SEO
Conversation Intelligence Trends & Tips From Invoca’s CMO
In the pursuit of more granular first-party data to better inform marketing campaigns and business decisions of all kinds, conversation intelligence is a field well worth exploring.
Using machine learning and AI-empowered technology to capture, analyze, and even visualize the data from customer calls at scale is driving dramatic improvements in organizations’ understanding of who they serve – and precisely what it is those customers need.
Conversation intelligence adds a data science layer to call tracking analytics.
It’s taking marketers well beyond the simple metrics of how many people called and from which channels to answering complex customer behavior and intent questions such as:
- What trends exist in our customers’ behavior, motivations, and desired outcomes?
- How can we improve the customer experience in the most meaningful ways?
- Which topics and questions are on our customers’ minds?
- What outcomes are being achieved in our customer service agent interactions?
I had an opportunity recently to chat with Dee Anna McPherson, CMO at Invoca and an expert in the field of conversation intelligence.
In this interview, you’ll discover emerging trends in call tracking and analytics, how marketers are using the first-party data gathered through conversation intelligence, and which opportunities should be on your radar as you plan for the year ahead.
McPherson shared tips to help brands make the most of this technology and how AI-assisted call analytics are used in various industries, as well.
Call Tracking & Conversation Intelligence Trends Of Note
Miranda Miller: “Any exciting trends or technological innovations in the call tracking and analytics space that marketers should keep an eye on this year?”
Dee Anna McPherson: “The biggest conversation intelligence trend that we’re seeing is greater usage across the buying journey, particularly for improving contact center performance.
I believe that 2022 is the year when the contact center officially moves from being viewed as a cost center to an opportunity to grow customer lifetime value.
This means that they will need new AI-powered tools to automatically analyze and score agent performance on every call. And, this could have a big impact on conversion rates for search marketers who are spending budget to drive phone leads.
Today, many businesses score agent performance manually by listening to calls, and this means that only 1-3% of calls get scored, leaving a huge margin for error.
Using AI-powered conversation intelligence, businesses can automatically analyze and score 100% of their calls.
The ability to automate Q&A processes leads to better customer experiences, which in turn result in higher conversion rates and improved marketing performance.”
Underutilized Opportunities In Conversation Intelligence
Miranda Miller: “What do you think is the one greatest but underutilized or untapped opportunity in conversation intelligence right now?”
Dee Anna McPherson: “Conversation intelligence is one of the last untapped sources of first-party customer data like digital engagement, behavior, and interactions, purchase history, demographics, and more.
First-party data is increasingly important as the constraints on third-party data tighten up, but how to get it, organize the data, and take action on it still leaves a lot of companies scratching their heads.
Using conversation intelligence, businesses can determine what keywords perform best, get data to precisely retarget and suppress advertising to prospects and customers, and get insight into consumer behavior to guide campaign optimization strategies.
Any business that regularly has conversations with their customers needs to use AI and conversation intelligence to mine that data and make sense of it to be competitive in 2022.”
Conversation Intelligence Strategy For Different Industries
Miranda Miller: “How does conversation intelligence strategy vary by vertical? Are there differences in call tracking and analytics best practices for retail vs. automotive or finance, for example?”
Dee Anna McPherson: “At a high level, all verticals use conversation intelligence to achieve similar fundamental goals, namely to:
- Drive more call conversions and revenue from their marketing.
- Reduce wasted ad spend and unwanted calls and increase ROAS.
- Deliver experiences to convert more callers to customers or patients.
- Uncover more actionable insights from calls to contact centers or locations.
While the fundamentals are similar, customer (and patient) journeys do vary from vertical to vertical – the reasons why consumers call businesses, where those calls go, what a call conversion is, and what elements make up an ideal phone conversation are different from industry to industry.
For example, one of our customers in the retirement communities vertical used Invoca’s AI-powered call analytics to track calls related to COVID-19 concerns, as well as the “tenor and tone” of conversations about the pandemic.
They were able to measure trends by location, and they used this information to update the information they were displaying on their website, and to get a handle on resident and caretaker concerns before they can turn into situations where people are leaving the facilities.
The result was resident turnover actually went down during the first year of the pandemic.
Automotive dealers and service networks face a different set of challenges as calls are routed to individual dealers, not a central contact center. Since the calls are routed all over the place, it makes it difficult to track them and get marketing attribution.
Conversation intelligence can act as a unifier of marketing, sales, and customer experience data, enabling them to improve marketing efficiency and sales performance at any location.
The best practices of conversation intelligence are often the same, but some of the tactics and strategies can differ depending on the industry and what you want to learn from conversations.”
Tips For Call Tracking & Analytics Success
Miranda Miller: “What advice do you have for marketers considering/contemplating adding call tracking and analytics to their stack this year?”
