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How to Survive (& Actually Thrive at) SMB PPC
Transcript of How to Survive (& Actually Thrive at) SMB PPC
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How to Survive (& Actually Thrive at) SMB PPC.
State of Search, Dallas 2016
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@PPCKirk #StateOfSearch
SMBPPC
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@PPCKirk #StateOfSearch
SMBPPCNo Competition
Great Product
Great Content
Great Client
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@PPCKirk #StateOfSearch
SMBPPCNo Competition
Great Product
Great Content
Great Client
EXPLOSIONS
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@PPCKirk #StateOfSearch
SMBPPCCan SMB PPC really
work?
Or are we destined to be outbid and out-budgeted by the big brands?
The Big Question About Little PPC
http://www.sportsmanagementdegreehub.com/wp-content/uploads/2013/06/5.-Greg-Grant.jpg
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Kirk Williams@PPCKirk
blogger: Search Engine Land, Moz, PPC Hero, Wordstream, Klientboost
speaker: SMX, Hero Conf, Confluence Con, State of Search, SLC DMC
Billings, MT
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Kirk Williams@PPCKirk
My Mother-in-Law
says I do PCP.
“Worthless man.”
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Kirk Williams@PPCKirk
My Mother-in-Law
says I do PCP.
“Worthless man.”
NOT MY MOTHER-IN-LAW
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@PPCKirk #StateOfSearch
SMBPPC
Definition of SMB
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@PPCKirk #StateOfSearch
SMBPPC(Often)
Local
Definition of SMB
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@PPCKirk #StateOfSearch
SMBPPC(Often)
Local
Definition of SMBSimple
Account
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@PPCKirk #StateOfSearch
SMBPPC(Often)
Local
Definition of SMBSimple
Account
Simple Product or
Service
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@PPCKirk #StateOfSearch
SMBPPC(Often)
Local
Definition of SMBSimple
Account
Simple Product or
ServiceLow Budget
< $2500
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@PPCKirk #StateOfSearch
SMBPPC
Caveat: My SMB PPC Today = Search Engine Marketing
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@PPCKirk #StateOfSearch
SMBPPC
“This is how we are going to rock at SMB PPC.”
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@PPCKirk #StateOfSearch
SMBPPC
SMB PPC TIP 1 Set Yourself Up
Like Chuck Norris Playing 1-
Man Volleyball.
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@PPCKirk #StateOfSearch
SMBPPC
The slower the getaway car, the more you need a good head-start.
“It’s a setup!
Step on it, Vinnie, drive!”
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@PPCKirk #StateOfSearch
SMBPPC
SMB requires skill, since you can’t “just throw budget at it.”
Month 1 Month 2 Month 3 Month 4
1,000 Visits
500Visits
250Visits
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@PPCKirk #StateOfSearch
SMBPPC
SMB requires skill, since you can’t “just throw budget at it.”
Month 1 Month 2 Month 3 Month 4
1,000 Visits
500Visits
250Visits
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@PPCKirk #StateOfSearch
SMBPPC
What about Account Structure?
HOTLY DEBATED
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@PPCKirk #StateOfSearch
SMBPPC
Chuck Norris’ opinion (and mine):
WHACK
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@PPCKirk #StateOfSearch
SMBPPC
Chuck Norris’ opinion (and mine):
“Why, segment SMB Campaigns by Match Type,
by jove.”MORE
WHACKS
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@PPCKirk #StateOfSearch
SMBPPC
Remarketing (more on this later)
DisplayRemarketing
SearchRemarketing
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@PPCKirk #StateOfSearch
SMBPPC
Bing Ads: USE IT
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@PPCKirk #StateOfSearch
SMBPPC
SMB Website Logic:
IFWebsite = SMB
THENQuality = BAD.
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@PPCKirk #StateOfSearch
SMBPPC
Bad Website? Try LPs
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@PPCKirk #StateOfSearch
SMBPPC
So Remember:Set Yourself Up
Like Chuck Norris Playing 1-
Man Volleyball.
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@PPCKirk #StateOfSearch
SMBPPC
SMB PPC TIP 2 Budget Like
You’re UnAmerican.
“don’t buy stuff you cannot afford!”
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@PPCKirk #StateOfSearch
SMBPPC
In SMB PPC, Budgeting Well is as Essential as…
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@PPCKirk #StateOfSearch
SMBPPC
Account Organization & Budgeting
Separate Campaigns by Match Type for Budget Control EXACT RLSA
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@PPCKirk #StateOfSearch
SMBPPC
My SMB Automated Budget Rule Strategy
Pause & assign
campaign labels
throughout the month
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@PPCKirk #StateOfSearch
SMBPPC
My SMB Automated Budget Rule Strategy
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@PPCKirk #StateOfSearch
SMBPPC
Shared Budgets: An SMB Win!
Keep TOP (or big spender) campaigns separated
Split Remaining Campaigns into Shared Budgets
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@PPCKirk #StateOfSearch
SMBPPC
Investigate Shape (formerly Steadybudget)
Not a paid ad
Pull in Google + Bing + FB to control *total* budget
See projections
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@PPCKirk #StateOfSearch
SMBPPC
SMB Budget Requests
Don’t be a Google rep
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@PPCKirk #StateOfSearch
SMBPPC
SMB Budget Requests
Don’t be a Google rep
Use. Data.
