Connect with us

SEO

How To Create B2B Google Ad Campaigns That Convert

Published

on

How To Create B2B Google Ad Campaigns That Convert

In a world of multi-channel marketing for B2B, narrowing down a specific space where your leads are generated takes time.

Many B2B marketers turn to Google Ads because it has the potential for a quick return on investment (ROI).

But for that scenario to happen, you’ve got to have the right strategy and tactics in place.

Lucky for you, this article will take you from, “I don’t know where to focus my time & budget,” to “I’m managing my Google Ads budget & collecting B2B leads like a boss.”

In fact, Google Ads is among the top most effective paid channels because you can understand the level of “purchase intent” based on the type of keyword used.

So, when you target keywords across multiple intent stages within the sales funnel, creating B2B Google Ads campaigns enables you to efficiently nurture leads toward conversion.

With this in mind, mastering the art of B2B Google Ads campaigns can skyrocket your company’s growth and help you develop a bulletproof, long-term marketing strategy.

So, if you’ve been pondering the question:

“Do Google Ads work for B2B and how can I get the most bang for my buck?”

This article will answer this and set you up for sustainable future success.

Why Use Google Ads Campaigns For Your B2B Lead Generation Efforts

Many ask, “Why should I pay when I can generate leads for free?”

Great question.

First off, let’s start with the fact that no leads come for free. No matter whether you do SEO, social media marketing, or paid advertising, there’s no such thing as free lunch.

All marketing channels have their pros and cons, but Google Ads, in particular, are useful because they:

  • Give you the power to control your growth pace based on ad spend and campaigns used.
  • Are often quicker to launch because you can start with one landing page.
  • Enable you to drive traffic to content based on “high purchase intent” keywords, i.e., search phrases that describe the product or service you’re selling.

In fact, the average B2B Google Ads campaign conversion rate is 3.75%, so if you target high purchase intent keywords, you’ll generate high-quality leads that have a strong chance of becoming customers.

Ready to jump on the Google Ads bandwagon successfully?

Let’s go over how to run a B2B Google Ads campaign based on purchase intent stages within the sales funnel.

How To Run Successful B2B Google Ads Campaigns Based On Sales Funnel Stages

A sales funnel typically consists of three main categories:

  • The top of the funnel (TOFU): People who are in an awareness stage in their buying cycle, meaning they’re just becoming aware they have a problem and need to find a solution.
  • The middle of the funnel (MOFU): People who are interested or considering buying, and are making comparisons and researching further about the best solution for their specific needs.
  • The bottom of the funnel (BOFU): People who are nearly ready to make a purchase and have decided to initiate contact with companies who might be able to help them.

The idea is to craft your B2B Google Ads campaign based on each specific category, using keywords that relate to those corresponding categories.

By doing this, you’ll be able to craft better copy geared towards audiences at the “top of the funnel” compared to those at the “bottom of the funnel,” which will help your campaigns to convert better.

Now that you’ve got the idea, let’s dive into some concrete keyword and campaign examples per funnel stage.

Top Of Funnel

In the TOFU stage, some keywords that might be relevant here are:

  • “what is x.”
  • “x definition” – because they’re just trying to understand the basics of a certain concept.

Because your audience is ready to soak up all the information, informational long-form content is especially important for them.

Your audience might be aware your brand exists, but not aware of everything you have to offer. They’re a beginner when it comes to the solution you provide, so there shouldn’t be any pushy sales copy here.

Your audience is just warming up to you and they don’t want to be spammed.

When it comes to your bid strategy, you have two options:

  • Option 1: Use ECPC (enhanced CPC), which is not entirely automated bidding, but it does allow you to have more control over your budget.
  • Option 2: Targeting impression share works well if your objective is brand awareness and reach because you can set a percentage for your impression share against other bidders.

For your retargeting strategy, it’s a good idea to set up an audience on Google to collect visitor information to the page you send users.

Depending on the traffic amount (1,000 or more visitors are needed before you can retarget), we can use this audience for retargeting our MOFU campaign.