Dee Anna McPherson: “Conversation intelligence has a lot of applications from paid media attribution and optimization to sales to digital user experience.
If you’re thinking about getting started with conversation intelligence, you can see tremendous ROI even if you only focus on one initiative to start.
Many of our successful customers who later expanded their use case started using conversation intelligence for paid search attribution and reporting, and then grew into audience targeting and automated bidding before tackling any other use cases.
So, start off by benchmarking your performance and making one change at a time – we call this the “crawl, walk, run” approach to implementing conversation intelligence across the revenue organization.
Look for a partner that can provide a dedicated onboarding team and that can help you develop an implementation and success plan specifically tailored to your business.
Developing a plan, a clear roadmap, and performance benchmarks with the partner are key to gaining adoption in your organization and exceeding your goals with conversation intelligence.”
Working At Invoca
Miranda Miller: “Thanks for your insight, Dee Anna. Now – for the marketers in the crowd who may be on the hunt for a new opportunity, what makes Invoca a great place to work?”
Dee Anna McPherson: “Being a great place to work takes more than just perks and benefits, especially during ‘the great resignation’ where we have a really hot job market.
Invoca is different than most other technology companies in that we have this “egoless culture” that’s focused on driving value for our customers and our employees.
One of our core values is to “help each other thrive,” and you feel that on every project you work on and any time you reach out for help – someone is always there to support you.
It’s a great feeling knowing that your coworkers always have your back, and you’re not all just competing for the prize. This allows everyone to focus on innovation, our customers, and continuous improvement, and feel good about what they’ve accomplished at the end of every day.
One thing we’ve been focusing on in the last two years is supporting and growing our awesome Invoca culture while shifting to a hybrid workforce that leans toward remote working.
Luckily, we had a lot of remote employees before the pandemic hit, so it was not a big shock to the company or to the people. But, we have implemented initiatives that make everyone feel included and supported, no matter how often they’re in a physical office, if at all.
We’re currently examining how to get the most out of a hybrid approach of people working remotely, working in the office, and coming together for events.
Everything needs to be more curated than it used to be – you can’t just tell people to come in and not have a plan to engage them. Organizing every in-person meeting or event is more like putting together a wedding than a team offsite.
No detail is too small, and we’re paying close attention to everyone’s feedback to provide the best possible experience for all of our employees.”
You can learn more about Invoca’s culture and browse open job postings here.
More resources:
Featured Image: FGC/Shutterstock
In-post Image: Courtesy of Invoca
SEO
9 Successful PR Campaign Examples, According to the Data
From Barbie-themed ketchup to exploding owl butts, these PR campaign examples prove that with the right data, timing, and a bit of creativity, you can win coverage and drive real, measurable results.
In this post, you’ll see the data behind nine successful PR campaigns, and hopefully get some inspiration for your next press idea.
9 popular PR campaign examples
This list is a real mixed bag of PR examples – from newsjacking, to content repurposing, exclusive research, and kooky brand stunts – but one thing they all have in common is measurable success.
In each section, I’ll do a post-mortem of campaign performance, share some analysis tactics, and round-off with a couple of quick tips.
Sound good? Let’s jump in.
Campaign 🍅👱🏼♀️🎀 | Heinz Barbiecue |
Brand(s) 🏷️ | Heinz + Mattel |
Links earned 🔗 | 62 |
Campaign type 📰 | Newjacking/brand collab/product release |
Global search volume 🔎 | 600 for “barbie ketchup” |
Search growth (YoY) 📈 | 200% for “barbie ketchup” |
Back in August 2023, when Barbiecore was all the rage, Heinz teased a mockup of two Barbie themed sauces: Kenchup and Barbiecue sauce.
Eight months later, for Barbie’s 65th anniversary in April 2024, Heinz and Mattel dropped the official Barbiecue special edition sauce.
Heinz first conceived of the PR stunt to build intrigue around the product months before it hit the shelves, then used public response as a litmus test for its success.
According to their submission in the Shorty Awards, they carefully coordinated their initial “teaser” drop to coincide with an uptick in audience discussions, following the film’s release.
To date, the Barbiecue PR campaign has earned Heinz 118 relevant mentions in top-tier media outlets like Bloomberg, Yahoo, CBS News, and The Standard, according to Content Explorer.
With zero dollars in paid promotion, it also generated 38 million organic social impressions and doubled average engagement rates.
Quick learnings
- Hijack trending cultural “moments”
- Time your PR campaign launch with peak online conversation
- Use teaser PR to gauge consumer demand and fuel future R&D decisions
Campaign 🛀 | Saltbomb |
Brand 🏷️ | Lush |
Links earned 🔗 | 142 |
Campaign type 📰 | Newjacking/product release |
Global search volume 🔎 | 1.3K for “lush saltburn bath bomb” |
Search growth (YoY) 📈 | 37K% for “lush saltburn bath bomb” |
This is another great PR example of a brand capitalizing on a film, and waiting for post-event discussion to pick up before newsjacking.