SCENARIO
Monthly Budget: $2000Monthly Leads: 100Avg CPA: $20 (Lowest possible)Google: Missing 25% impEst loss: 25 leads per month
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@PPCKirk #StateOfSearch
SMBPPC
SMB Budget Requests
Don’t be a Google rep
Use. Data.
Make hard, realistic recos
SCENARIO
Monthly Budget: $2000Monthly Leads: 100Avg CPA: $20 (Lowest possible)Google: Missing 25% impEst loss: 25 leads per month__________________
Suggestion: Raise to $2500
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@PPCKirk #StateOfSearch
SMBPPC
So Remember:Budget Like
You’re UnAmerican.
“don’t buy stuff you cannot afford!”
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@PPCKirk #StateOfSearch
SMB PPC TIP 3 Target Like Finn (100%) & Padme (84%), Not Stormtroopers.
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@PPCKirk #StateOfSearch
SMBPPC
Keyword Targeting
Prioritize [exact]
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@PPCKirk #StateOfSearch
SMBPPC
Keyword Targeting
Build out top terms into
SKAGs
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@PPCKirk #StateOfSearch
SMBPPC
SMB KW Research – No Monthly $$ Required!
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@PPCKirk #StateOfSearch
SMBPPC
Negative Keyword Tips
Neg KW Lists?
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@PPCKirk #StateOfSearch
SMBPPC
Negative Keyword Tips
NO
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@PPCKirk #StateOfSearch
SMBPPC
Negative Keyword Tips
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@PPCKirk #StateOfSearch
SMBPPC
Negative Keyword Tips
DOESN’T WORK
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@PPCKirk #StateOfSearch
SMBPPC
Negative Keywords
Use SQR/STR to find “bulk” KW modifiers when traffic is low.
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@PPCKirk #StateOfSearch
SMBPPC
Negative Keywords
Use SQR/STR to find “bulk” KW modifiers when
traffic is low.
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@PPCKirk #StateOfSearch
SMBPPC
Remarketing Audiences
SMB RLSA FTW
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@PPCKirk #StateOfSearch
SMBPPC
Remarketing Audiences
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@PPCKirk #StateOfSearch
SMBPPC
Remarketing Audiences
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@PPCKirk #StateOfSearch
SMBPPC
Remember, SMB Targeting = Control
1 Random bid modifiers = monsters
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@PPCKirk #StateOfSearch
SMBPPC
Remember, SMB Targeting = Control
1 Random bid modifiers = monsters
2 Return customers ≠ new customers
353% Increase in ROAS588% Increase in CVR
Shopping Client
vs
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@PPCKirk #StateOfSearch
SMBPPC
Remember, SMB Targeting = Control
1 Random bid modifiers = monsters
2 Return customers ≠ new customers
3 Budget control, FTW
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@PPCKirk #StateOfSearch
SMBPPC
Lists = User Behavior + Micro-Conversions
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@PPCKirk #StateOfSearch
So Remember:Target Like Finn (100%) & Padme (84%), Not Stormtroopers.
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@PPCKirk #StateOfSearch
SMBPPC
SMB PPC TIP 4 Report Like
You’re a Tattletale
“your CPA rose inexplicably”
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@PPCKirk #StateOfSearch
SMBPPC
SMB Reporting Rule Number 1: Don’t be Han Solo
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@PPCKirk #StateOfSearch
SMBPPC It’s about the
client.
IT’S ABOUT THE CLIENT.
Identify & Report on THEIR KPIs
SMB Reporting Rule Number 1: Don’t be Han Solo
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@PPCKirk #StateOfSearch
SMBPPC
SMB Reporting Rule Number 2:Your clients are busy.
Don’t waste their attention with pointless metrics
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@PPCKirk #StateOfSearch
SMBPPC
E.g., bounce rate = pointless metric.
Also, consider combining Google/Bing into “PPC”
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@PPCKirk #StateOfSearch
SMBPPC
SMB Reporting Rule Number 3:Don’t Over-report (Monthly)
Don’t waste your or their time with
low budget weekly reporting
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@PPCKirk #StateOfSearch
SMBPPC
SMB Reporting Rule Number 4Show the Big Picture, too
SMB clients/owners L.O.V.E. seeing YTD
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@PPCKirk #StateOfSearch
SMBPPC
SMB Reporting Rule Number 5:Make it Pretty
They don’t have time to page through excel files.
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@PPCKirk #StateOfSearch
SMBPPC
SMB Reporting Rule Number 5:Make it Pretty
They don’t have time to page through excel files.
kerpow
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@PPCKirk #StateOfSearch
SMBPPC
My Reporting Tool Recommendation
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@PPCKirk #StateOfSearch
SMBPPC
So Remember:Report Like
You’re a Tattletale
“your CPA rose inexplicably”
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@PPCKirk #StateOfSearch
SMBPPC
So, can SMB PPC Really Work???
Are we destined to be outbid and outgunned buy bigger competitors?
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@PPCKirk #StateOfSearch
SMBPPC
YES, SMB PPC can work, if we:
Set up our accounts well
Target accurately
Budget Intelligently
Communicate well
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@PPCKirk #StateOfSearch
SMBPPC
“Yep, we’re good.”
Thanks, mom
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Thank You! Questions, Ideas, Insults?
Slides + Links: zato.marketing/smb-ppc