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How To Make Paid Search Work For B2B Marketing

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How To Make Paid Search Work For B2B Marketing

High CPCs.

Low search volume.

Unqualified leads.

B2B marketers face endless challenges when attempting to generate results from paid search.

Learn how to make paid search work to drive better B2B leads.

Prequalify Users With Ad Copy

One struggle many B2B search campaigns face is that keywords alone don’t fully delineate a user’s intent.

For instance, a managed IT services provider may want to strictly target enterprise-level organizations, but not every qualified prospect will include the word “enterprise” in their search queries.

You might target more general keywords like “managed IT services” to cast a wider net while encouraging the right people to click.

However, then the ad copy might specify “Enterprise Managed IT Services.”

If you only service businesses with more than a certain number of employees, you can mention it directly in ads or include it in callout extensions.

For instance, “For Businesses with 100+ Employees.”

In addition, including pricing in your copy can be an effective way to discourage clicks from people who can’t afford your services.

For instance, “Starting from $500/month” will help deter searchers who aren’t willing or able to spend at least $500 per month.

Layer On Audiences

Even when keyword intent may be fuzzy, audience targeting can help you zero in on the people you want to reach with your ads.

It’s usually best to use a combination of first-party and third-party audiences in campaigns.

First-party audiences entail your own data.

You can upload prospect lists using Customer Match to target individuals who may have expressed initial interest in your business after opting into a newsletter, downloading a whitepaper, or attending a webinar.

An additional benefit of these audiences can be to create similar audiences that you can also layer onto campaigns to reach people with crossover characteristics.

Additionally, create remarketing audiences from website visitors, and don’t forget to layer these onto campaigns, even if just as observation-only.

With manual bidding, you can bid on these people when set to observation-only to be more competitive for search queries from people who may have already indicated an interest in your business.

With automated bidding, layering these audiences indicates intent to Google. It shows that you consider these people important to reach for bidding signals.

Third-party audiences include several options on Google’s and Microsoft’s end, with B2B-oriented in-market audiences allowing for the most precision.

In-market audiences have shown by search and browsing behavior that they are directly shopping for a specific product or service.

IT companies can target Enterprise Software and Network Systems & Services segments.

B2B accounting firms can target a Business Financial Services segment.

Restaurant supply stores can target Business & Industrial Products > Food Service Equipment.

Countless other options exist to zero in on audiences directly related to several B2B niches.

You can also overlay LinkedIn audiences for additional B2B layers for Microsoft Advertising specifically.

In particular, use industry targeting to reach people in the specific fields that you’re trying to go after.

Find Keywords That Relate To Actual Problems

B2B marketers can be notorious for wanting to target only highly specific technical keywords that relate to their product.

However, the people facing the problems that a product solves may not even know that product exists.

For instance, one client I worked with provided board meeting software.

Only a small subset of people are directly searching for keywords like “board meeting software.”

However, many more people are searching for keywords such as “how to improve board meetings” or “how to share board meeting minutes,” – all questions that the software in question can solve.

Use tools such as Google Keyword Planner, Answer the Public, and Also Asked to identify questions people are asking and use your ads to show how your products or services provide solutions.

In addition, keep an eye on your own search term reports to identify keywords that you can pull into ad groups with more tailored ad copy.

Don’t Forget The Landing Page

Landing pages are crucial for any niche and any campaign, but there are several considerations you should keep in mind for B2B campaigns in particular.

Ideally, you’ve used ad copy to prevent the wrong people from clicking, but you should continue that theme with your landing page copy.

Use your copy to hint at the right business sizes, job roles, and potential budgets of your ideal clients.

Additionally, the form setup can be crucial to balance qualifying the right people against not unnecessarily deterring contacts from submitting the form.

Include enough form fields to ensure that people are serious enough about giving you their contact info while also letting you vet out their company details without asking for unnecessary information.

For instance, job title and company name are likely a reasonable ask, but do you really need them to specify city and state to download a whitepaper?

Asking for a phone number for a top-of-funnel offer can also be a turnoff, as many people don’t love getting a phone call out of the blue when they are simply in an early research phase.

In addition, include trust signals with logos and quotes from other businesses that have used your company.