Following a veerryy controversial bath scene in the film Saltburn, UK cosmetics retailer, Lush, jumped on the opportunity to insert their brand into a cultural moment.
In February 2024, three months after the film’s release, they released the “Saltbomb”, a special edition, Saltburn-themed bath bomb.
Parodying some of the film’s most risqué moments, Lush didn’t hold back with their product marketing.
And we loved it.
The campaign led to 135 links, many coming from high DR (Domain Rating) publications, driving real, tangible organic traffic – including Global News, New York Times, Pop Sugar, and BBC.
Press coverage actually went above and beyond this, because Lush’s products are part of a few publisher affiliate programs – but affiliate links are a little trickier to track.
Here’s an example of what I mean.
The site Allure wrote up a feature piece on the Lush bath bomb, but their affiliate link navigates to a third-party platform before redirecting to Lush’s product page.
For that reason, the link doesn’t show up in Ahrefs’ Backlinks Report.
Instead, I found it by monitoring campaign-specific keywords in Content Explorer.
Beyond press and affiliate publicity, the Lush PR campaign was a winner on social media.
The photography and product descriptions made it perfect for meme-ification, which added thousands of views and impressions.
It also won big in search, with global keyword volume reaching 1.3K…
And the product landing page earned up to 800 monthly organic visits in its first month.
Traffic has remained steady since, averaging between 500 – 600 monthly visits, despite the product having been archived – pretty good going for a bit of trendjacking.
Quick learnings
- Scout for affiliate links – you won’t always know when a publisher plans to use an affiliate link, so searching for mentions of campaign keywords can help you find any affiliate coverage that has flown under the radar.
- Think about how your brand and its tangential topics can tie into cultural moments.
Campaign 👴🏻 | Eclectic Grandpa |
Brand 🏷️ | |
Links earned 🔗 | 98 |
Campaign type 📑 | Report |
Global search volume 🔎 | 4.8K for “eclectic grandpa” |
Search growth (YoY) 📈 | 215K% for “eclectic grandpa” |
Every year, Pinterest taps into their internal platform search data to post their trend forecasts in what is known as “Pinterest Predicts”.
Posting on Pinterest For Business (the company’s commercial arm), they categorize related high-growth searches, and assign them novel trend names like “Eclectic grandpa”, “Bow stacking” or “Cafe core”.
I took a look at the Site Structure report, and found that Pinterest’s most linked trend was in fact the “Eclectic Grandpa” which – in Pinterest’s words – is all about:
“Embracing ‘grandpa core’ and bringing eccentric and expressive elements for the ages to wardrobes. Think retro streetwear, chic cardigans and customised clothing. Because the coastal grandma aesthetic is so last year.”
To date, the trend has earned citations from 98 separate domains.
A look at the Backlinks report revealed coverage from Vogue, Elle, Who What Wear, New York Post, and Business Insider.
And it didn’t end there. The “Eclectic Grandpa” gets about a bit, cropping up 340 times in the articles I discovered via Content Explorer.
A considerable number of those DR 50+ mentions (150, to be precise) went unlinked based on Ahrefs’ Unlinked Mentions filter/export – links which could still be claimed by the Pinterest team.
Given the far reaching coverage, searches for “Eclectic Grandpa” keywords have shot up in the last year, growing to 4.8K global search volume (GSV).
By creating link magnet content, Pinterest has managed to drum up huge publicity – whether they pitched for it or not – making it a great example of a successful PR campaign.
Quick learnings
- Mine company data to publish new, unseen trends and insights.
- Come up with a unique name for self-discovered trends and/or theories so it’s easier to monitor uptake and keep track of press coverage.
- Track mentions – not just links – and claim any unlinked mentions to enhance SEO and brand authority.
Real estate marketplace, Zillow, surveyed 1,815 homeowners and found that those with lower mortgage rates are twice as likely to stay put vs selling their home.
By creating firsthand research tackling an issue close to their audience’s heart, Zillow earned 235 backlinks from the likes of Bloomberg, Yahoo, FoxBusiness, and Money.com.
Sites referenced the survey for multiple reasons; not just quoting one stat, but a whole variety, as evidenced in the anchor text of their backlinks.
Quick learnings
- Conduct your own surveys, asking questions which address a key problem in your industry, then quantitatively analyze the responses.
- Tease out multiple hard hitting stats to drive more coverage and link variety.
Campaign 🔮👨💻 | Future of Work |
Brand 🏷️ | |
Links earned 🔗 | 383 |
Campaign type 📑 | Report |
Global search volume 🔎 | 300 for “LinkedIn report” |
LinkedIn tends to keep their data under lock and key, but in their Future of Work report they released proprietary insights on the growth of AI conversations on the platform, plus the impact of AI on careers.
