Connect with us

SEO

How To Make Paid Search Work For B2B Marketing

Published

on

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.

More resources:


Featured Image: Golden Sikorka/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

SEO

Client-Side Vs. Server-Side Rendering

Published

on

By

Client-Side Vs. Server-Side Rendering

Faster webpage loading times play a big part in user experience and SEO, with page load speed a key determining factor for Google’s algorithm.

A front-end web developer must decide the best way to render a website so it delivers a fast experience and dynamic content.

Two popular rendering methods include client-side rendering (CSR) and server-side rendering (SSR).

All websites have different requirements, so understanding the difference between client-side and server-side rendering can help you render your website to match your business goals.

Google & JavaScript

Google has extensive documentation on how it handles JavaScript, and Googlers offer insights and answer JavaScript questions regularly through various formats – both official and unofficial.

For example, in a Search Off The Record podcast, it was discussed that Google renders all pages for Search, including JavaScript-heavy ones.

This sparked a substantial conversation on LinkedIn, and another couple of takeaways from both the podcast and proceeding discussions are that:

  • Google doesn’t track how expensive it is to render specific pages.
  • Google renders all pages to see content – regardless if it uses JavaScript or not.

The conversation as a whole has helped to dispel many myths and misconceptions about how Google might have approached JavaScript and allocated resources.

Martin Splitt’s full comment on LinkedIn covering this was:

“We don’t keep track of “how expensive was this page for us?” or something. We know that a substantial part of the web uses JavaScript to add, remove, change content on web pages. We just have to render, to see it all. It doesn’t really matter if a page does or does not use JavaScript, because we can only be reasonably sure to see all content once it’s rendered.”

Martin also confirmed a queue and potential delay between crawling and indexing, but not just because something is JavaScript or not, and it’s not an “opaque” issue that the presence of JavaScript is the root cause of URLs not being indexed.

General JavaScript Best Practices

Before we get into the client-side versus server-side debate, it’s important that we also follow general best practices for either of these approaches to work:

  • Don’t block JavaScript resources through Robots.txt or server rules.
  • Avoid render blocking.
  • Avoid injecting JavaScript in the DOM.

What Is Client-Side Rendering, And How Does It Work?

Client-side rendering is a relatively new approach to rendering websites.

It became popular when JavaScript libraries started integrating it, with Angular and React.js being some of the best examples of libraries used in this type of rendering.

It works by rendering a website’s JavaScript in your browser rather than on the server.

The server responds with a bare-bones HTML document containing the JS files instead of getting all the content from the HTML document.

While the initial upload time is a bit slow, the subsequent page loads will be rapid as they aren’t reliant on a different HTML page per route.

From managing logic to retrieving data from an API, client-rendered sites do everything “independently.” The page is available after the code is executed because every page the user visits and its corresponding URL are created dynamically.

The CSR process is as follows:

  • The user enters the URL they wish to visit in the address bar.
  • A data request is sent to the server at the specified URL.
  • On the client’s first request for the site, the server delivers the static files (CSS and HTML) to the client’s browser.
  • The client browser will download the HTML content first, followed by JavaScript. These HTML files connect the JavaScript, starting the loading process by displaying loading symbols the developer defines to the user. At this stage, the website is still not visible to the user.
  • After the JavaScript is downloaded, content is dynamically generated on the client’s browser.
  • The web content becomes visible as the client navigates and interacts with the website.

What Is Server-Side Rendering, And How Does It Work?

Server-side rendering is the more common technique for displaying information on a screen.

The web browser submits a request for information from the server, fetching user-specific data to populate and sending a fully rendered HTML page to the client.

Every time the user visits a new page on the site, the server will repeat the entire process.

Here’s how the SSR process goes step-by-step:

  • The user enters the URL they wish to visit in the address bar.
  • The server serves a ready-to-be-rendered HTML response to the browser.
  • The browser renders the page (now viewable) and downloads JavaScript.
  • The browser executes React, thus making the page interactable.