You also need to set the goal type.

Your first campaign should not be a hard sell, as here, you need to focus on generating demand for your product or service.

Naturally, there may be an influx of new users (but hardly any conversions), so you’ll want to ensure your campaign objective offers a high-value and low-friction micro conversion, such as getting someone to read an informational content piece.

Depending on the volume of users, you should look at setting up a micro-conversion for page engagement.

Below is an example of a TOFU B2B Google Ads campaign in action targeting the keyword “what is an ai chatbot.”

Screenshot of search for [what is an ai chatbot], Google, December 2022AI chatbot Google search result

The ad introduces the brand and answers the keyword in question. Clicking through to the landing page, we’re not introduced to a hard sell, but instead are given a “complimentary guide” to learn more about this specific AI Chatbot.

There is no mention of pricing, or the specific product here. It matches the user search intent by providing the user with exactly what they requested.

The bonus is it also allows the business to collect email addresses, which can then be sent email nurturing campaigns later on.

Middle Of Funnel

Your MOFU audience members are those who know your product or service exists and have done some research on potential solutions.

They might even already be considering you as an option, but need to know exactly how you can help, and why you’re a better choice than your competitors. Their decision is also likely heavily influenced by third-party opinions of your brand.

In this case, your Google Ads campaign could promote the following:

  • Technical “how-to guides.”
  • Product comparison.

Your audience likely has a foundational understanding of the topic or industry, but they’re still looking to improve their knowledge and identify the best solution for them.

Cue offer messaging here! Your people are getting ready for an information-based soft sell.

For your bid strategy, it would be a good idea to use the following:

Unlike ECPC, Maximize Clicks is an automated bidding strategy where Google sets the bids for you, to get the most conversions for your campaign while spending your daily budget.

Once you’re ready to retarget, here’s a possible approach:

Take a look at your previous audience setup for users clicking through from your TOFU campaign and your general website visitors. It’s worthwhile to add this audience as an observation on this campaign.

How To Create B2B Google Ads Campaigns That Nurture And Convert CustomersScreenshot by author, December 2022How To Create B2B Google Ads Campaigns That Nurture And Convert Customers

You can increase bids for users who have already interacted with your brand, which ensures your ads are in a higher position and keeps brand awareness at the forefront.

Again, using audiences from this page and adding bid targeting to your BOFU campaign is a good idea.

For your MOFU goal type, you’ll need to offer more information to help your audience decide – but at this stage, you’ll want to get into the nitty-gritty details.

Although users might be somewhat unaware of your brand, they have a good sense of the product or service they want, as they are now fully in their research phase to find the most suitable product or service to fulfill their needs.

The goal here can be offering downloadable guides and product comparisons while also still using micro-conversions, such as tracking a conversion for every download.

To give you a better idea, let’s take a quick look at a MOFU B2B Google Ads campaign example targeting the keyword “how to set up an ai chatbot.”

how to built a chatbot google search resultScreenshot of search for [how to build a chatbot], Google, December 2022how to built a chatbot google search result

With this ad example, the user has likely done enough research to start looking at ways to install a chatbot, which the ad answers exactly that question with the ad copy.

Furthermore, we can see that, similar to TOFU, there isn’t a hard sell on this page, as the user intent isn’t yet to purchase their product. Instead, they have offered a free ebook in exchange for contact details.

Bottom Of Funnel

BOFU is where the magic happens: lead generation conversions. Your audience is ready to buy and needs one more push to click that purchase, book a demo, or contact us button.

Relevant keywords here might be:

  • x service.
  • x tool.
  • x platform.

At this stage, you’ll want to whip out your conversion-based landing pages and ask for the sale because:

  • Your audience here is strongly aware of your brand.
  • They’re considering making a purchase and have a decent understanding of your solution.

For your bid strategy, consider using Maximize Conversions, as users are nearly at the end of their decision-making and are more inclined to get in touch with you.

When you’re ready to retarget, enable retargeting for all users who visit this page but don’t convert. You can also retarget users using display campaigns on Google or other similar platforms, such as AdRoll.