A great example of exclusive PR, LinkedIn’s report made a splash, landing 383 links in Forbes, Microsoft, Harvard Business Review, and CNET.
Quick learnings
- Think about what unseen or underground data you can harvest to generate exclusive research for your next PR campaign.
- If you have internal data, analyze patterns and trends to carve out a totally unique angle..
Tip
Personal finance company, WalletHub, compared the 150 largest metropolitan statistical areas, or MSAs, across 11 key metrics.
Combining primary data with third-party sources like the U.S. Census Bureau, GreatSchools.org, and Yelp, WalletHub created an interactive study ranking the most and least educated cities in America.
This is an example of a PR campaign that doubles as great content marketing.
It snagged 604 unique backlinks from heavy hitters like Wikipedia, Forbes, Business Insider, Bloomberg, and Yahoo – as well as tons of state publications.
Location based PR campaigns are an especially powerful form of PR, since they have both local and national appeal.
Here’s Tom Chivers, PR Expert and Founder of Sabot, explaining why localization really works for public relations campaigns – with a great additional point made by Co-Founder of Journo Finder, Veronica Fletcher.
Quick learnings
- Use superlatives in headlines (e.g. “Most”, “Least”, “Best”).
- Embrace ranking formats – comparisons make readers want to click to see how they size up.
- Slice and dice your data by location to get your campaign syndicated in both national and local publications.
Campaign 🍩 | “Go USA” and “Passport to Paris” doughnuts |
Brand(s) 🏷️ | Krispy Kreme |
Links earned 🔗 | 95 |
Campaign type 📰 | Newjacking/brand collab/product release |
Global search volume 🔎 | 45K for “Olympics Krispy Kreme Doughnuts” |
Search growth (YoY) 📈 | 4.4M% for “Olympics Krispy Kreme Doughnuts” |
Krispy Kreme rode the wave of Olympic interest this year by developing two special edition doughnuts: “Go USA” and “Passport to Paris”.
As we’ve seen already, popular PR campaigns don’t always neatly track back to the sources you’d expect them to.
Krispy Kreme earned only 11 links to their USA doughnut press release, and 20 to their Paris doughnut launch announcement. Not exactly groundbreaking.
But when you filter for mentions of campaign keywords (e.g. “Go USA” and “Paris”) at the domain-level, you find a whole lot more coverage; 95 links, to be precise, from major publications like Yahoo, USA Today, People, and the Food Network.
The special edition doughnuts also drive a cool 45K monthly searches, according to the Matching Terms report in Keywords Explorer.
Quick learnings
- Capitalize on high demand around recurring events.
- For campaigns that can’t be neatly tracked (e.g. no specific landing page, or product page) pay closer attention to homepage or domain-level links through clever filtering.
Campaign 🍟👞 | McDonald’s + Crocs Collaboration |
Brand(s) 🏷️ | Crocs + McDonald’s |
Links earned 🔗 | 516 |
Campaign type 📰 | Brand collab/product release |
Global search volume 🔎 | 18K for “mcdonalds crocs” |
Search growth (YoY) 📈 | 838% for “mcdonalds crocs” |
This next PR example is a campaign of multiple parts. It began with a pair of McDonald’s themed Crocs, and has extended to a full blown footwear collection…
And a novelty product: McDonald’s happy meal mini-crocs keyring.
The coordinated PR campaign has generated huge awareness for both brands, but tracking all the fragmented assets is no mean feat.
To get a better idea of overall brand awareness, I opted instead to search for co-citations at the domain level.
Searching in the Backlinks report, I applied filters for each brand name in the other’s backlink profile.
McDonald’s earned 260 links for “Crocs” related content, but Crocs was the real winner, landing 416 links for “McDonald’s” related press from media goliaths like Business Insider, Fast Company, and Entrepreneur.
From studying the campaign’s individual assets, I noticed something interesting: social posts have the ability to attract links.
Take for instance, this UGC post by Instagram food account, Snackolater. It landed 24 backlinks after sharing news of the happy meal mini-croc launch.
It had never occurred to me to track social media posts for links, but you can never tell how a journalist is going to reference your campaign, so it’s worthwhile setting up a backlink alert for all your assets just in case!
The growth of brand searches is a real testament to the success of a PR campaign, and this collaboration definitely delivers on that front.
Audiences are searching for relevant McDonald’s + Croc based keywords a total of 37K times a month on average, based on data in Keywords Explorer.
Quick learnings
- Sometimes, the “side” brand in a collaboration can snag more links. Keep that in mind for your next PR partnership.