B2B buyers want to see that similar businesses have trusted your services.

Optimize For The Right Conversion Actions

As ad platforms push advertisers toward using automated bidding in campaigns, getting accurate conversion data into platforms becomes more crucial than ever.

Additionally, be mindful that you’re optimizing around conversion actions that best relate to getting qualified leads.

For higher funnel campaigns, you might choose conversion actions such as asset downloads or webinar signups to optimize around higher volume asks.

However, for lower-funnel campaigns, you may be more focused on demo requests, trial signups, and sales inquiries and should select those as the conversion actions for the campaigns.

Additionally, sending back offline conversion data through a Salesforce integration or offline conversion import can provide additional signals to optimize around qualified leads.

Finally, attaching values to specific conversions (even if just rough value indicators based on your data) and optimizing conversion value can help Google differentiate from a lower-return, higher-funnel conversion vs. a higher-return lower-funnel conversion.

Put B2B PPC To The Test!

If you’ve been skeptical about paid search for B2B, or if you’ve struggled to make campaigns work for your company, perhaps it’s time for another try at making optimizations for success.

Think about actual customer problems to consider keywords and ad copy wording, include audience layers to zero in on the right prospects, keep your landing page focused on the proper persona, and ensure a correct conversion tracking setup.

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Google Rolls Out New ‘Web’ Filter For Search Results

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Google logo inside the Google Indonesia office in Jakarta

Google is introducing a filter that allows you to view only text-based webpages in search results.

The “Web” filter, rolling out globally over the next two days, addresses demand from searchers who prefer a stripped-down, simplified view of search results.

Danny Sullivan, Google’s Search Liaison, states in an announcement:

“We’ve added this after hearing from some that there are times when they’d prefer to just see links to web pages in their search results, such as if they’re looking for longer-form text documents, using a device with limited internet access, or those who just prefer text-based results shown separately from search features.”

The new functionality is a throwback to when search results were more straightforward. Now, they often combine rich media like images, videos, and shopping ads alongside the traditional list of web links.

How It Works

On mobile devices, the “Web” filter will be displayed alongside other filter options like “Images” and “News.”

Screenshot from: twitter.com/GoogleSearchLiaison, May 2024.

If Google’s systems don’t automatically surface it based on the search query, desktop users may need to select “More” to access it.

1715727362 7 Google Rolls Out New Web Filter For Search ResultsScreenshot from: twitter.com/GoogleSearchLiaison, May 2024.

More About Google Search Filters

Google’s search filters allow you to narrow results by type. The options displayed are dynamically generated based on your search query and what Google’s systems determine could be most relevant.

The “All Filters” option provides access to filters that are not shown automatically.

Alongside filters, Google also displays “Topics” – suggested related terms that can further refine or expand a user’s original query into new areas of exploration.

For more about Google’s search filters, see its official help page.


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Why Google Can’t Tell You About Every Ranking Drop

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Why Google Can't Tell You About Every Ranking Drop

In a recent Twitter exchange, Google’s Search Liaison, Danny Sullivan, provided insight into how the search engine handles algorithmic spam actions and ranking drops.

The discussion was sparked by a website owner’s complaint about a significant traffic loss and the inability to request a manual review.

Sullivan clarified that a site could be affected by an algorithmic spam action or simply not ranking well due to other factors.

He emphasized that many sites experiencing ranking drops mistakenly attribute it to an algorithmic spam action when that may not be the case.

“I’ve looked at many sites where people have complained about losing rankings and decide they have a algorithmic spam action against them, but they don’t. “

Sullivan’s full statement will help you understand Google’s transparency challenges.

Additionally, he explains why the desire for manual review to override automated rankings may be misguided.

Challenges In Transparency & Manual Intervention

Sullivan acknowledged the idea of providing more transparency in Search Console, potentially notifying site owners of algorithmic actions similar to manual actions.

However, he highlighted two key challenges:

  1. Revealing algorithmic spam indicators could allow bad actors to game the system.
  2. Algorithmic actions are not site-specific and cannot be manually lifted.

Sullivan expressed sympathy for the frustration of not knowing the cause of a traffic drop and the inability to communicate with someone about it.

However, he cautioned against the desire for a manual intervention to override the automated systems’ rankings.