It would be worth considering setting up retargeting on other platforms, such as LinkedIn and Facebook, too.

Because this campaign has the highest intent for the users in the purchase cycle, a high-converting landing page is recommended here that offers all of the above information and more.

This is your chance to offer lead forms and get in touch with forms that include calls to action (CTAs) at the top and at easily accessible points throughout the page.

To give an example, check out this Bofu B2B Google Ads campaign for the keyword “ai chatbot for customer service.”

bofu example google search for chatbot serviceScreenshot of search for [ai chatbot for customer service], Google, December 2022bofu example google search for chatbot service

From the above BOFU keyword, we can now be sure the user knows exactly what they need – it’s now just picking the perfect solution for them.

By understanding the specific use case, the ads have been tailored for each scenario, increasing CTR. It also lists relevant site link assets (AKA extensions) that the user will also find useful, such as pricing and demo.

Secondly, the landing page used here is a high conversion page in that it offers relevant CTA’s throughout the page, uses trust-building messages, contact CTAs, and, more importantly, it highlights the product’s value.

Implement The Right Google Ads Strategy To Generate High-Quality B2B Leads

Overall, Google Ads is incredibly effective for B2B businesses because it’s a great starting point for long-term growth.

Not only can you retarget across other channels, but you also have the ability to target keywords based on level purchase intent within the sales funnel.

Now that you’re a pro at B2B Google Ads campaigns, you’ll be able to spend smart and optimize effectively!

More research:


Featured Image: VectorMine/Shutterstock

var s_trigger_pixel_load = false;
function s_trigger_pixel(){
if( !s_trigger_pixel_load ){
striggerEvent( ‘load2’ );
console.log(‘s_trigger_pix’);
}
s_trigger_pixel_load = true;
}
window.addEventListener( ‘cmpready’, s_trigger_pixel, false);

window.addEventListener( ‘load2’, function() {

if( sopp != ‘yes’ && !ss_u ){

!function(f,b,e,v,n,t,s)
{if(f.fbq)return;n=f.fbq=function(){n.callMethod?
n.callMethod.apply(n,arguments):n.queue.push(arguments)};
if(!f._fbq)f._fbq=n;n.push=n;n.loaded=!0;n.version=’2.0′;
n.queue=[];t=b.createElement(e);t.async=!0;
t.src=v;s=b.getElementsByTagName(e)[0];
s.parentNode.insertBefore(t,s)}(window,document,’script’,
‘https://connect.facebook.net/en_US/fbevents.js’);

if( typeof sopp !== “undefined” && sopp === ‘yes’ ){
fbq(‘dataProcessingOptions’, [‘LDU’], 1, 1000);
}else{
fbq(‘dataProcessingOptions’, []);
}

fbq(‘init’, ‘1321385257908563’);

fbq(‘track’, ‘PageView’);

fbq(‘trackSingle’, ‘1321385257908563’, ‘ViewContent’, {
content_name: ‘b2b-google-ad-campaigns’,
content_category: ‘pay-per-click’
});
}
});

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address

SEO

Google Quietly Ends Covid-Era Rich Results

Published

on

By

Google Quietly Ends Covid-Era Rich Results

Google removed the Covid-era structured data associated with the Home Activities rich results that allowed online events to be surfaced in search since August 2020, publishing a mention of the removal in the search documentation changelog.

Home Activities Rich Results

The structured data for the Home Activities rich results allowed providers of online livestreams, pre-recorded events and online events to be findable in Google Search.

The original documentation has been completely removed from the Google Search Central webpages and now redirects to a changelog notation that explains that the Home Activity rich results is no longer available for display.

The original purpose was to allow people to discover things to do from home while in quarantine, particularly online classes and events. Google’s rich results surfaced details of how to watch, description of the activities and registration information.

Providers of online events were required to use Event or Video structured data. Publishers and businesses who have this kind of structured data should be aware that this kind of rich result is no longer surfaced but it’s not necessary to remove the structured data if it’s a burden, it’s not going to hurt anything to publish structured data that isn’t used for rich results.