- With two brands there are double the assets to track, including product pages, press releases, landing pages, and various social posts – make sure you have purview over the performance of all moving parts to track public relations campaigns holistically.
- Don’t forget to report on social posts, not just for impressions/engagement but for links.
Campaign ❎🍑 | Do your lesson, no buts |
Brand(s) 🏷️ | Duo Lingo |
Links earned 🔗 | 130 |
Campaign type 📽️ | Advert |
Global search volume 🔎 | 250 for “Duolingo commercial” |
Search growth (YoY) 📈 | 376% for “Duolingo commercial” |
Duolingo leaned into their weird yet wonderful brand of marketing with a hilarious superbowl ad featuring Duo, the brand’s menacing owl character.
In 5 (wild) seconds, we witness the explosion of Duo’s butt, and the growth of a mini Duo in its place, accompanied by a reminder to do our Duo Lingo lesson.
The ad creative was repurposed from a widget design that went semi-viral – Duo Lingo knew it worked, so they built on it.
And in a stroke of coordinated PR genius, they simultaneously sent out a push-notification to app users as soon as the ad went live.
“We decided to pair the ad with a coordinated push notification, which would hit learners’ phones right after the commercial aired, reinforcing the idea that Duo is always watching 👀.”
The YouTube commercial has earned 5M views and 130 links from Gizmodo, Lifehacker, and Indy100.
Plus 24M plays on TikTok.
The Duolingo team have written up a seriously funny play-by-play of the PR campaign here – they talk about everything from the lengths they went to to get the right “shine” on Duo’s buttocks, to carefully selecting the perfect fart sound effect. I recommend reading it, for a giggle if nothing else.
Quick learnings
- Upcycle owned content that has worked well in the past for your next PR campaign.
- Try a mixed-message approach to really drive the point of your campaign home.
How I found these PR campaign examples (and you can too)
I spent a lot of time:
There were so many awesome examples of PR, but I narrowed it down to the ones that drove either press mentions, links, search volume, traffic, or all of the above.
Final thoughts
The best PR campaigns aren’t just about links. They’re about creating conversations, driving awareness, and making a lasting impact on your audience.
Here’s a quick recap of some of the top takeaways:
- Time it right: Launch your campaigns when conversations peak
- Tap into unique data: Use exclusive insights to stand out
- Track holistically: Monitor links, mentions, searches, and social
- Rank and compare: Engage multiple audience “tribes” through rankings
- Take a local angle: Analyze multiple locations to win more press
- Collaborate creatively: Brand partnerships can amplify your reach
- Repurpose winners: Turn successful content into new campaigns
Success is predicated on a campaign meeting its goal(s), and while we don’t know exactly what these brands set out to achieve, their campaigns have enjoyed results that most of us would be pretty happy with.
Hopefully they’ve given you some inspiration for your next project.
SEO
How To Set Up Your First Paid Search Campaign
Paid search advertising is a powerful way to drive traffic and conversions for your brand.
However, setting up your first campaign can feel overwhelming if you’re new to the game. Even if you’re a PPC pro, it can be hard to keep up with all the changes in the interfaces, making it easy to miss key settings that can make or break performance.
In this guide, you’ll find the essential steps to set up a successful paid search campaign, ensuring you’re equipped with the knowledge to make informed decisions that lead to positive results.
Step 1: Define Your Conversions & Goals
Establishing clear goals and understanding what constitutes a conversion is the foundation of a successful paid search campaign.
This clarity ensures that every aspect of your campaign is aligned with your business objectives.
Identify Your Key Performance Indicators (KPIs)
In order to identify those KPIs, it’s crucial to understand the overarching business objectives. Begin by mapping out your broader business goals.
Ask yourself, “Am I aiming to increase sales, generate leads, boost website traffic, or enhance brand awareness?”
From there, you can define specific KPIs for each objective. Some examples include:
- Sales: Number of transactions, revenue generated.
- Leads: Number of form submissions, phone calls, appointments created.
- Traffic: Click-through rate (CTR), number of sessions.
- Brand Awareness: Impressions, reach.
Set Up Conversion Tracking
Knowing your goals is one thing, but being able to accurately measure them is a completely different ballgame.
Both Google and Microsoft Ads have dedicated conversion tags that can be added to your website for proper tracking.
Additionally, Google Analytics is a popular tool to track conversions.
Choose what conversion tags you need to add to your website and ensure they’re added to the proper pages.
In this example, we’ll use Google Ads.
To set up conversion tracking using a Google Ads tag, click the “+” button on the left-hand side of Google Ads, then choose Conversion action.
You’ll choose from the following conversions to add:
- Website.
- App.
- Phone calls.
- Import (from Google Analytics, third party, etc.).
After choosing, Google Ads can scan your website to recommend conversions to add, or you have the option to create a conversion manually:
During this step, it’s essential to assign value(s) to conversions being created, as well as the proper attribution model that best represents your customer journey.