Sullivan states:

“…you don’t really want to think “Oh, I just wish I had a manual action, that would be so much easier.” You really don’t want your individual site coming the attention of our spam analysts. First, it’s not like manual actions are somehow instantly processed. Second, it’s just something we know about a site going forward, especially if it says it has change but hasn’t really.”

Determining Content Helpfulness & Reliability

Moving beyond spam, Sullivan discussed various systems that assess the helpfulness, usefulness, and reliability of individual content and sites.

He acknowledged that these systems are imperfect and some high-quality sites may not be recognized as well as they should be.

“Some of them ranking really well. But they’ve moved down a bit in small positions enough that the traffic drop is notable. They assume they have fundamental issues but don’t, really — which is why we added a whole section about this to our debugging traffic drops page.”

Sullivan revealed ongoing discussions about providing more indicators in Search Console to help creators understand their content’s performance.

“Another thing I’ve been discussing, and I’m not alone in this, is could we do more in Search Console to show some of these indicators. This is all challenging similar to all the stuff I said about spam, about how not wanting to let the systems get gamed, and also how there’s then no button we would push that’s like “actually more useful than our automated systems think — rank it better!” But maybe there’s a way we can find to share more, in a way that helps everyone and coupled with better guidance, would help creators.”

Advocacy For Small Publishers & Positive Progress

In response to a suggestion from Brandon Saltalamacchia, founder of RetroDodo, about manually reviewing “good” sites and providing guidance, Sullivan shared his thoughts on potential solutions.

He mentioned exploring ideas such as self-declaration through structured data for small publishers and learning from that information to make positive changes.

“I have some thoughts I’ve been exploring and proposing on what we might do with small publishers and self-declaring with structured data and how we might learn from that and use that in various ways. Which is getting way ahead of myself and the usual no promises but yes, I think and hope for ways to move ahead more positively.”

Sullivan said he can’t make promises or implement changes overnight, but he expressed hope for finding ways to move forward positively.


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56 Google Search Statistics to Bookmark for 2024

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56 Google Search Statistics to Bookmark for 2024

If you’re curious about the state of Google search in 2024, look no further.

Each year we pick, vet, and categorize a list of up-to-date statistics to give you insights from trusted sources on Google search trends.

  1. Google has a web index of “about 400 billion documents”. (The Capitol Forum)
  2. Google’s search index is over 100 million gigabytes in size. (Google)
  3. There are an estimated 3.5 billion searches on Google each day. (Internet Live Stats)
  4. 61.5% of desktop searches and 34.4% of mobile searches result in no clicks. (SparkToro)
  5. 15% of all Google searches have never been searched before. (Google)
  6. 94.74% of keywords get 10 monthly searches or fewer. (Ahrefs)
  7. The most searched keyword in the US and globally is “YouTube,” and youtube.com gets the most traffic from Google. (Ahrefs)
  8. 96.55% of all pages get zero search traffic from Google. (Ahrefs)
  9. 50-65% of all number-one spots are dominated by featured snippets. (Authority Hacker)
  10. Reddit is the most popular domain for product review queries. (Detailed)

  1. Google is the most used search engine in the world, with a mobile market share of 95.32% and a desktop market share of 81.95%. (Statista)
    63.41% of all US web traffic referrals come from Google.63.41% of all US web traffic referrals come from Google.
  2. Google.com generated 84.2 billion visits a month in 2023. (Statista)
  3. Google generated $307.4 billion in revenue in 2023. (Alphabet Investor Relations)
  4. 63.41% of all US web traffic referrals come from Google. (SparkToro)
  5. 92.96% of global traffic comes from Google Search, Google Images, and Google Maps. (SparkToro)
  6. Only 49% of Gen Z women use Google as their search engine. The rest use TikTok. (Search Engine Land)

