#SMX #33C @John_A_LeeUsing Funnels to Succeed at B2B Advertising

Optimizing the Paid Search Conversion

Funnel

#SMX #33C @John_A_LeeUsing Funnels to Succeed at B2B Advertising

Optimizing the Paid Search Conversion

Funnel

#SMX #33C @John_A_Lee

Who Is This Guy?Managing Partner – Clix MarketingDigital Advertising Geek Emphasis on “Geek”Prior Sentences Served: Hanapin Marketing WordstreamWriter: Search Engine Watch, ClickZ, Clix

Marketing Blog, The SEM Post, Acquisio Blog, PPC Hero

Speaker: SMX, SMX Social, SES / ClickZ Live,

HeroConf, State of Search, Acquisio User Summit, Bing Ads Connect

#SMX #33C @John_A_Lee

…or put another way, #funnelception

What If I Said It Takes a Funnel to Use a Funnel?

#SMX #33C @John_A_Lee

TrackingFoundation Built on Data

TargetingLayers Based on Status

Creative & Testing

Maximize Your EffortsReport,

Take Action

& Scale

#SMX #33C @John_A_LeeUsing Funnels to Succeed at B2B Advertising

Tracking

#SMX #33C @John_A_Lee

Conversion-Only TagsAnalyticsRetargetingDynamic Call TrackingLanding Page TestingEmail MarketingMarketing Automation

Tracking: Website Pixels

Still Not Using a Tag Manager?

#SMX #33C @John_A_Lee

URL Tagging CallsUTM tagsAuto tags (gclid)Custom tags (call tracking, etc.)Choose URL tag nomenclature that allows for granular, segmented data to pass into your advertising, analytics and marketing automation platforms.

Tracking: URLs & Calls

Call Extensions & Call Only AdsClick-to-call optimization for mobile3rd party services for detailed call analysis

#SMX #33C @John_A_Lee

Ads across all paid channels were inconsistently or improperly tagged.

Cost-per-opportunity (buyer-ready lead status) stagnated at more than 2X the target of $400.

Simple fix to URL tags at the end of July allowed data to pass through CRM, provide actionable sales funnel data for the paid channels and fueled optimization to improve cost-per-opportunity.

Stats From the Trenches:URL Tags & Data Clarity for Optimization

Janua

ry

Februa

ryMarc

hAp

ril May June

July

Augu

st

Septe

mber

October

Novembe

r

December

$0.00

$200.00

$400.00

$600.00

$800.00

$1,000.00

$1,200.00

Cost-per-Opportunity

#SMX #33C @John_A_Lee

Call Extensions were in place for Google AdWords & Bing Ads. No other call tracking was installed. Client believed that $100+ cost-per-acquisition was too high.

3rd party call tracking installed in December that provided data on the number of calls from paid channels and passed campaign data for calls into CRM.

Overall cost-per-acquisition was shown to be significantly lower than believed, calls were properly attributed to paid channels and future optimizations could be made based on call data in the sales funnel.

Stats From the Trenches:Leads Don’t Just Happen Online

Sep-14 Oct-14 Nov-14 Dec-14 Jan-15 Feb-15 $-

$20.00

$40.00

$60.00

$80.00

$100.00

$120.00

$140.00

Cost-per-Acquisition: Online Leads + Phone Calls

#SMX #33C @John_A_LeeUsing Funnels to Succeed at B2B Advertising

Targeting

#SMX #33C @John_A_Lee

Search, Display, Social… Beware the trap of pushing budget to channels based only on last click attribution.How are you maximizing each channel for the lead stages in the buyer journey or based on your lead scoring system?

Targeting: Consider the Paid Channel Mix

#SMX #33C @John_A_Lee

Prospecting NurturingGeneric PPC keywordsPlacement targeting for display and videoDemographic, industry/job, interest and behavior targeting for display, video and socialLookalike audiences based on customers, prospects or leads

Targeting: Examples by Sales Funnel Stage

Brand PPC keywordsProduct/service specific PPC keywordsGeneric and/or competitor PPC keywords Remarketing Lists for Search Advertisers (RLSA)Retargeting for display, video and socialCustom audiences for display, video and social

#SMX #33C @John_A_LeeUsing Funnels to Succeed at B2B Advertising

Creative & Testing

#SMX #33C @John_A_Lee

You could send visitors to your landing page. Why not just generate leads with your ad. And only your ad?

Tailor the ad message and call-to-action based on the lead status being targeted.

Creative & Testing: Lead Generating Ads

#SMX #33C @John_A_LeeFacebook Ads – Lead Ads

#SMX #33C @John_A_LeeTwitter Ads – Lead Generation Cards

#SMX #33C @John_A_LeeGoogle AdWords – Gmail Sponsored Promotions

#SMX #33C @John_A_Lee

Over a 30 day period, Lead Ads outpaced traditional Newsfeed Ads in regards to conversion rate and cost-per-lead.The form fields within the ad and those on the landing page were identical: Name, Email, Phone Number, Company Name.

Stats From the Trenches:Facebook Lead Ads for Buyer Ready Lead Generation

Call-to-Action Ad Type

Clicks Cost Leads Cost-per-Lead

Conversion Rate

Demo Request Lead Ads

18579 $ 92,378.54 2543

$ 36.33 13.69%

Demo Request Newsfeed Ads

26596 $ 60,719.81 1064

$ 57.07 4.00%

#SMX #33C @John_A_Lee

VideoVideo as a channel. Video in ad units. Video is powerful and effective.Big, Bold ImagesSocial profiles, social ads, Gmail Sponsored Promotions and many display ad units are a big, visual opportunity to pre-qualify potential leads.Ads That EngageFacebook Carousel Ads, Google Display Network Lightbox Ads and other ad types provide a format for telling a story and engaging with an individual before they click through to your landing pages.

Creative & Testing: Pre-Qualify Before the Click

#SMX #33C @John_A_LeeUsing Funnels to Succeed at B2B Advertising

Report, Take Action & Scale

#SMX #33C @John_A_Lee

Getting lead source data into marketing automation and tracking through to customer is key. But…

What other marketing channels influenced that lead? What other ad dollars were spent to push them down the funnel?

Sales funnel attribution is the wave of the B2B future!

Report, Take Action & Scale: Attribution

#SMX #33C @John_A_Lee

Use lead source data to optimize. Take action.Many ad platforms can marry marketing automation and ad performance data.Spin findings from sales funnel into new targeting within your advertising funnels. #funnelception

Report, Take Action & Scale: Data Feedback Loop

#SMX #33C @John_A_LeeSEE YOU AT THE NEXT #SMX!

Thank You!

Questions?@john_a_lee

john@clixmarketing.comwww.clixmarketing.com