Most PPC campaigns are now using the data-driven model attribution, as opposed to a more traditional “last click” attribution model. Data-driven attribution is especially helpful for more top-of-funnel campaigns like YouTube or Demand Gen campaign types.
After the conversion has been created, Google provides the necessary code and instructions to add to the website.
Enable Auto-Tagging
Setting up auto-tagging from the get-go eliminates the need to append UTM parameters to each individual ad, saving you time during setup.
It also allows for seamless data import into Google Analytics, enabling detailed performance analysis within that platform.
To enable auto-tagging at the account level, navigate to Admin > Account settings.
Find the box for auto-tagging and check the box to tag ad URLs, then click Save.
Step 2: Link Any Relevant Accounts
Linking various accounts and tools enhances your campaign’s effectiveness by providing deeper insights and seamless data flow.
Now, this step may come sooner if you plan to import conversions from Google Analytics into Google Ads, as the accounts will have to be linked prior to importing conversions.
To link accounts, navigate to Tools > Data manager.
You can link accounts such as:
- Google Analytics.
- YouTube channel(s).
- Third-party analytics.
- Search Console.
- CRM tools (Salesforce, Zapier, etc.).
- Ecommerce platforms (Shopify, WooCommerce, etc.).
- Tag Manager.
- And more.
Step 3: Conduct Keyword Research & Structure Your Campaign
Now that you’ve got the foundations of goals and conversions covered, it’s time to complete some keyword research.
A robust keyword strategy ensures your ads reach the right audience, driving qualified traffic to your site.
Start With A Seed List
Not sure where to start? Don’t sweat it!
Start by listing out fundamental terms related to your products or services. Consider what your customers would type into a search engine to find you.
Doing keyword research into search engines in real-time can help discover additional popular ways that potential customers are already searching, which can uncover more possibilities.
Additionally, use common language and phrases that customers use to ensure relevance.
Use Keyword Research Tools
The Google Ads platform has a free tool built right into it, so be sure to utilize it when planning your keyword strategy.
The Google Keyword Planner gives you access to items like:
- Search volume data.
- Competition levels.
- Keyword suggestions.
- Average CPC.
All these insights help not only determine what keywords to bid on but also help form the ideal budget needed to go after those coveted keywords.
When researching keywords, try to identify long-tail keywords (typically, these are phrases with more than three words). Long-tail keywords may have lower search volume but have higher intent and purchase considerations.
Lastly, there are many paid third-party tools that can offer additional keyword insights like:
These tools are particularly helpful in identifying what competitors are bidding on, as well as finding gaps or opportunities that they are missing or underserving.
Group Keywords Into Thematic Ad Groups
Once you have your core keywords identified, it’s time to group them together into tightly-knit ad groups.
The reason for organizing them tightly is to increase the ad relevance as much as possible. Each ad group should focus on a single theme or product category.
As a good rule of thumb, I typically use anywhere from five to 20 keywords per ad group.
Another item to keep in mind is which match types to use for keyword bidding. See the example below from Google on the three keyword match types available:
Create A Hierarchical Campaign Structure
Once your ad groups have been segmented, it’s time to build the campaign structure(s).
You’ll want to divide your account into campaigns based on broader categories, such as:
- Product lines.
- Geographic regions.
- Marketing goals.
- Search volume.
For example, you can create one campaign for “Running Shoes.” Within that campaign, you create three ad groups:
- Men’s running shoes.
- Women’s running shoes.
- Trail running shoes.
Now, there may be times when you have a keyword with an abnormally higher search volume than other keywords within a particular category.
Depending on your budget, it may be worth segmenting those high-volume search term(s) into its own campaign solely for better budget optimization.
If a high-volume keyword is grouped into ad groups with low-volume keywords, it’s likely that most of the ads served will be for the high-volume keyword.
This then inhibits the other low-volume keywords from showing, and can wreak havoc on campaign performance.
Utilize Negative Keywords
Just as the keywords you bid on are crucial to success, so are the negative keywords you put into place.
Negative keywords can and should be added and maintained as ongoing optimization of any paid search campaign strategy.
The main benefit of negative keywords is the ability to exclude irrelevant traffic. They prevent your ads from showing on irrelevant searches, saving budget and improving CTR over time.
Negative keywords can be added at the ad group, campaign, or account level.
Step 4: Configure Campaign Settings
Now that you’ve got the campaign structure ready to go, it’s time to start building and configuring the campaign settings.
Campaign settings are crucial to get right in order to optimize performance towards your goals.
There’s something to be said with the phrase, “The success is in the settings.” And that certainly applies here!
