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How To Make Paid Search Work For B2B Marketing

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How To Make Paid Search Work For B2B Marketing

High CPCs.

Low search volume.

Unqualified leads.

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

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

Prequalify Users With Ad Copy

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

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

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

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

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

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

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

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

Layer On Audiences

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

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

First-party audiences entail your own data.

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

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

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

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

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

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

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

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

B2B accounting firms can target a Business Financial Services segment.

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

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

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

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

Find Keywords That Relate To Actual Problems

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

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

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

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

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

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

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

Don’t Forget The Landing Page

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

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

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

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

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

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

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

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

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

Optimize For The Right Conversion Actions

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

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

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

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

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

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

Put B2B PPC To The Test!

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

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

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Featured Image: Golden Sikorka/Shutterstock




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State Of Marketing Data Standards In The AI Era [Webinar]

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State Of Marketing Data Standards In The AI Era [Webinar]

Claravine and Advertiser Perceptions surveyed 140 marketers and agencies to better understand the impact of data standards on marketing data, and they’re ready to present their findings.

Want to learn how you can mitigate privacy risks and boost ROI through data standards?

Watch this on-demand webinar and learn how companies are addressing new privacy laws, taking advantage of AI, and organizing their data to better capture the campaign data they need, as well as how you can implement these findings in your campaigns.

In this webinar, you will:

  • Gain a better understanding of how your marketing data management compares to enterprise advertisers.
  • Get an overview of the current state of data standards and analytics, and how marketers are managing risk while improving the ROI of their programs.
  • Walk away with tactics and best practices that you can use to improve your marketing data now.

Chris Comstock, Chief Growth Officer at Claravine, will show you the marketing data trends of top advertisers and the potential pitfalls that come with poor data standards.

Learn the key ways to level up your data strategy to pinpoint campaign success.

View the slides below or check out the full webinar for all the details.

Join Us For Our Next Webinar!

SaaS Marketing: Expert Paid Media Tips Backed By $150M In Ad Spend

Join us and learn a unique methodology for growth that has driven massive revenue at a lower cost for hundreds of SaaS brands. We’ll dive into case studies backed by real data from over $150 million in SaaS ad spend per year.

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GPT Store Set To Launch In 2024 After ‘Unexpected’ Delays

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GPT Store Set To Launch In 2024 After 'Unexpected' Delays

OpenAI shares its plans for the GPT Store, enhancements to GPT Builder tools, privacy improvements, and updates coming to ChatGPT.

  • OpenAI has scheduled the launch of the GPT Store for early next year, aligning with its ongoing commitment to developing advanced AI technologies.
  • The GPT Builder tools have received substantial updates, including a more intuitive configuration interface and improved file handling capabilities.
  • Anticipation builds for upcoming updates to ChatGPT, highlighting OpenAI’s responsiveness to community feedback and dedication to AI innovation.

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96.55% of Content Gets No Traffic From Google. Here’s How to Be in the Other 3.45% [New Research for 2023]

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96.55% of Content Gets No Traffic From Google. Here's How to Be in the Other 3.45% [New Research for 2023]

It’s no secret that the web is growing by millions, if not billions of pages per day.

Our Content Explorer tool discovers 10 million new pages every 24 hours while being very picky about the pages that qualify for inclusion. The “main” Ahrefs web crawler crawls that number of pages every two minutes. 

But how much of this content gets organic traffic from Google?

To find out, we took the entire database from our Content Explorer tool (around 14 billion pages) and studied how many pages get traffic from organic search and why.

How many web pages get organic search traffic?

96.55% of all pages in our index get zero traffic from Google, and 1.94% get between one and ten monthly visits.

Distribution of pages by traffic from Content Explorer

Before we move on to discussing why the vast majority of pages never get any search traffic from Google (and how to avoid being one of them), it’s important to address two discrepancies with the studied data:

  1. ~14 billion pages may seem like a huge number, but it’s not the most accurate representation of the entire web. Even compared to the size of Site Explorer’s index of 340.8 billion pages, our sample size for this study is quite small and somewhat biased towards the “quality side of the web.”
  2. Our search traffic numbers are estimates. Even though our database of ~651 million keywords in Site Explorer (where our estimates come from) is arguably the largest database of its kind, it doesn’t contain every possible thing people search for in Google. There’s a chance that some of these pages get search traffic from super long-tail keywords that are not popular enough to make it into our database.

That said, these two “inaccuracies” don’t change much in the grand scheme of things: the vast majority of published pages never rank in Google and never get any search traffic. 

But why is this, and how can you be a part of the minority that gets organic search traffic from Google?

Well, there are hundreds of SEO issues that may prevent your pages from ranking well in Google. But if we focus only on the most common scenarios, assuming the page is indexed, there are only three of them.

Reason 1: The topic has no search demand

If nobody is searching for your topic, you won’t get any search traffic—even if you rank #1.

For example, I recently Googled “pull sitemap into google sheets” and clicked the top-ranking page (which solved my problem in seconds, by the way). But if you plug that URL into Ahrefs’ Site Explorer, you’ll see that it gets zero estimated organic search traffic:

The top-ranking page for this topic gets no traffic because there's no search demandThe top-ranking page for this topic gets no traffic because there's no search demand

This is because hardly anyone else is searching for this, as data from Keywords Explorer confirms:

Keyword data from Ahrefs' Keywords Explorer confirms that this topic has no search demandKeyword data from Ahrefs' Keywords Explorer confirms that this topic has no search demand

This is why it’s so important to do keyword research. You can’t just assume that people are searching for whatever you want to talk about. You need to check the data.