What Are The Differences Between Client-Side And Server-Side Rendering?

The main difference between these two rendering approaches is in the algorithms of their operation. CSR shows an empty page before loading, while SSR displays a fully-rendered HTML page on the first load.

This gives server-side rendering a speed advantage over client-side rendering, as the browser doesn’t need to process large JavaScript files. Content is often visible within a couple of milliseconds.

Search engines can crawl the site for better SEO, making it easy to index your webpages. This readability in the form of text is precisely the way SSR sites appear in the browser.

However, client-side rendering is a cheaper option for website owners.

It relieves the load on your servers, passing the responsibility of rendering to the client (the bot or user trying to view your page). It also offers rich site interactions by providing fast website interaction after the initial load.

Fewer HTTP requests are made to the server with CSR, unlike in SSR, where each page is rendered from scratch, resulting in a slower transition between pages.

SSR can also buckle under a high server load if the server receives many simultaneous requests from different users.

The drawback of CSR is the longer initial loading time. This can impact SEO; crawlers might not wait for the content to load and exit the site.

This two-phased approach raises the possibility of seeing empty content on your page by missing JavaScript content after first crawling and indexing the HTML of a page. Remember that, in most cases, CSR requires an external library.

When To Use Server-Side Rendering

If you want to improve your Google visibility and rank high in the search engine results pages (SERPs), server-side rendering is the number one choice.

E-learning websites, online marketplaces, and applications with a straightforward user interface with fewer pages, features, and dynamic data all benefit from this type of rendering.

When To Use Client-Side Rendering

Client-side rendering is usually paired with dynamic web apps like social networks or online messengers. This is because these apps’ information constantly changes and must deal with large and dynamic data to perform fast updates to meet user demand.

The focus here is on a rich site with many users, prioritizing the user experience over SEO.

Which Is Better: Server-Side Or Client-Side Rendering?

When determining which approach is best, you need to not only take into consideration your SEO needs but also how the website works for users and delivers value.

Think about your project and how your chosen rendering will impact your position in the SERPs and your website’s user experience.

Generally, CSR is better for dynamic websites, while SSR is best suited for static websites.

Content Refresh Frequency

Websites that feature highly dynamic information, such as gambling or FOREX websites, update their content every second, meaning you’d likely choose CSR over SSR in this scenario – or choose to use CSR for specific landing pages and not all pages, depending on your user acquisition strategy.

SSR is more effective if your site’s content doesn’t require much user interaction. It positively influences accessibility, page load times, SEO, and social media support.

On the other hand, CSR is excellent for providing cost-effective rendering for web applications, and it’s easier to build and maintain; it’s better for First Input Delay (FID).

Another CSR consideration is that meta tags (description, title), canonical URLs, and Hreflang tags should be rendered server-side or presented in the initial HTML response for the crawlers to identify them as soon as possible, and not only appear in the rendered HTML.

Platform Considerations

CSR technology tends to be more expensive to maintain because the hourly rate for developers skilled in React.js or Node.js is generally higher than that for PHP or WordPress developers.

Additionally, there are fewer ready-made plugins or out-of-the-box solutions available for CSR frameworks compared to the larger plugin ecosystem that WordPress users have access too.

For those considering a headless WordPress setup, such as using Frontity, it’s important to note that you’ll need to hire both React.js developers and PHP developers.

This is because headless WordPress relies on React.js for the front end while still requiring PHP for the back end.

It’s important to remember that not all WordPress plugins are compatible with headless setups, which could limit functionality or require additional custom development.

Website Functionality & Purpose

Sometimes, you don’t have to choose between the two as hybrid solutions are available. Both SSR and CSR can be implemented within a single website or webpage.

For example, in an online marketplace, pages with product descriptions can be rendered on the server, as they are static and need to be easily indexed by search engines.

Staying with ecommerce, if you have high levels of personalization for users on a number of pages, you won’t be able to SSR render the content for bots, so you will need to define some form of default content for Googlebot which crawls cookieless and stateless.