Choose The Right Bidding Strategy
You’ll have the option to choose a manual cost-per-click (CPC) or an automated bid strategy. Below is a quick rundown of the different types of bid strategies.
- Manual CPC: Allows you to set bids for individual keywords, giving you maximum control. Suitable for those who prefer more hands-on management.
- Target Return on Ad Spend (ROAS): Optimizes bids to maximize revenue based on a target ROAS you set at the campaign level.
- Target Cost Per Acquisition (CPA): Optimizes bids to achieve conversions at the target CPA you set at the campaign level.
- Maximize Conversions: Sets bids to help get the most conversions for your budget.
Set Your Daily Budget Accordingly
Review your monthly paid search budget and calculate how much you can spend per day throughout the month.
Keep in mind that some months should be different to account for seasonality, market fluctuations, etc.
Additionally, be sure to allocate campaign budgets based on goals and priorities to maximize your return on investment.
You’ll also want to keep in mind the bid strategy selected.
For example, say you set a campaign bid strategy with a Target CPA of $30. You then go on to set your campaign daily budget of $50.
That $50 daily budget would likely not be enough to support the Target CPA of $30, because that would mean you’d get a maximum of two conversions per day, if that.
For bid strategies that require a higher CPA or higher ROAS, be sure to supplement those bid strategies with higher daily budgets to learn and optimize from the beginning.
Double-Check Location Settings
When choosing locations to target, be sure to look at the advanced settings to understand how you’re reaching those users.
For example, if you choose to target the United States, it’s not enough to enter “United States” and save it.
There are two options for location targeting that many fail to find:
- Presence or interest: People in, regularly in, or who’ve shown interest in your included locations.
- Presence: People in or regularly in your included locations.
Google Ads defaults to the “presence or interest” setting, which I’ve seen time and time again where ads end up showing outside of the United States, in this example.
Again, the success is in the settings.
There are more settings to keep in mind when setting up your first paid search campaign, including:
- Ad scheduling.
- Audience targeting.
- Device targeting.
- And more.
Step 5: Write Compelling Ad Copy
Your ad copy is the gateway to attracting qualified customers.
Crafting the perfect mix of persuasion and relevancy into your ad copy can significantly impact your campaign’s success.
Create Attention-Grabbing Headlines
The headline is the most prominent part of the ad copy design on the search engine results page. Since each headline has a maximum character limit of 35 characters, it is important to make them count.
With Responsive Search Ads, you can create up to 15 different headlines, and Google will test different variations of them depending on the user, their search query, and multiple other factors to get that mix right.
Below are some tips for captivating a user’s attention:
- Use Primary Keywords: Include your main keywords in the headline to improve relevance and Quality Score.
- Highlight Unique Selling Points (USPs): Showcase what sets your product or service apart, such as free shipping, 24/7 support, or a unique feature.
- Incorporate Numbers and Statistics: Use numbers to catch attention, like “50% Off” or “Join 10,000+ Satisfied Customers.”
- Include a Strong Call-to-Action (CTA): Encourage immediate action with phrases like “Buy Now,” “Get a Free Quote,” or “Sign Up Today.”
Write Persuasive Descriptions
Description lines should complement the headline statements to create one cohesive ad.
Typically, two description lines are shown within any given ad. Each description line has a 90-character limit.
When creating a Responsive Search Ad, you can create four different descriptions, and then the algorithm will show variations of copy tailored to each individual user.
- Expand on Headlines: Provide additional details that complement your headline and reinforce your message.
- Address Pain Points: Highlight how your product or service solves specific problems your audience faces.
- Use Emotional Triggers: Appeal to emotions by emphasizing benefits like peace of mind, convenience, or excitement.
- Incorporate Keywords Naturally: Ensure the description flows naturally while including relevant keywords to maintain relevance.
Make Use Of Ad Assets (Formerly Extensions)
Because of the limited character count in ads, be sure to take advantage of the myriad of ad assets available as complements to headlines and descriptions.
Ad assets help provide the user with additional information about the brand, such as phone numbers to call, highlighting additional benefits, special offers, and more.
Some of the main ad assets used include:
- Sitelinks.
- Callouts.
- Structured Snippets.
- Calls.
- And more.
You can find a full list of available ad assets in Google Ads here.
Step 6: Ensure An Effective Landing Page Design
You’ve spent all this time crafting your paid search campaign strategy, down to the keyword and ad copy level.
Don’t stop there!
There’s one final step to think about before launching your first paid search campaign: The landing page.
Your landing page is where users land after clicking your ad. An optimized landing page is critical for converting traffic into valuable conversions and revenue.
Ensure Relevancy And Consistency
The content and message of your landing page should directly correspond to your ad copy. If your ad promotes a specific product or offer, the landing page should focus on that same product or offer.
Use similar language, fonts, and imagery on your landing page as in your ads to create a cohesive user experience.