Our Traffic Potential (TP) metric in Keywords Explorer can help with this. It estimates how much organic search traffic the current top-ranking page for a keyword gets from all the queries it ranks for. This is a good indicator of the total search demand for a topic.

You’ll see this metric for every keyword in Keywords Explorer, and you can even filter for keywords that meet your minimum criteria (e.g., 500+ monthly traffic potential): 

Filtering for keywords with Traffic Potential (TP) in Ahrefs' Keywords ExplorerFiltering for keywords with Traffic Potential (TP) in Ahrefs' Keywords Explorer

Reason 2: The page has no backlinks

Backlinks are one of Google’s top three ranking factors, so it probably comes as no surprise that there’s a clear correlation between the number of websites linking to a page and its traffic.

Pages with more referring domains get more trafficPages with more referring domains get more traffic
Pages with more referring domains get more traffic

Same goes for the correlation between a page’s traffic and keyword rankings:

Pages with more referring domains rank for more keywordsPages with more referring domains rank for more keywords
Pages with more referring domains rank for more keywords

Does any of this data prove that backlinks help you rank higher in Google?

No, because correlation does not imply causation. However, most SEO professionals will tell you that it’s almost impossible to rank on the first page for competitive keywords without backlinks—an observation that aligns with the data above.

The key word there is “competitive.” Plenty of pages get organic traffic while having no backlinks…

Pages with more referring domains get more trafficPages with more referring domains get more traffic
How much traffic pages with no backlinks get

… but from what I can tell, almost all of them are about low-competition topics.

For example, this lyrics page for a Neil Young song gets an estimated 162 monthly visits with no backlinks: 

Example of a page with traffic but no backlinks, via Ahrefs' Content ExplorerExample of a page with traffic but no backlinks, via Ahrefs' Content Explorer

But if we check the keywords it ranks for, they almost all have Keyword Difficulty (KD) scores in the single figures:

Some of the low-difficulty keywords a page without traffic ranks forSome of the low-difficulty keywords a page without traffic ranks for

It’s the same story for this page selling upholstered headboards:

Some of the low-difficulty keywords a page without traffic ranks forSome of the low-difficulty keywords a page without traffic ranks for

You might have noticed two other things about these pages:

  • Neither of them get that much traffic. This is pretty typical. Our index contains ~20 million pages with no referring domains, yet only 2,997 of them get more than 1K search visits per month. That’s roughly 1 in every 6,671 pages with no backlinks.
  • Both of the sites they’re on have high Domain Rating (DR) scores. This metric shows the relative strength of a website’s backlink profile. Stronger sites like these have more PageRank that they can pass to pages with internal links to help them rank. 

Bottom line? If you want your pages to get search traffic, you really only have two options:

  1. Target uncompetitive topics that you can rank for with few or no backlinks.
  2. Target competitive topics and build backlinks to rank.

If you want to find uncompetitive topics, try this:

  1. Enter a topic into Keywords Explorer
  2. Go to the Matching terms report
  3. Set the Keyword Difficulty (KD) filter to max. 20
  4. Set the Lowest DR filter to your site’s DR (this will show you keywords with at least one of the same or lower DR ranking in the top 5)
Filtering for low-competition keywords in Ahrefs' Keywords ExplorerFiltering for low-competition keywords in Ahrefs' Keywords Explorer

(Remember to keep an eye on the TP column to make sure they have traffic potential.)

To rank for more competitive topics, you’ll need to earn or build high-quality backlinks to your page. If you’re not sure how to do that, start with the guides below. Keep in mind that it’ll be practically impossible to get links unless your content adds something to the conversation. 

Reason 3. The page doesn’t match search intent

Google wants to give users the most relevant results for a query. That’s why the top organic results for “best yoga mat” are blog posts with recommendations, not product pages. 

It's obviously what searchers want when they search for "best yoga mats"It's obviously what searchers want when they search for "best yoga mats"

Basically, Google knows that searchers are in research mode, not buying mode.

It’s also why this page selling yoga mats doesn’t show up, despite it having backlinks from more than six times more websites than any of the top-ranking pages:

Page selling yoga mats that has lots of backlinksPage selling yoga mats that has lots of backlinks
Number of linking websites to the top-ranking pages for "best yoga mats"Number of linking websites to the top-ranking pages for "best yoga mats"

Luckily, the page ranks for thousands of other more relevant keywords and gets tens of thousands of monthly organic visits. So it’s not such a big deal that it doesn’t rank for “best yoga mats.”

Number of keyword rankings for the page selling yoga matsNumber of keyword rankings for the page selling yoga mats

However, if you have pages with lots of backlinks but no organic traffic—and they already target a keyword with traffic potential—another quick SEO win is to re-optimize them for search intent.

We did this in 2018 with our free backlink checker.

It was originally nothing but a boring landing page explaining the benefits of our product and offering a 7-day trial: 

Original landing page for our free backlink checkerOriginal landing page for our free backlink checker

After analyzing search intent, we soon realized the issue:

People weren’t looking for a landing page, but rather a free tool they could use right away. 

So, in September 2018, we created a free tool and published it under the same URL. It ranked #1 pretty much overnight, and has remained there ever since. 

Our rankings over time for the keyword "backlink checker." You can see when we changed the pageOur rankings over time for the keyword "backlink checker." You can see when we changed the page

Organic traffic went through the roof, too. From ~14K monthly organic visits pre-optimization to almost ~200K today. 

Estimated search traffic over time to our free backlink checkerEstimated search traffic over time to our free backlink checker

TLDR

96.55% of pages get no organic traffic. 

Keep your pages in the other 3.45% by building backlinks, choosing topics with organic traffic potential, and matching search intent.

Ping me on Twitter if you have any questions. 🙂



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