  1. 58.67% of all website traffic worldwide comes from mobile phones. (Statista)
  2. 57% of local search queries are submitted using a mobile device or tablet. (ReviewTrackers)
    57% of local search queries are submitted using a mobile device or tablet. 57% of local search queries are submitted using a mobile device or tablet.
  3. 51% of smartphone users have discovered a new company or product when conducting a search on their smartphones. (Think With Google)
  4. 54% of smartphone users search for business hours, and 53% search for directions to local stores. (Think With Google)
  5. 18% of local searches on smartphones lead to a purchase within a day vs. 7% of non-local searches. (Think With Google)
  6. 56% of in-store shoppers used their smartphones to shop or research items while they were in-store. (Think With Google)
  7. 60% of smartphone users have contacted a business directly using the search results (e.g., “click to call” option). (Think With Google)
  8. 63.6% of consumers say they are likely to check reviews on Google before visiting a business location. (ReviewTrackers)
  9. 88% of consumers would use a business that replies to all of its reviews. (BrightLocal)
  10. Customers are 2.7 times more likely to consider a business reputable if they find a complete Business Profile on Google Search and Maps. (Google)
  11. Customers are 70% more likely to visit and 50% more likely to consider purchasing from businesses with a complete Business Profile. (Google)
  12. 76% of people who search on their smartphones for something nearby visit a business within a day. (Think With Google)
  13. 28% of searches for something nearby result in a purchase. (Think With Google)
  14. Mobile searches for “store open near me” (such as, “grocery store open near me” have grown by over 250% in the last two years. (Think With Google)

  1. People use Google Lens for 12 billion visual searches a month. (Google)
  2. 50% of online shoppers say images helped them decide what to buy. (Think With Google)
  3. There are an estimated 136 billion indexed images on Google Image Search. (Photutorial)
  4. 15.8% of Google SERPs show images. (Moz)
  5. People click on 3D images almost 50% more than static ones. (Google)

  1. More than 800 million people use Google Discover monthly to stay updated on their interests. (Google)
  2. 46% of Google Discover URLs are news sites, 44% e-commerce, 7% entertainment, and 2% travel. (Search Engine Journal)
  3. Even though news sites accounted for under 50% of Google Discover URLs, they received 99% of Discover clicks. (Search Engine Journal)
    Even though news sites accounted for under 50% of Google Discover URLs, they received 99% of Discover clicks.Even though news sites accounted for under 50% of Google Discover URLs, they received 99% of Discover clicks.
  4. Most Google Discover URLs only receive traffic for three to four days, with most of that traffic occurring one to two days after publishing. (Search Engine Journal)
  5. The clickthrough rate (CTR) for Google Discover is 11%. (Search Engine Journal)
  1. 91.45% of search volumes in Google Ads Keyword Planner are overestimates. (Ahrefs)
  2. For every $1 a business spends on Google Ads, they receive $8 in profit through Google Search and Ads. (Google)
  3. Google removed 5.5 billion ads, suspended 12.7 million advertiser accounts, restricted over 6.9 billion ads, and restricted ads from showing up on 2.1 billion publisher pages in 2023. (Google)
  4. The average shopping click-through rate (CTR) across all industries is 0.86% for Google Ads. (Wordstream)
  5. The average shopping cost per click (CPC) across all industries is $0.66 for Google Ads. (Wordstream)
  6. The average shopping conversion rate (CVR) across all industries is 1.91% for Google Ads. (Wordstream)

  1. 58% of consumers ages 25-34 use voice search daily. (UpCity)
  2. 16% of people use voice search for local “near me” searches. (UpCity)
  3. 67% of consumers say they’re very likely to use voice search when seeking information. (UpCity)
  4. Active users of the Google Assistant grew 4X over the past year, as of 2019. (Think With Google)
  5. Google Assistant hit 1 billion app installs. (Android Police)

  1. AI-generated answers from SGE were available for 91% of entertainment queries but only 17% of healthcare queries. (Statista)
  2. The AI-generated answers in Google’s Search Generative Experience (SGE) do not match any links from the top 10 Google organic search results 93.8% of the time. (Search Engine Journal)
  3. Google displays a Search Generative element for 86.8% of all search queries. (Authoritas)
    Google displays a Search Generative element for 86.8% of all search queries. Google displays a Search Generative element for 86.8% of all search queries.
  4. 62% of generative links came from sources outside the top 10 ranking organic domains. Only 20.1% of generative URLs directly match an organic URL ranking on page one. (Authoritas)
  5. 70% of SEOs said that they were worried about the impact of SGE on organic search (Aira)

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