Optimize For User Experience (UX)
If a user lands on a page and the promise of the ad is not delivered on that page, they will likely leave.
Having misalignment between ad copy and the landing page is one of the quickest ways to waste those precious advertising dollars.
When looking to create a user-friendly landing page, consider the following:
- Mobile-Friendly Design: Ensure your landing page is responsive and looks great on all devices, particularly mobile, as a significant portion of traffic comes from mobile users.
- Fast Loading Speed: Optimize images, leverage browser caching, and minimize code to ensure your landing page loads quickly. Slow pages can lead to high bounce rates.
- Clear and Compelling Headline: Just like your ad, your landing page should have a strong headline that immediately communicates the value proposition.
- Concise and Persuasive Content: Provide clear, concise information that guides users toward the desired action without overwhelming them with unnecessary details.
- Prominent Call-to-Action (CTA): Place your CTA above the fold and make it stand out with contrasting colors and actionable language. Ensure it’s easy to find and click.
Step 7: Launch Your Campaign
Once you’ve thoroughly completed these six steps, it’s time to launch your campaign!
But remember: Paid search campaigns are not a “set and forget” strategy. They must be continuously monitored and optimized to maximize performance and identify any shifts in strategy.
Create a regular optimization schedule to stay on top of any changes. This could look like:
- Weekly Reviews: Conduct weekly performance reviews to identify trends, spot issues, and make incremental improvements.
- Monthly Strategy Sessions: Hold monthly strategy sessions to assess overall campaign performance, adjust goals, and implement larger optimizations.
- Quarterly Assessments: Perform comprehensive quarterly assessments to evaluate long-term trends, budget allocations, and strategic shifts.
When it comes to optimizing your paid search campaign, make sure you’re optimizing based on data. This can include looking at:
- Pause Underperforming Keywords: Identify and pause keywords that are not driving conversions or are too costly.
- Increase Bids on High-Performing Keywords: Allocate more budget to keywords that are generating conversions at a favorable cost.
- Refine Ad Copy: Continuously test and refine ad copy based on performance data to enhance relevance and engagement.
- Enhance Landing Pages: Use insights from user behavior on landing pages to make data-driven improvements that boost conversion rates.
Final Thoughts
Setting up your first paid search campaign involves multiple detailed steps, each contributing to the overall effectiveness and success of your advertising efforts.
By carefully defining your goals, linking relevant accounts, conducting thorough keyword research, configuring precise campaign settings, crafting compelling ad copy, and optimizing your landing pages, you lay a strong foundation for your campaign.
Remember, the key to a successful paid search campaign is not just the initial setup but also ongoing monitoring, testing, and optimization.
Embrace a mindset of continuous improvement, leverage data-driven insights, and stay adaptable to maximize your campaign’s potential.
More resources:
Featured Image: vladwel/Shutterstock
SEO
Squarespace Update Strengthens Its Robust Website Builder
Squarespace announced updates to their Blueprint AI, automating website creation, and enhancing their tool suite—further strengthening their website building platform for small and medium-sized businesses.
Squarespace
Squarespace is known for their easy to use drag and drop interface that allows user to select a template, modify it with a few clicks and to drag and drop web page elements in order to create a professional looking website. Over 2% of all websites are reported to use Squarespace, showing that it’s a popular choice website building platform for small to medium size businesses.
Blueprint AI
Blueprint AI, launched in late 2023, is Squarespace’s proprietary AI website builder that helps users create a website by answering questions related to what kind of site they’re trying to create. The AI then creates a template based on the answers to the questions. Users can then use Squarespace’s full suite of editing features to further modify their website then modify to suit their needs and create a true custom website.
Other Improvements
Squarespace also announced other improvements that help users switch web page layouts and apply changes, a one-click style changer that instantly creates new style combinations, and a new hub for managing the website brand identify.
The announcement explained:
“Layout Switcher:
An adaptive layout menu that enables faster website design experimentation—offering a set of flexible compositions with one’s content automatically embedded, then applied instantly to a page.Site Themes:
One-click styling combinations that make it easier to preview and apply a new website aesthetic—via handpicked font pairings, color palettes, button styles and more, with recommendations aligned to a customer’s brand personality.Brand Identity Management:
A central hub for crafting and storing one’s unique brand identity that guides Squarespace’s AI writer to instantly generate first draft, on-brand copy populated across key surface areas, including website text, content descriptions, and client documents, among others.”
Takeaways
Squarespace has about 20 years experience helping businesses easily build websites and start doing business online. This announcement shows that Squarespace continues to improve the already excellent platform that gives businesses the chance to effectively compete online.
Read Squarespace’s announcement:
Squarespace Refresh 2024: Introducing a New Era for Entrepreneurs
Featured Image by Shutterstock/IB Photography
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