATIONS
Website Recommendations:
● Use the website to build trust with the customers. Highlight Donohue’s Unique Selling
Propositions.
● Add content to landing pages that is more relevant to their services to increase relevance
of the ads
● Move all the FAQs from the website to one landing page and segment them accordingly
● Change the phone number on the website to a clickable version
● Write additional copy on the website to describe the services that they offer as opposed to
industry information
● Write additional content for their pre planning page in addition to their form
● Add a page for themed funerals in case they want it to be a unique selling point
● Set up obituaries as a goal, then count that out when measuring relevant traffic
● Add more calls to action to website
● During the campaign, there were a considerable amount of views to the obituary page.
Donohue would benefit from adding a Pre-Planning link/button to that page for potential
lead generation.

Adwords post campaign deck cid-380-452-9139

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Adwords post campaign deck cid-380-452-9139