The changelog for Google’s official documentation explains:

“Removing home activity documentation
What: Removed documentation on home activity structured data.

Why: The home activity feature no longer appears in Google Search results.”

Read more about Google’s Home Activities rich results:

Google Announces Home Activities Rich Results

Read the Wayback Machine’s archive of Google’s original announcement from 2020:

Home activities

Featured Image by Shutterstock/Olga Strel

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading

SEO

Google’s Gary Illyes: Lastmod Signal Is Binary

Published

on

By

Google's Gary Illyes: Lastmod Signal Is Binary

In a recent LinkedIn discussion, Gary Illyes, Analyst at Google, revealed that the search engine takes a binary approach when assessing a website’s lastmod signal from sitemaps.

The revelation came as Illyes encouraged website owners to upgrade to WordPress 6.5, which now natively supports the lastmod element in sitemaps.

When Mark Williams-Cook asked if Google has a “reputation system” to gauge how much to trust a site’s reported lastmod dates, Illyes stated, “It’s binary: we either trust it or we don’t.”

No Shades Of Gray For Lastmod

The lastmod tag indicates the date of the most recent significant update to a webpage, helping search engines prioritize crawling and indexing.

Illyes’ response suggests Google doesn’t factor in a website’s history or gradually build trust in the lastmod values being reported.

Google either accepts the lastmod dates provided in a site’s sitemap as accurate, or it disregards them.

This binary approach reinforces the need to implement the lastmod tag correctly and only specify dates when making meaningful changes.

Illyes commends the WordPress developer community for their work on version 6.5, which automatically populates the lastmod field without extra configuration.

Accurate Lastmod Essential For Crawl Prioritization

While convenient for WordPress users, the native lastmod support is only beneficial if Google trusts you’re using it correctly.

Inaccurate lastmod tags could lead to Google ignoring the signal when scheduling crawls.

With Illyes confirming Google’s stance, it shows there’s no room for error when using this tag.

Why SEJ Cares

Understanding how Google acts on lastmod can help ensure Google displays new publish dates in search results when you update your content.

It’s an all-or-nothing situation – if the dates are deemed untrustworthy, the signal could be disregarded sitewide.

With the information revealed by Illyes, you can ensure your implementation follows best practices to the letter.


Featured Image: Danishch/Shutterstock

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading

SEO

How to Persuade Your Boss to Send You to Ahrefs Evolve

Published

on

How to Persuade Your Boss to Send You to Ahrefs Evolve

There’s one thing standing between you and several days of SEO, socializing, and Singaporean sunshine: your boss (and their Q4 budget 😅).

But don’t worry—we’ve got your back. Here are 5 arguments (and an example message) you can use to persuade your boss to send you to Ahrefs Evolve.

About Ahrefs Evolve

  • 2 days in sunny Singapore (Oct 24–25)
  • 500 digital marketing enthusiasts
  • 18 top speakers from around the world

Learn more and buy tickets.

SEO is changing at a breakneck pace. Between AI Overviews, Google’s rolling update schedule, their huge API leak, and all the documents released during their antitrust trial, it’s hard to keep up. What works in SEO today?

You could watch a YouTube video or two, maybe even attend an hour-long webinar. Or, much more effective: you could spend two full days learning from a panel of 18 international SEO experts, discussing your takeaways live with other attendees.

How to Persuade Your Boss to Send You to AhrefsHow to Persuade Your Boss to Send You to Ahrefs
Evolve speakers from around the world.

Our world-class speakers are tackling the hardest problems and best opportunities in SEO today. The talk agenda covers topics like:

  • Responding to AI Overviews: Amanda King will teach you how to respond to AI Overviews, Google Gemini, and other AI search functions.
  • Surviving (and thriving) Google’s algo updates: Lily Ray will talk through Google’s recent updates, and share data-driven recommendations for what’s working in search today.
  • Planning for the future of SEO: Bernard Huang will talk through the failures of AI content and the path to better results.