Pages like user accounts don’t need to be ranked in the search engine results pages (SERPs), so a CRS approach might be better for UX.

Both CSR and SSR are popular approaches to rendering websites. You and your team need to make this decision at the initial stage of product development.

More resources: 


Featured Image: TippaPatt/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

HubSpot Rolls Out AI-Powered Marketing Tools

Published

on

By

HubSpot Rolls Out AI-Powered Marketing Tools

HubSpot announced a push into AI this week at its annual Inbound marketing conference, launching “Breeze.”

Breeze is an artificial intelligence layer integrated across the company’s marketing, sales, and customer service software.

According to HubSpot, the goal is to provide marketers with easier, faster, and more unified solutions as digital channels become oversaturated.

Karen Ng, VP of Product at HubSpot, tells Search Engine Journal in an interview:

“We’re trying to create really powerful tools for marketers to rise above the noise that’s happening now with a lot of this AI-generated content. We might help you generate titles or a blog content…but we do expect kind of a human there to be a co-assist in that.”

Breeze AI Covers Copilot, Workflow Agents, Data Enrichment

The Breeze layer includes three main components.

Breeze Copilot

An AI assistant that provides personalized recommendations and suggestions based on data in HubSpot’s CRM.

Ng explained:

“It’s a chat-based AI companion that assists with tasks everywhere – in HubSpot, the browser, and mobile.”

Breeze Agents

A set of four agents that can automate entire workflows like content generation, social media campaigns, prospecting, and customer support without human input.

Ng added the following context:

“Agents allow you to automate a lot of those workflows. But it’s still, you know, we might generate for you a content backlog. But taking a look at that content backlog, and knowing what you publish is still a really important key of it right now.”

Breeze Intelligence

Combines HubSpot customer data with third-party sources to build richer profiles.

Ng stated:

“It’s really important that we’re bringing together data that can be trusted. We know your AI is really only as good as the data that it’s actually trained on.”

Addressing AI Content Quality

While prioritizing AI-driven productivity, Ng acknowledged the need for human oversight of AI content:

“We really do need eyes on it still…We think of that content generation as still human-assisted.”

Marketing Hub Updates

Beyond Breeze, HubSpot is updating Marketing Hub with tools like:

  • Content Remix to repurpose videos into clips, audio, blogs, and more.
  • AI video creation via integration with HeyGen
  • YouTube and Instagram Reels publishing
  • Improved marketing analytics and attribution

The announcements signal HubSpot’s AI-driven vision for unifying customer data.

But as Ng tells us, “We definitely think a lot about the data sources…and then also understand your business.”

HubSpot’s updates are rolling out now, with some in public beta.


Featured Image: Poetra.RH/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

Holistic Marketing Strategies That Drive Revenue [SaaS Case Study]

Published

on

By

Holistic Marketing Strategies That Drive Revenue [SaaS Case Study]

Brands are seeing success driving quality pipeline and revenue growth. It’s all about building an intentional customer journey, aligning sales + marketing, plus measuring ROI. 

Check out this executive panel on-demand, as we show you how we do it. 

With Ryann Hogan, senior demand generation manager at CallRail, and our very own Heather Campbell and Jessica Cromwell, we chatted about driving demand, lead gen, revenue, and proper attribution

This B2B leadership forum provided insights you can use in your strategy tomorrow, like:

  • The importance of the customer journey, and the keys to matching content to your ideal personas.
  • How to align marketing and sales efforts to guide leads through an effective journey to conversion.
  • Methods to measure ROI and determine if your strategies are delivering results.

While the case study is SaaS, these strategies are for any brand.

Watch on-demand and be part of the conversation. 

Join Us For Our Next Webinar!

Navigating SERP Complexity: How to Leverage Search Intent for SEO

Join us live as we break down all of these complexities and reveal how to identify valuable opportunities in your space. We’ll show you how to tap into the searcher’s motivation behind each query (and how Google responds to it in kind).

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