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Pay-per-click advertising is one of the most cost-effective methods of getting
leads known to Internet business owners. It gives you instant traffic, and
allows you to test your business model in real time.
At the same time, pay-per-click advertising (or PPC) is not as simple to use as
the PPC companies will have you believe. If you jump into the system without
preparing for ‘tracking' your results, doing deep keyword research, establishing
your ROI and most importantly, testing your ads, you'll lose a lot of money
really fast.
Before we start talking about the major PPC engines, here's a brief overview of
what you need to know.
The Basics Of Pay Per Click
There are some terms that you should know if you want to understand any
discussion on PPC. Some of these are self-explanatory, some you might have heard
before. Either way, go through this section and make sure to read those parts
that you don't know of.
The PPC Model
In the PPC advertising model, you have three core elements – keywords , ads ,
and bids . These three elements are combined with ‘ placement ' to create an
advertising model that displays ‘relevant' ads on search engines (in response to
keyword searches), portals and websites that opt to display such ads on their
pages (the ads to be shown are determined by a keyword analysis of the page).
For a PPC campaign, you need to know the keywords that you are targeting. For
example, for a niche site that promotes a time management product, I would
create a list of keywords that included keyword groups containing terms related
to time management, productivity, saving time, self improvement and maybe even
business soft skills. As I've told you before about keyword research, you should
have a big list so that you capture most, if not all, of your target traffic.
The next step is to write the ad copy for the ads that will be displayed for
your searches. The ad copy is extremely important because along with your bid
amount, this will determine the ‘conversion rate' (explained below) of your ads.
Write concise, compelling ad copy that highlights the benefits of your website /
product, and avoid fluff.
Once you've written your ads, it's time to bid . The bidding mechanism differs
from PPC engine to engine, but the idea is the same – your bid amount is the
maximum cost (usually calculated in U.S. dollars) that you are willing to pay
for each keyword. It's important to know how much you can afford in terms of
bidding costs so that you avoid going into bidding wars with your competitors,
and also so that you don't spend more than you make through this campaign.
Cost-Per-Click
Cost-Per-Click ( CPC ) is the amount you pay each time a potential customer
‘clicks' on one of your ads that they see on their search engine results or on
websites. This is often less than the maximum bid amount you set for each
keyword.
Conversion Rate
Conversion Rate is the ratio of clicks over impressions (the number of times
your ad is displayed on searches or page loads on websites). A typical
conversion rate is between 2 to 3 percent – that is, for every 100 impressions,
you get 2-3 clicks on your ads.
Conversion Rate is closely tied in with the quality of your ad copy , and also
with Placement , which I'll discuss next.
Placement
If there is more than one person bidding for a keyword (as is almost always the
case), the placement of the ads (which ad comes in on the first slot, which
comes in on the second, etc.) is determined by bid amounts of each competitor.
The higher your bid, the better your placement (Google adds the conversion rate
into their placement calculations, and I'll tell you how later). Your conversion
rate to a certain extent depends on how high your ad is placed on the ‘rankings'
and this leads advertisers to place high bids just to rank at the top. The
trouble with this approach is that you might enter into a bidding war with your
competitors and lose a lot of money.
Tracking
Tracking refers to measuring which keywords are bringing you the best leads or
sales, and which keywords are bringing you ‘window shoppers' – people who are
‘compulsive clickers' and don't buy or sign up. Tracking your ad campaign will
help you further fine-tune your ads and improve your ROI.
ROI
Your Return-on-Investment (ROI) is determined by how much you are spending over
how much you are earning in net profits from your ad campaign. It's important to
establish a base ROI before your start your ad campaign – assume a conversion
rate of 1 percent – so that you don't over-spend and are able to run this
campaign within your budget.
The Pay-Per-Click World
Currently, there are two major PPC engines, Google AdWords and Overture (now
known as Yahoo! Search Marketing ). While there are many alternatives such as
Espotting (now Miva), MetricsDirect and Kanoodle, the top two PPC engines are a
class apart when it comes to delivering results.