(And attendees will get video recordings of each session, so you can share the knowledge with your teammates too.)

View the full talk agenda here.

There’s no substitute for meeting with influencers, peers, and partners in real life. 

Conferences create serendipity: chance encounters and conversations that can have a huge positive impact on you and your business. By way of example, these are some of the real benefits that have come my way from attending conferences:

  • Conversations that lead to new customers for our business,
  • Invitations to speak at events,
  • New business partnerships and co-marketing opportunities, and
  • Meeting people that we went on to hire.

There’s a “halo” effect that lingers long after the event is over: the people you meet will remember you for longer, think more highly of you, and be more likely to help you out, should you ask.

(And let’s not forget: there’s a lot of information, particularly in SEO, that only gets shared in person.)

The “international” part of Evolve matters too. Evolve is a different crowd to your local run-of-the-mill conference. It’s a chance to meet with people from markets you wouldn’t normally meet—from Australia to Indonesia and beyond.

How to Persuade Your Boss to Send You to AhrefsHow to Persuade Your Boss to Send You to Ahrefs
Evolve attendees by home country.

If you’re an Ahrefs customer (thank you!), you’ll learn tons of tips, tricks and workflow improvements from attending Evolve. You’ll have opportunities to:

  • Attend talks from the Ahrefs team, showcasing advanced features and strategies that you can use in your own business.
  • Pick our brains at the Ahrefs booth, where we’ll offer informal 1:1 coaching sessions and previews of up-coming releases (like our new content optimization tool 🤫).
  • Join dedicated Ahrefs training workshops, hosted by the Ahrefs team and Ahrefs power users (tickets for these workshops will sold separately).

As a manager myself, there are two questions I need answered when approving expenses:

  • Is this a reasonable cost?
  • Will we see a return on this investment?

To answer those questions: early bird tickets for Evolve start at $570. For context, “super early bird” tickets for MozCon (another popular SEO conference) this year were almost twice as much: $999.

There’s a lot included in the ticket price too:

  • World-class international speakers,
  • 5-star hotel venue,
  • 5-star hotel food (two tea breaks with snacks & lunch),
  • Networking afterparty, and
  • Full talk recordings to later share with your team.

SEO is a crucial growth channel for most businesses. If you can improve your company’s SEO performance after attending Evolve (and we think you will), you’ll very easily see a positive return on the investment.

Traveling to tropical Singapore (and eating tons of satay) is great for you, but it’s also great for your team. Attending Evolve is a chance to break with routine, reignite your passion for marketing, and come back to your job reinvigorated.

This would be true for any international conference, but it goes double for Singapore. It’s a truly unique place: an ultra-safe, high-tech city that brings together dozens of different cultures.

1718123166 301 How to Persuade Your Boss to Send You to Ahrefs1718123166 301 How to Persuade Your Boss to Send You to Ahrefs
Little India in Singapore

You’ll discover different beliefs, working practices, and ways of business—and if you’re anything like me, come back a richer, wiser person for the experience.

If you’re nervous about pitching your boss on attending Evolve, remember: the worst that can happen is a polite “not this time”, and you’ll find yourself in the same position you are now.

So here goes: take this message template, tweak it to your liking, and send it to your boss over email or Slack… and I’ll see you in Singapore 😉

Email template

Hi [your boss’ name],

Our SEO tool provider, Ahrefs, is holding an SEO and digital marketing conference in Singapore in October. I’d like to attend, and I think it’s in the company’s interest:

  • The talks will help us respond to all the changes happening in SEO today. I’m particularly interested in the talks about AI and recent Google updates. 
  • I can network with my peers. I can discover what’s working at other companies, and explore opportunities for partnerships and co-marketing.
  • I can learn how we can use Ahrefs better across the organization.
  • I’ll come back reinvigorated with new ideas and motivation, and I can share my top takeaways and talk recordings with my team after the event.

Early bird tickets are $570. Given how important SEO is to the growth of our business, I think we’ll easily see a return from the spend.

Can we set up time to chat in more detail? Thanks!

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading

Trending