However, one of the first pieces of advice you'll hear from most people is that
bigger PPC engines such as AdWords and Overture are too ‘expensive' to break
into (with CPC for top positions easily passing $3-$4 for many keywords, and
reaching $10 for really competitive keywords).
In reality, if you are just starting out, it's critical that you pick one of the
top two PPC engines. Why?
Traditionally marketers judge PPC engines on the following criteria:
Reach – How large your potential target market is.
Cost-per-click
Quality of traffic – Do the leads fit your customer profile? Are the willing to
spend on your products?
Quality of service – The tools and help offered by the PPC engines.
Overture and AdWords beat their competition on all of these metrics except CPC.
However, the benefits of ‘cheaper' clicks are more than compensated for by the
ease of use of the big two, and more importantly, as any PPC expert will tell
you, the quality of traffic from Overture and AdWords is far better than from
other PPC engines.
Overture
Overture was purchased by Yahoo!, and recently renamed to Yahoo! Search
Marketing. The name's not catchy, but with Yahoo! Behind the ‘second-largest'
PPC engine on the Internet, you can expect that the quality of traffic and
services will improve over the next year. Yahoo's acquisition of Overture is the
single biggest reason advertisers have started paying attention to Overture
again, although Google AdWords still commands leading respect.
Overture is a manually edited PPC engine. When you write ads for your website,
these ads (and the keywords you specify) have to be approved by human editors
before they can appear in search results on Overture partner websites. While
this ensures that the quality of ads remains above a certain level, this is also
a hassle, as new ad campaigns can take several days to be approved, and there is
a distinct lag between the time you plan to improve a section of your campaign
(for testing) and the time those changes actually go live.
Overture keyword bids are totally transparent, meaning that any advertiser can
see at any time what other advertisers are paying for that particular keyword.
This is both useful and harmful – advertisers can accurately target their ‘ad
placement' positions, but knowledge of the top 2 or top 3 bid amounts can easily
lead into a bidding war, and competitors undercutting your ads by posting a bid
that is $0.01 higher than yours.
Google Adwords
Google AdWords is the leading PPC engine on the Internet, although it's closely
followed by Overture. Combined, the two PPC networks are distributed on nearly
every search engine or portal.
Google is totally automated – your ads go live within minutes of being written.
This is one of the two significant advantages AdWords has over its competition –
no need to wait for ‘approval' of your keywords and ads, which can take a few
days on other PPC engines.
Google AdWords, like Overture, does not charge you your maximum bid amount, but
just one cent more than the bid lower than yours. On the other hand, AdWords
bids are not transparent like Overture – bidders have no idea what their
competition is bidding. This reduces the threat of bidding wars.
The second advantage of AdWords is that it includes conversion rate calculations
in its ad-ranking algorithm. Simply put, your ad may rank higher than your
competitors' even if you are bidding lower, just because you have a higher
conversion rate. AdWords rewards ads that are better written, and thus provides
a subtle barrier against ad spam.
PPC advertising has become the ultimate marketing tool for testing new ad
campaigns, business models and landing pages without spending too much money.
Where else can you test a sales page by sending it 100 leads for $5?
If you are looking to promote your website / product effectively but cannot wait
for your search engine rankings to show on Google or Yahoo, you should seriously
consider PPC advertising as an advertising tool that not only brings in instant
traffic (and sales), but is a hedge against ranking fluctuations by ensuring
that you stay on the top page for your target keywords.
This is just a general overview of Pay Per Click marketing/strategies. Stay
tuned for Part 2 coming soon, where I'll go into some much more advanced
techniques to really ramp up your traffic, all the while spending less money!
by: Brad Callen
About the author:
Brad Callen
Professional SEO
Creator the popular SEO Elite Software program
http://www.seoelite.com
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